General

If you want to cooperate with European customers for a long time, you must first understand the customers, yourself and your competitors, so that you can win all the battles. Understanding the characteristics, negotiation skills and purchase habits of the customer's country can help us better communicate with the customer and finally negotiate the order. For this reason, Huacheng Chuangzhi has sorted out the following points to make it easy for you to do foreign trade~

Characteristics of purchasers in major European countries

France: Most of them are outgoing, very talkative, romantic by nature, attach importance to leisure, and have a weak sense of time. In business or social life, they are often late or unilaterally change the time.

Nordic: simple, modest, prudent, step-by-step, calm and calm. Not good at bargaining, like to be practical and efficient; We attach great importance to product quality, certification, environmental protection, energy conservation and other aspects, more than price.

Mediterranean/Belgium/Netherlands/Luxembourg: cautious, considerate, pay attention to appearance, status and mutual understanding, pay attention to credibility, and have high business ethics.

Germany: confident, cautious, conservative, rigid, rigorous, planned, pay attention to work efficiency and pursue perfection.

Britain: pay special attention to formal interests and follow the rules, and be proud and reserved, especially men make people feel like gentlemen.

Negotiation skills of buyers from major European countries

France: respect French etiquette and never ask French businessmen about their political tendencies, religious beliefs, personal income and other personal matters; Pay attention to the negotiation of contract details and send personnel equivalent to the French side to negotiate with them; Make friends with the French on various occasions and opportunities.

Britain: pay attention to the choice of topics to talk about, avoid talking about politics and the weather; The British attach importance to status and rank, and pay attention to equality of status in negotiations; Observe the time and pay attention to the claim clauses in the contract.

Germany: The German negotiating style is stable, and the concession range is generally within 20%; When negotiating with German businessmen, pay attention to appellation and gift giving, make full preparation for negotiation, and pay attention to negotiation candidates and skills.

Purchasing habits of buyers in major European countries

The general feature is that there are many styles, but the purchase volume is small; Pay attention to product style, style, design, quality and material, and require environmental protection; Relatively scattered, mostly personal brands, but high loyalty; Pay attention to the R&D ability of the factory, and have high requirements for style. Generally, they have their own designers; With brand experience and requirements, the payment method is flexible; We do not focus on factory inspection, but on certification (environmental protection certification, quality and technology certification, etc.), and on factory design, R&D, production capacity, etc. Most of them require suppliers to do OEM/ODM.

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