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Saturday, January 03, 2009|
Yesterday, I have a talk with one of the boss’s friend, he operated a furniture factory which makes metal bed, he wants to open export market and asks me how to do export business.
He doesn’t have any experience or knowledge about exporting, and his factory is only sell goods to domestic market, he opens a store in furniture center, get order from there and make furniture in his factory. It is a big furniture market in Shunde. For most of the small factory, they operate their business in this way, and earn money out of that.
As for exporting, many factories do export business, but very few of them have export license. Mostly they find an agent for custom clearance, as well as export documentations. They find a people that can speak English to deal with that kind of stuff.
Mostly they get the foreign customers through trade shows, B2B business, etc. Or when they are looking for someone that handles export business, they write in the requirements:” the person must have xx years working experiences in xx field and should have own customer recourse.” That requirement is tough, very few person willing to work for that kind of factory, that mean the factory doesn’t have any support or advertisement for the goods, it is hard to get business and build self-reputation.
I have read all the time, that the boss provide the computer, telephone and ask the export seller to get order from Internet, try the B2B website, and that is very hard too, very possible that several months or even half a year can’t get one order, or maybe someone is very in luck, like the lottery, they may get the order very soon, but however, that possibility is very small.
The trade show is the best way to get order, we talk to customers directly in person, we know their requirement and they stop by when find someone interest, nobody is going to spend the time in a booth for nothing, it is kind of wasting time. Their buying intention is clear, they get the information they need and get the catalogue, listen to the presentation of the goods, or if they think it is worthy, appoint a time to come to the factory for visit.
The guy asked me the question like this:” if the customer finds the prices too high, and they are not likely to place order, how to convince the customers and place order?”
For that question, I don’t know that how to answer, from my experience, I may smile to customers and explain to them difference quality, brand, high class materials or something like that. But honestly speaking, if the competitor is too high and not acceptable in their niche market, they are not going to buy it. As businessman, their eyes on market potential are sharp, they are not going to buy something that not marketable back, and it is a failure.