Should You Diversify Your Supplier Base?您應該多樣化，您的供應商基地？

多樣化您的供應基地

It takes time to develop a successful relationship with suppliers.它需要時間來發展一個成功的關係，與供應商。 For many importers, once this relationship is stable, they are hesitant to keep looking for other factories to produce the same product.對於許多進口商，一旦這種關係是穩定的，他們是猶豫，繼續找尋其他工廠生產相同的產品。 There are certainly benefits to working with as few suppliers as possible such as gaining economies of scale, stability in terms of quality assurance and predictability as far as shipping schedules.有一定的好處的工作與作為少數的供應商，盡可能如獲得規模經濟，穩定的條款，質量保證和可預見性，據船期。

However, with the但是，隨著 recent inflation in China最近的通貨膨脹在中國 , partly due to ，部分原因是 decreases in VAT rebates跌幅在增值稅退稅 , many factories are raising costs hand over fist. ，許多工廠是提高成本，另一方面超過拳頭。 When a factory decides to raise your costs, you have 3 options:當一家工廠的決定將提高您的成本，您有3個選項：

1. Eat it - You need the product. 1 。 吃了 -你需要的產品。 You have no other options.你有沒有其他選擇。
2. Try to Negotiate - Perhaps you can knock the price down a bit; however, you will still agree to a price increase and you have no real way of knowing whether the price increase is reasonable. 2 。 嘗試談判 -也許你可以敲的價格下跌1位;但是，您仍然會同意加價和你有沒有真正的辦法了解是否漲價是合理的。
3. You’re Prepared with Alternative Factories - You’ve got secondary suppliers that could take up part of (or all of) future orders. 3 。 您準備替代工廠 -您有中學的供應商可採取的組成部分（或全部）未來的訂單。 You can play your suppliers off of each other, dangling carrots as necessary, and make sure that the price increases are reasonable.您可以發揮您的供應商小康對方，懸掛胡蘿蔔必要時，作出肯定的是，價格上升是合理的。

Jason Busch at Spend Matters, adds an additional insight on why you should diversify your suppliers in his article賈森布施在花的事項，增加了額外的有識之士對為什麼您應該多樣化，您的供應商在他的文章 Split of Business: The Best Sourcing Justification for Supplier Diversity?分裂的業務：最佳採購的理由，供應商多樣性？

By dangling the carrot of additional business out to the secondary suppliers, a buying organization can get them to invest more in the relationship than they otherwise would.由懸掛的胡蘿蔔，額外的業務，以中學的供應商，採購組織可以讓他們更多地投資的關係比他們，否則會。 Out of this might even come joint innovations or even new product ideas.出於這種可能，甚至聯合創新，或什至新產品的構想。

And at the end of the day, aren’t we all looking for better, more interesting products (at cheaper prices)?並在一天結束時，是不是我們都在尋找更美好，更有趣的產品（以較廉宜的價格） ？

May 1, 2008 | Filed Under 2008年5月1日|提交下 Negotiating & Strategy談判及策略 | 1 Comment 1條評論

The Right Suppliers at the Right Price; RFQ Strategy and Cultural Considerations正確的供應商在合適的價格;詢價戰略和文化方面的考慮

尋找中國供應商

Finding the best supplier to manufacture your product and negotiating the best price can be a lengthy process requiring a great deal of research, a bit of strategy, a dash of cultural understanding and perhaps even a touch of luck.尋找最佳供應商，製造您的產品和談判最好的價格可以是一個漫長的過程，需要大量的研究， 1位策略，破折號文化的理解，甚至觸摸好運。

We came across an interesting company called我們碰到一個有趣的公司，所謂的 PassageMaker passagemaker , headed by a gentleman from the United States named Mike Bellamy.為首的一位來自美國的名為邁克貝拉米。 According to their website, in 2006 PassageMaker became the first (and perhaps only) medium sized, 100% US-owned, assembly/inspection company in Shenzhen possessing the following: In-house licensed custom’s brokers, Full import-export rights, and authorization by the Chinese government to process Value Added Tax (VAT) rebates.根據他們的網站上，在2006年passagemaker ，成為第一個（也許只） ，中型， 100 ％的美資，大會/檢查公司在深圳擁有以下內容：在所領有牌照的自訂的經紀，充分進出口貿易的權利，和授權，由中國政府來處理加值稅（ VAT ）退稅。

