國際貿易之 尋找貨源　Finding a Source

國際貿易之 尋找貨源　Finding a Source

進口貨物（importing goods）面臨的第一個問題就是尋找貨源（find a source）。交易會、網絡、代理商以及同行等都能幫助你，只是風險的級別不同（different levels of risk）。

生產要求（production needs）

尋找一個已經在生產（already in production）的產品，要比尋找一款按設計定制（custom-design）的新型專利（newly patented）產品，或自創(chuàng)的產品（self-created）簡單得多，也經濟得多。

⊙We need to work on finding new products.我們需要致力于尋找新的產品。

⊙What kinds of products are we looking to import?我們打算進口的是什么樣的產品?

⊙Will we have to pay tariff on our imports?我們必須對進口產品付關稅嗎？

⊙We currently import most of our products from India, but we are looking for new suppliers.

我們目前進口的大部分產品來自印度，但是我們在尋找新的供貨商。

⊙Suppliers from China provide the bulk of our inventory.

中國供應商給我們提供了大量訂貨。

⊙Manufactures in China are your best bet for low prices.中國生產廠家是低價的最好選擇。

⊙Can you make production to our specifications?What level of customization can you provide?

你們能否按照我們的規(guī)格來生產？你們能提供什么水平的定制？

⊙We're looking for someone to produce our patented, custom designed devices.

我們正在找人生產專門定制的專利設備。

⊙Do you have a catalog of items currently in production?你們有沒有新的產品目錄？

⊙It's much easier to find a source if you are looking for something that is already in production.

如果是已在生產的東西就比較容易找到供應商。

網絡貨源（Internet sourcing）

目前，通過網絡尋找貨源很受青睞（gutsy）。你只需要鍵入“全球采購”或目標產品的名稱，通過搜索引擎（Internet search engine）就能找到相關的生產商和貿易公司（manufacturers and trading companies）。然后登錄這些公司或工廠的網站進行了解，確定最適合的貨源。這種方式的最大缺點（major drawback）就是很難保障誠信度。所以在判斷貨源時一定要小心，因為最狡猾的騙子總是知道如何偽裝得更合法（most legitimate）。

⊙I found this company on the Internet.我在網絡上找到這家公司。

⊙You'd better be careful.There are tons of scams on the web.你最好小心點。網上騙子太多了。

⊙How can you be sure you've found a legitimate source?You don't know if they are someone you can trust.

你怎么肯定找到的貨源可靠？你根本不知道他們是否可信。

貨源專家提供支持

為了盡可能地減小風險（risk aspect），你可以考慮雇用貨源專家伙伴（expert sourcing partner），代理你的公司尋找目標產品。通常這些代理公司有國家資質認證。因此即便出現問題，也可以追究其法律責任。不過你要向他們支付一定的費用或傭金。

⊙It's easier just to go through an agent to source the products we need.通過代理商尋找我們需要的產品貨源會更容易。

⊙The problem with using an agent's services is that you have to do profit sharing.

使用代理的問題是你不得不分攤利潤。

和貨源伙伴討價還價（negotiating pricing with your sourcing partner）代理的收費通常是雙向的，也就是說他會從你和供貨商那里按成交額的比例收取一定費用。如果找不到適合的供貨商，代理也賺不到錢。所以你要貨比三家（shop around），找最經濟可靠的代理，并通過談判把傭金比率降到最低。不用不好意思（don't be shy about）告訴代理你在做什么和期望的價格，因為他們至少會從供貨商那里賺一筆。

⊙We want to negotiate a new agreement with our agents.我們想和代理商談判一項新協議。

A：Is it the lowest price you can get for me on these items?

B：I've spoken to the manufactures, that's the lowest we're going to get.

A：Well, I appreciate your help in getting this quotation. I have a few other agents I've been working with on this project. I need to get their lowest prices and compare.I'll let you know if I'm interested in moving forward after I've talked to them.

A：這是你能給我的最低價格嗎？

B：我已經和供貨商們談過了，那是我們能獲得的最低價格了。

A：好的，我很感激你幫忙拿到這個報價。我還有別的幾家代理公司。我需要做一番比價。等我和他們談后，如果我有興趣繼續(xù)推進，我會告訴你的。

總結

尋找貨源代理要求有一雙“火眼金睛”，一是判斷貨源的真實性，再就是了解交易中涉及多少中間商。你和供貨商之間的中間商鏈越長，你的產品成本就越高，生意越難做。在全球貨源網絡上，打著廠家旗號賺傭金的貿易公司或出口代理大行其道，不在少數。你最好跳過這些中間人，省下這筆冤枉錢。

