What I look for is total overall cost and by that I mean not just the price but also the shipping the quality component if there’s a quality and then I also look at payment terms.
Because right now companies want to hang on payment terms so my company we try to push for 90day payment terms which means we don’t have to pay them for 90 days after taking receipt of their material and that gives it it helps your cash flow situation out right.
So I look so I so when I’ve been looking a lot lately and I’ve been getting our buyers to look at is okay we’ve got these three suppliers all three of them prices are very close this one may be have the highest slightly higher prices but it’s located right here in Maine we don’t pay any shipping costs this one might be in Ohio this one might be in California shipping cost like four five $3,000 so when you add in the freight this one here is actually even though on paper it looks like it’s higher it’s actually cheaper and it may have a better reputation you know as far as quality goes because you may have some you know you get some background information on these suppliers find out what they’re all about but a big thing that we’re looking now is at you know pay terms too you know you want to have companies that are flexible on their payment terms U and if they’re a brand new supplier let’s say you’ve never ordered from them before brand new I think you also have to look at their financial capabilities are they financially doing well or is there a possibility that they could go bankrupt or close their doors because they’re not financially sound and when people when when suppliers aren’t financially sound they cut corners on quality and they cut corner on costs and that affects your product too so those are the kind of things I look at in addition to communication because communication as you know very vital if your supplier says I will have it on your dock October 1st and they consistently do that thumbs up but if they’re always late U and you’re missing dates for your customers then they’re not going to be a very good supplier.
One of the things right now that xxx is really big on is something called sustainability sustainability is something right now that I don’t know if you guys you’re you’re going to hear about it at some point especially if you’re working in Europe sustainability is very big right now because if you can cut if you can reduce your freight costs you know that Greenhouse emission gas emission from Vehicles if you’re shipping it from across the other side of your country that’s a big win for our company.
As far as they look at if you can keep lower um inventory on hand you know frees up more space for other items in your Warehouse too so you’re not like overloaded on certain because you have that long lead time or long shipping thing on there.
But sustainability is very big, you know we also give preference to companies that are powered by something other than electrical or gas right now I have two huge suppliers and both of them are solar powered and solar power solar powered 100% their their plants are 100% solar powered.
So my company gives preference to suppliers that are you know energy efficient and also are sustain you know show that they have sustainability practices in place you know for and and maybe that’s not as big a thing in China but in the United States if you want to get a government contract you have to look at they have to show some sustainability and you also have to have something called diversity which means you have to have some uh suppliers that fall under this category they can be women suppliers or minority owned suppliers or whatever there’s a certain Target number we have to hit every year.
In the United States uh especially if we want to do government contracts you probably don’t have to deal with that there though do you it’s more complicated in in USA I think it is more complicated when you’re dealing with the United States government that is very United States government had they set out certain rules about percentages of what you you have to have for like this and that and that and before you bid on it you have to have all these things in place.
目前 xxx 公司非常关注的一个方面是可持续性，这是一项目前在欧洲等地尤为重要的概念。可持续性是一个你们可能会在某个时候听说的东西，尤其是如果你们在欧洲工作的话。可持续性目前非常受重视，因为如果你能减少货运成本，尤其是从国家的另一端运输，可以减少运输过程中产生的温室气体排放，对我们公司来说是一个重要的胜利。
I have one supplier right now that we’ve started work we worked with them for many years and now I’m expanding on what we’ve been working on I’m adding a new product line with them cartons I used to just see printed material now they’re doing cartons too printed cartons what makes a good Spire partnership partnership they understand our needs they know we need you know we look we constantly look for short lead time orders for emergencies they know the quality has to be here um what I look for is a supplier that has a A can do ratio like nearly 100% they say they can do it and they do it you know they deliver one they say they’re going to they deliver a high quality product they’re you know literally they’re like Partners to us and I look at this Franklin printing that we have up in main here they’re literally like a a partner to us and every I’m I I talk to them almost like I do to our employees
because we have you know like my buyers or whatever because I know um and they know that their future viability as a company because they do such a large amount of business with xxx it depends on us and we depend on them for like our key products as well because we couldn’t find them as cheap anywhere else and the quality and on time delivery is first P
so I guess what I would what it really boils down to is just um partnership great communication honest they have to be honest in good integrity and I like a supplier that there is a mistake made they stand behind it they don’t hide and run for cover they don’t blame you know the you know somebody else it’s your fault or whatever they’ll take ownership for the mistake and then they take care of it and that’s the way xx operates and that’s what I would call my ideal supplier.
