How to report the price of LED fluorescent tube to customers?
Choosing the right price term
In a quotation, LED tube price term is one of the core parts. Because which price term to use actually determines the division of responsibilities and profits between buyers and sellers, exporters must not only try to meet customer requirements, but also fully understand various The true connotation of led lamp price terms and carefully selected, and then quoted according to the selected price terms.
Under the condition of exporting at CIF price, the problem of cargo connection can be better solved, giving exporters more flexibility and maneuverability. Under normal circumstances, as long as the exporter guarantees that the delivered goods comply with the contract, as long as the documents submitted are complete and correct, the importer must pay. After the goods have passed the ship’s rail, even if the goods are damaged or lost when the importer pays, the importer shall not refuse to pay for the goods due to the damage. In other words, an export contract executed at CIF price is a specific type of "document sales" contract. A savvy exporter must not only be able to grasp the quality and quantity of the goods he sells, but also grasp every link in the process of the arrival of the goods and the collection of the payment. For cargo loading, transportation, and cargo risk control, we should try our best to obtain certain control rights, so that the profit of trade can be guaranteed. Some large multinational companies require Chinese exporters to trade at FOB prices because they can get preferential terms in transportation and insurance, which is guaranteeing their control rights. For another example, most of the goods exported to Japan are FOB prices. Even if exporters provide very favorable terms, it is difficult to change the price terms. Whether to cater to the needs of buyers or stick to their own principles, it is necessary for exporters to consider more when quoting.
Choosing to trade at the FOB price is in its own interest under the unstable market conditions of freight and insurance premiums. There are also many passive aspects, such as: due to importers’ delays in dispatching ships, or delays in shipment due to various circumstances, changes in ship names will cause exporters to increase warehousing and other costs, or due to late payment for goods. Loss of interest. Regarding the exporter’s control of exported goods, under the FOB price, since the importer and the carrier contacted the ship, once the goods are loaded on the ship, even if the exporter wants to resell the goods in transit or at the destination, or take other remedies Measures will also take some setbacks.
In the current situation where export profits are generally not very high, it is more important than ever to make careful calculations for each link in the whole process of trade. Some domestic export companies have good export profits. Their practice is to quote the FOB price first, so that customers can compare the price of the company’s LED fluorescent tube, and then inquire the CIF price, and insist on arranging transportation and insurance in the domestic market. . They said frankly that by doing so, not only can buyers have more choices, but sometimes they can also make a little difference in freight and insurance premiums.
Other essential elements of the contract mainly include: payment method, delivery date, shipping clause, insurance clause, etc. Among the factors that affect the transaction, the price of LED fluorescent tube is only one of them. If you can discuss with customers in combination with other requirements, the price of LED fluorescent tube will be more flexible. For example, for customers in India, Pakistan and other countries or regions, sometimes you give him the terms of the letter of credit for 30 days or 60 days forward payment, which may be very attractive to him.
The quotation can also be adjusted according to the geographical characteristics of the export, the strength and personality characteristics of the buyer, and the characteristics of the LED fluorescent lamp product. Some customers are particularly concerned about the price, and the order will be placed to the seller with the cheapest quotation, so when the LED fluorescent lamp is quoted, you will directly report to him the lowest price you can provide. Some customers are accustomed to bargaining. The price you quoted would not be reconciled if he didn't cut down a bit. Then, he can set aside the margin he hopes to cut in the first quotation.
You can also adjust your own quotation strategy according to the low sales and peak seasons, or the size of the order. Ms. Meng Xin from the Shaanxi Light Industrial Products Import and Export Company, which is engaged in the export of glass products, introduced that the products they export have a wide range of specifications, so they have relatively uniform prices for different countries and regional markets. It is better to deal with when responding to foreign inquiries. But also make some adjustments according to different seasons.
In the face of more scattered orders, their quotations are often flexibly controlled on the basis of ensuring the company's profitability. If a led product has been in a sluggish market for a period of time, in order to grab an order, you may as well quote your lowest price directly. For clothing and other seasonal products, promising customers a fast and punctual delivery date in your quotation will undoubtedly allow customers to pay attention to your quotation.
Win with comprehensive strength
If you have confidence in your comprehensive strength, you don't need to blindly please customers with low prices. Mr. Zeng said: "The quotation should be as professional as possible. Try to ask some professional questions before or during the quotation to show that you are familiar with the product or the industry and are very knowledgeable. They must have confidence in their products and quality. When dealing with new customers, it is important for customers to understand their own situation. For example, ask them to visit the factory and let them understand their own operating procedures, so that customers must Much easier to make up your mind.
From your quotation, foreign businessmen who are very knowledgeable and familiar with the industry can perceive whether you are also a veteran in the industry and judge your credibility. On the contrary, the low price makes customers feel that you are not credible and unprofessional. Mr. Sun said, "If the market price is around 10,000 yuan per square meter, and you quote your customers 15,000 yuan per square meter, it shows that you are an authentic layman or novice, and foreign businessmen are definitely not interested in similar quotations. , How dare to place an order for you. So you can tell if you are an expert at what price you quote."
Before quoting a new customer, you must try to let him understand your company's strength and business operation mode. Only when they have full confidence in you and your company can customers consider your trading conditions. This is often overlooked by many inexperienced exporters.
Although many foreign businessmen are making inquiries everywhere, a good company image and reputation can help you attract and retain customers. It can be said that a good company image is a golden sign for attracting customers.
