Foreign trade novice should pay attention to matters

Foreign trade is a very hard industry and an extremely interesting world. This morning, you dressed a cup of coffee with an Arab in a luxurious hotel lobby, while at night it led a group of workers to load containers. Sometimes you don't have a phone call all day long, sometimes you have to argue with Americans all night long. You may earn tens of thousands of yuan in one email, or you may have a "big disaster" because you missed a sentence. There has been a warm reception from the Swiss customers, and it has been painstakingly designed by a country's profiteers.

You will meet people of all kinds, merchants, banks, customs and government agencies from all over the world to deal with all sorts of weird accidents. A lot of things can't be found in international trade textbooks, and experience is more important.

First, one of the topics: "three no" enterprises, how do foreign trade novices work

As the pace of Chinese companies moving into the international market has increased, more and more small and medium-sized private enterprises have begun to recruit and explore foreign markets. A considerable number of fresh graduates and other industry personnel have also applied for or changed jobs as foreign trade salesmen. These enterprises often do not have mature foreign trade departments and personnel, and some have never even had experience in direct foreign trade. Then, in this “three noes” environment without foreign customer channels, no experience, and no mature business manager, how does a newbie work? In addition to the practical instructions in front of this book, some non-business factors are also important.

First of all, both business owners and newcomers must be aware of two facts:

1. Foreign trade companies are not enemies of factories but friends. In the long period of development of the enterprise, the cooperation of foreign trade companies cannot be separated. Selling goods abroad through a foreign trade company (not an agent export, because the customer is a foreign trade company), of course, will lose a lot of potential profits - this is exactly what many factory owners are worried about - but It is the only way for most small and medium-sized factories. Foreign trade companies are familiar with international markets and foreign trade operations. Working with them can not only greatly reduce the upfront risks of entering the international market, but also gain valuable experience on market demand, which is essential for improving products to meet the needs of international buyers. In addition, when supplying goods to foreign trade companies, foreign trade companies will stipulate a lot of requirements for packaging, transportation and document production. Don't underestimate and get tired of these rules and regulations, because this is mostly the request of foreign buyers. Carefully follow the requirements and communicate with foreign trade companies to gain more understanding of the causes and consequences of these requirements for future reference.

Therefore, as a newcomer, the first thing to pay attention to is to cooperate with the existing foreign trade companies in a serious and active manner, and carefully organize and file according to different orders. The foreign trade company will be your former teacher.

2. The foreign trade market can be developed in a month or two. Foreign trade is a systematic project. In addition to the more important price, other transportation and document transfer is also the key. So it's not as simple as a general transaction: quote the price, the customer accepts the contract. Even if you find an interested customer, the customer will need time to understand you and observe you to make sure that you can deliver the goods on time and under the price conditions and submit the documents. This process is longer because there are thousands of miles apart. What's more, customers often don't buy your ready-made products, but need to make minor changes, confirm sales samples and so on. Not only do you have to learn foreign trade, but you also need to be familiar with product knowledge in order to answer customer inquiries and increase customer confidence in you.

So, it's no surprise that it takes you three to six months from the time you start working until you get the previous order. Of course, if your product has advantages or has the opportunity to participate in large trade fairs such as the Canton Fair, the process may be shorter.

Therefore, in the first few months, you must be mentally prepared and active, but you don't have to rush. However, if there is no intentional inquiry or reply during this period, it is necessary to review it in time. It is the price reason, not the wrong choice of the target market, or the wrong way of working, and make some adjustments accordingly.

This is the second point to pay attention to: rational treatment of market development, not expecting immediate results.

Next, do some necessary preparations. One job is to learn foreign trade, and one job is to be familiar with the product.

A good way to learn foreign trade is to focus on the documents and key points, and use the documents to "string" the various steps of the foreign trade process. Through the factory business data, peer exchange and Internet downloading, the foreign trade common documents such as invoices, packing list, commodity inspection, bill of lading, certificate of origin, money order, beneficiary statement, letter of credit, etc. are collected for reference. For the factory, the product category is relatively fixed, and the export procedures are similar. After doing a full set of documents, it will be copied later. In particular, letters of credit, various letters of credit from Europe, the Middle East, Southeast Asia, etc. often have their own distinct regional characteristics and special provisions. If you have the opportunity, you should choose a representative archive of different land credits. Meet special terms, record processing methods, and accumulate experience.

Familiarity with product knowledge is the basis for successful foreign trade clerk. The more you understand the product, the more respect your customers will be. When you bargain, the words will be more weighty. Have time to go to the workshop, ask the workshop director and the old technical workers. If conditions permit, you may even want to personally operate some production links. This will not only make people's relationships better, but more importantly, let them know what is not in the books. Understand the production process of the product, the easy to cut corners, the main raw materials, the source of the raw materials, the quality of the raw materials and the resulting quality differences, quality testing methods, technical parameters, common quality problems and leading factors. Understand the composition of the production cost of the product, the equalization of hydropower manual packaging, etc. In this way, you can estimate the price of the product yourself in the future, and you will know the bottom line of the price. This is the key to a foreign trader's independent business.

Actively make friends or worship a few teachers. One is the freight forwarding, one is the Commodity Inspection Bureau (if the product belongs to the commodity inspection scope), and the other is the bank's international settlement department. These three aspects are often required for consultation in the future foreign trade work. Have these friends and teachers give you some tips and do more with less.

Communicate with your boss or direct department leader. Many times, the boss or the leader himself does not understand foreign trade, and it is easy to make a layman's guidance and be eager to seek success. Seeing that you are busy in front of the computer all day, but there has been no actual order, and it is inevitable that you will be suspicious. Therefore, at the beginning, the main branch should communicate with them, report the work, and keep informed of the progress, problems and solutions - at least the ideas that are trying to solve. It is important for the leader to know what you are doing, otherwise the hardship will not be affirmed and supported, affecting the mood of the work.

Respect the peers or colleagues you may have encountered. Think of them as opportunities for you to learn. Novices do not expect to see the rice to make big money, and the relationship is an important resource for future development. There are many cumbersome and trivial things in the foreign trade industry, but it is also an opportunity to learn things solidly---although it is a trivial matter, there is often a difference between "knowing how to do it" and actually doing it. When you are appointed to do these little things, as long as you do not affect your own work, try to do it. Customers who have worked hard to develop have been “robbed” by their peers, and they don’t have to worry too much, because it is likely to be inspired by the boss – to securely retain customers. At the same time, this is the norm for newcomers in most industries.

Later, follow professional ethics. Reputation is very important in the foreign trade. The place where you work is also the place where you learn about the product industry and is more likely to be a project you have been working on for a lifetime. Regardless of whether you switch to another manufacturer in the same industry in the future, or do your own foreign trade, the industry circle is so big, well-informed, and once the reputation is contaminated, it is greatly affected. For foreign trade novices, it is important not to do "private work", not to sell commercial secrets (such as customer information), and not to buy kickbacks. Because your foothold is not stable, the relationship is not wide, and once you have an accident, you can't solve it.

Paying attention to the above points, you can create a relatively relaxed and healthy environment for your "newbie" career, avoid technical factors and interpersonal relationships, and focus more on market development.

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