总的来说，我理想中的供应商是一个与我们建立了紧密伙伴关系、沟通良好、诚实正直、在承诺方面表现出色并且愿意对错误负责的供应商。 xxx 就是我理想中的供应商，他们的运作方式符合这些标准。美国外教
if I was dealing with a small supplier like right now what I would do is I’d start small I mean I and I do I have a small supplier here in Maine I’m gonna start out with I’m not going to throw them 20% of the business or even 10% of the business we’re going to start off with a couple orders we’re going to see how they do and once they meet those orders and they prove to me they can get there on time uh and the quality is good then I’m gonna increase the orders but you know like you said the total cost has got is very important right but the cost the total cost of an item that’s going to get your foot in the door so to speak that’s going to get the attention of your European customers it’s going to be your price that’s how you’re going to start but what’s going to maintain that relationship is going to be getting it there on time having good quality and good Communications and once you establish that over time over time you’re G to be able to get contct you’ll get bigger contracts but I’m going to the same thing right now with the small main supplier here I’m on the phone with them and I was I was on a phone with them Friday you know I’m just assuring them you know hey we’re still working to get you set up and I need your prices and I and they know to get your foot in the door you have to show me you know good pricing and once that’s established everything will kind of fall into place after that you know.
absolutely on time delivery is very is very key you know and having some face and good communication and could involve teams call you know on a regular BAS basis it you know it could could involve somebody traveling there and meeting them firsthand or going to a trade show maybe and seeing them or something like that but you really wanna the face-to-face interaction is important too I mean if you’re just getting emails from somebody I don’t know I don’t I don’t like dealing just in emails alone I like to see somebody’s face and look in their you know you know what I mean teams calls do you have yeah so I think that’s important to have that interaction as well
the only issue that we had in the past really to speak of is the Chinese New Year because they say they take such a long period of time off you know to celebrate the holiday that you have to really build up inventory well before the Chinese um New Year starts and then when they come back from Chinese New Year and this is just my impression and and I think what it was communicated to me a lot of times the people that work in the manufacturing facility in China a lot of them decide not to come back they want to stay in their Province or wherever so sometimes there’s a gap after the Chinese New Year to start ordering get things back up again because of they do tend to lose employees during the Chinese holiday because some of them decide not to come back and and where that comes into play is if you have like a certain production line where there’s only one or two people trained on it and you’re missing one or two of those people because after they they said not come back to work um you know it it can set you back and it happened to me personally so I know it can happen when I when we work from e but um those are really those are the big things right there.
Let’s imagine a scenario:
1. You are looking for an overseas supplier (let’s say China), and you have all the worries, concerns, and questions mentioned above (e.g. quality, reliability, communication and etc).
2. You happen to find a potential supplier on Google and you browse their website.
3. And most of your worries, concerns, and questions can be well answered on that website while you are browsing.
My question is:
1. Would you be inclined to initiate contact or make an inquiry with this supplier solely because their website has alleviated your initial worries?
2. Furthermore, in your view, how impactful is it for a supplier’s website to proactively resolve potential buyers’ doubts? Does this level of transparency influence your trust and willingness to engage in business?
I look at a website and buy something off the website if it’s something expensive, and if it’s something that’s going to be long-term, I’m going to be buying something that requires freight.
