After talking to Ma Feng about the retreat, everyone finally talked about the details of down-to-earth foreign trade procurement.

Xu Feng introduced Gu Kun to the exporter friends, took a bunch of relatively cheap private enterprise products from the East China Sea, from household appliances to Yiwu small commodities, to promote to Gu Kun, and also said conclusively how competitive some of these products are in the international market.

Gu Kun listened carefully for twenty minutes, and refilled Tieguanyin twice.

I have to say that the data said by these exporters are true.

The products they introduced have indeed achieved good results in other export markets - for example, some are exported to Yueben and have received a good response, and some are exported to Nanbang, which is indeed competitive.

Although there are relatively few examples of exports to Southeast Asia, it doesn't matter, things that are easy to use, especially daily necessities, can be used anywhere.

But Gu Kun's procurement scale is not large, he is a boat, the market he can face is too small, and he does not have his own distribution or even retail channels, and it will definitely not end well if it is a pot of chowder.

What he needs is to choose the best of the best and focus on a few items first.

He was silent and patiently explained: "It seems that Boss Xu didn't make my needs clear. I didn't specialize in import and export trade, but now in the window of time difference between exchange rate fluctuations, I think that as long as I am not too blind, I can make a profit by selling slightly competitive Chinese goods to Lanzhou and Malaysia - if the renminbi is completely stabilized in another half a year, I will not do this kind of extensive business, understand?"

Several dragon set exporters are a little impatient: Gu Kun has a big business, and he has a lot of requirements, and he is also fat and thin......

In 94 years, China's foreign trade exports, the sense of service is not strong, and they all stay in "what good goods I have, it depends on whether foreign businessmen want it", and rarely stand on the demand side to empathize.

One of the dragon exporters, with a bit of a background in a state-owned import and export company, began to sneer with thorns in his words, which was nothing more than a hint that Gu Kun's procurement scale was too small and not worth the trouble of serving......

The atmosphere in the venue was slightly awkward.

"Xu Feng is like a mountain in the end, and he still can't have too high expectations for the exporters he introduced. Gu Kun also secretly gave the other party an evaluation in his heart.

At this time, Ma Feng, who had been drinking tea there after the retreat just now, saw that the atmosphere was not right, so he interjected to mediate:

"Everyone, I roughly understand Gu Sheng's appeal, and I think that since he came with the mentality of paying the difference in foreign exchange and changing the price to a bargain, then we should actually do this:

From the current recommended list, among all the competitive products, pick out the categories that have not increased in price since December last year, whether it is the planned price merger or the exchange rate merger - in this way, isn't it the best of the best and the most cost-competitive?"

The truth of Ma Feng's words, everyone is engaged in foreign trade, and after a little pondering, you can know that he is right.

Last year, it was a very competitive product, and after the two waves of national policy reforms, everything else has risen, and it has not risen, so isn't it more competitive?

"Who would have thought of counting this kind of thing, bothering and laborious, we all sell whatever we have, even if the price increases, the things are not bad, you get what you pay for......" The boss of the import and export state-owned enterprise who was not willing to serve Gu Kun just now muttered.

Who knew that Ma Feng said again: "It's okay, it's okay, Mr. Zhu, how can you do this kind of rough work." Before the ministry sent me here, I took the initiative to do some research and homework, and I specially counted the price fluctuation index of all kinds of household appliances in the East China Sea, as well as various products represented by Yiwu small commodities since the end of last year. When you are at this Canton Fair, you can share it together. ”

Ma Feng said, quietly taking out a printed document, which he had prepared by himself.

As soon as those exporters saw this kind of dry goods, tons of water felt that they had gained quite a lot today.

"Chief Ma, your work of the Ministry of Foreign Trade and Economic Affairs is really good, this is the great practical thing to serve export enterprises. Chief Ma, a good official like you is rising step by step, which is the blessing of our export enterprises. ”

Ma Feng humbly said humbly: "Wherever and where, this is all duty." Isn't the responsibility of our Ministry of Foreign Trade and Economic Affairs to serve export enterprises well? I also said that I can't do business, I only help others do business.

At this time last year, I was teaching at the university, and I also opened a translation agency that kept losing money, don't laugh, at that time, I relied on my spare time to run Yiwu and sell things back to Ark City, subsidizing losses. So I have a foundation for this research.

Gu Sheng's sentence 'Let there be no difficult business in the world' really won my heart, so in terms of consulting services, I can help you, can you make friends? ”

Gu Kun applauded: "Chief Ma is bright! Little brother replaces wine with tea, toast you! Next time you have anything to help, you can come to me at any time." ”

He also secretly sighed in his heart: No wonder Ma Feng will be able to achieve a little in a few years, it is indeed that he is still in the Ministry of Foreign Trade and Economics, when he was an ordinary deputy section-level clerk, he already had this sense of matchmaking service.

A person who is the least able to bargain can best see through the truth that "the essence of business is not to bargain, but to find the right person".

Twisted melons are not sweet. If you bargain for a person with false demand, he still doesn't think it's cost-effective. The person who dreams of it, you don't get a penny discount, he still buys it in a happy mood.

The biggest iteration of the traditional business model of e-commerce in later generations is not only that it crosses the space and time constraints of transactions. It is also a technical means to separate the urgency of everyone's needs step by step. And in the future, the more comprehensive the big data, the more accurate the classification.

It's a bit far, but that's all for later.

......

After Gu Kun got the market research done by Ma Feng, the follow-up decision-making was much easier.

They chatted all morning at the morning tea table, and basically decided on the goods to be purchased.

