Tips for Trading Sample Tips

The essence of the issue is how to select potential customers and develop business relationships. In the following, we will analyze the three stages before sending samples, sending samples, and sending samples, hoping to give you some inspiration.

Before sending samples: how to judge whether to send samples or not by confirming, proofing, and expense confirmation? How to effectively control the cost of sample delivery?

First, to clarify the company's slogan principle 1, a clear understanding of its own company's positioning and overseas expansion strategy - is the limited strength, overseas expansion in the early stage, want to effectively control the company's sales cost of the company? Is it still a company that is strong and wants to increase its overseas expansion efforts and is willing to invest more?
- The former is the one that can measure in and out; the latter is where the sample (sample, freight) can be budgeted.
- It is recommended to set up sample delivery standards based on customer level.
- From the company's point of view, make a budget for the quantity and amount of samples for a certain period of sales.

2. Make in-depth analysis and judgment for potential customers - Generally speaking, for the long-term cooperation, the old customers who know the details can consider sample fees and shipping fees.
- Design customer background check data sheets to understand new customers; if they are sincere customers, do not know how to understand each other in depth, and they will make very specific requests for inquiry and mailing.
- For new customers who are sincere, we can tell you that although the sample can be provided free of charge, you need to pay for the other party's business.
- If you wish to provide multiple samples at a time and you are not willing to pay any fees, after further detailed analysis (the background of the partner company, the use of the sample, etc.), handle it as appropriate.

3, related to the product - from the company's point of view, we must first clarify the sample and freight costs.
- Let the customer know that even if the sample is free, regardless of its value, it is your company's operating costs.
- High sample value and high freight costs. Regardless of new and old customers, please understand each other. With the principle of common development, hope that the other party will share the freight.
- A standard template letter can be prepared in advance and a basic explanation on sample delivery issues can be provided.

4. Understand the use of the customer's sample and lay the groundwork for future orders. The cord-type uses common to customers are as follows:

- Purely collecting samples for analysis and comparison - Product related parameter testing - End-user experience - Potential, visible orders 5. Correct mindset: Not just the sample input that brings the order is valuable - think about advertising. Only by letting more people know, it is possible to have more and better results.
- Even if there is no order at the moment, you can use customer feedback to understand the latest market for the target market, the factors that need to be improved, and the R&D direction of the product line.

Second, send samples and no need to send samples of several situations (a), do not need to send samples:

This type of presumably belongs to the type of "alternative life." This situation is relatively common. I believe we have already heard of it. That is to say, trading companies that had not previously been contacted suddenly expressed their interest in your product by fax (or similar). Specifically, I think I can also be divided into two kinds:

1, "Stick talk" class:

Concepts, characteristics: I hope to provide samples for testing, and at the same time request information such as company profiles, business licenses, legal person cards, etc., which are usually in a fixed format. If the sample is sent in the past, it will be answered quickly and it will be required to sign the contract at the company's location (the time from receiving the sample to placing the order may be described as a matter of speed.
Evaluation: These companies generally have their own office space, but they are not really doing business. As for why this is the case, I'm still thinking about it...
This kind of entity is generally a brand that hangs from branch companies such as Hong Kong, and there are many coastal areas.

2, "double spring" category:

Conceptual Features: This is a little bit smarter (a little bit more) than the above-mentioned "Stand by mouth". As the name implies, there needs to be close cooperation between the two sides. That is, Factory A (not contacted) suddenly announced that: "We are a manufacturer, and now we need you to be our exclusive sales agent for XX. (Yunyun)..." When you are confused, there is a Another unit, called Plant B (also not contacted), announced what products are urgently needed, and this product is provided by Factory A; as a result, your suspicion of Plant A may be affected by Plant B. Inquiries cover up, so it's hooked. Then you will be bebelbythenose. Both sides of A and B will come to me, like twins, and of course they will not be disadvantaged.

