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老外喜歡下單給貿(mào)易公司？還是工廠？
Do foreigners like to place orders to trading companies or factory?
如果是你，你又會(huì)選擇向誰下單？
If you were him, who would you choose?
一起來看看老外是怎么說的？
Let's see what the foreigner says first?
1.問：在跟客戶打交道的時(shí)候，是否第一次就該告訴他我是貿(mào)易商?
Q: Should I tell that I am a trader for the first time when dealing with customers ?
德國Fesco貿(mào)易公司CEO Frank：這個(gè)問題很敏感也很重要。可能很多客戶更愿意和工廠合作，其實(shí)貿(mào)易商也可以提供很好的服務(wù)。我從很多中國供應(yīng)商采購產(chǎn)品，有兩家是貿(mào)易公司。為什么客戶不愿意從貿(mào)易公司采購?因?yàn)樗麄儾幌敫秱蚪稹５诙?，他們認(rèn)為工廠可以更好地控制生產(chǎn)、質(zhì)量和交貨期。
CEO Frank from Fesco trading corporation of Germany:The issue is sensitive and important.Many customers may prefer to cooperate with the factory, but traders can provide good service as well.I purchase products from many Chinese suppliers, two of which are trading companies.Why are customers reluctant to buy from trading companies? The reason is that they don't want to pay commission.Second, they believe that factories can control production, quality and delivery time better.
2. 問：作為貿(mào)易公司，我最能夠打動(dòng)買家的地方是什么?
Q: what is the best aspect to impress buyers as a trading company?
德國Fesco貿(mào)易公司CEO Frank:作為貿(mào)易公司，在歐洲存在著很重要的價(jià)值。財(cái)務(wù)便利能提供最好的服務(wù)。如果我不能提供貸款，就沒法做生意。另外MOQ很重要，然而很多工廠都設(shè)置了很高的MOQ。作為貿(mào)易商還應(yīng)擁有能提供多種類的產(chǎn)品選擇(BROARD RANGE OF PRODUCTS)、嚴(yán)格真實(shí)的質(zhì)量控制等。
CEO Frank from Fesco trading corporation of Germany: As a trading company, we have a very important value in Europe.And Financial convenience provides the best service. I can't do business if I can't make a loan.Besides,MOQ is very important,but many factories have high MOQ.As traders, we should also have the ability to provide many kinds of product selection(BROARD RANGE OF PRODUCTS), strict real quality control and so on.
3. 問：我來自一家小的貿(mào)易公司，選擇做什么樣的產(chǎn)品更有前途?
Q: What products do we choose to make more profits even though we are a small trading company?
德國Fesco貿(mào)易公司CEO Frank：作為一個(gè)貿(mào)易公司，你必須找一些有創(chuàng)新的產(chǎn)品。創(chuàng)新意味著至少你的價(jià)格會(huì)更靈活。如果你的產(chǎn)品過于簡單，利潤很低，那就很難在歐洲有生存空間。
CEO Frank from Fesco trading corporation of Germany: You have to find some innovative products as a trading company. Innovation means that your price will be more flexible at least. It's hard to have a living space in Europe if your product is too simple and low profit.
4. 問：我們是貿(mào)易公司，沒有自己的工廠，似乎買家都不喜歡我們。請問怎么辦?
Q: It seems that buyers don't like us as we are trading companies without our own factories,what should we do ?
德國Fesco貿(mào)易公司CEO Frank：我不會(huì)單純因?yàn)閷?duì)方不是工廠而不選擇他。我如果沒有選擇你，一定是因?yàn)槠渌脑?。我合作的貿(mào)易公司給我提供非常棒的服務(wù)，如最小起定量。貿(mào)易公司還有很厲害的倉儲(chǔ)服務(wù)。我的時(shí)間很寶貴，所以我愿意為快速高效交貨而多付一些錢。
CEO Frank from Fesco trading corporation of Germany: If we didn't choose you, it must be for other reason. The trading company that we cooperate provides us with excellent service, such as minimum quantity.Meanwhile,it also has great warehousing services. My time is precious, so I am willing to pay more for fast and efficient delivery.
5. 問：在采購商的眼中，工廠比起外貿(mào)公司，是不是更有優(yōu)勢呢?
Q:Does the factory have an advantage over foreign trade companies in the eyes of purchasers?
加拿大采購經(jīng)理Sophia：這要看情況。主要取決于三方面：
Sophia,Purchasing manager from Canada: It mainly depends on three aspects:
價(jià)格：有時(shí)候，工廠的報(bào)價(jià)更有競爭力。而外貿(mào)公司的優(yōu)勢在于，它可以囤積一批訂單，一次性下給一個(gè)工廠，由此獲得更為低廉的價(jià)格。之后他們再將貨物拆分，分發(fā)給各個(gè)客戶。
Price: sometimes factory offers are more competitive. The advantage of the foreign trade company is that they can stock up a batch of orders and give it to a factory at once, thus foreign trade company can get a cheaper price. then also split and distributed the goods to each customer.