For example, the textile and garment products recommended to Gu Kun by the previous exporters and said that Yiwu goods were very competitive, and after two comparisons, they were killed.

Because since January 94, the price of most fabrics in China has risen, and the people's livelihood turnover cycle of this kind of thing is too fast.

However, not all fabrics have risen in price, and some niche chemical fibers have not risen in the past 5 months, but they cannot be used to make ordinary clothes.

As a result, Gu Kun picked out some sub-categories such as stockings, umbrellas, tents, etc., and the prices were obviously much cheaper than those currently used in Nanyang countries.

In addition to the category of textiles, some plastic children's toys (such as theft board Transformers) and youth peripherals have been singled out. The reason why these are competitive is because in 94 Huaxia piracy was rampant, and the cost was further reduced, and Lanfang and Malaysia originally bought genuine imported goods in these fields, and the price difference was huge.

Finally, there is a huge share, that is, the TV - 94 Among all the major appliances in China, the TV is at the beginning of the most tragic price war. This year, Changhong in Shu Province provoked a full-scale price war, wanting to squeeze some peers to death, so that the surviving ones could live better, in short, it was a godsend.

I will not repeat several other competitive daily necessities.

Seventy-seven-eighty-eight made up, and soon put together a list of imported goods worth millions.

In a word, Gu Kun did not mix personal likes and dislikes in the decision-making process.

He listens 100% to market price data.

Last year, exports sold well and cost competitively, and if the price has not risen after the exchange rate has fallen this year, then he will buy it.

Otherwise, don't buy it. Even if his instinct told him that it might make money, he wouldn't buy it.

This rational way of doing business has really opened the eyes of those exporters.

For the first time, they saw Nanyang businessmen who did business without any personal feelings, personal likes and dislikes, and no preset path dependence.

After talking about the scope of procurement, Gu Kun put forward one last request: "Within these scopes, except for color TVs, I have to attach a condition to everything else, I hope to obtain the exclusive agency rights in Lanzhou and Malaysia - that is to say, the Chinese enterprises and categories I have purchased, they can no longer sell similar products to other importers who ship to Lanzhou and Malaysia within a certain period of time."

I think this request is very reasonable, because I have seen that these manufacturers you serve have no successful precedent of exporting to Lane or Malaysia before, and I am helping you open up the market. Then after opening the market, I should be exclusive for a period of time. ”

This request is indeed justified, but there is no doubt that it is also a sky-high price.

Soon, a dragon set exporter retorted: "You are too open-mouthed, you can only penetrate the Lanfang market, why should we give you the agency rights of the Malay market." ”

How big can a country with a population of less than 90,000 be in the consumer market?

Gu Kun also knew that this was his weakness, so he had to show his muscles again:

"The Lan market is not big, but because there are no import and export tariffs on the Lan side, there are many Chinese in Kuching, Malaysia, who will also be infiltrated by foreign duty-free goods exported to the Lan side - just like the residents of your special zone and Zhucheng will also be infiltrated by the duty-free goods of Xiangjiang and Ao County, one reason.

Kuching has a population of more than 800,000 people, which is 10 times that of Lanfang. Moreover, Kuching is the city of Hua Ma sub-city, and the Chinese town in the SN district has half the population, about 400,000. These 400,000 people have a mature channel to smuggle Lan Fang duty-free goods all year round, and I will tell you the truth that I have the relationship of the largest official importer of the Lan royal family behind my back. ”

Gu Kunhu's words came out of his mouth, but either the other party couldn't verify it, or the data was really objective, which really made people dizzy for a while.

The other party knew that Gu Kun was waiting for them to make a counteroffer, so he went back and forth, and finally Gu Kun also took a step back:

He only has the exclusive agency of the whole country of Lanfang and the two states of Sarawak and Sabah in Malaya.

As we all know, the territory of Malaya is divided into two large parts, one is the Malay Peninsula, where the capital Kuala Lumpur is located, which is on the mainland, and the other half is the two Saudi states on Borneo (Kalimantan Island).

Gu Kun gave up his request for exclusive agency in the Malay Peninsula region - in fact, even if he agreed, he would not be able to use it, because the Malays in the Malay Peninsula, even if they wanted to use duty-free goods, they would definitely get it from Lijiapo nearby.

It would be nice for Lan Fang to penetrate a Sarawak state. In Sabah next door, it is estimated that Brunei has more penetration, and who makes Brunei a free trade port.

As for the term of the exclusive agency, it has also been shortened to about one and a half years - that is, from the signing of the contract to the end of next year, December 31, 1995.

Both parties had their own ghosts, and they both felt that this condition was quite favorable to them, and they reached a formal contract on the same day.

The export company began to count the samples and inventory sent to the exhibition that night, and by the way, allocated some inventory that could be transferred, and urgently found railway capacity to transport it from East China Sea to Guangdong, so that Gu Kun's new ship could be full of goods when it returned three days later.

If you don't get enough of it, you can only continue to fill some of your capacity with diesel.

Gu Kun paid 700,000 yuan for the goods, and the rest tried his best to default on the final payment first.

For him, selling something by the way is not the biggest benefit, the biggest benefit is the exclusive agency rights he just got - with these documents, he can return to Lan Fang again.

Anyway, his rise is to show off in front of the Chinese people, "Lao Tzu has a lot of secret forces in Lanfang that you can't understand".

Then he returned to Lanfang and showed to the locals, "I have people from the large state-owned import and export company of China and the Ministry of Foreign Trade and Economic Affairs of China behind me."

Just ask if you're afraid.

"Bill Gates's son-in-law can be the vice president of the World Bank", it is estimated that this life will be changed to Gu Kun's deeds as a model.