Rating: Scam or cheat, in short, their aim is to "cheat a word"! This situation mainly occurs in inland areas.
For these two deceptions, it is actually very easy to prevent them, as long as everyone does not want to be small and cheap. Do you know that after a hard work, you don't necessarily have a result, let alone send a free lunch?

(b) Situations that should be sent:

1. After several consultations (inquiry, offer, counter-offer, etc.), the foreign companies that they contacted would consider sending samples in order to allow customers to better understand their products! This situation should be more normal.
2. For some large-scale and more well-known customers within the industry, they must take the initiative to take the initiative, pay active visits, and take the initiative to hand over information. Otherwise, they will not be able to grab opportunities and may fall into a difficult position in market competition.

If it is your own initiative to send samples, the samples sent are not necessarily too much, there is a representative point, or a little novelty on it. However, the quality of the sample must be ensured. It is necessary to know that the sample represents your company. The sample is not good. It is equivalent to putting a bad label on the name of your company, leaving a bad first impression. Once a first impression is formed, it may be hard to change later. Therefore, we must pay attention to the customer's "first impression" - the quality of the sample.

If it is a customer request to send samples, it should try to meet the other party's reasonable requirements; note, I say "reasonable" here, if the other party needs dozens of samples at a time, the factory may not come up with so many products at once, or based on the cost The problem does not want to come up with too much, so you need to discuss with each other. Some customers will agree to send several representative ones; some customers will still all need to, but can give you time to prepare for you or to submit samples in batches.

In this case I still agree to meet customer requirements as much as possible.

(c), can be sent or not sent:

In fact, in the process of dealing with some potential customers, you will feel that the determination to make a sample is almost equal to the determination to make it. I will sum it up separately.

Here, the potential customers are either not very big, or the products are not very matched, the connection may not be frequent and enthusiastic, so people can not afford to mention the spirit. I think this situation will reflect the difference in corporate purposes. If you say that your factory is large, the sample fee is almost no problem, you can afford it, and the factory also hopes to expand the company's popularity through various channels. It may be a chance, after all, it is also an opportunity; but if your factory Without excessive funds, or without a dedicated budget, companies are also guided by a sound approach to market development. There is no need to send them.

There is no difference between good and bad for these two kinds of sending and not sending. This is the difference reflected by different business situations, and the existence of such differences is completely normal.

However, some people hold the idea that “factory must have ethos” and say that if you run into non-payment of sample charges, you will not send a sample. This kind of generalized view is biased. After all, you are in contact with your own business. When you don’t have money to make a profit, it’s not someone else. Why do you have to be loyal? This has nothing to do with the bone.

Third, the face sample fee distress <br> <br> suppliers face sample charge more distressed! The supplier thinks so.

1, consider the cost. Faced with one by one inquiries, samples, freight This is a big overhead. Full of enthusiasm and expectations, and then only once the market drifted past. Who is not heartache. Who is still in the mood?
2, test the buyer's sincerity. A true buyer who cares about such a little shipping! And some suppliers have a consideration, if the buyer continues to give orders, the sample fee is free, deducted at the time of payment.
3, anti-COPY. Between China's suppliers, competitors, COPY is very common, used, borrowed, stole. Through sample procurement, COPY suppliers' products.
Send samples: How to choose the best sample delivery method for quarantine declaration and delivery methods? How to apply for inspection of import and export commodities?

First, send sample preparation 1, sample confirmation is critical - to confirm the customer needs the sample model and specifications, packaging, instructions, the quantity requirements of each order, the format of the form of invoices and other details can not be ignored.
- Combine emails, CDs, and photos when necessary.

2. Sampling Principles - Samples should be representative and sampled from mass-produced products.
- Ensure that the quality of samples to be sent is strictly in line with customer requirements.
- Make sample labels.
- Keep sample and production batches and other relevant information for future verification.

3. Confirm with the customer that the sample address, trade intermediary, etc. is often inconsistent with the company's address and sample address. Once wrongly posted, it will seriously affect your business opportunities.

