国际贸易之 寻找货源　Finding a Source

国际贸易之 寻找货源　Finding a Source

进口货物（importing goods）面临的第一个问题就是寻找货源（find a source）。交易会、网络、代理商以及同行等都能帮助你，只是风险的级别不同（different levels of risk）。

生产要求（production needs）

寻找一个已经在生产（already in production）的产品，要比寻找一款按设计定制（custom-design）的新型专利（newly patented）产品，或自创的产品（self-created）简单得多，也经济得多。

⊙We need to work on finding new products.我们需要致力于寻找新的产品。

⊙What kinds of products are we looking to import?我们打算进口的是什么样的产品?

⊙Will we have to pay tariff on our imports?我们必须对进口产品付关税吗？

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

我们目前进口的大部分产品来自印度，但是我们在寻找新的供货商。

⊙Suppliers from China provide the bulk of our inventory.

中国供应商给我们提供了大量订货。

⊙Manufactures in China are your best bet for low prices.中国生产厂家是低价的最好选择。

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

你们能否按照我们的规格来生产？你们能提供什么水平的定制？

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

我们正在找人生产专门定制的专利设备。

⊙Do you have a catalog of items currently in production?你们有没有新的产品目录？

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

如果是已在生产的东西就比较容易找到供应商。

网络货源（Internet sourcing）

目前，通过网络寻找货源很受青睐（gutsy）。你只需要键入“全球采购”或目标产品的名称，通过搜索引擎（Internet search engine）就能找到相关的生产商和贸易公司（manufacturers and trading companies）。然后登录这些公司或工厂的网站进行了解，确定最适合的货源。这种方式的最大缺点（major drawback）就是很难保障诚信度。所以在判断货源时一定要小心，因为最狡猾的骗子总是知道如何伪装得更合法（most legitimate）。

⊙I found this company on the Internet.我在网络上找到这家公司。

⊙You'd better be careful.There are tons of scams on the web.你最好小心点。网上骗子太多了。

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

你怎么肯定找到的货源可靠？你根本不知道他们是否可信。

货源专家提供支持

为了尽可能地减小风险（risk aspect），你可以考虑雇用货源专家伙伴（expert sourcing partner），代理你的公司寻找目标产品。通常这些代理公司有国家资质认证。因此即便出现问题，也可以追究其法律责任。不过你要向他们支付一定的费用或佣金。

⊙It's easier just to go through an agent to source the products we need.通过代理商寻找我们需要的产品货源会更容易。

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

使用代理的问题是你不得不分摊利润。

和货源伙伴讨价还价（negotiating pricing with your sourcing partner）代理的收费通常是双向的，也就是说他会从你和供货商那里按成交额的比例收取一定费用。如果找不到适合的供货商，代理也赚不到钱。所以你要货比三家（shop around），找最经济可靠的代理，并通过谈判把佣金比率降到最低。不用不好意思（don't be shy about）告诉代理你在做什么和期望的价格，因为他们至少会从供货商那里赚一笔。

⊙We want to negotiate a new agreement with our agents.我们想和代理商谈判一项新协议。

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：这是你能给我的最低价格吗？

B：我已经和供货商们谈过了，那是我们能获得的最低价格了。

A：好的，我很感激你帮忙拿到这个报价。我还有别的几家代理公司。我需要做一番比价。等我和他们谈后，如果我有兴趣继续推进，我会告诉你的。

总结

寻找货源代理要求有一双“火眼金睛”，一是判断货源的真实性，再就是了解交易中涉及多少中间商。你和供货商之间的中间商链越长，你的产品成本就越高，生意越难做。在全球货源网络上，打着厂家旗号赚佣金的贸易公司或出口代理大行其道，不在少数。你最好跳过这些中间人，省下这笔冤枉钱。

Words　单词表

agency代理商，经销商

contact联系，联系方式

device设备，装置

efficient有效率的，高效的

lead线索

legitimate合法的

manufacturer制造商，制造厂

patent专利

provide提供，供应

representative代表，代理人

scam骗局，诡计

similar类似的，相近的

suggestion建议，意见

unique独特的，唯一的

catalog目录，产品目录

Phrases　短语表

best bet最好的办法

custom designed特别定制

do sourcing寻找货源

end up having to（do sth）最终不得（做某事）不

generate leads产生线索

get screwed被骗，被耍

go through sb由某人经手，通过某人

go about（doing sth）着手/处理/从事（某事）

have contacts with sb与某人有联系/接触

help sb out帮助某人解决困难

If it were me……换作是我，如果是我

in production在生产中

look legit看上去合法/守法的

profit sharing利润分享

the bulk of sth大堆的/大量的

to begin/start with……以……开始/为开端

tons of大堆的，大量的

trade fair商品交易会/展销会

实景对话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：我们正在找人生产专门定制的专利设备。对于如何找到生产商，你有什么建议吗？

B：你是说寻找货源吗？如果是已在生产的东西就更容易找到供应商。但由于你们的产品独一无二，那可能很难找到能帮忙的人。如果换作是我，我会先联系那些已经生产了类似产品的工厂。

A：你一开始是怎么找到工厂的？你已经和厂家联系上了，是吧？

B：中国供应商给我们提供了详细目录。但我们是通过一家代理公司寻找到供应商的。我们发现那是最有效的方法。通过代理公司寻找我们需要的产品要更容易，而且不用担心被欺骗。

A：我在网上找到了这家公司。你怎么看？你觉得他们像是合法的吗？

B：从网站来看他们还行，但你最好小心点儿。网上有一大堆骗子。所以很难判断你找到的资源究竟是否合法。你不知道他们是否可信。此外，你还得面对语言和交流的问题。这就是我们愿意通过代理商来做的原因。

A：问题是，通过代理商的话，你就不得不分摊利润。

实景对话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：我们需要寻找新产品。下周的展销会可能会帮我们找到好的线索。

B：事实上，我有一个来自江苏制造的代表在我的办公室里等着。干吗不跟我一起去和他聊聊？

A：好极了……

B：张先生，这是Belinda Stevens。他是我们的产品研发部主管。Belinda，这是来自江苏制造的张先生。

C：你好，Stevens先生。很高兴认识你。关于我们的服务你有什么问题吗？

A：当然有。我们目前进口的大部分产品都来自印度，但是我们正在找新的供货商。你有没有一份目前的产品目录？

C：是的，当然有。我给你留一份。我们也可以按照客户的要求来生产。如果你在寻找新的供应商，中国的工厂以其低廉的价格和可靠的质量，会成为你最好的选择。

B：你刚才说你可以按照我们的规格来生产？你们能够提供什么水平的定制？

C：这要取决于你订单的量了。你想引进什么样的产品？