Differences in the procurement of pharmaceutical packaging materials at home and abroad

As a supplier of pharmaceutical packaging materials that has always been export-oriented and supplemented by domestic sales, today we will talk to you about the differences in the procurement of pharmaceutical packaging materials for domestic and foreign customers!

The first is timely feedback.

Needless to say, domestic customers have timely feedback, and foreign customers also understand the delay caused by the time difference at home and abroad, which may cause a situation that cannot be responded to in time. But you need to uphold the principle of replying when you see it. Even if you can't give the customer the answer they want right away, it's important to tell the customer that you got his message and to let them know the result as soon as you confirm the message.
Find the online time of the customer, and communicate the main information to the customer according to the local time of the customer. For example, if you have basically completed the preliminary work, and the price negotiation is left, it is recommended that you reserve the gap of the customer's working time and conduct targeted negotiations throughout the process.

The second is professionalism.
The professionalism of customers seems to be a matter of no borders, but many foreign pharmaceutical companies do not purchase directly, but through agents for outsourcing. At this time, the object of our communication is the customer purchasing agent (maybe a trading company), and there will be information asymmetry. In most cases, the familiarity of a trading company with products is not as good as that of purchasing from a pharmaceutical factory, let alone a salesperson as a supplier. Giving the most appropriate and comprehensive feedback from the professionalism of the product and the professionalism of the attitude will widen the gap between you and other suppliers. The purchasing agent only gave you question 1, but you gave him answers to questions 1-5 that he might have.
Another kind of purchase is the boss himself. In developed countries, there are many small-scale pharmaceutical factories or small-scale health care product companies that have just started. Turning to imports because of small quantities purchased and high local prices. In the face of these customers, your professionalism directly determines the transaction of the order.

Then there's market familiarity.
For domestic procurement, he wants to know which peers you have supplied products to for reference. But a frequently asked question about foreign purchases is, have you ever exported to such and such countries. If there is and is a large customer, telling the customer can win the trust of the customer without involving the company's confidential information and regulations. However, if it has not been exported to relevant countries, or has cooperated with relevant customers, it is recommended to explain the situation truthfully. Because the circle of foreign pharmaceutical factory customers is also very small, it is very easy for him to confirm if he wants to.
In addition, market familiarity is not only about the customers you have cooperated with, but also your comprehensive suggestions on the customer's transportation method, packaging method, customer's transaction payment method and so on.

The next step is trust.
On the one hand, the establishment of trust is the review of various qualification documents, and on the other hand, the people who connect with him. Geographical restrictions make the docking window for customers narrow. Salespeople are the only source of information for customers most of the time, and as many have quoted: Your employees represent your company. In China, customers have multiple channels to contact other people in the company, but this is rare in foreign countries. And preconceived notions can make people dependent on people they meet for the first time.
Building trust is a long-term process. The best way to build trust in the short term is through association. For example, you have common friends, common experiences, and common interests. Customers in Asian countries are more inclined to establish close partnerships, but customers in Europe and the United States want to maintain working partnerships.

Lastly is patience.
The customer procurement process can be long or short, depending on the size of the customer's company and the urgency of the purchase. Domestic customers, due to the convenience of contact, you can ask about the progress from time to time on WeChat, or make a phone call. For foreign customers, time difference, work habits and other reasons will cause a certain gap, especially when the other party is not the final customer, the communication process will be more cumbersome. Give customers a certain time for communication and feedback, and confirm the next contact time, so as to avoid excessive harassment and loss of customers.