Second, the general method of sample delivery 1, the postal air bag: the price is cheaper, the voyage is about two weeks or so (excluding the customs inspection of the destination country and its domestic postal delivery time). This method can be applied to the bulk delivery of low-value products. Can be handled at post offices around the country. General merchandise (non-dangerous goods) can be sent normally; in the case of general chemical products, only general quality certificates (certifying that they are non-toxic, harmless, non-explosive, etc.) need to be issued to facilitate customs inspection and verification. In the case of dangerous chemical products or suspected dangerous chemicals (eg titanium dioxide) special certificates and special consignments are required.

Note: The minimum mailing weight is 2 kg and 20 kg is a limited weight unit. If you exceed the part, you need to pack another billing.

2, air express: divided into the domestic postal international EMS and foreign large express companies (such as: FedEx_ Federal Express, DHL_ DHL Express, TNT, etc.), their rates are roughly equivalent. It is more expensive than a postal airline package. Only if there is an agreement with the courier company, there may be a discounted price. The time is about one week (or 3 to 5 days). If it is an ordinary chemical product, it only needs to issue a general quality certificate (proving that it is non-toxic, harmless, non-explosive, etc.), which is convenient for customs inspection and verification. In the case of dangerous chemical products or suspected dangerous chemicals (eg titanium dioxide) special certificates and special consignments are required.

Note: There is a requirement for the weight limit unit.

Sample shipping fee payment method:

1. Prepaid (FreightPrepA company ID): The sender pays the required postage fee. This payment method is mostly used in cases where the delivery cost is low, the customer's reputation is good or the customer is old, and the transaction is hopeful.
2. FreightCollect: The mailing cost for the recipient to deliver. This payment method is mostly used for high delivery costs, poor customer credit, or new customers, and the transaction cannot be determined.

Third, how to handle import and export commodity inspection?

The inspection of import and export commodities is an important part of international trade. The procedure for the inspection of export commodities is as follows:
1. The commodity inspection agency accepts and submits inspections. First, the applicant fills in the "Export Inspection Application Form" and provides relevant documents and materials, such as the foreign trade contract, letter of credit, and the original copy of the factory inspection result form; the commodity inspection agency accepts the batch after reviewing the above documents. Commodity inspection; if found to be unsatisfactory, the applicant may be required to supplement or amend the terms.
2, sampling. The inspection will be conducted by a commodity inspection agency, and samples will be taken randomly based on the type of cargo. The applicant for inspection should provide the location of the inventory and cooperate with the commodity inspection personnel to do a good job of sampling.
3, inspection. The inspection department can use various technical means, such as sensational palaces, chemical analysis and instrument analysis, to inspect the export commodities. The forms of inspection include commodity inspection self-inspection, joint inspection, in-factory inspection and origin inspection.
4, issue a certificate. The commodity inspection authorities issue inspection certificates for the inspection of qualified products, or stamp the release stamps on the "export goods declaration form." After the export company has obtained the inspection certificate or release notice, it will send the export within the specified period of validity.

According to the registration rules for imported goods, the inspection of imported goods falls into two categories.

One category is the imported goods that are included in the "List of Kinds" and the contract stipulated by the Chinese commodity inspection authorities. After the arrival of the imported goods, the receiving department, the used goods, or its agent receiving department shall immediately submit the inspection to the port commodity inspection agency, fill in the application for inspection of imported goods, and provide relevant information and documents such as contracts, invoices, bills of lading, and packing lists. Upon receipt of the inspection, the inspection agency shall inspect the batch of goods and, after passing the inspection, stamp the seal on the customs declaration of the imported goods, and the customs shall release it accordingly.

The other category is imported goods that are not of the same type. The goods receipt, goods use, or agency delivery department will apply for inspection of imported goods to the commodity inspection authorities in the region, self-inspection or inspection by the commodity inspection authorities. The self-inspection shall be within the claim period. Submit the inspection results to the inspection agency if the inspection fails. The inspection authority shall apply for re-inspection and issue a certificate in time for the purpose of making a claim to a foreign company. .