Many foreign trade salesmen are very blind when doing foreign market development, often ignoring the positioning and purchasing mode of customers, and they are not targeted. Main characteristics of American buyers: First: Large quantity Second: Variety Third: Repeatability Fourth: Fair and just procurement Daily office supplies, office furniture, as well as building materials, clothing, and daily necessities. The United States is the world’s largest procurement market. Most of the things purchased are consumables. Repeated purchases are required within a year or two. This repetition is good for Chinese companies, and allows companies to arrange production with rules to follow.
Six buyer characteristics
1 Department store buyer
Many U.S. department stores purchase various products themselves, and different purchasing departments are responsible for different varieties. Larger department store chains such as macy´s, JCPenny, etc., have almost their own purchasing companies in each production market. It is difficult for ordinary factories to enter, and they often choose their suppliers through large traders, forming their own procurement system. The purchase volume is large, the price requirements are stable, the products purchased every year will not change too much, and the quality requirements are very high. It is not easy to change suppliers. Most of them look at local exhibitions in the United States.
2 Chain of large supermarkets (MART)
Such as Walmart (WALMART, KMART), etc., the purchase volume is large, and they also have their own purchasing companies in the production market, with their own purchasing systems, their purchases are highly sensitive to market prices, and the requirements for product changes are also very high. Large, the factory price is very low, but the volume is large. Well-developed, cheap, and well-funded factories can attack this type of customer. It is best for small factories to keep a distance, otherwise the working capital of one order will make you overwhelmed. If the quality cannot meet the inspection standards, it will be difficult to turn over.
3 Importer
Most of the products are purchased by brands such as (Nike, Samsonite), etc. They will find large-scale, high-quality factories to place orders directly by OEM. Their profits are better, quality requirements have their own standards, stable orders, and factories. Establish a long-term cooperative relationship. At present, more and more importers in the world come to China’s exhibitions to find manufacturers, which is a guest worthy of the efforts of small and medium-sized factories. The size of the importer’s business in their country is a reference factor for their purchase quantity and payment terms. Before doing business, you can find out about their strengths through their website. Even small brands have the opportunity to develop large customers.
4 Wholesaler
Wholesale importers, who usually purchase specific products, have their own shipping warehouse (WAREHOUSE) in the United States, and sell their products through exhibitions in large quantities. The price and the uniqueness of the product are the key points of their attention. It is easy for this type of customers to compare prices, because their competitors are all selling at the same exhibitor, so the price and product differences are very high. The main way of purchasing is to purchase from China. Many Chinese people with rich capital do wholesale business in the United States, become wholesalers, and go back to China to purchase.
5 Trader
This part of the customers may buy any product, because they have various customers who purchase different products, but the continuity of the order is not stable. Order volumes are also less volatile. Small factories are easier to do.
6 Retailer
A few years ago, almost all American retailers purchased in the United States, but after the business has entered the Internet, more and more retailers purchase through the Internet. This type of customer is also worth following up, but there are certain difficulties. If the order is urgent and the requirements are cumbersome, it is more suitable for domestic wholesalers to do.
Post time: Sep-02-2022