On the B2B e-commerce platform, after the supplier often fails to respond to the contact information sent by the target buyer, he raises questions such as “Why don’t I contact the big buyers?â€, and even doubt whether the buyer actually exists. Shi Wenkai, president of Gasgoo.com explained this.
First, if some aspects of the company do not meet the requirements of buyers, such as: the scale and production capacity is not enough; geographical location is too far, the logistics cost is too high, etc., buyers generally do not reply one by one.
Second, if the buyer is a strategic purchase, not immediately begin purchasing, if the company meets the buyer's requirements, it should have been included in the buyer database, the official purchase, the buyer will select the matching supplier to contact.
Third, as the cross-border procurement of supporting buyers involves many departments such as procurement, technology, quality, logistics, etc., there are generally many organizations such as the China Procurement Center and foreign factories to coordinate, and the speed is slow, and it is very likely that they are waiting for the purchasing director. Or the headquarters of the audit, the results have not yet come out, the time does not allow the procurement commissioner to reply one by one.
4. Many multinational purchasers are developing suppliers in multiple countries at the same time. Finally, they will consider comprehensively and choose the most competitive suppliers in all fields to cooperate. If buyers find that Chinese suppliers do not have a clear advantage, they may turn to other countries for procurement.
If the buyer's procurement behavior has the above understanding, then the company will need to make targeted adjustments to its own sales behavior in order to take the initiative in the next round of procurement. In the aspect of buyers' assessment and evaluation of suppliers, Chen Wenkai said that in the different stages of project procurement, there will be corresponding changes in the factors that buyers are concerned about. First of all, in the procurement projects at the initial stage of global procurement, buyers need some potential suppliers, so they are more concerned about the company's scale, the company's R&D and production capabilities, and company management methods. Secondly, in terms of the price comparison period, buyers not only pay attention to the above information, but also pay attention to the potential risks in the products, such as the price of the product, the ability of the factory to continue to supply, the cost of trans-regional logistics, and foreign exchange collection and payment in the country. Finally, at the time of finalizing the supplier, the buyer paid attention to the factory's product quality control system, the factory's logistics and foreign trade processes.
Once entering the buyer's assessment of the supplier's factory stage, new problems followed. As for how to deal with buyers' inspections, this involves the question of what the buyers are looking at. To sum up, buyers generally focus on the combination of “line†and “pointâ€.
“Line†focuses on the business management objectives of supplier companies. It is divided into two parts: the establishment of production plans for enterprises and the inspection of production processes for enterprises. It can be said that the “line†is for the production process of enterprises. Inspection.
Production plans are divided into product production plans, material requirements plans, production task plans, production schedules, and production picking plans. From this can be reflected in the company's awareness of the entire production task and control. If the enterprise does not have the overall consciousness subjectively, and does not have a good understanding and understanding of a complete production process, then the later production may become passive. This is why buyers should look at the "production plan".
The “point†is an examination of an independent link in production. The investigations involved include supporting experience, equipment, personnel, research and development, and cost control. Specifically, those companies that have experience supporting domestic and foreign OEMs are the most vulnerable. The equipment to be inspected includes experimental equipment, production equipment, testing equipment, etc. They will question the origin, performance, output, maintenance, and staffing of the equipment one by one. For the operation of the production line, the inspection team will conduct field visits or information on the number of workers, shift arrangements, equipment layout, and quality control. For the company's business, the delegation will make meticulous inquiries into annual sales, main products, export markets, export ratios, and sources of raw materials.
Once the factory inspection is successful, the company will be included in the buyer’s supplier resource pool, and the matching opportunities are already within easy reach.
From the contact buyer to the buyer to the factory for a successful inspection, this is a long-term process. The whole process is interlocking and the causes of each layer. Any mistakes or mistakes in any one link will have unpredictable effects on the results. . After going through all sorts of “grindingâ€, the door of matching has basically been opened, and companies have become mature and stable. In the process of supply, buyers generally also provide necessary technical guidance and support to suppliers, or carry out simultaneous development. The development of the company has thus reached a new level.
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