Você sabia que a prospecção de fornecedores é um dos serviços que a Innovare fornece?
Entenda como funciona o processo de prospecção de fornecedores:
Pesquisa
Uma das principais formas de atrair novos fornecedores é pesquisar ativamente as opções no mercado. É aqui que começa toda boa escolha de parceiro comercial. Atualmente, existem ferramentas que permitem pesquisar empresas em determinados segmentos de mercado com base em códigos CNAE e outros elementos específicos, como localização e nível de cobrança. Dessa forma, você pode agrupar todas as principais alternativas do mercado que procura e começar a aplicar filtros para identificar os melhores fornecedores para o seu negócio, captando novos fornecedores de forma segmentada.
Procure fornecedores que já sejam capazes de desenvolver metas em torno da estratégia que você está aplicando. Como está a saúde da sua empresa? É importante manter-se atualizado com as mudanças fundamentais impostas pelo mercado. Participar de um nicho competitivo exige que você acelere as informações modernas.
Por exemplo, digamos que você queira que um fornecedor de software ajude a coletar dados de sua linha de produção para aumentar a produtividade. Com a ferramenta certa, você pode listar todas as empresas do país que fabricam software e começar a selecionar seus novos fornecedores a partir daí.
Seleção
Quando falamos em atrair novos fornecedores, toda empresa tem seu background básico, mesmo empresas do mesmo segmento de mercado ou que utilizam o mesmo produto possuem cenários diferentes.
Seu foco é o crescimento? Então talvez você precise de alguém que possa oferecer oportunidades de crescimento e lidar com suas necessidades futuras. No entanto, se o seu foco é criar uma marca mais forte para sua empresa, vale a pena investir em um fornecedor de maior qualidade. Por isso, é importante definir claramente o que você quer de um fornecedor e começar a filtrar as opções selecionadas por características que indicam se a empresa é adequada para você.
Negociação
Para fazer a prospecção de fornecedores de maneira eficiente, é preciso dar preferência para relações duradouras. Isso porque os benefícios de ter um bom contato levam algum tempo para começar a aparecer. Portanto, todos os requisitos que o fornecedor precisa atender devem ser listados desde o início. Se você deseja crescer, é importante que os parceiros consigam atender a esse crescimento com sua oferta de insumos.
Além de determinar o que você precisa do fornecedor, é importante entender que o fornecedor também espera algo de você. Por exemplo, muitos deles preferem usar compromissos de longo prazo porque sabem que podem se beneficiar da estabilidade dos contratos de longo prazo. Por isso, é importante entender o que os potenciais fornecedores de sua empresa estão buscando alcançar nesta parceria e negociar para chegar a um acordo mutuamente positivo.
Ao fechar um negócio com um fornecedor, identifique os termos do negócio em termos simples. Em outras palavras: diga o que você quer dizer, expresse que você entende o que a outra pessoa precisa.
Além disso, é fato que o processo de captação de novos fornecedores exige dedicação. Por exemplo, você precisa dedicar horas para realizar todo o processo que mencionamos. Isso reduz sua produtividade. Portanto, evite “saltar” de fornecedor para fornecedor, pois você acaba gastando mais e deixando de estabelecer padrões de qualidade adequados para o seu produto.
Na verdade, adquirir novos fornecedores não é uma tarefa fácil. Nem deveria ser: é uma decisão importante que terá um grande impacto no futuro da sua empresa. É por isso que você pensa com cuidado e faz as coisas pouco a pouco, faz uma pesquisa completa, analisa todas as suas opções e aplica os filtros certos para encontrar o fornecedor certo para você.
Lembre-se de que o mundo dos negócios e seus produtos são movidos por mudanças sérias e dramáticas todos os dias, e você precisa estar atento a essas mudanças para estar preparado para quaisquer desafios. A principal dessas mudanças é o comportamento e a imagem do consumidor: ele está ficando mais esperto e mais consciente de suas reivindicações e direitos. Por isso, atente-se às novidades a partir de plataformas como o Google.
Seguindo esses cuidados, você poderá atrair novos fornecedores e usar a ajuda deles para levar sua empresa ao próximo patamar do mercado.
Gostou das nossas dicas? Comente o que achou.
É um importador e está interessado em descobrir novos fornecedores para seus produtos? Entre em contato conosco para encontrarmos fornecedores mais baratos, de maior qualidade e mais próximos de você.
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