Hauv kev lag luam thoob ntiaj teb, quoting tus nqi yog thawj kauj ruam kom tau txais kev txiav txim. Nyob rau hauv cov qauv ib txwm, exporters feem ntau passively txais kev txiav txim -quoting txawm tus nqi tus neeg thov. Cov qauv no ua rau tus nqi zoo li qub thiab yooj yim. Ib pawg ntawm Tuam Tshoj LVL cov chaw tsim khoom tau hloov pauv txoj hauv kev no, siv cov tswv yim tsim nqi hloov pauv thiab muaj txiaj ntsig zoo los sawv tawm ntawm kev sib tw.
1. Cov ntaub ntawv Asymmetry hauv nqe
Ib qho teeb meem tshwm sim hauv cov qauv nqi ib txwm yog tias cov neeg siv khoom tsis paub lawv "kab hauv qab," thiab cov neeg muag khoom tsis paub tias lawv cov neeg sib tw tau hais dab tsi. Yog li ntawd, ob tog yog "xav txog."
- Cov neeg siv khoom: Tom qab tau txais cov lus tsocai, lawv tsis paub meej tias nws yog tus nqi zoo tshaj plaws, yog li lawv nug txog tus nqi txhua qhov chaw, nkim sijhawm ntau.
- Cov neeg muab khoom siv: Lawv tsis paub tus neeg siv khoom qhov tseeb pob nyiaj siv; quoting siab heev txaus ntshai poob qhov kev txiav txim, thaum quoting tsawg heev txaus ntshai poob.
"Peb feem ntau ntsib cov neeg siv khoom sim txo tus nqi los ntawm kev nthuav tawm cov lus hais los ntawm lwm lub tuam txhab," tus thawj coj muag tau hais tias tsis muaj zog. "Tab sis peb tsis paub lwm tus neeg cov lus hais tiag tiag, yog li peb tsuas tuaj yeem txo tus nqi raws li peb qhov kev xav."
2. Kev sim ntawm Transparency hauv "Tiered Pricing"
Qee lub tuam txhab tau pib siv tus qauv "tiered pricing", txuas tus nqi mus yuav ntim:
- Daim Ntawv Teev Npe Tus Nqi Pej Xeem: Tus nqi qib rau cov khoom sib txawv yog muab ncaj qha rau ntawm lub vev xaib lossis hauv cov lus nug. Piv txwv li: 1-5 cubic meters, chav tsev nqi XXX; 5-10 cubic meters, chav tsev nqi YYY; ntim tag nrho, chav tsev nqi ZZZ.
- Cov ntsiab lus meej: Tus nqi qhia meej meej tias muaj dab tsi suav nrog (cov khoom lag luam, ntim khoom, tus nqi tuav chaw nres nkoj) thiab yam tsis suav nrog ( hiav txwv freight, kev tuav pov hwm).
- Kev cog lus muaj tseeb: Cov lus hais qhia " siv tau rau 30 hnub," muab cov neeg siv khoom ruaj khov.
"Peb xa cov nqi ncaj qha rau peb cov neeg siv khoom," tus thawj coj lag luam txawv teb chaws tau hais. "Cov neeg siv khoom tuaj yeem suav tag nrho tus nqi ntawm lawv tus kheej raws li qhov yuav khoom ntim, tsis tas yuav nug txog tus nqi, uas ua rau muaj txiaj ntsig zoo ntawm kev kaw deals."
3. "Dynamic Pricing" los tiv thaiv kev lag luam hloov pauv
Cov nqi ntoo raug cuam tshuam los ntawm cov nqi raw khoom, kev thauj khoom, thiab kev sib pauv, ua rau muaj kev hloov pauv tsis tu ncua. Hauv ib puag ncig ib puag ncig, nquag hloov kho tus nqi los ntawm cov neeg muag khoom tsim kom muaj kev nkag siab tsis ruaj khov rau cov neeg siv khoom.
Qee lub tuam txhab tau txais "tus nqi dynamic" lub tswv yim:
- Index Linkage: Cov nqi txuas nrog cov khoom siv raw cov nqi ntsuas, tso cai rau cov neeg siv khoom nkag siab vim li cas rau cov nqi hloov pauv. "Nws tsis yog tias peb xav nce tus nqi, nws yog cov nqi raw khoom tau nce ntxiv."
- Nqe Xauv-hauv: Rau ntev- cov neeg siv khoom ntev, cov nqi tuaj yeem raug kaw rau ib lub sijhawm (piv txwv li, ib lub hlis twg), muab kev cia siab nyiaj txiag ruaj khov.
- Transparent Price Adjustment Rules: Thaum cov nqi raug kho, cov laj thawj tau piav qhia rau cov neeg siv khoom. "Hiav txwv freight tau nce 20%, yog li peb yuav tsum tau kho peb tus nqi."
"Peb xa peb cov neeg siv khoom 'tus nqi luv luv' txhua lub hlis," tus thawj coj muag tau hais. "Peb qhia lawv txog cov khoom siv raw, kev hloov pauv, thiab peb cov phiaj xwm hloov nqi. Cov neeg siv khoom xav tias peb ntseeg tau thiab txaus siab koom tes ntev -lub sijhawm."
4. Yam tsawg kawg nkaus Order Quantity Discounts rau Qhia Centralized Procurement:Rau tus nqi- cov neeg siv khoom rhiab heev, qhov kev txiav txim yam tsawg kawg nkaus txo nqi yog ib txoj hauv kev zoo los coj lawv:
- Tiered Pricing: Tus nqi txo qis zuj zus rau ib lub thawv 20-ko taw, ob lub thawv ib zaug, thiab cov ntawv cog lus txhua xyoo.
- Pab Pawg Muag Khoom: Cov neeg siv khoom tuaj yeem koom tes nrog lwm tus neeg yuav khoom los txiav txim rau lub thawv ntim puv thiab txaus siab rau cov nqi ntim puv. Bundle Discounts: Thaum muas ntau yam kev qhia tshwj xeeb, cov luv nqi ntxiv yog muaj yog tias qhov ntim ua ke nce mus txog qhov pib.
"Peb muaj ib tus neeg siv khoom siv los yuav ib lub thawv xwb," said tus thawj tswj hwm kev lag luam txawv teb chaws. "Peb tau hais rau nws tias kev xaj ob lub ntim ib zaug yuav txo tus nqi ntawm 5%.
5. Tus nqi tshaj tus nqi
Nqe tsis yog qhov tseem ceeb xwb, tab sis feem ntau nws yog thawj qhov teeb meem. Cov tswv yim them nqi hloov pauv tau pab ntau tus neeg siv khoom "nkag mus rau qhov rooj," tso cai rau peb nthuav tawm tus nqi tshaj tus nqi:
- Kev cia siab rau kev xa khoom: Nyob rau - lub sijhawm xa khoom tseem ceeb dua li tus nqi qis.
- Kev Ua Tau Zoo: Kev ua tau zoo ntawm cov khoom siv tshem tawm kev txhawj xeeb txog "cov khoom no tsis zoo rau qhov kawg."
- Kev Pabcuam Teb: Cov teeb meem tuaj yeem daws tau sai.
"Peb tsis yog tus nqi qis tshaj," tus thawj coj ntawm lub Hoobkas tau hais tias, "tab sis peb lub tswv yim tsim nqi ua rau cov neeg siv khoom xav tias lawv tau txais txiaj ntsig rau lawv cov nyiaj. Cov neeg siv khoom muaj kev ntseeg siab thiab yooj yim yuav los ntawm peb, thiab txaus siab koom tes ntev -."
