老外写的中国采购经验总结 China Hard Buy, 我附上了翻译

老外写的中国采购经验总结China Hard Buy, 我附上了翻译
Some people are planning to import something from China to start their small business and, they assume it'd be a lot easier and cheaper to buy directly from Chinese manufactories and skip a local wholesaler or other middle steps.
有些人想从中国进口一些东西来开展他们的小生意，他们以为直接从中国进口即方便又便宜，而且跳过了当地的批发商或其他的中间环节。

But after several rounds of contacting and negotiating, they sense deep frustration and many of them end up dropping their purchase plan. Well, when things don't work out, you should at least try to understand why and how. Thinking without knowing is mere imagination. Depend on it if you are satisfied by just imaging your profit and success.但是几轮沟通和谈判下来，他们深感无奈，许多人放弃了他们的采购计划。

好吧，当有些事情没法做的时候，你至少应该好好想想为什么和怎么办。

如果你只是想象你将有多少利润，将有多麽成功，只是想想而不去了解，那真的只是单纯的想象了。

Before you start your purchase, know these.
在你采购之前，了解一下这些情况。

Many foreign buyers complain it is so hard to import from China. Their find their purchase inefficient and ineffective, long-winded and usually full of "surprises". 很多国外采购商抱怨从中国进口太难了。

他们发现他们的采购效率低，效果差，时间长，而且还充满了“惊喜”。

Here are some typical problems and obstacles they encounter.下面是他们遇到的一些典型问题和障碍
1) High MOQ (mininum order quantity)
This is the biggest barrier that keeps the small buyers out.
At the very beginning, the buyers may be very excited to have found the suppliers for the product(s) they want to buy. But soon they will find out that the manufacturer has high MOQ requirements to even make a quotation.
Why do the factoreis have high MOQ requirement?
1.最小起订量高
这个障碍让很多小买家望而却步。

一开始，他们很兴奋的想要找到他们需要的产品供货商，很快，他们就悲剧的发现，就算只是报个价格，工厂都要很大的起订量。

为什么工厂有那么高的起订量呢？
A. The factories invested huge amounts to build a factory and, more importantly, write the paychecks.
Maintainance of assets is also a constant hole that sucks in cash.
They need big orders and big buyers to keep their factory operation in a good flow. They need big profits via these big orders to cover these production costs.
A.工厂建厂投资额巨大，最重要的是人工费用。

设备的维护也需要大量的资金，他们需要一个大买家，大订单来保持他们日常流程。

他们需要通过大订单的高利润来支撑成本。

B. The factories also have to buy the parts and materials from the material suppliers. No matter how small an order is, they will need to make moulds and dies for it, and they'll need to purchase all required materials. Unless the order is for regular models that the manufactorer frequently makes and, while it happens that there are preserved quantities available in their stock, they may be able to offer you a wholesale rate that they usually give for a large order quantity. In reality, however, many buyers want to have specific design(s) for their order. The manufacturers' material suppliers also have their MOQ. In order words, the factories will have no choice but to order a relatively large amount of each material needed for a specific order. They thereby lose but not profit from the order. Concern about price will be discussed below.
B工厂也需要从材料供应商处采购零件和原材料。

不管这个订单有多大，他们都需要开模，他们需要采购所有需要的原料。

除非这个型号是工厂的常规型号，他们有材料库存，这样
他们给你报价的时候，他们才可能会报一个和大订单一样的批发价。

而事实上呢，很多买
家想要买的东西都有他们自己的设计。

工厂的原料供应商也会对工厂要求起订量。

换句话说，工厂也不得不为了一个小单去买大
量的相关原料。

所以在这一单上，他们可能没有利润甚至亏本。

Concern about price will be discussed below
关于价格的东西，会在下面的文章里面讨论
C Unlike the stockmarket where deals are made virtually in a flash of time, production of an order takes real time and space. The manufactorers need to schedule dates and times, and number of workers and meterials for the production of any order, regardless of the quantity of it. This process itself produces cost. Nevertheless, when an order is rolling on the line, other products will have to be pulled over or delayed. This is to say, that the opportunity cost of a small order partially includes the profit off a confirmed large quantity order. The real question is, why should they compromise so much for unconfirmed small orders with uncertain potential customers over existing cashcows?
C 不想股票交易那么快，生产一个订单需要大量时间。