Words　單詞表

agency代理商，經銷商

contact聯系，聯系方式

device設備，裝置

efficient有效率的，高效的

lead線索

legitimate合法的

manufacturer制造商，制造廠

patent專利

provide提供，供應

representative代表，代理人

scam騙局，詭計

similar類似的，相近的

suggestion建議，意見

unique獨特的，唯一的

catalog目錄，產品目錄

Phrases　短語表

best bet最好的辦法

custom designed特別定制

do sourcing尋找貨源

end up having to（do sth）最終不得（做某事）不

generate leads產生線索

get screwed被騙，被耍

go through sb由某人經手，通過某人

go about（doing sth）著手/處理/從事（某事）

have contacts with sb與某人有聯系/接觸

help sb out幫助某人解決困難

If it were me……換作是我，如果是我

in production在生產中

look legit看上去合法/守法的

profit sharing利潤分享

the bulk of sth大堆的/大量的

to begin/start with……以……開始/為開端

tons of大堆的，大量的

trade fair商品交易會/展銷會

實景對話1

A：We're looking for someone to produce our patented, custom designed devices. Do you have any suggestions for us about how we can go about finding a manufacturer?

B：You mean sourcing?It's much easier to find a source if you are looking for something that is already in production. But since you've got a unique product you'll probably end up having to look a little harder to find someone who can help you out.If it were me, I start by contacting a few factories that are already producing similar items.

A：How do you find the factories to begin with?You've got some contacts with factories, don't you?

B：Suppliers from China provide the bulk of our inventory. But we go through an agency to do our sourcing. We've found it's much more efficient that way.It's easier just to go through an agent to source the products we need.We don't have to worry about getting screwed.

A：I found this company on the Internet. What do you think?Do they look legit to you?

B：They look okay from the website. But you'd better be careful.There are tons of scams on the web. It's hard to be sure you've found a legitimate source.You don't know if they are someone you can trust.And plus, then you have language and communication issues.That's why we go with an agent.

A：The problem with using an agent's services is that you have to do profit sharing.

A：我們正在找人生產專門定制的專利設備。對于如何找到生產商，你有什么建議嗎？

B：你是說尋找貨源嗎？如果是已在生產的東西就更容易找到供應商。但由于你們的產品獨一無二，那可能很難找到能幫忙的人。如果換作是我，我會先聯系那些已經生產了類似產品的工廠。

A：你一開始是怎么找到工廠的？你已經和廠家聯系上了，是吧？

B：中國供應商給我們提供了詳細目錄。但我們是通過一家代理公司尋找到供應商的。我們發(fā)現那是最有效的方法。通過代理公司尋找我們需要的產品要更容易，而且不用擔心被欺騙。

A：我在網上找到了這家公司。你怎么看？你覺得他們像是合法的嗎？

B：從網站來看他們還行，但你最好小心點兒。網上有一大堆騙子。所以很難判斷你找到的資源究竟是否合法。你不知道他們是否可信。此外，你還得面對語言和交流的問題。這就是我們愿意通過代理商來做的原因。

A：問題是，通過代理商的話，你就不得不分攤利潤。

實景對話2

A：We need to work on finding new products. Next week's trade fair should generate some good leads.

B：Actually, I have a representative from Jiangsu Manufacturing waiting in my office now. Why don't you come with me to talk to him?

A：Great……

B：Mr. Zhang, this is Belinda Stevens.She's head of our product development department. Belinda, this is Andy Zhang from Jiangsu Manufacturing.

C：Mr. Stevens.It's nice to meet you.Can I answer any questions about our services for you?

A：Actually, yeah. We currently import most of our products from India, but we are looking for new suppliers. Do you have a catalog of items currently in production?

C：Yes, we certainly do. Here, let me leave you with a copy.We are also able to make products according to customer specification. If you are looking for new suppliers, manufactures in China are your best bet for low prices and guaranteed quality.

B：You said you can make production to our specification?What level ofcustomization can you provide?

C：It depends on the quantity of your order. What kinds of products are you looking to import?

A：我們需要尋找新產品。下周的展銷會可能會幫我們找到好的線索。

B：事實上，我有一個來自江蘇制造的代表在我的辦公室里等著。干嗎不跟我一起去和他聊聊？

A：好極了……

B：張先生，這是Belinda Stevens。他是我們的產品研發(fā)部主管。Belinda，這是來自江蘇制造的張先生。

C：你好，Stevens先生。很高興認識你。關于我們的服務你有什么問題嗎？

A：當然有。我們目前進口的大部分產品都來自印度，但是我們正在找新的供貨商。你有沒有一份目前的產品目錄？

C：是的，當然有。我給你留一份。我們也可以按照客戶的要求來生產。如果你在尋找新的供應商，中國的工廠以其低廉的價格和可靠的質量，會成為你最好的選擇。

B：你剛才說你可以按照我們的規(guī)格來生產？你們能夠提供什么水平的定制？

C：這要取決于你訂單的量了。你想引進什么樣的產品？