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 小老板的困惑：在制造业纵向扩张，还是顺着价值链走向零售，还是集中精力打国际市场？ |
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小老板的困惑：在制造业纵向扩张，还是顺着价值链走向零售，还是集中精力打国际市场？ -- tutu - (2247 Byte) 2005-7-24 周日, 00:50 (2841 reads) |
Fedex_Fan
头衔: 海归少校
加入时间: 2005/02/14
文章: 102
来自: USA
海归分: 14826
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作者：Fedex_Fan 在 海归商务 发贴, 来自【海归网】 http://www.haiguinet.com
Thanks for another good post, tutu.
It seems to me that most Chinese suppliers compete only on price, and that works just fine in China because buyers go to China for price, and price alone.
However, it's a different story in the U.S. Price plays a role; albeit a small one. If price is your only advantage then that means you don't have anything else of value.
Selling is an art in the U.S. According to one of the Fedex founders, there are four things customers/buyers perceive as valuable and are willing to pay for: Physical, informational, Emotional, and Spiritual. Price is not one of them. I will elaborate on them later.
One point I would like to get across is that in order to sell anything in the U.S., and to have a sustainable business, you can not rely on price. Look at it this way, if only thing the buyer cares about is price, then who is to say that he won't switch when there's a lower price supplier. And do you really want buyers like this?
I can go on to talk more about selling. The method of selling depends largely on the product/service and end user: consumer product or business product, is it a vacuum cleaner or a network router.
CEO/CFO and 250 should have more insights.
作者：Fedex_Fan 在 海归商务 发贴, 来自【海归网】 http://www.haiguinet.com
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