How can post-80s entrepreneurs get foreign trade orders! !

It depends on what you are doing

Orders are the basis for the survival of an enterprise. As global demand shrinks due to the financial crisis, the originally stable supply and demand relationship has been destroyed, a large number of orders have been reallocated, and many companies have left a large amount of idle production capacity. At this moment when crisis and opportunity coexist, whoever can find a breakthrough in time will be able to obtain more orders, thereby completing a beautiful turn of the company's own structural adjustment and industrial upgrading.

Phenomenon 1: Large-scale enterprises rely on their strength to get orders

Jiangsu Sunshine Group is a national key enterprise group and one of the 33 industry leaders supported by the state. It is one of the largest manufacturers in the national wool textile industry. The enterprise with the largest scale, the most varieties, the best product quality, the highest technological content, and the best technical equipment. Xu Weimin, secretary of the chairman of Jiangsu Sunshine Group, said in an interview with reporters that despite the current difficulties encountered by the textile industry, Jiangsu Sunshine Group has not stopped work or production in the past year, and has sufficient production orders and construction schedules in the first half of this year. When talking about why Jiangsu Sunshine Group has so many orders, Xu Weimin explained that Jiangsu Sunshine Group has unique product lines in both domestic and export markets, and these products have strong ability to withstand risks. It is understood that the domestic sales market of Jiangsu Sunshine Group is mainly based on professional attire, including banks, military, public security and other departments, which have a large and stable demand for professional attire updates. Therefore, although the prosperity of the textile and garment industry is not high, the impact on its domestic market Not big. In terms of exports, Jiangsu Sunshine Group's main product is woolen products. Due to many years of experience in the wool spinning field, stable export channels, and strong technology research and development capabilities, its wool products are highly competitive in overseas markets, so the decline in the number of orders is also limited. However, Xu Weimin also admitted that due to the gradual shrinking of overseas demand and overcapacity in the industry, a decline in product prices is inevitable.

Shaxi Town, whose textile and apparel industry output value accounts for 70% of the town’s industrial output value, is a Zhongshan textile and apparel industry cluster named by the China Textile Industry Association. According to the person in charge of the town's Economic and Trade Office, the current situation of large companies receiving orders is better than in the previous two years. Some companies could arrange their orders to April in previous years, but this year they have been placed in June, and some companies have even placed their orders in October. . Tongwei Computer Garment Factory is the largest clothing OEM company in Shaxi. Mr. Lin, the person in charge, said that this year is a good opportunity for companies with financial strength. It is understood that Tongwei Company has also vigorously developed the domestic market and launched its own brand "Oriental Children". "The biggest problem for foreign trade companies in clothing when they switch to domestic sales is the lack of brands. Our company is planning to use e-commerce platforms to vigorously expand the market in the next step," Mr. Lin said.

Comments: Affected by the financial crisis, overseas merchants have taken measures such as extending the payment settlement time, spreading orders throughout the year, and reducing the number of orders from small suppliers to reduce operational risks. Amid such changes in the market, large companies have Have more ability and strength to deal with it. Because buyers believe that large companies have relatively healthy capital chains and are unlikely to go bankrupt suddenly. In addition, from a business perspective, large companies have strong bargaining power with raw material suppliers and can also transfer certain risks.

Phenomenon 2: Relying on quality to get orders from old customers

Dou Mingchun, assistant to the mayor of Xingang Town, Changshu City, Jiangsu Province, a famous sweater town in China, said in an interview with reporters that quality It is the foundation of an enterprise. Only with excellent quality can we win more customers, establish a stable supply and demand relationship, and obtain more orders. Due to the excellent product quality of the Changshu Shirt Factory, the products are well-known in the United States and highly recognized by customers, so this year's production schedule has been scheduled to October.

