永远的细节一位曾经服务于跨国公司的专业采购人士说,如果厂商正在转向外向型发展,并且知道自己的产品可能汇入到某跨国零售集团几十亿、上百亿的采购额中,最终在几百、几千个海外门店里销售,面向的是一个极端庞大且购买力强盛的市场,他们肯定会激动不已。“那可是美元!”借用一句流行过的话说。这种“激动”不是来源一种文学性的想象。在去年南方举办的跨国采购洽谈会上,当沃尔玛、家乐福等零售商的采购总监发言后从台上走下来时,“上百个供应商代表冲上去,里三层外三层地围住他们,跑得慢的硬往里挤,都争着抢着要换名片。好像是见了什么大人物一样。还想着知道了人家总监的直拨电话就能把产品卖进去呢!”曾经亲历这次展会的山西省代理商联合会会长樊小军说。“简直是丢死人了!”他补充了一句。由此可以看出,将来一旦正式采购谈判开始,本土供应商所处的谈判位置将是多么不利!导致谈判弱“势”的根源是企业个体没法解决的,它来自一种宏观的市场形势。我们知道中国本土市场的消费力一直低迷不振,这导致大量本 Forever details A professional buyer who used to serve multinationals says that if vendors are turning to outward-looking growth and knowing that their products may be imported into billions of dollars in purchases by a multinational retail group, ultimately Selling in hundreds and thousands of overseas stores, for an extremely large and highly-paid market, they are sure to be thrilled. “That is the dollar! ” Borrowed a popular saying. This “excitement ” is not a source of a literary imagination. At the transnational procurement fair held in the southern part of last year, when Wal-Mart, Carrefour and other retailers' purchasing directors walked down from the stage, hundreds of supplier representatives rushed to the ground, They, the slow run hard to squeeze, are scrambling to change the business card .It seems to see what the big man .But also want to know the director of the direct dial telephone will be able to sell it! “Have witnessed Fan Xiaojun, president of the Shanxi Provincial Federation of Agents, said at this exhibition. ”It was a dead man! " He added. From this it can be seen that in the future once the formal procurement negotiations begin, how unfavorable the negotiation position of the local suppliers will be! The root cause of the weak negotiations is that the individual enterprises can not solve it. It comes from a macroscopic Market situation. We know the spending power in China's domestic market has been sluggish, which led to a large number of this