I have such a customer-a famous local company. At first, they would like to cooperate with us for the good quality. But generally, we need to take the order quantity into consideration no matter how famous or large the company is, especially when they are new in this business. Usually these customers consider too much to make large orders in the first cooperation.
So if your company has a clear demand on order quantity, you had better inform your customer of the MOQ to give him a mental preparation at the very beginning. Meanwhile, quotation should be based on quantity, allowing for unforeseen circumstances.
My customer has tried different ways to sound me out for several times in hope of smaller order quantity. Well, let’s read the following to see how I dealt with it:
The customer was satisfied with the first sample. Later we adjusted the sample and sent to them according to the requirements of their country. I informed them our MOQ was 1*20ft for they were new in this business, hoping that we can arrange the sample with their confirmation of our MOQ.
As expected, the customer said their first order was 1000pcs, about 1/3 of our MOQ. Since their brand had certain value and influence locally, I firstly arrange the sample and meanwhile suggest them to order more models to make a mixed container. However, they didn’t say anything back to me.
After receipt of the second sample, the customer said they would order 500pcs
As is known to all, the quantity was too small, so it would be too hard to arrange production. I told them immediately and required them to order a 20ft container or choose more models to share the container.
At that time, the customer used it as an excuse that it was the first time for them to sell that product. They would like to try the market first and the next order would meet our requirement. Of course I knew what he was thinking and worrying, but as we have confidence in our products, we stuck to our MOQ firmly.
After a short period, the customer said they could increase the quantity to 1500pcs.
This time they were cooperative, so we offered two solutions:
One is that he ordered 2000pcs without mixing container and we won’t charge additional fees. Second is that he ordered 1500pcs, but we had to charge the additional fees.
At last, the customer knew that we wouldn’t compromise. Moreover they didn’t want to pay for additional fees. So finally they chose the first solution ordering 2000pcs and asked us to arrange PI.
从整个过程当中，我们不难看出，无论客户提出的1000 pcs还是500 pcs， 都只是无底线的试探，但只要我们坚定自己的立场，并体现出应有的专业性，同时时刻留意客户的变化灵活变通，才能够在整场谈判中占有优势。
In this case, it’s easy to see that: no matter the customer proposed 1000pcs or 500pcs, it was only a feeler. We can be in a favorable position in negotiation only if we stick to where we stand, show our expertise, keep an eye on their changes, and most importantly, be flexible!