evin
 
 海军将官
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创新是利润的源泉。没有创新，产品只能流于大众化，特别是在现在的外贸状况，恶性竞争无法停止，好象只有价格是吸引客户的唯一利器。大家都在拼命找客户，找到后就压价抢。前面大家都在讨论如何寄样品省钱，但现在是你不寄，别人寄，你怎么有业绩？
如何避免这一处境，就是要创新，但是，如何才能创新，则需根据市场仔细研究。
中国对欧美的出口产品很大一部分是日用品，这就更需了解CULTURE和时事。 例如，WEST NILES 在北美很猖獗，灭蚊用品必定畅销。驱蚊喷剂对人体有害，是否有别的
驱蚊方式，超声和光学结合加蚊虫诱导剂。 我正在研究，看是否可行。 在例如手工具与礼品的配合，心电图的便携监测设备等等。 不说了，主意全投出了。
Since some one required I am using English, that will save me a lot of time. My second story How I lost a big customer.
I am already in furniture hardware for a few years. So some purchase manager already became my friends. One guy is working for a very big company, which is top 5 of cabinet factory in north America. Every year, their orders for furniture hardware are around 35 million USD for 8 different factories. I am very interested in push sale my normal hinges to them. At that time, they were only using Austria hinges, that Austria company appoint several sales to specilized for them.
To come in, I tried all kind of ways that I could image. Only for the samples of hinges, I just spend several thousands to copy the Austria hinges. The austria hinges are specialized designing with patent for this company. I cooperate with China factory to redesign a hinge that had all Austria hinges' function, but quite cheaper. At the same time, they just try push a low end cabinet to the market, I know my chance is coming. But, I did not go directly to that guy, I know he is a big golf fan and enjoy bear. So, I invite him for a free golf, he is very happy to come. Therefore, one afternoon, we are togother doing golf. My golf is really bad, even some lady can win me, I am crazy about the golf. This time, like before, he win me again. After severl bear, I accidently come to the hinge, he complain to me, the austria company did not want to supply low price hinge, so they are not happy with the Autrian. I said, "why not just try our hinges, you know, we are not bad". He agreed. Seems I get the chance
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我是二毛
狮子座的二毛
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[9 楼]
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Posted: 2006-07-20 20:18 |
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海运论坛 -> 外贸课堂 -> 我在北美的外贸经营历程(转载)
