How to do business with customers from different countries

How to do business with customers from different countries?

• Outline:

• I. Analysis of international buyer behavior

• II. Purchasing habits of international buyers

• Third, detailed analysis of countries in each region:

• Market overview • Personality characteristics • Social etiquette • Food culture •

• I. Analysis of international buyer behavior

• Top 10 factors that buyers attach the most importance to when choosing suppliers:

• According to the survey of some well-known research institutions, buyers will attach great importance to the following ten factors in international trade:

• 1. Product quality 2. Delivery capacity • 3. Can we communicate effectively

4. Price&cost: interval price discount price FOB, CRF, CIF

5. Whether to accept small orders, MOQ;

6.Supplier’s reputation

7. Design capability: ODM OEM

8. Custom packaging

9. Product category

10. Company size

• II. Purchasing habits of international buyers

• Europe •

1. The price and profit are very considerable – but the purchase volume is generally based on a variety of styles and a small amount;

2. We don’t pay attention to the weight of the product, but pay much attention to the style, style, design, quality and material of the product, focusing on environmental protection.

3. More scattered, mostly personal brands.

4. We pay great attention to the R&D ability of the factory, and have high requirements for the style. Generally, we have our own designers;

5. Have brand experience requirements;

6. High loyalty

7. Usual payment method L/C 30 days or T/T

8. With quota

9. Pay attention to the design, R&D and production capacity of the factory instead of factory inspection; • 10. Most of them are OEM/ODM

• North America • United States •

1. Wholesale volume is the main part. Generally, the purchase volume is relatively large, and the required price should be very competitive.

2. Loyalty is not high: Americans are realistic. As long as they find something cheaper than you, they will cooperate with another company.

3. Most of them are department stores (Wal Mart, JC, etc.)

4. Hong Kong, China has a procurement office

5. Quota requirements

6. Pay attention to factory inspection and human rights (whether the factory uses child labor, etc.)

7. Payment is usually made by letter of credit (L/C) within 60 days;

8. Pay attention to the whole to the whole. When quoting, provide a complete set of solutions and consider the whole. Because Americans like to engage in a “package deal” with overall balance in the negotiation plan.

9. Pay attention to packaging;

10. The sales season is Christmas.

• Canada •

1. As a country based on trade, Canada has a high standard of living per capita, and has a wide range of requirements for commodity varieties.

2. There is a large demand for winter goods. Winter clothing, such as down jacket, ski clothes and equipment related to ice and snow sports, such as ice skates and snowboards, have a good market in Canada.

3. In summer, Canadians like camping, mountaineering, swimming, cycling, fishing, and gardening. Therefore, tents, sports shoes, yachts, sailboats, hovercraft, mountain bikes, various fishing gear, gardening tools, and so on have a market in Canada.

4. Certification

5. Mechanical and electrical products

6. Abide by the contract

• South America (Brazil, Argentina, Chile, Uruguay, Colombia, etc.) •

1. Large quantity, low price, low price, no quality requirement.

2. There are no quota requirements, but there are high tariffs; Generally, they leave the United States first and then return to China.

3. Requirements for manufacturers are similar to those of the United States

4. The political situation is unstable and domestic financial policies are volatile.

5. Characteristics of buyers: stubborn, idle, hedonistic, emotional, low credibility and sense of responsibility; Lack of international trade knowledge;

6. Countermeasures: pay attention to the strategy of “localization”, and the role of the Chamber of Commerce and the Commercial Advocacy Office.

7. When South American businessmen use L/C for business, they should be particularly careful and check the credit of their local banks in advance. Confirmation

• Mexico •

1. Trading habits: L/C spot payment terms are generally not accepted, but L/C forward payment terms can be accepted.

2. Order quantity: the order quantity is small. Generally, it is required to order according to the sample.

3. Precautions: The delivery period should not be too long. Mexico stipulates that the import of all electronic products must apply to the Mexican Ministry of Industry and Commerce for a quality standard certificate (NOM) in advance, that is, they can only be imported if they meet the American UL standard. FCC

Note: Only two banks in Mexico can open letters of credit, others can’t; Advise the customer to ask the buyer to pay in cash (TT)

• Eastern Europe • Russia •

1. As long as the contract is signed, T/T direct telegraphic transfer is more common, and delivery is required on time, and L/C is rarely issued.

2. I like tall and light products.

3. Mao Zi responds slowly. We should get used to it.

• Ukraine, Poland, etc. •

The requirements for the factory are not high, the purchase volume is not large, and the order frequency is not high.

The Eastern European market has its own characteristics. The level of product requirements is not high.

• Türkiye •

1. If Hong Kong goods are imported into the country, a tax of 6.3% to 13% shall be paid.

2. High price sensitivity

3. High logistics timeliness requirements

4. Enthusiastic about video, youtube

• Middle East •

1. Trading habits: indirect transactions through agents, while direct transactions are indifferent. The product requirements are not high.

2. Pay more attention to color and prefer dark items. But the profit is small and the volume is small, but the order is fixed.

3. Pay special attention to the agent to avoid being pressured by the other party in many ways.

4. More attention should be paid to the principle of keeping promises. Once the contract and agreement are signed, they shall perform their duties.

5. The pace of negotiation was slow. Both parties had signed a contract. Later, the situation changed. If Arab businessmen wanted to cancel the contract, they would rightly say that it was “the will of God”. When the situation is unfavorable to the other party in the negotiation, they will shrug and say, “Let’s talk again tomorrow”, and wait until tomorrow to start all over again. When the foreign businessmen are worried about the above-mentioned actions or other unpleasant things of the Arabs, they will pat the foreign businessmen on the shoulder and say easily, “Don’t mind”.

6. Bargaining

7. Middle East businessmen are not used to letter of credit, and those with small amount prefer the former T/T; For large amount of money, deposit combined with T/T.

8. The Middle East is the second largest trade fraud region in the world after West Africa. Exporters should keep their eyes open, strictly abide by trade rules and adopt trade methods that are beneficial to them.

• Asia (Japan, South Korea) •

1. The price is also high, and the quantity is medium;

2. Overall quality requirements (high quality, high detail requirements)

3. The requirements are very high, the inspection standard is very strict, and the loyalty is very high. Usually, they seldom change the factory again.

4. The buyer will generally entrust the Japanese business association or Hong Kong organization to contact the manufacturer;

5. Trading habits: outstanding team spirit, adequate preparation, strong planning, and focus on long-term interests.

Sometimes the attitude is ambiguous and tactful, and the methods of “wheel tactics” and “silence breaking the ice” are often used in negotiations.

“Win more with less” is a negotiation habit of Japanese businessmen; Don’t like to bargain on contracts. “Delay tactics” are the “trick” used by Japanese businessmen.

• Korea •

1. Koreans are more polite, good at negotiation, clear and logical.

2. Koreans are self-respect and sensitive

3. With Koreans, the deposit is sufficient, and shipment cannot be carried out in batches. The full payment is collected before entering the warehouse, and the old customers should also be careful.

4. Loyalty is high, the workload of employees in Korean companies is large, and the contract price is often unchanged for many years.

5. They mostly choose the strategy that the quality clearance price is lower than that of Europe, America and Japan. We want the quality available price to be lower.

• India •