Why do North American buyers often place small orders?

1. Buyers in North America often start with small orders when they first order with new customers in China. This situation is common in industries such as gifts, hardware, and daily necessities. Merchants in North America have high quality requirements for products, because once there are quality problems, merchants must accept returns, or significantly reduce prices, ship at a loss, and most Chinese products are low-end products, giving people a low price. The impression of low quality, most of the goods ordered from distant China, can not go to the field inspection, for each business, it can be said that there is a certain risk, so they are very cautious when ordering with Chinese suppliers, even When we place orders with local Chinese suppliers, we are also very careful not to order large quantities at one time. This is a problem of North American buyers. They always have such doubts about Chinese products.

2. For gifts and daily necessities, the timeliness of the market is very obvious. For example, during the Christmas period, some gifts need to be folded in half, so the orders for general gifts are small and dense. I hope that I can order a container of goods, which can save a lot of money, but if it is possible to cause a backlog, it is better to order directly from a large importer or other local manufacturers.

3. In North America, the market for popularized daily necessities and hardware has been occupied by big supermarket chains, such as WALMART, HOMEDEPOT, etc. If you want to have good sales performance, you must operate some special products, and these special products are often It means small amount, we mainly deal in furniture hardware and auto parts, many products need special, such as a special stainless steel bracket for kitchen cabinets, the order quantity is only 40,000 to 60,000 a year, and the total is not enough. When a container began to negotiate with domestic manufacturers, they were not willing to do it. The country had a high cost of opening the mold, and the order quantity was not large. It was only 10,000 at a time, but now they say that the profit of these brackets is better than that. The stainless steel cutlery of 4 containers is high. Most of our orders are such small and distinctive products. Because the products are distinctive, high quality and reasonable price, many European products have been used by our products. Alternative, and the order quantity is gradually rising, but there are still some hardware and auto parts. Although the prospect is good, due to the small order and high cost, Chinese manufacturers The US market and do not understand the doubts so far can not be produced.

4. Taiwanese manufacturers are different. Years of North American trade experience make them more sensitive to new products. As long as the new products can reflect the market trend, even if the orders are small and the development costs are high, they are willing to produce, so that they can grasp Market direction, earning a bucket of gold. China's factories lack a similar vision (of course, because of the lack of international trade experience), always staring at big orders, of course, there is nothing wrong with this, big orders are tempting, but large orders are often not profitable, and customers are under pressure. The competition is also very fierce, and sometimes domestic suppliers have reached the point of unscrupulous in order to grab the list. For example, we have got a big single door hinge, a domestic factory in order to compete with us, even below the cost The price grabbed the list. After they got the list, they couldn’t do it. They had to try to reduce the cost. As a result, the thickness of the door hinge was not enough, and the claim was made. The buyer no longer believed in Chinese manufacturers. High prices buy Chinese goods from European distributors, so suppliers should be cautious about large orders.

5. The situation I often encounter is that when I make a small order to a domestic manufacturer, most of them are not so enthusiastic, start to calculate the cost, and then increase the price. If there is a special design, the cost of the mold is very high. In fact, more experienced importers are very clear about the domestic cost and mold-opening costs. It is easy to see whether the supplier is sincere by quotation. Since I have done foreign trade for quite some time in China, I understand the psychology of domestic suppliers. I don’t have a big deal. For this kind of goods, I have to re-work, the factory is not willing to produce, and the goods are also troublesome. Box, this small order, the customer is not willing to do L / C, although the price given by the customer may be higher, but a lot of trouble, improve the price and cost, the customer can accept it, no matter how much trouble, based on this A lot of customers with similar orders have been treated with a cold shoulder. And even if the supplier accepts a small order, it is not too hard to do, product quality and service often have problems, "after the trouble". Of course, there are also suppliers who do not borrow, regardless of the size of the order, they are treated equally. Even if the small order requires some special design and increases the cost, the reasons and details will be explained clearly, so that the customer feels such supply. Business is trustworthy and can establish long-term cooperative relationships with it. According to past experience, it is more general to say that the suppliers in Guangdong and Zhejiang have done a good job in this respect because they are in line with the international standards. I have found a secret lock for kitchen cabinets. To add a hidden button to the universal cabinet door lock, the order quantity is small, only 2,000 on the front, when I contacted a manufacturer in Jiangsu, they are not active, just cope, and then I have multiple manufacturers. Contact, the situation is similar, and I approached a Guangdong manufacturer, their attitude is very positive, although the quotation is high, but the details of the various costs are clearly listed, it can be seen that they are seriously taken after a series of negotiations, We ended up signing contracts with them. Now, because this secret lock is a popular style in North American kitchen cabinets, orders have become bigger and bigger, and they are working with us to open the market first, so they also shared this. At the moment, the products are in the market, and their products have occupied a certain market. Other suppliers want to get in and out. This example shows that small orders for new products often represent potential. Opportunities, only a discerning company can seize opportunities and develop new markets.

6. We usually divide Chinese suppliers into two categories. First, enterprises that are in line with international standards, such as foreign-invested enterprises, domestic enterprises that operate in open areas such as Guangdong and international practices; second, traditional export enterprises, in general, Many companies that are in line with international standards are familiar with international conventions. Every time they receive a small order, their attitudes are given enough attention. The quotation list is detailed. After taking the order, they will try their best to meet the customer's requirements, even if they are single. Small, will also use qualified raw materials to produce carefully, on time delivery, the traditional export enterprises, the concept is relatively backward, often can not do this.

7. I think that for Chinese suppliers, if you want to make small orders, you must first change your mindset. Orders, regardless of size, are taken seriously. This is a sign of whether service quality and concepts are advanced. If you want to do a good job in international trade. The quality of service must also meet international standards. Export business personnel must take various orders seriously, and should treat them equally, and small orders must be carefully quoted and provide information. The second is to prepare the quotation. Many Chinese suppliers pay less attention to the quotation. After receiving the inquiry, the quotation is often just a general quotation. Most of them are based on a whole container, but they are not given details. The notes, while the merchants in Taiwan and Hong Kong listed the different order quantities, different requirements and prices in detail, so that the buyers can see at a glance. Third, if the goods are long-term small orders, and the style of the products has not changed, the better way is to find an agent at the place of sale, so that a batch of transportation can be carried out, and sales in batches can save market costs. It is more convenient to communicate with customers, and better coordinate and manage customer relationships, so that small order customers can also enjoy quality service. Manufacturers in Hong Kong and Taiwan have been very skilled in using agents to help them trade. Quite a number of Chinese companies are still not very aware of the benefits of agents.