Usually at work and in life, I always see warning signs such as “lower consumption of 100 yuan†and “lower order of 2 tonsâ€. I don’t know, so many customers are turned away and many business opportunities are missed.
A large gift importer found a lot of beautiful and cheap products in China, but Chinese manufacturers require that the number of orders should not be less than 2000-3000. The company complained: "The amount, There is no problem with Liverma, it is difficult for a small company like us, because some styles of products we need time to sell, it is impossible to order as much as one." He hopes that Chinese exporters can handle small orders flexibly. some.
In order to avoid the troubles caused by small orders, many export companies often limit small orders, or stipulate lower order quantities, or have special instructions on payment methods. Enterprises do this, of course, have their own considerations, but while considering the immediate interests, we should also look into the future and examine the development potential of small orders, and may find large business opportunities.
The main reason why small orders are unpopular for exporters is the high cost. Xing'an Group Co., Ltd., which produces and exports toys and other light industrial products, received orders for a number of electronic toys in May 2004. One of the cabinets includes 15 items, and the number of each item is only 20 cases/300 pieces. In the production arrangement, a product line requires a production line, and it needs to be adjusted frequently. In addition, the salary of the workers is calculated on a piece-by-piece basis. Compared with mass production, it takes about half less, the company's revenue is also low, and the average output is 26% lower than the mass production. Mr. Pan Wenlong, who is in charge of marketing work, said, “We have finished working overtime, but the workers feel tired, the company also feels tired".
In view of this, isn't it worth the attention of small orders? The answer is no, there are actually a lot of hidden things behind the small orders. Mr. JONYU, who is responsible for purchasing with Northpole Co., Ltd., who has 20 years of experience in working with Wal-Mart, said: “Small orders are like volcanic magma, and a little bit is hot. No one can be sure what it looks like after cooling.†Maybe small orders It’s just a test for a big buyer, or because the buyer’s situation has changed, the previous small orders have brought more business opportunities, and there’s no difference, and the restrictions on small orders may lose important. Development opportunities.
From the perspective of buyers, the background of small orders is different. Small orders may come from small companies' orders, or from special orders from big companies, such as TV shopping, online shopping, or the need to develop new products from large companies. The order of a small company is undoubtedly the protagonist, but the above two situations involving large companies are also common.
Take Wal-Mart, for example, it rarely orders independently to strange companies. In general, orders are flowing to their intrinsic suppliers. If these suppliers cannot do their own factories, or if the price is too high, the orders will flow to upstream suppliers.
Most of the suppliers of this super company are major traders who have a large supply of goods to meet the needs of the super company at any time. Orders in this case are more common, and all shipments must meet the requirements of the super company, but the payers are not these super companies. This type of order comes from long-term trust and cooperation, basically a big order. .
However, at present, Wal-Mart has realized that through the purchase of suppliers, there are too many profits lost in the middle, and it is difficult to guarantee the competitive advantage of its “everyday low priceâ€. Therefore, they have set up procurement centers in China in Asia, absorbing countless Chinese suppliers and entering the manufacturer database. Wal-Mart's procurement staff said: "At this time, there will often be some small orders, requiring suppliers to complete on time, after quality inspection and cost price analysis, decide whether to replace the existing suppliers, such orders are In the selection stage, but it is the supply of big orders that are dreamed of.
Wal-Mart's annual orders, in terms of its amount, are less than 1% of the total order, but there are also a huge amount of 500-100 million US dollars. The person in charge believes that if such a small order is received, it indicates that the supplier has entered the grandmother of these big buyers, and now the product, production environment or production capacity has been affirmed by them, at least they have seized the opportunity than other suppliers. This is worthy of congratulations.
But he also mentioned that for large buyers, the production environment and production capacity are the big factors that determine their trade-offs, because buyers need a base of production and development capabilities to meet the ever-changing market. Demand, of course, this process is very long, suppliers are alive and growing in this competitive and obsolete environment. From this perspective, small orders have another meaning, so we don’t discriminate against small orders, it will bring Your unlimited business opportunities and future!
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