You know, extensive freight costs I may want to visit the supplier see their factory, and see the product. You know, it just depends on the dollar amount I mean you’re not buying paper clips, right if you’re if you’re buying paper clips that’s one thing or pencils or something that’s one thing but if you’re buying expensive pieces of equipment or if you’re buying raw material that’s going to stock your factory you know and it’s critical to your production, then I’m going to make the visit and I don’t care about the website necessarily, but don’t get me wrong website’s a good start point you know you can get a lot of your preliminary things answered, but in terms of it comes down to risk really how much risk are you willing to Bear by just looking at a website and I think if it’s something really critical for your company you’re going to you’re going to need to go beyond that do a supplier visit meet them face to face and you know that kind of thing so you think it depends on the products you are looking for such as the longterm and high high price products so you may be visit there factories to see how quality they are and if it’s a custom item too. paper clips a paperclip a pencil is a pencil but if it’s a custom-made part that’s specific for your company and has your brand or logo on it, you can buy things offline and they can put your logo on it, or you can send them artwork or whatever but if it’s something that’s really mission-critical, something that’s expensive Custom Critical for Production: You know, and you have something you have to ship and spend a lot of money on.
I think you’re taking a big risk by buying something just based on what somebody has on a website. I think it depends on the dollar amount and the impact to your company. How important is you know there’s a lot of variables you got to look at, I think, but you know, I think there’s a dollar amount you got to figure out.
I mean I would if it was interesting enough I would make the contact if I saw something interesting on a website and it would be something I would initiate the contact and then I would get more information get samples maybe samples um find out more information about costs you know what’s your lead time maybe I’d even do a financial report behind the scenes and find out they are they financially be a financial VI you know viable company are they good Financial I mean if you’re going to jump into bed with suppli and make a big commitment then you got to make some extra steps right but um but I mean I think that a good website gets you in the door gets your foot in the door at least and you interested you’re G to look at them and from there I think you kind of build into the next level in terms of you know doing business with them so the website is the first impression.
Chat GPT 翻译：
In general, I mean, I’ve gone through websites and made inquiries before here in the United States it’s different because they can speak English and they understand me maybe it’s different if I go I mean I’m assuming if a website is in China they’re going to have people that monitor that that can speak English and will respond in a timely manner manner as well I mean why would you put up a website and then have no followup on it or have people in the customer service that aren’t following up on C potential customers inquiries I mean it doesn’t make a lot of sense and reality is if somebody doesn’t get back to you and you have they have a website and you ask them questions it’s probably going to be an elimination you’re not going to go back to them you’re not going to say God they didn’t answer my questions what kind of a supply you know what I mean they’re not interested in my business you know what kind of a supplier are they going to be if don’t answer questions so I think it’s going to be a big turnoff so I think it’s important if you ask a question on the website they answer it and they give you you know good concise answers I mean my experience with working I mean buying things on websites in the United States have been mostly indirect indirect items you know anything when anytime I purchase like raw material for the plant usually it’s from some interaction or meeting somebody at some some venue and then saying hey you ought to try us out and then getting a plant visit and and whatever I usually don’t do that but you’re dealing in resale items which is a little bit different I think with resale items you do have to have a good website and you do have to have you know your products visible so people can see them and take a look at them but for me I buy raw materials for production plan like packaging so I really don’t need to go to a website to see those like you it’s a whole different field.
I have my own online business I sell things online um I would say people contact me for questions I try to answer them like right away you know give them quick give them a quick response give them the information that they’re looking for the SI if they’re looking for sizes or whatever um sometimes people though will reach out and ask you something that’s impossible you know they want to know if you can ship this by having it by you know someplace by tomorrows International or they’ll want to know if you can get some you know they’ll ask you something that you just know is not doable right you can’t so you you can’t just mislead people either I mean if there’s something there that you can’t do you know impossible shipping or if they want to reduce the price to the point where you’re not making a money you’re not making any profit right you know you just hey I’m sorry you know I can’t do that that’s you know then you just have to say no.
Lance: During the sample stage, what aspect is most important to you? Communication? Quality? Efficiency? Or something else?
I think if you’re if you’re getting a sample you want the sample to have it’s got to have quality right and the communication has to be really good with supplier I’m not really sure about the efficiency um and the pricing I don’t you don’t have pricing in there but I think the quality communication and pricing all have to be what I’m looking for oh so they has three yeah yeah yeah yeah I think so and yeah and if you want to throw in a fourth I mean you could say lead time too because if they have all those things but their lead time is like six months and you need things sooner than that then that’s automatically gonna take them out of the picture because their lead time is too long so those are the four things I’d probably look at I mean not for the sample necessarily but in terms of the item for that you’re going to need for production you’re going to want to look at the Quality you’re going to look at the cost how good’s your communication and what’s the price and the price and me I know this is a question about the sample stage but if you get beyond the sample stage I don’t think you got to throw in the price but you’re right so imag that with someone you needed a sample FL a supper right.
