(1) Increase the types of suppliers.
On the basis of acting as an agent for some large suppliers, large suppliers can be regarded as an effective way to enter the supplier list of large customers/important customers. This part of customers generally purchase large quantities and have low gross profit. On this basis, develop some complementary domestic and foreign small suppliers with a certain market scale. Enterprises will have strong bargaining power for these suppliers, and at the same time, the products of these small suppliers can also be recommended to customers and designed into products, thus improving the overall sales and gross profit margin of individual customers.
(2) Increase the value of value-added services and technical services.
A project generally includes project start-up, R&D, small batch production and large batch production. In business contact with customers, we should actively and timely keep in touch with customers to understand the development of customer projects. We need to intervene from the customer's project establishment, provide more design schemes and selection services based on customer projects, and design more agent brand models, so as to effectively increase the number of customers and help shorten the time for customer selection and research and development. On the one hand, it can improve the value of technical services, reduce customer costs and expenses, and increase sales to individual customers. On the other hand, it can increase customer dependence and obtain longer-term cooperation, thus improving the service value of the enterprise as a whole.
(3) Strictly control the inventory.
Inventory is an important part of supply chain. Under the guidance of customer-centered value, out-of-stock does not meet the premise of serving customer value, nor is it recognized by customers, or even cooperation is seriously cancelled. However, the overstock will also seriously affect the development and survival of enterprises, especially the stocking of single customers.
There are two ways to control and speed up inventory turnover. On the one hand, we can avoid a single customer hoarding a lot of money. This kind of customers are generally big customers in the industry, and they can't refuse to stock up. However, sometimes, due to the poor market sales of the corresponding products, markets or industries, customers will speed up the upgrading of products, and the new generation of products will abandon the original design, resulting in customers' single stocking becoming dead inventory. The solution to this problem is to charge a certain proportion of advance payment to customers or stipulate in the contract. On the other hand, it is also determined by the characteristics of electronic components to strengthen inventory monitoring, analyze the causes of low turnover materials, and deal with materials with no market prospects or replace models in time. Product iteration is fast, inventory is worthless, and capital withdrawal is accelerated.
(4) Controlling exchange rate risks and signing an agreement on exchange rate linkage mechanism with customers.
In recent years, the renminbi as a whole has shown a trend of continuous depreciation. The central parity of RMB was lowered from the highest about 6.2 yuan pair 1 USD to about 7. 15 pair 1 USD, and RMB depreciated by about 15% against USD. For dealers who purchase electronic components from abroad and sell them in China, the depreciation of RMB will inevitably increase the purchase cost of RMB. However, due to the above-mentioned dealer's business model and downstream characteristics, in this case, it is necessary to sign the corresponding exchange rate linkage mechanism agreement with customers, adjust the quotation and supply price in time, and customers can understand and accept, at least basically or partially avoid the risk of RMB depreciation, so as to finally ensure a reasonable gross profit margin and not affect the company's survival and development.
(5) Extend downstream appropriately.
According to the company's technical advantages or the development trend of the market industry, we develop and produce products ourselves, or cooperate with some chip design companies to design and produce chip products belonging to our company by using the information technology advantages of both companies and promote them to customers. On the one hand, it avoids simply selling suppliers' products, reflects and increases added value, and obtains higher gross profit margin. On the other hand, it can increase customer stickiness, continue to serve customers and grow and develop together with customers.
(VI) Vigorously develop small and medium-sized customers through e-commerce.
On the one hand, e-commerce is the general trend. The new generation grew up in the internet world, and they were born with a sense of identity with the internet. E-commerce itself is constantly influencing and transforming all walks of life, whether it is 2C or 2B industry, it is inevitable; At the same time, it has low cost and wide coverage, and can provide continuous and standard online services for many enterprises at the same time without increasing or reducing personnel costs. On the other hand, the electronics industry has a large number of small customers. Like small customers in other industries, these small customers have small scale, little information, less R&D investment and weak bargaining power. They hope to have channels or methods to solve their above pain points. Through e-commerce, they can solve their pain points and help them grow rapidly. Enterprises can also obtain reasonable profits and customer scale, disperse and concentrate the transaction risks of large customers, and finally improve the overall high gross profit margin.