Mike has done some speaking engagements over the past few years and one of them is titled, “Sourcing Strategies - Find the right suppliers, assure quality and avoid knock-offs on a limited budget”.麥克做了一些講演活動在過去幾年中，其中一人是名為“採購策略-尋找合適的供應商，保證質量，避免遭受損失就有限的預算” 。 The videos are posted on YouTube in 4 ten minute clips.影片張貼在YouTube上，在4 10分鐘剪輯。 We’ve watched the first two, which are quite good, and have our ‘takeaway notes’ for our readers to review.我們已經觀看了前兩個，這是相當不錯，有我們的'外賣注意到' ，為我們的讀者進行檢討。 In addition, we’ll post links to the videos below for easy access.此外，我們會後鏈接到下面的影片為方便。

GENERAL 一般

1. 1 。 China, although uniquely different from the West, is very open to western business practices and you should not be worried about cultural mistakes.中國，雖然非常不同，從西面，是非常開放的西方商業慣例和你不應該擔心文化的錯誤。 The Chinese don’t expect you to know their culture or language and are very forgiving of mistakes and cultural misunderstandings.中國人不希望你知道他們的文化或語言是非常原諒的錯誤和文化上的誤解。

2. 2 。 There are many factories that make excellent products but aren’t good at marketing themselves to the world.有很多工廠，使優質的產品，但並不善於推銷自己，向世界。 There are other companies that are excellent at marketing but aren’t factories themselves and misrepresent themselves to potential customers to win deals.還有其他的公司，是在良好的市場營銷，但沒有自己的工廠，並謊稱自己的潛在客戶，以雙贏的交易。

3. 3 。 The areas to focus on are the Pearl River Delta which is in the Hong Kong/Guangzhou area and the Yangtze River Delta around ZheZhang and Shanghai.地區把重點放在是珠江三角洲這是在香港/廣州地區和長江三角洲靠近zhezhang和上海。 They both have different histories.他們都具有不同的歷史。 The Pearl River Delta was designed from day 1 for manufacturing for export.珠江三角洲的目的是從第一天開始製造用於出口。 The Shanghai area has a long history of manufacturing but developed to service the internal market.上海地區有著悠久的歷史，但製造業的發展，以服務國內市場。

4. 4 。 How to qualify a vendor on a limited budget - use web directories and trade shows to find new suppliers but visiting the production area and walking the line is the only way to see that they really make the product.如何有資格的供應商在有限的預算-使用W eb目錄和商展尋找新的供應商，但來訪的生產區和步行的路線是唯一的出路，看看他們真的使產品。

5. 5 。 The issue with dealing with trading companies is that there is no direct line of communication when there is a problem.這個問題處理貿易公司是有沒有直接的路線，溝通時，有一個問題。 Trading companies may not understand the product as well as the factory and may not be able to handle the issues that arise.貿易公司可能不明白的產品，以及為工廠及可能無法處理出現的問題。

6. 6 。 Hold negotiations at the factory.進行談判，在工廠。 To see if they’re really making the product, try to spend as much time at the factory as possible.地看到，如果他們真的產品，嘗試花費多少時間在工廠，盡可能。 Look for signs you’re being duped such as the business card addresses of all the people not matching or if the person who is giving the tour of the factory doesn’t seem to know all the people.尋找的跡象，您被欺騙，如名片地址全體人民的不匹配，或者如果人誰是讓參觀工廠似乎並不知道所有的人。

COSTS 成本

1. 1 。 Tooling and setup costs should be quoted separately and compare the quality of the tooling among factories.加工和安裝費用應分開，並比較了高質量的模具之間的工廠。 Often longer lead times are required for better quality tools with higher grade materials such as steel.往往較長的籌備時間，都需要更優質的工具，與高年級的材料，如鋼。

2. 2 。 Gather your quotes using the same incoterms - Mike prefers to use EXW (Ex works), which essentially means ‘finished and available at the factory’.收集您的報價使用相同的術語-邁克喜歡使用E XW術語（例如工程） ，基本上是指'完成，可於工廠' 。 SourceJuice wrote an article sourcejuice寫了一篇文章， comparing FOB and CIF比較離岸價格和到岸價格 , detailing what’s included and what’s not. ，詳細介紹了什麼的，包括和什麼不是。