不管订单数量是多少，工厂都需要
为每个订单的生产安排时间，员工和材料。

一个订单在线上生产的时候，其他的订单就要
耽误了。

这就意味着，生产小单的机会成本里，包含了生产哪些已经确认了大订单的利润。

问题就来了，他们凭什么要为不确定的订单或者潜在客户而放弃现有的大单呢？
2) Unit Price is not cheap!
Besides MOQ, the buyers are often surprised to learn that the unit price for their order, or even just for the sample, are much higher than expected.
They expected prices in China to be very cheap.
But when they receive the quotations and work out the final prices (including the transportation fee, import duty, handling fee), they find it is not worth to buy from China. It is more economic to buy from their local wholesaler.
2. 价格不便宜
除了起订量之外，买家经常会悲剧的发现，产品价格甚至是样品价格都大大超过预期。

在他们的期待中，中国产品的价格是非常便宜的。

但是当他们收到报价核算最终价格的时候（运费，进口关税，其他费用），他们发现价格很高，还不如从当地批发商地方买呢。

Why are prices excessive?为什么价格偏高呢？
For small order quantities, or trial orders with specific customized designs, the manufacturers will need to include many items while making your quotation. They will put all the expenses into the prices, which inlude comprehending, designing, and confirming product and production requirements, moulding and die making, sourcing and purchasing of parts and materials, scheduling production, labor costs, asserts depreciation, opportunity cost of other orders while the assembly lines are occupied for your production, etc. Remember, they actually lose not profit if the order is way below their MOQ. If you think that they are making profit out of your trial order or sample order, you are way mistaten. No factory will bother making so much effort for such insignificant gains. If they agree to make a sample or deliver a trial sample to you, they hope to establish further win-win relationship with you.
对于那些有个性化设计的小订单或者试订单来说，工厂给你报价的时候需要包含很多东西。

他们会把所有的费用计算进价格，包括首先要理解你对产品的要求，设计，样品确认，生产要求，开模，打样，原料采购，安排生产，人力成本，设备折旧，生产你产品的机会成本等等。

记住了，事实上如果你的订单量小于起订量，他们是不盈利的。

如果你认为他们在你的试单或者样品单上赚钱了，那你就错了，工厂不会为了赚你那么点点钱而做这么多的工作。

如果他们愿意为你打样，或者把样品寄给你，说明他们希望和你建立双赢的关系。

What must be mentioned is that the per unit cost for making a small amount of products is usually much higher than that of a large quantity, because less units share all other costs except for parts and meterials. This is the reverse of the economy of scale of mass production.
需要提一下的是，生产小订单的成本一般来说都要高于大订单的。

因为配件和原料的采购成本分摊到每个产品产品里面。

这是规模化生产效益的逆应用。

Some may ask why the factories would not try to pose a friendly gesture by offering a low sample price or trial quotation. Well then our buyers would be a little floaty
with their thinking. The manufactures do not recognize you. They do not intend to profit from you on a trial or sample order, but it doesn't mean they are willing to make a potential lose for some non-solid opportunities. They, as factories, are not likely to run, but new buyers won't be given much credit until they proove themselves.
有些人会问，为什么工厂不把样品价格报低一点来显示诚意呢？那你就想的太美了。

人家又不认识你，就算人家不打算从你的试单里面赚钱，但也不意味着人家愿意为一个不确定的机会来承担潜在的损失。

作为工厂来说，他们不会跑的，但是新的卖家在证明自己之前是木有信用度滴。

What's more, a proper order may not be placed after the sample(s) or trial orders for many possible reasons. The manufacturers have to take precautions for demage control.
此外，很多理由都会导致寄样或者试单之后没有正式的订单过来。

所以工厂也不得不采取措施来控制风险。

3) Payment
Most of the new buyers are new to the "mysterious China import business".
They want to earn profits but they are frightened by so many rumours from thousands of aspects, of various forms and versions.
They learn that many fraud transactions happen in e-trade. They are very cautious when buying something outside their country.
They only accept safe payment platform or banking system, like paypal,escrow, credit cards, etc. But these paying platforms are used mostly in retail business and for small orders only.
3）付款
“神秘的从中国进口事业”对于新卖家来说是全新的。

