The so-called “knowing oneself and knowing one’s enemy in a hundred battles” is the only way to better facilitate orders by understanding buyers. Let’s follow the editor to learn about the characteristics and habits of buyers in different regions.
【European buyers】
European buyers generally purchase a variety of styles, but the purchase volume is small. Pays great attention to product style, style, design, quality and material, requires environmental protection, pays great attention to the research and development capabilities of the factory, and has high requirements for styles. Generally, they have their own designers, which are relatively scattered, mostly personal brands, and have brand experience requirements. , but the loyalty is high. The payment method is more flexible, not focusing on factory inspection, but on certification (environmental protection certification, quality and technology certification, etc.), focusing on factory design, research and development, production capacity, etc. Most of them require suppliers to do OEM/ODM.
German Germans are rigorous, well-planned, pay attention to work efficiency, pursue quality, keep their promises, and cooperate with German businessmen to do a comprehensive introduction, but also pay attention to product quality. Don’t go around in circles when negotiating, “less routine, more sincerity”.
Negotiations go much better in the UK if you can make UK clients feel like you are a gentleman. The British pay special attention to formal interests and follow the steps, and pay attention to the quality of trial orders or sample orders. If the first trial order fails to meet its requirements, there is generally no follow-up cooperation.
French people are mostly cheerful and talkative, and want French customers, preferably proficient in French. However, their concept of time is not strong. They are often late or unilaterally change the time in business or social communication, so they need to be mentally prepared. French customers are very strict on the quality of goods, and they are also color control, requiring exquisite packaging.
Although Italians are outgoing and enthusiastic, they are more cautious in contract negotiations and decision-making. Italians are more willing to do business with domestic companies. If you want to cooperate with them, you must show that your products are better and cheaper than Italian products.
Nordic simplicity, modesty and prudence, step-by-step, and composure are the characteristics of Nordic people. Not good at bargaining, like to discuss matters, pragmatic and efficient; attach great importance to product quality, certification, environmental protection, energy saving, etc., and pay more attention to the price.
Russian buyers in Russia and Eastern Europe like to negotiate large-value contracts, which are demanding on transaction conditions and lack flexibility. At the same time, Russians are relatively procrastinating. When communicating with Russian and Eastern European buyers, they should pay attention to timely tracking and follow-up to avoid the other party’s fickleness.
[American buyers]
North American countries attach importance to efficiency, pursue practical interests, and attach importance to publicity and appearance. The negotiation style is outgoing and forthright, confident and even a little arrogant, but when dealing with specific business, the contract will be very cautious.
The biggest feature of American buyers in the United States is efficiency, so it is best to try to introduce your advantages and product information at one time in the email. Most American buyers have little pursuit of brands. As long as the products are of high quality and low price, they will have a broad audience in the United States. But it pays attention to factory inspection and human rights (such as whether the factory uses child labor). Usually by L/C, 60 days payment. As a non-relationship-oriented country, American clients don’t sympathize with you for long-term deals. Special attention should be paid when negotiating or quoting with American buyers. It should be based on the whole, and the quotation should provide a complete set of plans and consider the whole.
Some of Canada’s foreign trade policies will be influenced by the United Kingdom and the United States. For Chinese exporters, Canada should be a more credible country.
South American countries
Pursue large quantities and low prices, and do not have high requirements for quality. However, in recent years, the number of South Americans who have received business education in the United States has increased rapidly, so this business environment is gradually improving. There is no quota requirement, but there are high tariffs, and many customers do CO from third countries. Some South American customers have little knowledge of international trade. When doing business with them, it is necessary to confirm in advance whether the goods have been licensed. Do not organize production in advance, so as not to be caught in a dilemma.
When negotiating with Mexicans, the attitude of Mexico should be
considerate, and the serious attitude is not suitable for the local negotiation atmosphere. Learn to use the “localization” strategy. Few banks in Mexico can open letters of credit, it is recommended that buyers pay cash (T/T).
The merchants in Brazil, Argentina and other countries are mainly Jewish, and most of them are wholesale business. Generally, the purchase volume is relatively large, and the price is very competitive, but the profit is low. Domestic financial policies are volatile, so you should be extra cautious when using L/C to do business with your customers.
[Australian buyers]
Australians pay attention to courtesy and non-discrimination. They emphasize friendship, are good at exchanges, and like to talk with strangers, and have a strong sense of time; local businessmen generally pay attention to efficiency, are calm and quiet, and have a clear distinction between public and private. The price in Australia is higher and the profit is considerable. The requirements are not as high as those of buyers in Europe, America and Japan. Generally, after placing an order several times, payment will be made by T/T. Due to the high import barriers, Australian buyers generally do not start with large orders, and at the same time, the quality requirements of the products to be carried are relatively strict.
【Asian buyers】
Korean buyers in South Korea are good at negotiating, well organized and logical. Pay attention to etiquette when negotiating, so in this negotiating atmosphere, you should be fully prepared and not be overwhelmed by the other party’s momentum.
Japanese
Japanese are also known for their rigor in the international community and like team negotiation. 100% Inspection requires extremely high requirements, and the inspection standards are very strict, but the loyalty is very high. After cooperation, it is usually rare to change suppliers again. Buyers usually entrust Japan Commerce Co., Ltd. or Hong Kong institutions to contact suppliers.
Buyers in India and Pakistan
Are price-sensitive and highly polarized: they bid high and demand the best products, or they bid low and demand little quality. You like to bargain and work with them and you need to be prepared for long discussions. Relationship building plays a very effective role in making deals happen. Pay attention to identifying the authenticity of the seller, and it is recommended to ask the buyer to trade in cash.
Middle East buyers
Are accustomed to indirect transactions through agents, and direct transactions are indifferent. The requirements for products are relatively low, and they pay more attention to color and prefer dark items. The profit is small, the volume is not large, but the order is fixed. Buyers are more honest, but suppliers are especially careful about their agents to avoid being lowered by the other party in various forms. Middle Eastern customers are strict about delivery deadlines, require consistent product quality, and like the process of bargaining. Should pay attention to follow the principle of one promise, keep a good attitude, and don’t be too preoccupied with several samples or sample postage charges. There are huge differences in customs and habits between countries and ethnic groups in the Middle East. Before doing business, it is recommended to understand the local customs and habits, respect their religious beliefs, and establish a good relationship with customers in the Middle East to make the business go more smoothly.
【African Buyers】
African buyers purchase less quantity and more miscellaneous goods, but they will be in a hurry to get the goods. Most of them pay by TT and cash. They don’t like to use letters of credit. Or sell on credit. African countries implement pre-shipment inspection of import and export commodities, which increases our costs and delays delivery in actual operations. Credit cards and cheques are widely used in South Africa, and they are used to “consume first and then pay”.
Post time: Aug-29-2022