3. 3 。 Be clear on your quality standards and acceptable levels of defects as this may significantly affect pricing and you want to be able to compare applies to apples across factories.明確對您的質量標準和可接受的水平的缺陷，因為這可能大大影響定價和你希望能夠比較適用於蘋果全國工廠。

4. 4 。 Specify the grade of the materials in your bill of materials.指定職系的材料在你提交的條例草案的材料。 There are many grades of metals and plastics and you need to be clear!有很多等級的金屬和塑料，你必須清楚！

5. 5 。 Ask them to identify their VAT structure.要求他們以查明其增值稅結構。 Some of the smaller suppliers are not paying VAT on raw material purchases and thus not getting the rebate when they export.一些較小的供應商沒有支付的增值稅對原料的採購，從而得不到退稅時，他們的出口。 This is ok for small quantities but when you need to ramp up, they may not be able to keep the same deal.這是確定少量但是當你需要的坡道，他們未必能保持相同的處理。 In this case, you can expect a spike of 10% or more!在這種情況下，您可以預期穗10 ％或以上的！ For large companies, if you dont ask about the VAT refund, they may pocket it.為大公司，如果您不想問有關增值稅退稅，他們可能口袋。 For more information on the recent changes (and a general explanation) on VAT rebates, check out the SourceJuice article更多信息，對最近發生的變化（和一般的解釋）對增值稅退稅，請參閱sourcejuice文章 4 Reasons Why Sourcing in China Will be More Expensive in 2008 4為何在中國的採購將更為昂貴，在2008年 . 。

NEGOTIATIONS 談判

1. 1 。 Orient yourself towards the decision maker and not necessarily the guy who understands you best because of language.確定自己的方位，對決策者和不一定傢伙誰理解你最好的，因為語言。

2. 2 。 The guy at the top usually doesn’t speak as much English since he’s older and grew up when China was a closed society.傢伙在最上方，通常不說話，因為很多英語，因為他的年紀長大時，中國是一個封閉的社會。

3. 3 。 Watch the Bai Jiu!!!觀賞白酒！ For those who don’t know, Bai Jiu is a traditional Chinese alcohol made from rice.對於那些誰不知道，白酒是中國傳統的酒精製成的大米。 It’s very strong and it’s typically part of dinner banquets and can be abused easily with repeated calls for toasts.它的非常強烈，它的通常的一部分，晚餐宴會，並可以被濫用，很容易與一再呼籲toasts 。 You don’t want a lopsided agreement and if you start to drink and then stop you may offend.您不想片面的協議，如果你開始喝酒，然後停止，你可能會冒犯。 Better to just say you’re allergic or that you can’t drink.更好地只說變態反應您或您可以不喝酒。 Mike commented that he brings a bottle of tequila and when they do Bai Jiu shots, Mike requests that everyone do a tequila shot!麥克評論說，他帶來了一瓶龍舌蘭酒，當他們這樣做白酒桿，邁克請大家做了龍舌蘭酒開槍！ That stops the drinking!停止飲酒！

4. 4 。 If you’re looking for a little strategy, bring a translator with you even if you or your colleagues speak Chinese.如果您正在尋找一個小的策略，帶來一名翻譯與你，甚至如果您或您的同事說中文。 Don’t speak any Chinese during the negotiations.不說任何中國在談判中。 After a round of price discussions, the translator should excuse herself to go to the bathroom.經過一輪價格的討論中，譯者應為藉口，自己去洗手間。 The Chinese factory may continue to talk about pricing strategy with you in the room.中國的工廠可能會繼續談論的定價策略與您在房間內。 — Just be sure they don’t pull this on you with English! -只是肯定他們不拉，這對你與英語！

TRANSLATION 翻譯

1. 1 。 Use a professional translator who is familiar with your field if you don’t speak Chinese!使用專業譯者誰是熟悉你的領域如果你不說中文！

2. 2 。 Go over the technical terms in advance and make sure you’re in sync.走技術名詞，在推進和確保您在同步。 Otherwise your translator may not know the details of what you’re trying to communicate.否則您的翻譯可能不知道的細節是什麼，您試圖溝通。