他们想赚钱，但是他们被各种版本的留言吓住了。

他们听说电子商贸上有很多欺诈交易。

所以他妈呢从国外买的时候会显的格外的小心。

他们只接受安全的付款平台和银行系统，像paypal,escrow，还有信用卡之类的。

但是这个支付平台往往只支持零售或者小单。

Most of the sellers on B2B website are manufactories. They are not wholesalers or retailers.
They accept the normal international payment methods, like wire transfer, Letter of Credit, and so on. They don't appreciate paypal and escrow and any of their type much, and they won't accep these.
很多在B2B网站上的卖家都是生产商，他们批发商也不是零售商。

他们只接受常规的国际结算方式，像电汇啊，信用证之类的。

他们不喜欢像paypal,escrow之类的东西，他们不会接受的。

4) Lead Time(production time)
Almost all manufactories don't have excessive stock of finished products, nor do they have large spare of material or parts, unless when they just had a cancellation of order by their buyer, or if dective products occur. You obviously can't not count on the chance of the coincident that the factory having just enough right products when you need them.
4）交货期（生产时间）
绝大多数的生产商是不会做很大的成品或者配件库存的，除非他们有一个买家刚取消了一
个订单，或者生产了次品。

很明显，你没法计算工厂什么时候刚好有你需要的产品。

As mentioned above, even for a small or sample order, the manufactory has to source materials before they can produce, just like for large orders. This means it can take from 1 week to 2 months for them to be ready for your production. In peak seasons, factories can be overwhelmed by orders. Since they've been so busy, and that your order is so small, they will have to work around the clock to fit your production into the gaps of others, to minimize delay and lose for making your products.
综上所述，即使是一个小单，在生产前，工厂也要像生产大单一样采购原材料，这就意味
着生产你的产品需要1周到2个月的时间来备料。

旺季的时候，工厂的订单会爆满，。

假如他们很忙，你的订单又很小，为了减少生产你的订单带来的损失和耽搁，那就只有在两批订
单之间插单生产了。

This may be very different from the buyers'expection. They can't imagine to pay 30% deposit first and wait for 1-2 months's production.They feel unsecure. They don't know what may happen during this period.In contrast, if they buy from their local wholesaler, they can get the goods as soon as they pay.
这个和买家的期望值相距甚远，他们很难想象交了30%的定金还要等一两个月的时间去生产。

他们感到不安，因为不知道期间会发生什么事情。

相比之下，如果他们从当地批发商
地方拿货，交了钱就可以收货了。

5) Limited Choices (for models/patterns/colors)
Buyers are usually upset with the limited chocies they can have. For instance, they want to order 3 tailors of shirts with 3 patterns designs, 4 color combinations each patterns designs, 1,000 peces for color combinations. They want to order more models with small quantities, so their e-shop or paper catagories will has a large range of model collection. They will be told by the factory, that this isn't going to happen. Why? The reasons are sort of a repetition of those for problems mentioned above.
5.选择有限（模式、款式、颜色）
买家往往对可供他们选择的范围感到失望。

比如说，他们想买3个款式的衬衫，每款4种颜色，每种颜色1000件。

假如他们想买更多的款式，这样他们的网店上的产品就能多几款，
他们就会被告知，这是不可能的。

为什么呢，就是重复上面提到的那些问题了。

A.The sellers have to source materials and parts from their suppliers. Their suppliers also have MOQ requirement for each part and meterial. They can't purchase a trace amount of them just for your little order.
A. 卖家也需要从他们的原料供应商处采购。

他们的供应商也有MOQ要求。

他们不可能因为你的单小而采购很小的数量。

B.It will make them countless troubles in production, and the scheduling and arranging for production, management and communication can all be a mess, if they try to make so many small productions at the same time.
B.假如他们试着在同一时间生产很多的小单，那麻烦大发了，调度啊，生产安排啊，管理啊，沟通啊，都会一团乱。

If you are aware of these crucial facts about the REAL WORLD of PRODUCTION and TRADE, and you sincerely are willing to take on your part of risk and responsibility alongside profit, to create a win-win situation, you may then start looking for your opportunities. And for those who are not prepared, or are taking things for granted, it will only waste your time and others'. Please stay away, or you will end up with nothing but frustration and disappointment, or worst.
如果你能意识到在现实的生产和贸易中的这些事实，并且愿意承担你获得利益部分的风险和责任，来创造一个双赢的局面，那么，你可以开始寻找你的机会了。

对那些还没准备好，对有些事情想当然的人来说，那只会浪费你的时间。

请远离，不然你只会感到失望和沮丧，或者更加悲剧。