Good performance of a supplier when they send SLE to you well this I mean the the good performance would be they deliver the supplier on time or they sample on time they do it at the cost that they agreed to um the communication is good but if you have two suppliers and everything else is relative relatively even you know in terms of costs and everything else I mean I think you have to look at then lead time and then also very important thing for me is location where is that supplier located in terms of where it has to deliver because Freight in the United States is very expensive I was looking at some freight cost the other day we have suppliers in Maine that charges we get charged like four to $600 for a truck and we have some from California that’s like six or 7,000 dollar for the same trck good point so it comes from the other side of the United States so you got to look at that too in terms of the overall cost sometimes people look at the PO and they say oh this one from California is one cent cheaper than the one from Maine and then well not so fast it cost us 7,000 to ship this in on a truck it costs us 400 to get this from Maine so you got to look at the total overall cost before you make it that decision too if everything else is equal right oh yeah it to me f that’s at overcross.
Lance: If you visit a supplier’s factory, what do you most hope to see? What behavior of the supplier do you value most during the visit?
if it’s an existing supplier one that I’m currently using I want to discuss discuss with them cost savings initiatives or initiatives that can help reduce lead time on shipments to our plant so we don’t have to carry as much inventory if there’s quality issues I’ll discuss that with them too now it’s a new supplier not one that we’ve ever worked with before um I guess what I would want to do is I’d want to see and hear from them as far as what kind of what kind of quality checks do you do um on your Machinery that runs our product let’s say they got some expensive Machinery that comes from Germany I’ve asked this question before if that M if that machine goes down do you carry enough spare parts to support it so that we can reliably know that that machine goes down you’re going to be able to get it up and running quickly or will someone from the factory support that machine it’s something people don’t ask a lot a lot of these companies have these very sophisticated high volume machines that come from places like Germany or Switzerland or places like that they’re very expensive very highend they’re very they run really well but if a part breaks on them you really have to have support for it especially if you don’t have a backup so I’ll may ask him that you know what’s your support on this machine how fast can you get something in here if you had a part is there a factory service person nearby um that can take care of it um what kind of quality checks do you do before you send you know products out to the door do you guys pull samples to check quality and verify that we’re getting you know what we we’re ordering um I would probably walk around the floor i’ take around the production floor is it very clean there is it messy does it look disorganized um you can see a lot by visiting a factory floor I mean there’s a lot of things you can see you can see people scrambling around people standing around in Q because the machine’s down or they got a bunch of junk sitting on the floor you know there’s a there’s a lot of things you look at and you really start you know taking the white glove treatment and kind of looking things over but I mean I think there’s some serious questions you ask too and that’s you know you know about the quality checks they do and about you know the machinery and how do they support it if something breaks down what’s going to happen do you have any offside storage capabilities in case raw material comes in do you have more warehousing this where do you put your raw materials you know it just because if you go into a factory and they have a very small area where they store the raw materials that tells you you’re going to be running things pretty lean you have big orders they’re going to be bringing stuff in I mean if they have an off-site Warehouse then you’re like well that’s good because especially if it’s close by then you know well the raw materials will come in when I need them you know it’s not it’s not something I need to worry about they have here they store things and they store things offside so you have that backup material so you make sure you’re not going to run short you know oh yeah yeah yes so you are not looking at human or but also the Factory The Warehouse or the machine right absolutely yeah take a good look at everything I wish I look at like this if if you were if you own the company that you’re in if you own the furniture company that you’re in what are the concerns that you’re going to have if you’re making this supplier like one of your key Partners I mean especially if they’re new I mean it’s one thing to have an established relationship with a supplier they know you you know them you know what you’re going to get they know what you’re I mean it’s that’s one thing but there’s a lot of things companies new suppliers try to hide and you got to really uncover it and look and try to find as much as you can I even when I was when I was up visiting A supplier in main I was actually looking at the labels to see where some of their who some of their customers were who is your customer who are they selling to besides us h yeah and I yeah so I want to see so you’re selling to another pharmaceutical company you’re selling to one of our suppliers so people that we know already have a relationship with them so that kind of makes you okay that’s good because you know you know then because I’m in the pharmaceutical business they’re also selling to pharmaceutical companies that’s good they’re in the same they’re selling material to the same companies or companies like my own right my supplier who buys we sell we buy our swabs from sterile swabs they sell packaging to them too okay so we know them we got to I mean so if I really want to be really proactive I’ll call up that swab company that I’m A supplier for and say hey we’re thinking about doing some business with XYZ packaging company um I understand you guys um do some business with them can you tell me anything about how how and and you know if you know a person there you have a relationship they’re going to offer it to you yeah they’re great they’re going to say you know they’re wonderful or they’re going to say yeah you know we’ had some issues or whatever you know you’re gonna find out right so yeah yeah yeah yeah you just have to dig dig as much as you can.