February 18, 2008 | Filed Under 2008年2月18日|提交下 Negotiating & Strategy談判及策略 , ， Sourcing Guides採購指南 | 4 Comments 4評論

Is “Guanxi” still needed in China?是“關係”仍然需要在中國呢？

廣西在中國

Guanxi in Chinese means “relationships” and most foreigners and Chinese alike will assure you of the need to have good Guanxi to get business done in China.廣西在中國是指“關係” ，和大多數外國人和中國都將向你保證，需要有良好的廣西獲得的業務在中國進行。 While I doubt anyone who has done business or lived in China will argue that relationships aren’t necessary here, Shawn He Yuxun, from而我懷疑任何人誰做的業務或在中國生活會辯稱關係是沒有必要在這裡，肖恩他yuxun ，從 MeetChinaBiz meetchinabiz offers some excellent insight in his提供了一些優秀的有識之士在他的 blog post博客帖子 into the history of this infamous word Guanxi, its place within China historically and what place Guanxi may have in the future.進入歷史，這臭名昭著的字關，其發生在中國的歷史和什麼地方可能有廣西在未來的。

In his post, Shawn He Yuxun discusses the history of Guanxi as it relates to requiring personal favors to achieve economic means during a time when China’s economy was completely planned.在他的後，肖恩他yuxun討論的歷史關，因為它涉及到需要個人主張，以實現經濟手段在的時候，中國的經濟是完全的計劃。

Prior to the 1980s, every aspect of China’s economic life was planned, controlled, directed and operated by the government.八十年代以前，各個方面，中國的經濟生活的計劃，控制，指揮和由政府經營。 No private ownership of any property or asset, much less profiteering for an individual or group, was allowed.沒有私人所有權的任何財產或資產，更遑論為謀取暴利，個人或群體，是不能允許的。 The government would allocate everyone a pre-defined slice of the “big pie“ (incidentally the equivalent terminology in China — where rice rules the dining table — was “Da Guo Fan“ (da-gore-fun), which means “rice in a big wok“).政府將撥出每個人都預先定義片“大蛋糕” （順便提一句，相當於術語在中國-在哪裡水稻規則餐桌-是“大郭範”（大戈爾-樂趣），這意味著“賴斯在一個大鑊“ ） 。 If one wanted any more than what was allocated to him/her, he/she would have to circumvent the system and rely on another individual in charge of a particular function in that “allocation chain” to do him/her a special favor.如果一想任何以上的是什麼分配給他/她，他/她將不得不繞過系統和依靠另一個個別的負責某一特定的功能，即“分配鏈” ，做他/她的一個特別青睞。

As China began opening up in the 70’s, there was no effective system in place to foster individual economic relationships outside of the planned economy and this Guanxi system.由於中國開始開放在70年代，沒有有效的制度在地方，以促進個體經濟的關係以外的計劃經濟，這關制度。

So by and large throughout the 80’s and most of the 90’s, having Guanxi this “ultra-relationship” or “super-connection“ ALONE had proven to be a sufficient, and in many cases also necessary, condition to get something done, regardless of the fundamentals.因此，由大和整個80年代和大部分的90年代後，廣西這個“超關係”或“超級連接”就有被證明是一個足夠，而且在許多情況下也有必要，條件得到的東西這樣做，不論基本面。 With Guanxi, a completely unqualified and incompetent person could land a very important job and/or position.與廣西，一個完全不合格的和不稱職的人可以土地一項非常重要的工作和/或立場。 Also with Guanxi, a company with no track record whatsoever could be awarded massive contracts.還與廣西，一間公司沒有往績什麼可批出大量合約。 You get the point…您可以點…

However, Shawn He Yuxun argues that as certain industries become more privatized, and with a history of economic relationships built outside of the Guanxi system, that Guanxi itself is less important.不過，肖恩yuxun他認為，由於某些行業變得更加私有化，並與歷史，經濟關係建立在外界的關制度，即廣西本身是同樣重要的。 “Business is business” just like in the west. “在商言商” ，就像在西方國家。

As the economy becomes more and more marketized / privatized and competitive, the value and effectiveness of the Guanxi system has also greatly deterioriated.隨著經濟越來越市場化/私有化和競爭力，價值和效益的關系統也大大deterioriated 。 In industries that have been substantially deregulated / privatized or where there is much competition, business is business, and Guanxi has been neutralized / marginalized to resemble just what relationships and connections are like in the Western world.在行業已大大放鬆管制/私營化，或有很大的競爭，在商言商，和關活動已經受到壓制/邊緣化的相似究竟是什麼關係和聯繫，就像是在西方世界。

