Participated in nearly 30 Canton Fair, foreign trade veteran's sharing experience
- 2018-04-23 15:04
- Canton Fair traders factory traders agent for foreign trade
I have participated in nearly thirty sessions of the Canton Fair, and some of the experience summed up to tell our foreign trade people hope to be useful.
There are so many guests around the world, but what is interesting is that in fact, each product may be a group of regular customers in one country.
What are the buyers of the Canton Fair?
After many years of observation and analysis, the customers of Canton Fair are divided into the following categories.
1. businessmen who have just begun to do business
The knowledge of Chinese products was not very clear before. This kind of customer usually comes together with a few people, takes a camera to see anything to take photographs, often fuss mutually greets. In fact, you pay attention to what they are saying, mostly say: you see, a certain company bought this product here. Such guests are cheap to see anything, but they will be surprised at MOQ. (I'll talk about the MOQ problem later)
You have to try to take them to the factory. According to my observation, businessmen who seldom come to China are very eager to go to factories. But do not sell bad things to him, so you can only do a business.
2. foreign factories
They have been producing in their own country for a variety of reasons to come to China to find the same products to continue their business abroad. Such customers are experts in the industry and are very picky. They only look at their products and are not interested in other products. They are looking for excellent collaborators. MOQ is not a big problem for them, but they usually want to make a small list to inspect suppliers.
If we can understand the customer's company (sometimes the customer has a product picture book, he may take it out for you, or get a guest card immediately to ask your colleagues to go online.) so we have to catch a long line to catch the big fish, and we must catch the quality. If you recognize it, it will be a long-term process of cooperation.
3. traders for a period of time
They have already paid a certain amount of tuition. ("Tuition" can be understood, right?) It will be very careful. When negotiating, you should ask "how do you feel better", "we can comply with your request" and so on. In all respects, he felt that he could control everything and would not repeat past mistakes.
4. senior traders
The purpose of the Canton Fair is:
How many people are selling A.'s own products to see if they are expensive and see if their suppliers are a better choice and see what new designs for similar products have.
B. consolidates its products and looks at other products that can be developed.
For such a guest, if it is done before, to dig into the potential and introduce the new product to him, the price of the old product can hold him a little, let him feel that you are very real, and want to cooperate with him for a long time, in a word, to get his trust.
If you are a new guest you haven't done, this is the time to bayonet. First of all, we should observe from a brief contact whether he has done the product before, and at the time of inquiry, we can ask him directly before answering him. Usually, the merchant will tell you. If he says he has done it, you have to bite the teeth and put the price on the bottom, so that he can regret it directly. While he is still sob, you will deliver second products to him immediately, and the price will be lower.
If he is interested, ask him to sit down immediately and put his backpack on the floor. Never let him stand. No matter whether he sits or not to sit down, you must stop the entrance at this time. What do you need to get your colleagues to hand over and firmly plug the import? According to my experience, if a client stands, he can go out any time, and he will stay longer if he sits down.
5. foreign company Hongkong agent
They usually come at weekends. These people come to collect information and make a simple inquiry. If I were to treat these guests, I would close my eyes and report blindly.
6. Hongkong people with guests
Treated by senior traders.
7. blacks and Arabs
Some people think that the Canton Fair is just like the Yiwu market, while others want the Canton Fair to be the same as the Yiwu market. They usually ask if you can deliver to Yiwu. Note a few points:
A. first ask him wher to deliver the goods. If it's Yiwu, you can add a little price.
B. also told him that we also sell in the Yiwu market (though not actually), but we only sell two grade defective products to Yiwu.
C. first asked him if he had bought it before and wher to buy it. If he tells you in Yiwu, refer to A and B. In fact, sending goods to Yiwu is not a big deal. It is simply that no tax rebate is allowed, so add this profit. If he has a certain quantity to tell him that he does not need to ship in Yiwu, if he has a certain amount, we can send it directly, and tell him that he does not need to pay for it in Yiwu.
My impression of the Canton Fair
I have been to many exhibitions in the world, and it is responsible to say that the Canton Fair is the best light industry exhibition in the world. It can be found from a small needle to a car. The threat theory of Vietnam and India, which has been widely circulated in recent years, is not yet established, because there is no complete industrial chain in those countries, and many accessories are often imported from China. Of course, there are some special products there that China does not have.
Personally, I believe that this situation will not change in twenty years. The only comparable is the Yiwu market, wher the light industrial products are all, but the grade of Yiwu products is incomparable with the Guangzhou Fair, which is more suitable for some low-end customers. I heard a very interesting thing in Yiwu. Some of the guests in some places asked for a compression package, which was to press the goods with a machine to save the volume. I can't understand it. We all want to pack a product as big as a match box as big as a TV set.
about foreign trade companies
Since China has liberalized the right to import and export, it has been talking about the future of foreign trade companies in the foreign trade industry. I personally think it is not necessary to worry about this in the short term in the ten years. The reasons are as follows:
Factory products are single and have a large appetite, often customers can not meet the requirements of the factory. The current economic situation has made more and more foreign retailers of small retailers come to China in an attempt to earn the skin that has been pulled out of the importer. Most of these customers require a large number of fewer varieties. Even wholesalers abroad require varieties to be small in order to avoid large amounts of capital. Usually a foreign trade company has several factories under it. If merchants buy a single item at each factory, the quantity will be more objective. Similarly, all customers of a foreign trade company add up to a considerable amount for the factory.
about the product
China's factory innovation capability is low, most of which are imitating or imitating some changes. It is deficient in design, often mimicking the skin and not bone. What I think is very important is that Chinese designers lack artistic quality.
