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It is definitely impossible to develop large customers with this idea.
Dec 16,2022
In foreign trade negotiations, there is no move that can eat all customers. We should understand the change and pertinence.
Therefore, as a supervisor, I have always believed that it is necessary to delegate some autonomy to the salesmen. We should not be too arbitrary, and it is unrealistic to formulate the so-called standardized "SOP.
Ice is big, there is a problem that bothers me recently.
What we do is consumer electronics. The company willunified externalThe FOB price, the supervisor stipulates that no matter which market, the first quotation must be submitted according to the standard.
Then the supervisor also gave us the reserve price to cope with the appropriate price reduction of customers. For example, our main itemA is 32USD externally and the lowest is 28USD.
I once asked: in the face of the Americas (Mexico, Chile, etc.) and the Middle East, can we start to reduce the price appropriately, because their price requirements are still low.
For example, I quoted 30USD at the beginning, but there is still room for a price reduction of 2USD.
The supervisor saidThis is not allowedBecause you reported it, there is not much room to negotiate with customers.
Although I also understand that the unified price is good for regulating the market, but for Latin America, the Middle East can not be flexible? Besides, 32USD to do this product even the director said that the profit is considerable.
There is another example: I received an inquiry from Hama (importer) in Shenzhen, Germany, about an ItemB quotation (later learned that it was for Media market).
At first I quoted the standard price of 26USD, but later the customer replied that it was too far from their target price.
I also heard you say that big buyers still have to honestly quote the lowest price. And don't ask for their target price.
So I replied, praising that they are well-known companies and will receive prices from many suppliers, and then indicating in 23.5 USD email that this is RockBottom Price (the lowest price given by the supervisor is 23).
And said to the French brand, Italian brand also supplied goods, also presented the company introduction (the company has a state-owned enterprise background).
Customer reply: the price should not be less than 18USD. And this also includes the cost of various tests done by the HAMA designated agency, and the cost of the designated packaging materials, as well as the post -100%TT payment terms. (CC supervisor for both quotation and reply)
During this period, the other party also took the initiative to chat with me privately on QQ, paying more attention to whether the payment method can be supported, the qualification of our company's factory, and the recommend testing organization BV for me.
Payment method My supervisor has promised OA can do it before (other customers), so I told the customer first and then 100%TT payment method should be possible.
In addition, I gave the customer a reply about the factory information, and the other party still said OK and understood.
Then, as to whether the price can reach 18USD, I said it is not possible, but I still need to report it to the supervisor and discuss whether I can reply.
However, the information sent to the supervisorNo reply. (She was on a business trip in the afternoon, but she didn't reply until the next morning. She was in the office.)
I saw no reply. I replied to the customer after work in the morning and said thank you very much for his inquiry, but the target price was still not possible.
In the afternoon, the customer replied, "you 'd better quote us the best price. As a result, the supervisor saw this and finally said:
"Do you know why I didn't give you a reply yesterday, because you didn't have room for yourself when you started to cut prices, and you didn't find a way to get out of each other's bottom. Now people give you 18USD, isn't it very passive?"
I explained that Germany HAMA is a big buyer, and 23.5USD is our range. However, the supervisor did not accept my quotation and did not say whether to do this case or not...
Later, I told the customer: the price of 23.5USD is the lowest, plus the testing cost, the cost of packaging materials is higher.
As a result, the customer replied that it would take a standard comparison to know if it was higher, or if I wanted to quote the price.
Bingda, do you think there is a problem with my quotation process? I look forward to your reply and thank you for your time.
1) Different customers, different markets, different needs, and different specific situations are not standardized.
However, it is obviously unwise for you to use standardized prices to pry different customers. This is not"Carving a boat for a sword"The story?
For customers, we should also learn to "see people to serve food". Everyone's situation is different. Of course, we should adapt to the situation and have different coping strategies.
I suggest that you still communicate with your boss, aiming at specific case,Give the salesman more support and autonomy space.
2)Media Markt believes that you know that for large German customers, the natural price requirement will be very low and very low. In addition, if there is an importer in the middle, the price will be lower.
You have almost no cards to play, and your supervisor doesn't know how to deal with big buyers, so your experience in this area is far from enough.
His little tricks,What bargaining, compromise offers, these are almost always for large buyers and professional customers.Invalidof.
3) There is no problem with your quotation, because you have done everything you can and talked about everything you can.
That is to say, this is the end of everything. You need to ask for instructions on any other guest's request, and you need to convey it on both sides.
And dealing with this kind of big buyers, I can tell you a few necessary elements directly:
First,very low price, which may be 20% lower than the price you supply to other customers;
Second, all the sample fees, testing fees, all kinds of miscellaneous fees, certification fees, inspection factory, you need to bear;
Third, the payment method may not be very good.
In the current situation, the company wants to make money,Don't want to hit a large amount of moneyTo cultivate and develop big customers, so even if you try your best, I don't like the results.
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