So what do you think?因此，您怎麼看？ Is Guanxi still required in China?是廣西仍然需要在中國呢？ Is the Guanxi of today different from the Guanxi of yesterday?是廣西今天的不同，從廣西的昨天？ Let’s hear from our readers about your experiences!讓我們聽到我們的讀者對您的經驗！

January 6, 2008 | Filed Under 2008年1月6日|提交下 Negotiating & Strategy談判及策略 , ， Sourcing Trends採購趨勢 | 11 Comments 11評論

Beware the Middleman and Seek the Intermediary提防中間人，並尋求中介


中東男子

So you come across what seems to be a stroke of good fortune.所以你碰到什麼似乎是一個中風的好運。 A company having experience in making your product and after calculating your landed price are once again surprised at how cost effective it is to manufacture goods in China.一家公司的經驗，讓您的產品和計算後，您的降落價格再次感到驚訝，如何符合成本效益，這是製造的商品在中國。 There is no substitute for traveling to tour the factory, but depending on your situation, you may not have the opportunity to visit.是不可替代的旅遊參觀工廠，但根據您的具體情況，您可能不會有機會訪問。 Having received some literature, a sample and verified the company’s references, what else can you do?收到了一些文學，樣本及核實該公司的參考，還有什麼可以做呢？ What is the worst that can happen?什麼是最嚴重的可以發生的呢？ Let me tell you the pitfalls and learn from my experience importing a new product, from a new company, for the first time.讓我告訴你們，陷阱和了解，從我的經驗，引進新產品，從一間新公司，為第一次。

This is a story as much about the intermediary as it is about the middleman.這是一個故事，這麼多的中介，因為它是關於中間人。 Both are important aspects to consider in the importing process.兩者都是重要的方面考慮，在進口的過程。 Both will cost you money and increase your landed price, but only one will add value.雙方將您的廣告成本，並提高您的降落價格，但只有一會增值。

Sourcing Companies vs. The Source 採購公司與來源
There are an unlimited amount of companies in China that represent themselves as the manufacturer and they can, at times, make it hard to make the distinction.有無限數量的公司在中國的代表自己作為製造商，他們可以，有時會讓你很難作出區分。 These companies can do some of the leg-work for you of having to locate the manufacturer in person or on the internet.這些公司可以做一些腿部-為您工作不得不找到製造商，在人或在互聯網上。 They can be useful in that they are creating a “one stop shop” to find and purchase all of your goods.他們可以是有益的，因為他們正在創造一個“一站式服務” ，以查找並購買您的所有商品。 Sourcing companies have created partnerships or special pricing agreements with the different manufacturers and in turn resell the goods to you.採購公司創造了合作夥伴關係或特殊定價協議與不同的製造商，並從而轉售貨物給您。 While I have found a number of sourcing companies that are useful, it is best to go right to the source.雖然我發現了許多採購公司是有益的，最好是去權利的來源。 One issue, is that without dealing with the source, you do not know who or how your products are really getting produced and under what circumstances.一個問題是，未經處理的來源，你不知道誰或如何與您的產品真的是越來越生產以及在什麼情況下。 Secondarily, if you have problems with your goods, you are going to have to deal with the source through another company (or two possibly – you just don’t know).其次，如果你有問題，與您的貨物，你要要處理的來源，通過另一家公司（或兩個可能-你剛才不知道） 。 Another important detail is that without dealing with the source, you cannot be sure that this isn’t the first time they have built your product.另一個重要的細節是，沒有處理的來源，你不能肯定這是不是第一次了，他們已建立了您的產品。 As in my situation, the company had produced similar “wood” products like front doors and figured that was enough expertise to build “wood” kitchen cabinets.作為在我的情況，該公司已製作了類似的“木”產品，如前門和揣摩，這是足夠的專業知識，建立“木”廚房內閣。 As with many things in China, the country is amazing at being able to accomplish extraordinary feats of “Magic” that may not have ever been done before or at that scale.與許多中國的事情，是了不起的國家，在能夠完成不平凡的壯舉“魔術”可能不具備以往任何時候都做了之前或在該規模。 This can sometimes be dangerous for the consumer.這有時是危險的，為消費者。

