Price inquiry is a key link that affects the entire negotiation, and e-commerce companies should be good at using some strategies. Suppliers’ quotations usually have skills, and e-commerce companies should also master the price inquiry strategy to make the other party feel that they are very knowledgeable and strive to take the initiative in the negotiation.
Price inquiry in a narrow sense refers to a procurement method that compares the quotations of several suppliers (usually at least three) to ensure that the price is competitive. Generally speaking, if it is a conventional standard product, its price and market conditions are relatively stable, and e-commerce companies can obtain relevant information through previous procurement records and supplier quotations. However, for some non-standard products, e-commerce companies need to negotiate carefully with suppliers on price.
At the negotiation table, it is particularly important for e-commerce companies to use price inquiry strategies reasonably. Therefore, it is necessary for e-commerce companies to let suppliers prepare the documents required for price inquiry in advance. In other words, complete and correct price inquiry documents can not only help suppliers to make correct and effective quotations in the shortest time, but also enable e-commerce companies to negotiate smoothly.
It should be noted here that in order to achieve the effect of knowing oneself and the enemy and winning every battle, e-commerce companies must understand the basic knowledge of goods, market conditions, supply and demand conditions, price fluctuations, and also grasp the situation of suppliers, such as operating level, industry reputation, cooperation record, etc.
In addition, for e-commerce companies, there are many skills in opening inquiries. Even if they are not familiar with the situation of the goods and are not experts in this field, they must use strategies to convince suppliers.
First of all, e-commerce companies should not ask suppliers for quotations from the beginning, nor should they be too eager to know the price of the goods. E-commerce companies need to first have a comprehensive understanding of the various indicators, specifications, technical processes and advantages of the supplier’s products, and then officially enter the inquiry stage.
In many cases, inquiry is not necessarily just about asking for prices, but also about having a comprehensive understanding of the supplier’s goods. So, what aspects of the supplier do e-commerce companies need to know before negotiations?
(1) Basic information
On the inquiry form, the supplier usually provides basic information about the goods, including the name and special number of the goods. This is also an aspect that e-commerce companies must pay attention to. For example, a supplier customizes a batch of goods with names and special numbers for an e-commerce company, which is equivalent to giving the goods an ID number. Whether it is the current negotiation or future cooperation, e-commerce companies must understand and master basic information to avoid unnecessary trouble.
(2) Quantity of goods
When quoting, suppliers need to know the purchase quantity of the e-commerce company, because the purchase quantity will affect the price of the goods. If the e-commerce company cannot determine the specific purchase quantity, it can provide the supplier with a range and use it to measure whether the supplier’s quantity of goods meets its needs
Therefore, e-commerce companies need to know the supplier’s quantity of goods. If the supplier has very few goods and cannot produce enough goods in a short time, it is difficult to meet the demand, the e-commerce company can terminate the negotiation, because further negotiations will only waste the time of both parties
(3) Instructions
Instructions are tools for suppliers to describe goods, including samples, specifications, color plates, engineering drawings, etc., which are all content that e-commerce companies must understand. Of course, e-commerce companies can also inquire about prices with suppliers based on these contents.
(4) Goods quality
E-commerce companies must have some understanding of goods quality and can require suppliers to provide proof of goods quality according to their needs, including brand value, performance test results, samples, operating instructions and industry compliance certificates. E-commerce companies should pay attention to goods quality and verify the authenticity of the certification materials.
(5) Delivery deadline and packaging
The delivery deadline and packaging of goods are also aspects that e-commerce companies need to focus on. E-commerce companies cannot blindly set standards based on “timely delivery” but should consider them comprehensively. E-commerce companies should require suppliers to specify the packaging method on the quotation. If it is not specified, they must ask the other party to add this content during the negotiation.
In addition to the above content, the supplier’s shipping location, delivery method, after-sales service, quotation deadline, etc. are also included in the inquiry document. E-commerce companies should pay special attention to this. Only by fully understanding the information of the supplier and the goods can we lay a good foundation for the subsequent negotiations.
Tips
Inquiry is more about the preparation for the preliminary work of the negotiation, such as the preparation of the required documents and the enrichment of the content. If the supplier has omissions in the documents and content, the e-commerce company should remind the other party in time to make the other party feel its expertise and professionalism.