如果我真的想要非常主动，我会打电话给那家无菌拭子供应商，告诉他们我们正在考虑与 XYZ 包装公司做生意。我了解你们与他们有业务往来，你能告诉我一些关于他们的情况吗？如果你认识那里的人，你有关系，他们会向你提供信息，说他们很棒，或者说我们曾经有过一些问题，你会了解到的。美国外教
as a buyer my daily pain points are it varies okay from day today okay it varies a bit but I I would have to say my my major pain points are um production requirements where are we where are we at inventory wise are we if we’re behind on orders if we’re behind on raw material deliveries why are we behind on raw material deliveries and if we are behind what’s the reason for it so then I’ll reach out to my supplier and say hey this is a week late why are we why are you guys late and get the information as to why well if you’re late so when is it going to come in so then we’ll update the PO and we’ll go back to production and we’ll ask them um you know when do you absolutely have to have this buy because one of the pain points as as far as a buyer I can I’m concerned is Expediting Expediting materials to meet whether it’s customers dates or our production dates it’s a big pain point because you have you want to make sure that you’re making your customer happy first and foremost your customer’s happiness number one the other the other pain point and I check with our quality person quite a bit is do we have any material that came in into incoming inspection that was put into mrb you know the material review board something that needs it’s on quality hold what is the issue how do we need to get it out do we need to go to the supplier get Replacements um can we have somebody look at it and possibly use it as is how critical is it is it something we need for production and we don’t have time for them to build a new order so that’s another thing that we try to do a lot too is I me you look at quality issues uh on a daily basis anything that might impact production right um laid orders exped dining um right now we’re in a big crunch for Price reductions so we’re working on XXX projects which is gross margin Improvement so every day I’m a value I’m getting a lot of price quotes for different things stuff that we keep you know I may I may during the course of week I may send something out to quote two or three times to different suppliers just because XXX is like number one right now cost cost reduction probably isn’t your company every company right now so XXX is very important so I’m doing a lot of quoting right now to try to reduce our costs because it’s such a critical part right now is our Management’s you know Vision um but those are pretty much it you know I there’s like three real pain points for me and you know late orders quality issues and finding things to reduce costs on right now the big three for me at this time oh than yeah yeah got it and is there anything about over product such as the quality and prices so is anything about your daily work pin points as a buyer well I work in sourcing now so I find sourcing but as a buyer because I’ve worked in purchasing for many years um again I I my dat my pain points every day are down to the same things right as I kind of mentioned quality issues um if if if something supplier comes to me and wants to raise prices okay that could be the problem of the day so if I get a price increase from a sper then I have to scramble negotiate it lower I need to look at other Alternatives so we can get the prices down for like XXX but quality big one Expediting for production big one so there’s a lot of things
- 生产需求和库存状况： 我经常需要评估我们的生产状态和库存水平。如果我们订单滞后或原材料交货出现延误，我会联系供应商了解延误原因，并确定材料何时可用。挑战在于加急处理材料，以满足客户或生产截止日期。
- 质量问题： 我经常与我们的质量部门沟通，以解决进入收货检验并由于质量问题被放入Mrb（物料审查委员会）的材料。了解问题的性质，是否需要更换，以及对生产的重要性是管理与质量相关挑战的关键方面。
- 价格降低（XXX项目）： 目前，我们正在进行毛利率改善（XXX）项目，强调成本降低。我花费大量时间获取不同供应商的价格报价，以找到成本有效的解决方案。
- 价格上涨： 如果供应商提出提价，这可能成为当天的问题。我需要迅速协商以降低价格，需要考虑其他替代方案，以便降低成本。