Zhang Chaoguo, chairman of Wenzhou Ruian Innovation Clothing, also said that the company started work on the sixth day of the first lunar month this year as in previous years, and the company's orders are also saturated, and are currently scheduled until June. In this regard, Zhang Chaoguo concluded that the main reason is that the customer relationship is maintained relatively well and the quality is well controlled.

Comment: Relying on "old relationships" to obtain orders is the main source of orders for some companies under the current situation.

The economic crisis has led to a decline in demand and overall orders are decreasing. Where can we get orders at this time? The answer is of course old customers.

Phenomenon 3: Quick response and an influx of orders

Faced with the increasing competition in the domestic carpet industry, the local government of Shandong Shenlong Carpet Industry Co., Ltd. guided the company to change its single handmade carpet production model. New machine woven imitation handmade carpet project. Since the second half of 2008, the company has made full use of preferential policies such as the national value-added tax transformation and tax exemption for imported equipment to guide enterprises to update equipment, optimize processes, upgrade products, and significantly increase investment in technological transformation. In order to improve the competitiveness of the enterprise, they have jointly developed new products with more than 20 domestic technical colleges such as the Central Academy of Arts and Crafts and Shandong Academy of Arts and Crafts, and have become an internship base for students of Shandong Academy of Arts and Crafts. It is understood that the machine-woven imitation hand-made mercerized carpet technology developed by the company has filled a gap in the world's carpet technology; the production process of Longxi Chinese woven Tibetan carpets has won the national invention patent, and the Longxi Chinese woven craft carpets and other 200 patterns Obtained the national design patent and became a member unit for formulating national standards for palace carpets. The company's two woven production lines have been "underwritten" by American merchants all year round. The company has developed six series of machine-made carpets, including Oriental Persian woven carpets and modern woven handmade carpets. Weaving imitation handmade carpets with more than 1,000 designs, colors and specifications, which are favored by domestic and foreign merchants. Currently, the company's orders have been scheduled until August this year.

Comments: Under the current situation, the government should work with enterprises to establish a more complete rapid response mechanism for undertaking order transfers, constantly pay attention to industry trends and the operating trends of relevant enterprises, and extensively participate in domestic and foreign business exchange activities. , establish various levels of inter-governmental and inter-enterprise communication platforms, while improving their own competitiveness, find the right position and complete the turnaround.

Phenomenon 4: Expanding new channels to seek new orders

Sangyang Textile Co., Ltd., located in Zhutang Town, Jiangyin City, Jiangsu Province, a famous knitted garment town in China, uses original technology and advanced With advanced production equipment, it has overcome the gap in the knitting field of linen yarn and developed pure linen high-end knitting yarn. The company has been awarded the title of "Lax Knitting Product R&D Innovation Base" by the China Knitting Industry Association. Lu Wenchang, chairman of the company, said in an interview that the company currently produces 1,000 tons of linen knitting yarn annually and can produce approximately 3 million pieces (sets) of clothing. Although flax yarn can sell for 800,000 yuan per ton, Lu Wenchang said that he will not sell yarn and fabrics, only finished products. At present, Sangyang has properly rejected a large number of unprofitable foreign trade orders and gradually increased the proportion of domestic sales to 70% of the total product volume, which not only avoids the crisis but also creates a development path of independent innovation. It is reported that since October 2008, Sangyang linen knitted clothing has been stationed in shopping malls and supermarkets, and currently has more than 500 stores. So far, Sangyang has completed a perfect turnaround in its business.

In response to the shrinking market space, it is also an alternative to shift the consumer demand for curtain fabric products from household necessities to gifts. With the popularity of home textile brands, market competition has become increasingly fierce. Under the influence of the financial crisis, many home textile companies have turned to the domestic market, focusing on gift channels and developing new blue oceans. Home textiles are an important soft decoration element for a beautiful home. Bedding, dining and kitchen supplies, and fabric curtains in a variety of colors and materials, combined with home decoration fashion, have become people's first choice for holiday gifts. For weddings, choose romantic and gorgeous roses and lily bedding that symbolize happiness; for housewarming celebrations, you can choose simple and fresh bedding or noble and elegant bedding according to the owner's preferences or home style.

