Cuidado com os seus clientes e com o seu know-how.
"Purchasing know-how is dwindling due to budget cuts.O futuro de uma empresa é demasiado importante para depender dos seus clientes apenas.
The inevitability of budget cuts among retailers is having an adverse effect on the purchasing know-how and professionalism available within these organisations. More and more purchasers are merely acting on the basis of sales results and purchasing lists. They are losing contact with the market and with consumers and their business, increasingly, is dominated by rules, margins and prices. Purchasing ‘success’ is more about budget than about understanding the market, anticipating trends and responding quickly.
Considerations for actionIf your organisation has a keen understanding of European markets, or the capacity to develop that kind of knowledge, capitalise on it by taking on a more assertive role in your relationships with buyers. In many cases, they will welcome your expertise. If you lack this capacity, find a wholesaler/importer who can compensate for you.
Market awareness is dwindling due to budget cuts.
Awareness of market trends and developments is eroding among buyers in Europe for the same reason for which purchasing know-how is diminishing. Due to budget cuts and high workloads, many buyer organisations lack the capacity they need for competitive analysis, market research and trend watching. All too often, they do not see an opportunity until it has all but passed by.
Considerations for actionDo not restrict yourself to manufacturing, but instead keep a constant lookout for opportunities emerging in the market. Take time to study market reports and competitors and share knowledge and insights with your buyer. This added value will be much appreciated; much new business arises from problems and opportunities no one else has identified."
Continuando a leitura de "CBI Understanding European Buyers: Footwear".