Abstract In recent years, due to the financial turmoil, the foreign trade of stone has been struggling, and many enterprises have fallen into it. They are looking for a road to transformation, but they are suffering from the embarrassing situation of “no idea, no way†and can only stand hard. With the Xiamen Stone Exhibition, water...
In recent years, due to the financial turmoil, the foreign trade of stone has been struggling, and many enterprises have fallen into it. They are looking for a path of transformation, but they are suffering from the embarrassing situation of “no idea, no way†and can only stand hard. With the increase of the influence of professional exhibitions such as Xiamen Stone Exhibition and Shuitou Stone Exhibition, the market situation of stone foreign trade has undergone tremendous changes. Foreign buyers are no longer only looking at the domestic company's quotation as before, but directly to the stone exhibition. The factory face-to-face bargaining and get the psychological reserve price.
"Now the price of many stone materials is very transparent, and customers are even clearer than us. With the information asymmetry, the era of making up the price has completely passed." Mr. Chen, a stone foreign trade company, said, "Although our old customers can continue to cooperate, but In the absence of profit, the order is almost the same as the chicken ribs, the taste is tasteless, and it is a pity to abandon it!"
Risk-built, self-owned brand
However, the predicament of stone foreign trade is still facing a greater blow: according to the "Opinions on Further Promoting the Ecological Management of Mines" issued by Quanzhou City, all stone mines in Quanzhou will be closed by 2015, achieving the whole. Withdrawal, the stone industry will usher in the closure of the mine.
“It’s like breaking our food and not having rice!†Mr. Chen said: “So we can only find some new varieties in other provinces, try to build a brand of our own, and then promote it to customers.â€
However, as a foreign trade company, the risk of developing its own brand is also obvious. The most important thing is that it does not have its own mine resources. To push a new brand, it is often necessary to prepare a lot of samples, and also participate in many domestic and international exhibitions. Is the mine fully supportable? Unknown. In addition, once the new product promotion is successful, the followers will soon find the mine, re-name a good name, and then rush into the same market to fight the price war, the market will soon be impacted, the harvest cycle of new varieties can only maintain one. About a year.
Shaped processing flashes another kind of life
Since foreign trade is so difficult to do, why not transform it into the domestic market? “It’s even harder!†Chen always shook his head. “Now the domestic factories have their own thresholds, not to mention the excessive number, the competition is too fierce, and they also involve mines and equipment. , management and other issues!"
Mr. Chen believes that it is relatively easy to export from the factory, and it is very difficult to transfer the factory from a foreign trade company! It is a prominent problem in the recruitment of factories. The general working place of the factory is relatively remote, and a new generation of migrant workers after the 80s and 90s. I don't want to go, and I also need a lot of skills in management. If I open the factory without experience, it is probably a senseless sacrifice.
Compared with the opening of the factory, Mr. Chen has noticed a better opportunity. In today's orders, there is basically no profit in the conventional sheet products, but some special-shaped processing in the engineering list is special because it is difficult to process and has no universality. Therefore, customers will be very cautious and will not be willing to change factories to do it. "Maintaining old customers can only strengthen services and increase product added value."
Grab the credit accumulation of this straw
Like many stone foreign trade companies, Chen is mainly using B2B platform to obtain orders. At present, the most used platform for foreign trade in Xiamen is Alibaba B2B International Station, Global Sources and China Manufacturing Network. However, there are many companies advertising on the B2B platform. Foreign buyers can easily find a large number of companies. Buyers often send the same inquiry to dozens or even hundreds of companies, and then Comparison, bargaining, very cruel.
Mr. Chen is very helpless about this: "Our old customers sent emails with hope prices. I calculated them. Some prices are even lower than the factories we are working with now. How do you do this?" Foreign buyers are very smart. After finding a satisfactory price, the same company will be placed on the original cooperation company, hoping to close the transaction according to the "base price" surveyed, and the partner will get the double insurance with the lowest price. But the seller can only make a dilemma against the chicken rib order. However, when the customer finds that the price of some small and medium-sized factories is better than the factory we originally placed, why should we place an order for us. Because they are looking at the long-term accumulation of credit. Although credit is intangible, it is also an invaluable asset.
Xiamen stone foreign trade people stick to it, it can be said that there is a difficult story in the family, but why did they not give up? In addition to the restrictions on the restrictions, in fact, they still have a glimmer of hope, that is, there must be a way to help them Go through the storm. Strengthening services, increasing added value, making good use of credit accumulation, finding differentiated features, and integrating and utilizing resources can actually be tried. Opportunities are not waited for, but are made. Only innovation and practice are the only way to survive. The fundamental law.
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