品質(zhì)：工廠可以在第一時(shí)間管控產(chǎn)品品質(zhì)。而外貿(mào)公司可以徹底落實(shí)更為嚴(yán)格的產(chǎn)品管控體系，保證產(chǎn)品品質(zhì)達(dá)到世界級(jí)的水準(zhǔn)。
Quality: The factory can control the product quality in the first time. And foreign trade company can thoroughly implement more strict product control system, guarantee product quality to achieve World-class standards.
溝通技巧：在這一方面，外貿(mào)公司積累了豐富的經(jīng)驗(yàn)，他們的理解能力和外貿(mào)流程操作能力都優(yōu)于工廠，他們與外商的聯(lián)系也會(huì)更加緊密。
Communication skills: The foreign trade company has accumulated rich experience in Communication skills, its ability of comprehension and the process of foreign trade operation were superior to the factory as well as more closely contact with foreign.
6. 問：您作為采購商，會(huì)下單給像我們這樣的小工廠嗎?
Q: would you place an order as a buyer for a small factory like us ?
加拿大采購經(jīng)理Sophia：小供應(yīng)商可能更富有創(chuàng)造力，你必須要有特別之處，比如非常準(zhǔn)確的交貨期(excellent delivery)、流程檢測(process check)等。
Sophia,Purchasing manager from Canada:Small supplier may be more creative and you have to be specific, such as excellent delivery、 process check and so on.
是否購買的決定權(quán)不在你，而在買家。不管大公司還是小公司，都要保證有英語優(yōu)秀的外貿(mào)人員。
Whether or not to buy is not your choice but the buyer's. No matter big or small company, it must ensure that foreign trade personnel is excellent in English.
7. 問：我們是貿(mào)易公司，我們出售了產(chǎn)品給買家，當(dāng)時(shí)工廠表示質(zhì)保只有2年，但產(chǎn)品在1年左右的時(shí)間出問題了，應(yīng)該由誰負(fù)責(zé)?
Q: We are trading companies and have sold the products to the buyers.the factory said that the warranty was only 2 years then,but the product has been in trouble for about 1 year. Who should be responsible for it?
瑞士促銷禮品采購公司(上海)總經(jīng)理Marco：告訴買家哪些是你可以提供的，哪些是不可以提供的。在質(zhì)量保證合同里，注重細(xì)節(jié)，明確權(quán)責(zé)。不能過于讓步，也不過分要求，實(shí)事求是即可。
Marco, general manager of the Swiss promotional gift purchase company (Shanghai) :
You should tell the buyer what you can and cannot provide.Pay attention to details and clear responsibility in quality assurance contract.Don't make too much concession and requirement ,you should seek truth from facts.
8. 問：南歐市場是我們的目標(biāo)市場，但是許多買家都不講英語的。我們可以去找英國的貿(mào)易公司，通過英國將產(chǎn)品出口到南歐去嗎?
Q: The southern European market is our target market, but many buyers don't speak English. Can we go to the British trading company and export our products to southern Europe?
德國廚具公司采購經(jīng)理Dominic：建議你尋找當(dāng)?shù)氐馁Q(mào)易公司，比如你做西班牙市場，就找西班牙的貿(mào)易公司。否則，你找英國的貿(mào)易公司，雖然溝通可以很順暢，他們手頭并沒有西班牙的訂單，跟你有存在一樣的困難去開拓周邊的市場。
Dominic, purchasing manager of German kitchen appliance company: It is recommended that you look for local trading companies,for example,if you want to do business with the Spanish market,you should look for Spanish trading company.Otherwise,although it is smooth to communicate with British trading companies, they have no Spanish orders on hand and have the same difficulties to explore the surrounding market as well.
9. 問：在你們挑選供應(yīng)商的時(shí)候，報(bào)價(jià)是考評(píng)中最重要的因素嗎?
Q: when you choose your suppliers, offer is the most important factor in the review?
加拿大采購經(jīng)理Sophia：在國際貿(mào)易中，任何一個(gè)因素都可能被歸結(jié)為競爭優(yōu)勢。每個(gè)采購商都希望能夠買到價(jià)廉物美的產(chǎn)品。在產(chǎn)品品質(zhì)大幅提升的情況下，采購商們也能夠接受與之相匹配的漲價(jià)。
Sophia,Purchasing manager from Canada: Any factor may be considered a competitive advantage in international trade. Every buyer wants to buy a good quality product at a low price.Buyers can also accept the price increases in the case of a big improvement in product quality.