在外贸这个行业中订单能够四季常青的供应商想必是有其清晰的市场与及客户群体的定位，加上相对应的产品开发和市场开拓策略。所以在供应商开始扩大自身产品去到并非自身熟悉的市场中去的时候，需要慎重权衡考察后再切入为好。
The suppliers who have lots of orders must have concrete positioning on market and customers with equivalent strategies of product development and market exploitation. Therefore, when suppliers step into unfamiliar markets, they’d better do it after serious consideration.
一般我把外贸出口划分为两大片区，一为欧美片区，一为亚非片区。两大片区对产品和工厂的标准是大有迥异的，欧美人一直以高质，严格，一丝不苟著称。而亚非市场就较为人性化。那欧美客户对于订单的标准要求有哪些体现呢？
Generally I divide export area into two zones. One is European-American zone and the other is Asian-African zone. Their standards for products and factories are different from each other. Occidentals are famous for their strictness and squareness but Asian and American market are humanized. So what do customers from Europe and USA require for?
一、 欧美客户对于工厂的检验要求与及大货的检验标准是非常严格的
Strict standard inspection on factories and mass production
欧美客户验厂是需要工厂提供到各种各样的工厂证明。对于大货检验，大货生产过程中质检是会全程检验，而大货完成后，验货也是需要每一个产品进行相对应的检测。
The factory should provide various kinds of certificates comply with customers’ inspection. For mass goods, the test will be throughout the process of producing products. When production is done, they will test the product one by one.
二、 欧美客户对于订单产品的高质量，高标准的要求。
They require for products with high quality and high standard
最显著就体现在所需要的相关认证的要求，欧美客户一般都需要ROHS,LFGB……等相关严格操作的证书证明。在产品的外观要求上也是非常一丝不苟，产品外观不允许出现些许的瑕疵，尽管此瑕疵是无关产品质量问题。一旦质量出现不符合必须要按照合同赔款。
The most remarkable thing is their requirement for authentication. Customers from Europe and USA usually need ROHS, LFGB and other certificates. They are strict with products’ appearance and they don’t allow any flaws to exist externally, it has nothing to do with quality, though. Once there are not in compliance with the contact, the producer will be rejected.
三、 欧美客户对于产品的外观设计都需要自己特色设计
They want their products unique in appearance
欧美在于产品的外观追求上是非常精益求精的，都希望自己的产品外观设计独一无二。所以通常在产品模具上需要做修改，这样对公司的设计部门有更高的要求。也正因为客户花心血与供应商开了独特的模具，因此客户的黏性会更加稳固的。
They pursue unique appearance of products because they hope that their products are unparalleled so they usually make adjustments on product mould which has higher requirement on design department. Customers' attention to the mould lead to their relatively firm cooperation with the suppliers.
四、 欧美客户对于订单的出货期很严格，都是按照明文规定来办事。
They are pretty strict with delivery time.
即使供应商因为不可控的因素而延误出货期，也毫无情面可说，必须按照合同上进行赔偿。
Even though date of delivery was delayed because of force majeure, the suppliers still need to penalize according to the contract.
五、 欧美客户对于产品价格反而不会咬得太紧，主要还是质量与及产品的外观设计为先。
They don’t really concern about price but quality and appearance design.
对比于欧美客户，亚洲客户对于产品质量上也有其的要求，但是质量标准没有如此高标准严格。验货上的标准操作程序也是较为简易，在大货出现延误或者产品外观上的瑕疵也是能够有沟通性的。而非洲主要就看价格了。
Compared with customers in Europe and USA, Asian customers also require something on product quality but it is not that strict. Sstandard operating procedures of inspection are rough and simple. Delay of mass goods or flaws on product appearance are also negotiable. It is all about price when it comes to Africa.
对于一直致力于开发亚非市场的供应商来说，要做好足够的准备才能更好地驾驭欧美市场的订单。因为除了产品本身质量以外，还需要很多人力配合做厂房管理的整顿，还有厂房和产品各个部分的资料和测试整理等等，所以接不接欧美客户的订单还是视乎供应商的具体情况的。
For suppliers who devote themselves to development of Asian-African market, they can master orders from Europe and America only with full preparation. Apart from quality of products, there are lots of things which need to be perfect, such as factory management, arrangement of data and tests. So whether to develop orders from Europe and America depends onthe situation of suppliers'.
转自公众号：外贸连
