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midunonwoven-blog · 8 years ago

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Do you know the hidden businessopportunities behind the peers ?同行套价，背后隐藏的商机你造吗？

I trust many suppliers have this situation: when you receive an inquiry from local IP, your first reaction is peer collecting price.

我相信很多供应商有这样的情况：每当收到中国IP的邮件询盘或电话询价时，你的第一反应是同行套价。

Owing to the difference of the resources allocation lead to a huge competition between peers, especially between the trading company and factory’s resources complementary, peers collect price to compare, analysis and make improvement has become an act take it for granted, the so-called know enemy and yourself, ever victorious.

由于多方面资源配置的差别导致同行之间存在巨大的竞争，特别是贸易公司与工厂之间的资源优劣势互补，同行套价以进行对比，分析，改进也成了一种理所当然的举动，所谓知己知彼，百战百胜。

To say the least, even if they collect the price, what have you lost? --- wasting time? Mental loss? Personal dignity? --- you’re fighting against the money at bottom.退一步说，就算是同行套价，你到底损失了什么？—— 浪费时间？精神损失？个人尊严？——说到底还是跟钱过不去。

In spite of the annoying “disguise”, have you analyzed the reasons of peer collecting price?

1.The possibility of flying order at any time

2. Ready to job-hopping

3. Part work part SOHO phase is looking for suitable suppliers

4. The SOHO phase is looking for suitable suppliers

5. Trade company/China procurement office

抛开烦人的“套路”，你是否分析过同行套价的原因？

1.随时飞单的可能

2.准备跳槽

3.半工半SOHO阶段正寻找合适供应商

4.SOHO阶段正寻找合适供应商

5.贸易公司/驻中国采购办

Any of these prove that your peers (he/she) will be a potential customer or even a long-term relationship with you at any time. Just because (he/she) is a peer, you are unkind to turn them away, delay the offer or quote an outrageous price to show your authority and then let it go. When you are still immersed in the sense of accomplishment, they have become a client of other peers.

以上任何一点无不证明同行（他/她）随时会是你的潜在客户，甚至是长期合作关系。只因（他/她）是同行，就不客气地把人拒之门外，周旋于细枝末节迟迟不肯报价或报出离谱的天价以示权威后不了了之。当你还沉浸于自己的反套路成就感时，对方已经成为其他同行的客户。

“who cares, would rather kill all just for one , most of peers are so arrogant, either no reply after quotation either ask a series of questions, I’d rather not .” Still some people will disdain to cooperate with them,

“谁稀罕，另可枉杀一千，也不可放过一人，同行都那么嚣张难伺候，要么报完价不回复要么把公司翻个底朝天的问，我还不愿意呢。“还是会有些人不屑跟同行合作。

I don't think it makes sense to have a peer price if you don't want to do something "big". 我认为，如果不是“处心积虑”的想干点什么“大事”，同行套价是没有意义的。

No competitor will sacrifice their befits because of your price advantage. Many large foreign companies prefer to cooperate with trading companies rather than choose factories directly, because they value services and majors more. It is also the direction that factories should develop and transform. This is an information age of transparency, it’s hard to assess the validity of inquiry even peers get the quotation due to the quality composition, corporate profits, artificial cost, scale of company, sales volume and other factors .

��有任何竞争对手会因为你的价格优势而牺牲自己的利益。国外很多大公司宁愿跟贸易公司合作也不会直接选择工厂，因为他们更看重服务和专业。这也是工厂应该发展和转型的放向。这是个信息透明的时代，即使同行获取了报价也因质量配比，公司利润成分，人工成本，规模，销售量等因素的不同而很难判断询盘的真实性。

Here are some benefits of cooperating with peers:

1. It’s convenient for comunicating in Chinese .

2. Once they force prices down means that they have order at hand and ready to do.

3. Business between Chinese in addition to price And favor .Supior service is not only keep the long-term customers, but also will become good friends .

4. He/she is the one who will deal with the problem once have problems.

5. Not all of your peers are "hard to serve". What kind of person you’re, you’ll meet the same .

下面列举些与同行合作的好处：

1. 中国人，沟通方便

2. 一旦手上有单虽喜欢压价，多半要下单

3. 中国人做生意除了价格，更讲人情，服务好了不仅是长期客户，还会成为好朋友。

4. 一旦出问题，虽态度强硬但最终让步，处理问题的人是他/她

5. 并非所有的同行都“难伺候”，你是什么样的人就会遇到什么样的人

Sometimes, putting down your dignity is not to humble yourself to the dust, but to embrace and face all the unknown with a positive and modest mindset. Who can make sure that it's not a piece of lucky dogshit waiting for you to step on ?有时候，放下尊严，不是让自己卑微到尘埃，而是用一种积极谦虚的心态去包容和面对所有的未知。谁能保证它不是坨狗屎，随时等你踩？

These years in the foreign trade business, the first order of 2x40HQ quantity was given by peers. As i’m not familiar with products at the begining, Being criticized by customers but still strive for communication, if only care about the so-called face and fight with peers, can not the loss must be yourself. After that, It’s pleasant to do business with some foreign trade company and purchasing office in China. It was inevitable to be scolded when the occasional problems was occored,Take it if it’s your problem, if not,give your reason and relevant solutions, It’s nothing to say if it can be solved well.

做外贸业务这几年，第一单就是同行给的两个大柜。刚开始对产品不太熟悉，被客户挑剔嫌弃还是要硬着头皮沟通争取，如果当初只在乎所谓的面子，跟同行过不去，那么损失的肯定是自己。之后陆续跟一些外贸公司或驻中国采购办合作都很愉快，偶尔的出现问题难免被一顿臭骂后，错了就承担，没错就陈述理由再给出相应解决方案，能使问题得以解决，受点委屈不算什么。

I like cooperating with the peer, It’s a way of managing connection and word of mouth as well as convenient communication. Of course not all questions have to be answered, even if must be,it requires wisdom, this is a matter of opinion. Organize these customers regularly to update your prices,However,it doesn't waste a lot of your time.

个人喜欢跟同行合作，沟通方便的同时也是一种经营人脉和口碑的途径。当然不是所有的问题都有问必答，即使回答也需要智慧，这个就见仁见智了。将这类客户整理好定期更新下价格，然而，并没有浪费你很多时间。

In fact, the consideration of peer’s collecting price varies from person to person. Sometimes the opportunity is to pretend to be an enemy to achieve you, just to see how you can find a way. It's not necessarily good for you to be overly defensive. Instead, take the initiative to accept, or even serve, your competitors. It's hard to forget you!

其实，看待同行套价因人而异。有时候机会会伪装成敌人来成就你，就看你如何见招拆招。过分地设防不见得对你有好处，相反，主动去接纳，甚至是服务你的竞争对手，让人想不记住你都难！

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以上文章出自Kem原创，除朋友圈转发，一��形式的转载及授权请联系Kem,微信号：kemzhuang111 ( P.S: Forgive my poor English, Some are accomplished by means of translation tools,but now it's my artical,pls show your respect once need to take it! )

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