[China Glass Network] The foreign trade industry is not very good to do, 12 lessons teach you to do foreign trade easily.
Lesson one:
Just entering the foreign trade industry, especially hope to quickly close their own front, it is easier to make mistakes and be cheated. Because of the unfamiliarity of the product, and many things about foreign trade are ignorant, it is easy to be fooled when encountering customers Being cheated.
One of my friends is like this: the first product he encountered was cement, the customer was in the Philippines, the customer was very refreshed, and the price was ok. At that time, cement was not good to sell. Such a good thing is hard to come by. Since the customer did not understand the characteristics of the cement, the customer proposed to use the letter of credit to pay the spot payment. He agreed. As a result, the goods arrived at the port. The customer intentionally delayed the time to take the bill of lading, and the cement quality label on the port was reduced at any time. The way, the customer later proposed to cut prices, only have to recognize. Therefore, please think a few more questions when you do anything.
Lesson 2: Don't cross your bottom line.
I used to have a colleague and a client who have been in trade for nearly 10 years. Because of the good relationship and very good understanding of the customer's credit status, things are changing. Once he signed a batch of tool export contract with the customer, the payment method. It is TT30% prepaid, and the balance of bill of lading will be paid within 10 days. Since the customer is from Southeast Asia, the goods will arrive in Hong Kong soon. At this time, the customer said that he is in the United States, it is not convenient to pay, let our colleagues send the original bill of lading to him. Since I have done this before, my colleagues have taken another risk. The later result was: due to poor customer management, it was near bankruptcy at the time, and there was no money in the bank. One word: loss. Sticking to your bottom line is a front-end weapon to prevent risk.
Lesson three: Peers are the family.
In the process of doing foreign trade, you will get to know a lot of friends, but the work and friendship should be carefully divided, especially when you have customers, but it is not stable enough, don't show off, let the peers take advantage.
I have encountered it before. I met another company's peers when I participated in the Canton Fair. I didn't understand it just after I entered the business. I told him about the business secrets of his clients and his business. How long did the customer order from me? Later, I realized that the customer had done it with my friend. I regretted it at the time, but there was no way. Who taught me not to keep my secret.
Lesson 4: The customer is God, but you have to argue with God.
Nowadays, many people who do foreign trade, in order to do business, as long as the customer said anything, they promised him. In fact, this can only make themselves tired, find trouble for themselves, and also encourage the rudeness of customers, so that they can get in the way.
A colleague and a domestic comprador to do motorcycle export, because it is a comprador, very familiar with the domestic situation, began to say that there is a problem with the product, there is a problem, that the customer claims to us, the colleague solved it one by one but did not follow the normal practice Moreover, there is no reason to argue. Next, every time customers will find some reasons for free parts, they will finally exceed the scope of their colleagues' treatment. They must reflect the above. According to the normal procedures, the customers are required to provide the evidence they should provide. The result is not at all. Colleagues gave an impression of not being serious to the leaders, and they became more and more tired in the future. Everything must be confirmed by the leaders. Also learn to say no to customers.
Lesson 5: Foreign trade workplace lessons
In fact, there is really a shortage of foreign trade talents, because there are very few real foreign trade talents. Just graduated from the university, even if you are a foreign trade major, you are not familiar with it. When recruiting factories or companies, many applicants do not understand the treatment of foreign trade personnel. In particular, many recruiting units use this to sign contracts with candidates. For example, according to the profit commission, according to the sales volume, etc. At the same time should pay attention to: 1.
According to the profit-free commission, even if you want to sign, you must figure out how to calculate the product cost and company expenses. 2. According to the sales commission, it is necessary to clarify: how to make the customer's source, such as the ratio of the company's existing customers to the commission, the proportion of the customer's commission, and the percentage of the customer's commission. 3. It’s wages. Some companies start to give a lower basic salary. He will propose in the contract how many terms to add to you when you are doing well, but it’s easy to raise the salary. You should pay attention when signing such a contract.
Lesson 6: The document is money, don't take it seriously.
Documents are especially important when doing letters of credit and DP clauses, especially for products with fast price changes, such as non-ferrous metals. If your documents fail, the losses will be large. When a friend made non-ferrous metals, because the price had been rising at the time, and it was just signed, the transaction price of the same customer was 1800USDMT, and the delivery time was 1900USDMT. It was already down to 1600USDMT when the order was paid. They were too nervous. The requirements for the documents are particularly strict, and many things have been noticed. For example, the letter of credit requires the PCT, and the % of the commodity inspection certificate has been changed. It may be due to too much pressure or a mistake. 0 hit O, the result is that the customer is hard to pick up the goods, but after half a month the price has gone up, the customer has money to earn to pick up the goods. In fact, many banks will charge a lot of mistakes, most of them are 80USD each, and 10-15USD for small ones.
Lesson 7: Transportation is also crazy
The shipping fee is really a lot of Mingtang, which also makes many transportation companies come into being. Let's first talk about additional fees such as BAF. I can't remember which one of them is due to exchange rate changes, but the freight forwarding company is all closed. This single stroke is incredible. Because of the fear of embarrassment, I only remind you that when you talk about freight, you should pay more attention to it and reduce costs so that you can make more transactions.
Lesson 8: The FOB clause is more afraid
What is more afraid of FOB is that customers do not send ships, so that the goods you prepare are waiting in the port. To solve this problem, it is actually very simple. It is required in the contract that if the customer does not send a ship within a certain period of time, the seller has the right. Ship your own boat and use this as one of the terms of the letter of credit. Another way is to let customers first T/T part of the purchase price.
Lesson 9: I see the claim
With China's accession to the WTO, more and more types of products are exported, and claims are also increasing. Especially for mechanical and electrical products, because many of them are low-priced and enter the foreign market, the investment is small, so the quality problem is indeed quite a lot. The fact, but now many claims have a lot of water, it was a small problem, but the customer's request is very big, take the motorcycle, it is a shock absorption problem, he not only wants you to lose shock, but also other, So be careful and argue with reason.
Lesson 10: The Trap of Certification
Now many mechanical and electrical products require E-MARK, EPA and other certifications. Sometimes you will encounter customers who take a new product to let you produce and ask for certification. He will tell you the amount of orders he expects. In fact, he is the certification company. Trust, when you finish the certification to find him, it has disappeared.
Lesson 11: Letter of Credit Risk
Many people think that it is a good idea to do a letter of credit as long as the documents are not wrong. In fact, remember that when we made a visa to Vietnam, we opened the certificate and the customer opened it again. At that time, our country only accepted Vietnam. The letter of credit issued by the bank of the bank, because the customer is not from these four, so he only has to reopen. Now Iran’s certificate should also be noted, preferably in euros.
Lesson 12: Quality is the key
The quality of the product is really sloppy. I know one person. It is quite good. It can be done because of the quality of the product, and the long-term, plus the goods floating in the sea, when the customer finds the quality of the goods, He has already issued $2 million worth of goods, and these goods have to be returned later, and the light freight is not enough. So controlling quality is very important.
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