再次回到我的中国陶瓷故事
Going back to my China Stories & Experiences
经过了这两周报道重要又伴着伤感的关于Datile和Marazzi的国际新闻之后, 我再次回到我在中国的故事和经历中。
这次我想和你们分享关于我们在佛山的供应商的故事,他们来自于“非陶瓷产品”行业,但是和我们陶瓷行业也相关。
那是2005年12月初,刚好是7年以前,我们当时紧急需要采购一些产品,这些产品需要在次年二月初在拉斯维加斯的“美国地面铺装材料年度展览会”上展出。
第一个接受我们任务的供应商彻底搞砸了。当时接洽的贸易公司推荐了一家工厂给我,但是他们没有完成任务。
我当时几乎是满心激动地跑去看第一批生产的五个柜的玻璃马赛克,希望高高兴兴地看着它们及时运往美国,赶在展会之前到位。
当我们赶到那家公司的时候(去到那家公司还真是不容易),我们在仓库看到了第一托的玻璃以及“惊喜”,那些东西看上去真是糟透了!!
我是说真的!打着我们logo的纸箱品质低劣,糟糕的包装,质量很差的托板,结束这噩梦的是纸箱里面更差的产品。它们看上去如此之糟糕,颜色、档次和质量都离谱得让人难以置信。我一想到这些产品可能带着我们的logo去到美国就感到羞愧。如果这些材料就这样到达美国的话我绝对会被炒掉。
那么这一切到底是怎么发生的呢?我在他们展厅看到的很好的样板,到底是怎么变成这么一堆东西的呢?
过了一些日子之后我找到了确切的答案:这都和你合作的贸易公司以及他们的一堆谎言和他们想要制造的假象有关。 首先他们领你去一个很不错的展厅,但他们压根就不打算在这里生产,然后他们把你介绍给展厅的一些人并且告诉你他们就是老板,实际上并不是,这些人也许只是销售人员,或者说是贸易公司的朋友,希望从中得到一些佣金。
问题的根源在于,有很多的公司,贸易商只看到了眼前的机会,今天的生意,没有看到更远。他们没有远见从单笔的生意中看到将来的合作机会。
那最后事情怎么样呢?毫无疑问,拒收所有的货物,所有的后续订单被取消,我们拿回了订金,顺便说一句,这可能是这个贸易商所做的唯一正确的事情了(退订金给我们)。
他们失去了什么呢?他们失去了数百个货柜的生意。这些都最后去到了能够把事情做好的贸易商那里,他们领我们去到正确的公司,保证了合理的价格和质量,并且得到了数百万美金的订单。
我粗略地算了下,最开始的那家贸易公司失去了超过一千万美金的生意,以及他们可能光从政府退税就可以得到的一百万美金。代价挺昂贵的错误,对吧?
Going back to my China Stories & Experiences
After a very agitated two week full of important, interesting but also sad international news regarding Daltile & Marazzi I am going to focus now on my experiences dealing and working in China.
This time I want to share with you the story about one of our suppliers from Foshan of “Non Ceramic Products” but related to our industry.
It was early December of 2005, exactly 7 years ago that we had the urgent need to get some products that were going to be launched in Surfaces exhibition in Las Vegas in early February.
The first supplier that we gave the task to failed miserably. The trading company that was helping me recommended a company manufacturer that just did not get the job done.
I was really excited to go see the first production of a 5 container order of glass mosaics and happy to see that the products were finally manufactured and that they were going to be ready just in time to ship them to the USA and have them ready in time there for the exhibition fair.
When we arrived to the factory which it was not easy at all to get to, we went to the warehouse to see the first pallets of glass and “SURPRISE” the stuff just look horrible!!
And I really mean it! The boxes were of so poor quality with our logo printed on them, the packing was absolutely bad, the pallet quality very low and to end up the nightmare the product inside the box was probably the worst thing, it look so bad, so out of tone, color and quality that it was hard to believe. I felt very ashamed just imagining that those products could arrive to USA in our printed boxes. I would have been for sure fired if these materials arrived in these conditions.
So how could this have happened? How if I saw their samples in their showroom and looked good, went to something this bad?
After a few days and all this time I have all the answers or the right answer: It all has to do with the trading company that you work with and a bunch of lies and images they want to project. First they take you to a nice showroom that is not even the one where they have the intention of manufacturing the goods, second they present to you showroom people and tell you they are the owners and they are really not, they are probably only sales people that are just friends of the trader or simply interested in getting commission.
The bottom line is and real problem is that there are a lot of companies, people, traders that just see the opportunity of the moment, the business of today and do not see in front of their noses. They just do not have a vision of the future commercial cooperation that this simple transaction may lead to.
So what happened then? Obviously all the goods were rejected before they even continued producing, all orders cancelled and we got our money back (Deposit) which was by the way the only thing the trader did right (Returning the money)
What did they lose? They lost hundreds of container of sales that finally went to the correct trader that did their job the right way. Lead us to the right company that had the best quality at a fair price, and millions, yes millions of dollars of sales.
I made an estimated calculation that the first company lost in sales more than 10,000,000 USD and revenue for them of close to 1,000,000 dollars by just getting the government tax revenue.
Pretty costly mistake right?
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