This is developed in primary school. There are several courses in foreign primary schools. One is the production course. Very small children learn to knead clay figurines and learn to draw paper. At the end of each semester, the school has a big job to do a handwork, so that parents can help. I've seen it. Every work is full of art and creation. They create beautiful works with simple processing. Two is an instrument class, each child has to choose a musical instrument, the school often has a performance, the lower grade children blow the blind, but they are very serious, the audience will also hold a warm applause. In contrast, children in China pay more attention to the Olympic math composition than in the arts.
Domestic products are too heavy, while foreign countries pursue simplicity. For example, ceramics, resins, wood carvings and other industries, foreign painting workers often draw a beautiful product in several strokes, and the domestic painting artists are rather rigid. In the short term, to change this, I think the best way is to go outside the country and look at the outside world so as to understand what foreign countries need and do not close doors.
We must pay attention to quality. Because China has too many factories and similar products, one county and one town are doing the same kind of products. Often a factory management staff come out of their own factory, pull some old factory old guests, the original factory sold good things to customers cheap, the product is getting cheaper and cheaper. Often the factory from the thin profit inside even pressure, only from the quality of the hand, a little weight, a little back to the material, what the quality of a mess.
We often have a feeling abroad that products produced abroad are almost without quality because no one dares to do so. At home, some people in China dare to do anything. It is this short-sighted act that has hurt China's manufacture. I have seen many businessmen quarrelling at the Canton Fair many times for the sake of quality. In fact, for most customers, not to mention what he says is gnashing his teeth, the difference within five percent does not matter at all, but the quality must be better.
Some attention to the details of the exhibition
1. good spirit looks better
Take a bath every day, especially the shampoo! I don't know if anyone has the same opinion with me. I've been on the streets of Hongkong for a long time, and I wonder why the Chinese are also very spiritual in Hongkong. Later, I came to the conclusion that Hongkong people pay much attention to bathing, especially shampoo. Some people in China may not have this habit. They do not shower every day, nor do they often change clothes. They also do not pay attention to combing their hair, and their shirts are wrinkled. I don't know much about Africa and South America. People in Europe and the United States get up and bathe every morning. When they go out, they must be very smart, and so do the people of Hongkong. This is the first impression to our customers, so we need to pay attention to it.
2. about perfume
Many people are not used to perfume. What I want to say is that if you choose to do the business of foreign trade, I hope you still have to change some habits. Europeans and Americans do not go out every day without perfume, which is actually a respect for people. Girls should also pay attention to make-up, and makeup is not the best. What I want to point out is that if women wear clothes with their arms, please shave their armpits. This is really very indecent in foreign countries.
3. smile
I have noticed a problem and I don't know if anyone has the same feeling. The Chinese do not always smile. The smile from the heart is not the kind of smile that the etiquette young lady has trained to expose. Also, don't frown when speaking. If you don't hear a word, don't frown. Ask the Europeans and Americans to make a big eye in the same situation.
People in Europe and the United States have very rich facial expressions. They can tell what they are thinking from their faces. I have seen a period of time, a girl from Australia returned to work, and finally quarrelled with the host. In fact, the girl was influenced by foreigners too much. Her action expression was completely a normal foreigner, and the host was the heart of the villain. If someone looks at your booth for a second, you immediately smile and greet him, hand in a business card and ask him to come in. Be careful not to be beautiful.
4. good memory is better
In fact, those people who may buy your products are those in each country. You can't buy them next year, but you can't buy them next year. If you get a business card and have a few conversations, if possible, remember the character of the person. On the second day, he stared at his eyes and nodded with a smile to show that you remembered him. If you can call out his name when he comes out of the channel in front of your stall, I don't believe he won't stop in your stall for a two time, and if he comes out of the channel in front of your stall.
5. insist on exhibiting
For a businessman, he needs a strong supplier. If you attend every session, you will definitely give him the confidence to cooperate with you. Every time you meet a client, you send a directory to deepen your impression and let him know that you are an expert in this field. Many people come to collect catalogues at the exhibition. Every year, he can see your catalogues, just like advertisements, constantly telling him that you are an expert in this field.
6. be kind to everyone who comes close to your booth, whether it's a Chinese face or a foreign face.
