老外喜欢下单给贸易公司？还是工厂？

Do foreigners like to place orders to trading companies or factory?

如果是你，你又会选择向谁下单？

If you were him, who would you choose?

一起来看看老外是怎么说的？

Let's see what the foreigner says first?

1.问：在跟客户打交道的时候，是否第一次就该告诉他我是贸易商?　

Q: Should I tell that I am a trader for the first time when dealing with customers ? 

德国Fesco贸易公司CEO Frank：这个问题很敏感也很重要。可能很多客户更愿意和工厂合作，其实贸易商也可以提供很好的服务。我从很多中国供应商采购产品，有两家是贸易公司。为什么客户不愿意从贸易公司采购?因为他们不想付佣金。第二，他们认为工厂可以更好地控制生产、质量和交货期。 

CEO Frank from Fesco trading corporation of Germany:The issue is sensitive and important.Many customers may prefer to cooperate with the factory, but traders can provide good service as well.I purchase products from many Chinese suppliers, two of which are trading companies.Why are customers reluctant to buy from trading companies? The reason is that they don't want to pay commission.Second, they believe that factories can control production, quality and delivery time better.

2. 问：作为贸易公司，我最能够打动买家的地方是什么?　　

Q: what is the best aspect to impress buyers as a trading company? 

德国Fesco贸易公司CEO Frank:作为贸易公司，在欧洲存在着很重要的价值。财务便利能提供最好的服务。如果我不能提供贷款，就没法做生意。另外MOQ很重要，然而很多工厂都设置了很高的MOQ。作为贸易商还应拥有能提供多种类的产品选择(BROARD RANGE OF PRODUCTS)、严格真实的质量控制等。

CEO Frank from Fesco trading corporation of Germany: As a trading company, we have a very important value in Europe.And Financial convenience provides the best service. I can't do business if I can't make a loan.Besides,MOQ is very important,but many factories have high MOQ.As traders, we should also have the ability to provide many kinds of product selection(BROARD RANGE OF PRODUCTS), strict real quality control and so on.

3. 问：我来自一家小的贸易公司，选择做什么样的产品更有前途?　　

Q: What products do we choose to make more profits even though we are a small trading company?

德国Fesco贸易公司CEO Frank：作为一个贸易公司，你必须找一些有创新的产品。创新意味着至少你的价格会更灵活。如果你的产品过于简单，利润很低，那就很难在欧洲有生存空间。

CEO Frank from Fesco trading corporation of Germany: You have to find some innovative products as a trading company. Innovation means that  your price will be more flexible at least. It's hard to have a living space in Europe if your product is too simple and low profit.

4. 问：我们是贸易公司，没有自己的工厂，似乎买家都不喜欢我们。请问怎么办?

Q: It seems that buyers don't like us as we are trading companies without our own factories,what should we do ?  

德国Fesco贸易公司CEO Frank：我不会单纯因为对方不是工厂而不选择他。我如果没有选择你，一定是因为其他的原因。我合作的贸易公司给我提供非常棒的服务，如最小起定量。贸易公司还有很厉害的仓储服务。我的时间很宝贵，所以我愿意为快速高效交货而多付一些钱。

CEO Frank from Fesco trading corporation of Germany: If we didn't choose you, it must be for other reason. The trading company that we cooperate provides us with excellent service, such as minimum quantity.Meanwhile,it also has great warehousing services. My time is precious, so I am willing to pay more for fast and efficient delivery.

5. 问：在采购商的眼中，工厂比起外贸公司，是不是更有优势呢?　　

Q:Does the factory have an advantage over foreign trade companies in the eyes of purchasers?

加拿大采购经理Sophia：这要看情况。主要取决于三方面：　　

Sophia,Purchasing manager from Canada: It mainly depends on three aspects:

价格：有时候，工厂的报价更有竞争力。而外贸公司的优势在于，它可以囤积一批订单，一次性下给一个工厂，由此获得更为低廉的价格。之后他们再将货物拆分，分发给各个客户。

Price: sometimes factory offers are more competitive. The advantage of the foreign trade company is that they can stock up a batch of orders and give it to a factory at once, thus foreign trade company can get a cheaper price. then also split and distributed the goods to each customer.

