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Understand Buyer's Purchasing Habit And Get Order

2012/3/6 18:29:00 12

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Understand buyers' purchasing habits and make precise decisions.

commodity

In the promotion plan, the purchasing and selling processes of the general buyers are: developing purchasing plan (new product purchase, new supplier selection) -- finding suppliers (exhibition, magazine, network) through the appropriate channels - factory site visits (screening comparison, auditing strength) - formal order.

Buyers mainly choose the procurement channels suitable for themselves through the following ways: 1. directly through the network; 2. through the exhibition procurement, and at the same time, have begun to use the network to carry out pre screening negotiations for suppliers.

The exhibition time is very urgent and very planned. He wants to know the market and product trend through exhibitions, and on the one hand, he wants to see the old.

Supplier

Substantive negotiations are also made; on the other hand, suppliers who have contacted before have to negotiate further to see if there is any opportunity for cooperation.

In order to increase the effectiveness of the exhibition to find suppliers and find better suppliers, buyers usually search for new products and suppliers through the Internet in advance of 1~3 months.

Exhibition

Negotiate.

So if you do not promote it through the Internet, even if the buyer comes to the exhibition, it will not guarantee that he can come to your booth. Even if the buyer passes by your booth, he will not stop to come to see your product. Even if the buyer comes in to see your product, it will not necessarily give you enough time to introduce your products and enterprises.

So the best way is to choose a directory when buyers first screen suppliers through the Internet.

When is the best time for product promotion? First, formulate the procurement plan (new product purchase, new supplier selection), the time is ~12 month of October each year, the main work to be done is annual sales summary, future market forecast, product purchase analysis, supplier evaluation. Once the purchase plan is worked out, buyers usually spend three months or so to select suppliers. Secondly, search for new suppliers and new products through B2B website, purchasing magazines and professional exhibitions.

The buyer's procurement process is mainly: inquiry negotiations, factory site visits, screening comparison, inspection and audit.

Choosing the right media to promote yourself in the period of buyer's purchase, giving priority to the buyer's search field is the first step to get the order. In particular, we should pay attention to the purchase of the two Canton Fair in the spring and Autumn period. The general buyers will order in January ~6. After the autumn fair, the order is mainly to meet the sales needs of the buyers in the first half of the year. In September, we searched for cooperative businesses in the month of ~10, and screened and compared them in November. In December, the order was formally placed with factory production, and after more than 1 months' shipping date, the sale began in February.

Buyers' purchasing types are mainly divided into two types: bulk purchase and sporadic purchase.

The bulk purchase time is ~6 months per year in March, and buyers will send the bigger year-round list to the supplier in this period. The sales time will be 75% months in April ~12.

While sporadic purchases are not limited, buyers usually have sporadic small purchases throughout the year. The selling time is mainly from January to March each year, which is also a low season for sales.

The bulk purchases of large buyers by large buyers usually start in February and March, respectively. Taking WAL-MART as an example, they will place orders to each supplier at the beginning of each year, and then distribute them to the stores according to the sales plan.

(A05)