well I mean for my personal business my my own it’s like I can’t I don’t know if you ever go fishing and your you ever go fishing and throw a fishing rod out and you land a big one you know the excitement you get when you bring it into the shore and you got this huge fish that’s kind of what it is for me sometime I went I had a sale this summer um just a block and a half away from here it was real close to my home and there’s all kinds of really cool military Collectibles and Vietnamese stuff from the war and all kinds of stuff right just and I bought I don’t know maybe a thousand some dollars worth of stuff over like three or four week period when they were selling the stuff off and I made just tons of money I made enough money to actually pay for my vacation to the Philippines in October and September I made that much money the air ticket the money the you know it was just it was just one of those things that and it and the thing that’s exciting about it is when you get when you get an experience and you buy a lot of things and you know what something cost when somebody prices something out and you look at it you go wow that’s really cheap and you’ve already know well I seen those things sell for like $200 and they’re asking five or something like that you you just know you’re making money right so you get excited and that’s kind of how it works in my private in my personal thing my online business with eBay at work it’s different I mean you know you’re you’re if you can get a better price and you have you get you introduce a new supplier saves the company a lot of money you put that in as a cost Improvement I mean you get of course you get adab boys and people love you and and whatever it’s it’s it’s you know I I was actually recognized earlier this summer because we had a GMI project um gross margin Improvement and how who could enter the most um log the most cases for um cost reductions in packaging or whatever area it was and I actually had the most um entries of any of the people in global procurement so when there was a big meeting about this um it was you know big everybody was in the lunchroom and there’s like pack with everybody they announced my name and I ended up getting something too like a certificate or something as well so those are the kind of things motivation you know per personally motivating things at work and financially motivating things when you’re own your own business right yeah yeah I think if we don’t have motivation we cannot do one thing persistent yeah consistent yeah you have to have passion no matter what you do in life.
I think my Outlook in life so I’ve always been thought of as a very strong person my I’m the oldest son in a family of like six or seven seven kids all together I was the oldest boy in the family I’ve always been thought of as a strong person you know strong individual person um I was married for 30 years and I got divorced and it was a very very difficult time in my life and I think what I learned about myself as I am first of all I am a strong person because I rebounded from and I went through some really hard times but I think you just have to be true to yourself you know be honest I always try to be honest with everybody through work uh my kids whatever I I try to be honest I try to um do my best in everything that I do uh I guess my outlook on life is you know some sometimes you make your own breaks in life you know some I hear people a lot of times they want to be victims oh I this happened to me because of this or my cin my employers you know whatever I think people do that too often especially in the United States I think you have to make your own breaks sometimes you know if you need if you need to work harder than somebody else they put in the time to achieve a goal you got to do it if there’s a different job out there that you’re looking at um and you need to get credentials or you need to you know improve yourself in some area to get that job you go out and do those things right it’s it’s about it’s about being a better person improving yourself you know really reaching for the Stars right I mean reach high you know set your goals really high right yeah um you know I have three three sons and all of them I think we’ve kind of pushed him for that you know my oldest son’s a doctor the other son is an accountant you know he’s working on a CPA and the other guy’s going to school for engineering they’re they’re professionals and they’re doing well in life and I think it’s the philosophy that we have you know just do the best you can you know you know if if you think you can reach this level then aim for this level you know keep going higher you know you always want to be you always want to reach and attain a higher goal than what um you you know people are expecting of you so that’s pretty much My Philosophy you know just be honest work hard um you know strive to be the best that you can and push make personal goals for yourself and set them high.