2016年7月1日星期五

Foreigners in China as a procurement


Foreigners in China as a procurement


To create a win-win situation

Always remember to motivate their Chinese business partners. To clear to let them know that in the cooperation can obtain benefits, and to ensure that every transaction can maintain a win-win situation.
When I first began to set up electronic products company, my bank have no money, no money. When I talk to some Chinese factories under order 10000 sets of electronic products, all the factory sent me the quotation. I choose one of the best cost performance. Then I told them that what I want is a trial order for your order, now only need 80 units. They due to small order cannot make them profitable, and disrupted their production schedule And refused to cooperate with me.
Later I found I seek cooperation company is very big, but I received quotation is “chinglish” and very unprofessional. A table can have 15 different fonts and colors, without a central content, the product description is not achieve what they want. Their electronic products user manual is not logic, and many illustrations.
I spent a few days for the manufacturer to redesign the electronic product instructions, and sincere told them: I don’t have the ability to bring huge orders for you, but I can help you to design the manual, buyers have be satisfied.” A few hours later, the manager of the factory reply me, and received my order of 80 units, and the price is even lower than previous. (when we could not reach the requirements of customers in some ways, in order to save customers can also say similar things with the client.)
A week later, this factory manager told me that they won the very many users in the us market. This is because in many competitive companies, their products are the most professional, and product data sheet is the best. Not all the “win-win” deal should reach an agreement. In many negotiations, thus I will often be asked: “why don’t you receive our supply? We can give you a better price!” But I tell them: “I don””t accept this delivery because you are not a liar is fool, I need a long-term partner! I want to ensure that their profits!” (one of the outstanding buyers will not only to care about their profits, but also as a partner The supplier, so as to achieve win-win situation.

“Out of Box”

Once I sit as a representative of the company’s factory in China, a large conference room, at that time I just wear jeans and t-shirts. But on the other side of the five managers have to wear very formal, but only one can speak English.
At the start of the meeting, I was talking to the manager to understand English, he can translate my words to colleagues, and at the same time for discussion. This discussion is very serious, because the price of the new order, payment terms, and quality problems. But every few minutes, they’ll laugh at a time, it makes me feel very uncomfortable, because we discussed the topic is not funny. I am very curious what they discussed in the content, and sincerely hope that your side has a good translation. But I realized that I bring translators, they will certainly be a lot less.
Then I put the phone on the table have recorded the whole meeting. When I back to the hotel, I put the audio files uploaded to the Internet, and find several online translation the translator accordingly. A few hours later, I got a translation of the whole meeting, including their private conversation. I have to know their quotation, strategy, and the most important base. From another point of view, I have already obtained the advantage in the negotiations.
china sourcing agent

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