品质：工厂可以在第一时间管控产品品质。而外贸公司可以彻底落实更为严格的产品管控体系，保证产品品质达到世界级的水准。　 

Quality: The factory can control the product quality in the first time. And foreign trade company can thoroughly implement more strict product control system, guarantee product quality to achieve World-class standards.

沟通技巧：在这一方面，外贸公司积累了丰富的经验，他们的理解能力和外贸流程操作能力都优于工厂，他们与外商的联系也会更加紧密。 

Communication skills: The foreign trade company has accumulated rich experience in Communication skills, its ability of comprehension and the process of foreign trade operation were superior to the factory as well as more closely contact with foreign.

6. 问：您作为采购商，会下单给像我们这样的小工厂吗?　　

Q: would you place an order as a buyer for a small factory like us ?

加拿大采购经理Sophia：小供应商可能更富有创造力，你必须要有特别之处，比如非常准确的交货期(excellent delivery)、流程检测(process check)等。

Sophia,Purchasing manager from Canada:Small supplier may be more creative and you have to be specific, such as excellent delivery、 process check and so on.

是否购买的决定权不在你，而在买家。不管大公司还是小公司，都要保证有英语优秀的外贸人员。 

Whether or not to buy is not your choice but the buyer's. No matter big or small company, it must ensure that foreign trade personnel is excellent in English.

7. 问：我们是贸易公司，我们出售了产品给买家，当时工厂表示质保只有2年，但产品在1年左右的时间出问题了，应该由谁负责?　　

Q: We are trading companies and have sold the products to the buyers.the factory said that the warranty was only 2 years then,but the product has been in trouble for about 1 year. Who should be responsible for it?

瑞士促销礼品采购公司(上海)总经理Marco：告诉买家哪些是你可以提供的，哪些是不可以提供的。在质量保证合同里，注重细节，明确权责。不能过于让步，也不过分要求，实事求是即可。

Marco, general manager of the Swiss promotional gift purchase company (Shanghai) :

You should tell the buyer what you can and cannot provide.Pay attention to details and clear responsibility in quality assurance contract.Don't make too much concession and requirement ,you should seek truth from facts.

8. 问：南欧市场是我们的目标市场，但是许多买家都不讲英语的。我们可以去找英国的贸易公司，通过英国将产品出口到南欧去吗?　　

Q: The southern European market is our target market, but many buyers don't speak English. Can we go to the British trading company and export our products to southern Europe? 

德国厨具公司采购经理Dominic：建议你寻找当地的贸易公司，比如你做西班牙市场，就找西班牙的贸易公司。否则，你找英国的贸易公司，虽然沟通可以很顺畅，他们手头并没有西班牙的订单，跟你有存在一样的困难去开拓周边的市场。 

Dominic, purchasing manager of German kitchen appliance company: It is recommended that you look for local trading companies,for example,if you want to do business with the Spanish market,you should look for Spanish trading company.Otherwise,although it is smooth to communicate with British trading companies, they have no Spanish orders on hand and have the same difficulties to explore the surrounding market as well.

9. 问：在你们挑选供应商的时候，报价是考评中最重要的因素吗?　　

Q: when you choose your suppliers, offer is the most important  factor in the review? 

加拿大采购经理Sophia：在国际贸易中，任何一个因素都可能被归结为竞争优势。每个采购商都希望能够买到价廉物美的产品。在产品品质大幅提升的情况下，采购商们也能够接受与之相匹配的涨价。

Sophia,Purchasing manager from Canada: Any factor may be considered a competitive advantage in international trade. Every buyer wants to buy a good quality product at a low price.Buyers can also accept the price increases in the case of a big improvement in product quality.