In fact, in many countries, especially in the import and export industry, many Chinese enterprises have done well. If you want to see if your competitors are coming, you can politely ask which market you want to take, or ask for a business card. And if you have more experience, you can make some distinction from the way you dress and behave. Do not think that your product is a defense secret, the market is now transparent, you think it is very difficult to operate exclusively on the product, and it needs to compete with the soft power. Also, do not see that Chinese faces are far away from each other. As long as people hang their buyers' papers on their chest, you can't let them in.
7. to be a friend to a friend
You need to know about world geography and remember the capital and characteristics of every country. Imagine, if a foreigner comes to you and tells you which country he is, you say, oh, XX, XX is great (such as sports, historic sites) that shows you have a certain understanding of the country, not not heard of it, if you can also use the language of their country to ask a good, negotiated atmosphere. It turned on.
8. you must be very professional
You need to know your products and your market. Don't spend so much time playing games. The technology is really developed now, and we can not get information in a minute in the past year. Here I recommend that you use GOOGLE. The result of search is totally different from Baidu. You are welcome to say that Baidu is garbage.
If you search the language of your product on GOOGLE, you probably know the market situation. You also need to know the estimated price, so that you can report eight or nine or ten without looking at the price list. At least I like to deal with people like this. One thing I don't understand is how good it is to write the price directly on the product. Why do we need to use the price list? (afraid that the buyer knows the bottom price, it can be expressed in Chinese or in a set of alphabetic rules that only he can understand.) Another thing I don't understand is that when many people quote, they crackle through a calculator.
9. the price of the first product must be low
Even with the first few quotations are low, even if no money, after receiving orders can actually make money, the price list will always have some moisture can squeeze. The first thing a guest asks is exploratory, often something he bought at someone else's house. He knows his price very well, so he asks for it. You should also quickly explain the price conditions you have reported, such as packing and other additional values, and tell the guest how much you can subtract from what you need, let the guest know that you can cooperate with him.
10. do not expect to receive orders at the exhibition
The guests need to consider thinking again, usually not on the spot, and like the Indian, often the big single, but not the execution. In fact, I do not think the name of the Canton Fair is very accurate. It should be the Guangzhou fair. What you want to do at the exhibition is to display and display your products better. once the guest has a little bit of interest, then hit the snake with the stick, look at the guest and bring the guest to the list, and the guest is not on the way. You have to ask him when he will return and tell him when you will contact him, as if the list had already talked to him the same: I will go back after you go back. Send the detailed information to your mailbox.
11. exhibition samples are not too much
That gives people a feeling that the quality is not high unless you sell them as low grade goods. When you go to a foreign exhibition, you can find that a small booth is decorated and the exhibits are not crowded. I did not do well in the early stage when I was abroad. Later I found this problem corrected, and now it works much better. For example, the distance between clothes, hangers and hangers must be kept at a distance from a fist. Never squeeze them together. The exhibits are useless. Guests often ask you what you don't have, such as color. You can't bring all the samples with representative products.
Your work has just started at the end of the 12. Exhibition
Every card should be carefully recorded at the exhibition to see what the guests have asked. When you go back, search the name of the customer company on GOOGLE. Now the general company has a website to see what they are doing and everyone is inside. You should know wher they are about to get in, and what's the difference between your own products and their products. For guests, you send him some pictures, quote what, not too much, within 10 pictures can be. Besides, I feel that a good thing is to attach a photo of the exhibition or even a picture of a person at the booth to make the guests more impressed.
13. don't be afraid to reply.
If you send an email, you will disappear. It doesn't matter. It's normal. Imagine, a businessman after the exhibition and you want to sort out a lot of information, he has so much money on his hand, must choose the best project he thinks, so it is too normal to reply. once again in 10 and a half months. If you don't return a letter in half a month, ask again: have you received the information I sent, and now there are some new products I want to send you to see if the price of raw materials has risen somewhat in this period, but we can also give you the price that you talked about last time... If you don't return the letter, if you think you can communicate with a client in a language, you may call a phone, say nothing, and say you don't know if you have received it. You have to show that your goal is to keep in touch with your customers and not rush to buy things for him.
14. go out. Please come in
A visit to a foreign exhibition is planned every year. Before you check your business card information, choose some countries to visit. If you can find a customer's booth, you will go directly to the boss, and the customer will be happy to show you his product, and tell you what product he needs, and even tell you wher he is in, how much money, and you are immediately following He said, ask him to come to China at a convenient time. You give him a better fit for his products. If the guests can come to you in China and congratulate you, your order has no problem.
15. MOQ's bewilderment
Now the customer needs more and more small variety, as a factory should think about, their product is not really need so large quantity, in the case of ensuring a certain profit can reduce the MOQ, if you can try to reduce MOQ, such as printing industry can be jigsaw, do not be afraid of trouble, of course your work The factory is very good, but not willing to pick up the small list. In addition, there is a price ladder when quoted abroad, that is, the amount and price. Can domestic suppliers refer to them? When the quotation is quoted, tell the guests directly to the price ladder and let them decide for themselves. Don't bite a MOQ.
Source: international logistics information platform