It is understood that many leading companies in the home textile industry have chosen to participate in the Shenzhen Home Gifts Exhibition to expand the new world of home textiles through the exhibition. Home textile companies from the Nantong Home Textile Base, the world's third home textile center, will also participate in the exhibition. Form a group to participate in the exhibition and perform a colorful home textile show.

Comments: Every company wants to have its own brand, and brand building requires excellent products. What is the brand? The brand is the feature.

Companies like Sangyang's method of finding the right position, seizing the opportunity, and entering supermarkets and department stores, as well as home textile companies' conversion of fabrics from household necessities to gifts, are all aimed at expanding new channels, developing new blue oceans, and thus obtaining more opportunities. More orders are also a way to build the brand.

Phenomenon 5: Industrial transfer attracts new foreign orders

The "cold wave" of the international financial crisis has caused enterprises in Qingshan Lake District, Nanchang City, Jiangxi Province, a famous knitted garment city in China, to "cold" After "Getting Stronger", it found vitality by accepting new orders. But this wave of order transfer has a profound background. In the 1980s, the international division of labor spread across the world, and developed countries gradually transferred a large number of labor-intensive industries to developing countries. China, which had just opened its doors to the outside world, happened to take over this wave of industrial transfer, which made Guangdong, Shanghai and other coastal areas the first to become rich after the reform and opening up. After China joined the WTO, developed countries began to transfer more and higher-level manufacturing to developing countries. In order to take on this new wave of international industrial adjustment, in recent years, domestic coastal areas have begun to "empty cages and change birds", and a large number of labor-intensive export enterprises have begun to move to Jiangxi and other central and western regions, thus triggering the transfer of industries from coastal areas to the inland. tide.

According to Xu Feng, director of Xinyu Garment’s Human Resources Department, the company’s orders for the entire year have been fully booked, and a large number of orders from abroad have come to the forefront as textile companies in Guangdong and other coastal areas have reduced production and closed down. Investing in enterprises in the central and western regions, resulting in an "unexpected increase" in new orders for these enterprises in Qingshan Lake District.

Comments: The industrial adjustment forced by this crisis will become an excellent opportunity for the economic rearrangement of various regions. This opportunity, for Nanchang Qingshan Lake, which has the leading position of Jiangxi Province's export-oriented economy and has a mature industry undertaking platform at home and abroad, actively undertakes large-scale transfer of orders, can not only quickly resolve the difficulties caused by the setback of the export-oriented economy. Bureau, it can also open up a new situation for longer-term industrial investment; at the same time, it can also improve the relevant supporting facilities of cluster industries and reduce the production costs of enterprises.

Reporter's Notes

One of the key contents of the China Textile Industry Association's survey of industry clusters in mid-February is the order situation of enterprises this year. At each cluster research symposium, the team leaders must record in detail the order status of participating companies this year. The reasons why orders cannot be obtained and are insufficient are their biggest concerns. At present, orders are not only the basis for the survival, start-up and recruitment of enterprises, but also become a market-oriented barometer in the current environment and an important reference for the development of regional industries. And one voice this year cannot be ignored and is exciting, that is, "the government helps companies get orders." At a cluster research symposium held in Changshu, Jiangsu, the city's deputy mayor Chen Huiliang proposed that Changshu City should increase the government's efforts to help companies obtain orders this year. It is understood that situations like Changshu have occurred in many places, and the number of means and intensity are unprecedented. Naturally, there is no need to elaborate on the advantages. When this pure enterprise's own behavior becomes the behavior of a regional or one-level government, if the top and bottom are united, no matter how great the difficulty is, it will not be big. At the same time, the emergence of this behavior also reflects new ideas and new changes in the new situation of the industry, and is another positive factor in the development process of the industry.