It is important to note that it is only good business ethic to do a trial run of any product you import for the first time at your own risk and not the clients’.這是很重要的注意，這只是良好的商業倫理做試運行任何產品的導入，為第一次在自己的風險，而不是客戶。 This is the case for my venture into producing modular kitchen cabinets to add to our private label product line.在這種情況下我的創業到生產的模塊化廚房櫥櫃添加到我們的自有品牌產品線。

Pre-Manufacturing Design 前製造設計
One of the issues with working with the middleman or sourcing company/agency is that they may be knowledgeable about a wide variety of products, but not intricately experienced in any of them.其中一個問題，與工作與中間人或採購公司/機構的是，他們可能了解各種各樣的產品，而不是錯綜複雜的經歷在他們任何人。 By unknowingly using a sourcing company, I opened myself up to an extraordinary amount of work early on in my kitchen cabinet manufacturing venture.由在不知不覺中使用採購公司，我自己開了一個不平凡的大量的工作早在我的廚櫃製造業的風險。 Aside from putting together kitchen cabinet layouts, order lists and color/style selections I immediately found myself in a storm of pre-manufacturing design related conversations with the “manufacturer”.除了將共同廚櫃佈局，為了名單和顏色/風格的選擇，我立即發現自己在風暴前的製造設計相關的談話與“製造商” 。 The questions I was being presented with are ones that should already be known as industry standard specifications for a product.問題我是被介紹的是那些應該已經被稱為工業標準規格的產品。 Check it out, an actual diagram from the sourcing company asking design related details to cabinet construction.檢查出來，一個實際的圖，從採購公司的要求設計相關的詳細資料，以內閣的建設。 It gets much worse, but you get the idea.它得到更差，但你得到的想法。

未知設計的相關問題

Delays & Intermediaries 延誤及中介機構
Suffice it to say, design wasn’t the only head-ache, delays were inevitable.足以說明，設計並不是唯一的頭部疼痛，延誤是不可避免的。 Production was looking to run past a year and I encountered excuses about material shortages, issues with paint drying due to the rainy season and hardware not arriving on schedule.生產運行看，過去一年，我遇到的藉口，約材料短缺，問題與油漆烘乾，由於雨季和硬件沒有到達如期進行。 I had no way to confirm production was actually moving according to the emails I am receiving.我沒有辦法證實的生產，實際上是移動根據電子郵件我收到了。 At the same time I was expected to make progress payments on the manufacturing.在同一時間，我預期，使進度付款在製造業。 I became skeptical if I would ever receive the order when I asked that a sample door be produced, completed ahead of the order as to confirm quality and mailed to me.我懷疑如果我想以往任何時候都得到為了當我問一個樣品門製作，提前完成的順序，以確定質量和郵寄給我。 This was nothing more than an attempt to satisfy my curiosity of their actual progress.這是只是一個嘗試，以滿足我的好奇心，他們的實際進展。 Additional excuses followed and with a 20% deposit on the line, I contracted an intermediary to do some due diligence on the company.額外的藉口，其次是和20 ％的存款就行，我承包一個中介做一些盡職調查該公司。 The World Trade Group世界貿易組 has offices here in the US and in various places in China.這裡設有辦事處，在美國和在各個地方在中國。 This is important as you have a local contact in both places in which to interface, send documents, etc. For a consulting fee they are able to fly a consultant out from a city in China to your factory and give us a detailed report with photos.這是很重要的，因為你有當地聯絡，在兩地，其中以界面，傳送文件等為顧問費，他們能飛了一名顧問，從一個城市在中國到您的工廠給我們一個詳細的報告，與照片。 This was invaluable in that for the first time we were able to get a vivid picture of exactly what and who we were dealing with.這是非常寶貴的，對於我們第一次能夠得到生動地描述了究竟誰和我們正在處理。

Their Findings 他們的研究結果
The report from the World Trade Group confirmed that the factory was not being truthful as to the nature for the lengthy delays.該報告由世界貿易組證實，該工廠是不是真實的，以性質為長時間的拖延。 By the time of their arrival, it was claimed my sample doors had “just shipped out” express mail.由時間，他們的到來，有人指稱我的樣品門“剛剛運出”快遞郵件。 By hiring a consultant, we were able to reopen communications with the sourcing company since talks had broken down months prior.由僱用一名顧問，我們能夠重開通信與採購公司以來，會談已經破裂之前的幾個月。 They also were able to begin to negotiate for a hard ETA on completing production and had a backup plan if they were not successful.他們也能夠開始進行談判硬埃塔在完成生產和進行了備份計劃，如果他們沒有成功。 Lets look at some of the details from the report.讓看的一些細節，從報告。 The report outlined an actual timeline of events generated from email correspondence on both sides.該報告概述了一個實際的時間表所產生的事件，從電子郵件通信雙方的。 Also included was a description of the company outlining that it had been in business for ten years exporting wood doors and had started their new cabinetry product offering shipping only to Europe.還包括一個說明該公司的概述，它一直在業務上為十年出口木材的大門，並已開始他們的新櫥櫃提供的產品航運只有到歐洲。 There were six factories that the sourcing company was working with, each without a sign identifying who owned the factory or their affiliation.有6個工廠，採購公司工作，每一個沒有簽署確定誰擁有工廠或其從屬關係。 All finishing/paint coating was to be subcontracted, but at the time of the inspection by WTG, no contractor had been selected.所有拋光/油漆塗料是要分包，但在時間的檢查wtg ，沒有承辦商已選定。

工廠從報告

工廠的機器報告

All door and drawer panels had been completed and stacked in the corner.所有的門和抽屜面板已完成和堆放在角落。

完成面板廠的報告

Of course reviewing all of this information gave me a false sense of security that everything will go on schedule from this point forward.當然，檢討所有這方面的資料給了我一種虛假的安全感，一切將繼續附表從這個角度前進。 As a contingency for further issues, a hard date was set for shipment and terms for late delivery established.作為一項應急作進一步的問題，硬的日期定在裝運和條款，延遲交付的成立。 WTG continued to monitor communications and status of shipment and when the factory again failed to meet deadlines, intervened. wtg繼續監測通信和地位，裝運和工廠時，又一次遭到失敗，以滿足最後期限，進行干預。 Due to the terms of our agreement, the shipment was so late that we had to again negotiate an acceptable discount even though we had an agreement in place.由於該條款我們的協議，裝運是這麼晚，我們不得不再次進行談判，一個可以接受的折扣，即使我們有一個協議，在地方。

Arrival/Conclusion 到達/結論
The order exceeded a year to conclude and with only one of the two containers finally shipped.該命令超過一年結束和只有其中的兩個貨櫃，終於發運。 At the final point, it was decided to have the cabinets painted and finished here in the United States for fear they would never be completed.在最後一點，這是決定有機櫃畫和成品在美國這裡，恐怕他們永遠不會完成。 The World Trade Group or other companies alike are essential in conducting business from the US.世界貿易組或其他公司一樣，進行必要的業務來自美國。 They provide a cost effective alternative to source new products, evaluate factories of interest, provide quality assurance measures, confirm integrity of products before shipment or mediate an already bad situation.他們提供一個符合成本效益的替代來源，新產品，評估工廠的利益，提供質量保證措施，確認的完整性，產品發運前或調解已經壞的情況。

迪倫blankenship簽名
dylan@sourcejuice.com

December 16, 2007 | Filed Under 2007年12月16日|提交下 Factories工廠 , ， Negotiating & Strategy談判及策略 | 4 Comments 4評論

31 Steps to Negotiating With Chinese Factories 31步驟，以談判與中國的工廠

談判

Rarely do we come across such a solid article on a complex topic like很少這樣做，我們碰到這樣一個堅實的文章對一個複雜的話題一樣， Negotiating With Chinese Factories談判與中國的工廠 . 。 However Silk Road International certainly raised the bar on this one.不過絲綢之路國際肯定所提出的香港大律師公會就這一個。 David Dayton who is the owner of Silk Road International lives in the same city we have our office in,朱代頓誰是所有者絲綢之路國際生活在同一城市，我們有我們的辦事處在， Shenzhen深圳 . 。

November 14, 2007 | Filed Under 2007年11月14日|提交下 Negotiating & Strategy談判及策略 | 2 Comments 2評論