Railway materials supply and marketing enterprises in order to survive and develop, from simple supply rail inside the closed mode of operation to open the way not only supply within the same time with the road outside and the foreign trade of our customers change the way business is the trend . Tendering and bidding is most commonly used in international trade , rather bidding strategy research, not only is our breakthrough into the international competition , but also to meet the domestic market in the near future bidding methods commonly used for trade accumulation of experience, the railway materials supply and marketing enterprises to go in ahead of the times . Stand no thief land.铁路物资供销公司为了保存生命和进展，由天真供应铁路内里的闭合型打理形式向开放型的不止供应路内，同时与路外及海外的广大客户施行商业活动的打理形式的转变是急转直下。
A stage of the domestic trading company现阶段国内商业活动企业
Bidding in practice the main problems , according to statistics, the English major international trading companies bidding to participate in international competition, winning Zhuo about 8 % of its reasons in addition to objectively high costs, lack of product awareness and tender side irregularities so outside yet subjective factors , including inadequate efforts , mainly in the following two aspects招标实践中存在的主要问题据计数，英国各主要国际商业活动企业投标参加国际竞争的中标卓大约在8％左右，其端由除客观上成本高、产品匮缺知名度及招标方违邪门儿规等等之外，尚有主观尽力尽量不够的因素在内，主要有以下两方面。
1.1 Tender blindness . The subject of blindness . No serious opportunistic screening, blindly send tender, such as lack of technical strength , risky standard, as well as a small number of projects bidding . Quote of blindness. Offer no policy basis for the decision blindly quote level .
投标的认识不清性。出标的认识不清性。没有严肃对待施行机缘用筛子选，认识不清送投标书，如技术实在的力量不充足，风险非常大的标，以及数目细小的项目等的投标。报价的认识不清性。报价中没有策略根据，认识不清表决报价水准。
1.2 insufficient grasp of the information . The situation on the domestic manufacturing enterprises , such as the lack of necessary information r solution . Understanding of the situation of the bid competitors , lack of market information channels bid .
Two bids , quotes Strategy
Bidding strategy is based on the influence of various factors cargo tender offer and its inherent link analysis to determine the basis for the tender is often the case to summarize , summarize, and put forward corresponding countermeasures .
2.1 Analysis of factors affecting quotes . Price of many factors, summed up in the following aspects , namely, the basic factors ( cost-benefit factor ) , competitive factors, quality of the goods of factors, factors that trading conditions , policies Chow , etc., there are several factors which primary and secondary points . In a given period , the quality of goods and the national policy factors factors are relatively fixed, called fixed factors, and fundamentals of competition and trading conditions Inso factors including moving in each auction is not the same, called variables . Bidding Strategy , is for the variable factors made it difficult to grasp the strategy and corresponding control methods , thus providing a scientific basis for quote .
2.2 tendering opportunities filtering. Opportunity to bid bidding filtering is a prerequisite , in general , the following points can be used as screening criteria opportunity .
2.2.1 Tender investment reliability. The first response to the creditworthiness of the tender understanding of the situation , the general ICB ( International Competitive Bidding ) mode , using the " International Bank for Reconstruction and Development ", or . IDA "and other international financial institutions to build projects or economically more developed countries, the government presided rhyme project whose funding is guaranteed , while the purely corporate behavior or some non- governmental organizations in the tender should be developed for specific analysis the poor reliability of the project should be forsworn .
2.2.2 Tender background and creditworthiness . Engineering departments in some countries , and some businesses are often tender , the department is a veteran of international bidding , proprietary some experienced staff to treat bidders , cast this standard is extremely difficult, not certain of winning , should be abandoned ; sometimes tender people do not follow the award , if the prior understanding , we can reduce unnecessary waste .
2.2.3 Technical conditions . Technical capacity in the UK position in the international community have a full understanding of the vote completed on schedule certainty standard should be abandoned .
2.2.4 bidding situation . Learn as much as possible to participate in bidding competitors, do Zhibi friends , to have a strong competitor , while he absolutely can not beat time , it should be abandoned.
2.2.5 Tender degree of risk . Respond to possible risks in advance to predict the degree of risk in that they can only withstand only within the scope of standard tender participation.
2.3 determine a strategy that aims quote
Quote goal by project case , the goods quality level , the tender conditions , production and business objectives into account various factors such as analysis , generally there are two cases in which the pursuit of profit and the pursuit of foreign exchange earnings , or call the pursuit of successful rate . If the tender is the following: the goods required for the tender over the subject in our previous products, but also reflects the good ; tender of goods in overseas markets is our monopolistic products ; tender of goods we can produce at low cost , and the cost may be considerably lower than the competitors. At this point it should offer the quest for profit objectives, namely to maximize cargo pricing and the difference between the actual cost , while the higher quotations notified , although higher profits , but the chances of winning smaller. In addition . Should pursue foreign exchange earnings , the pursuit of successful rate , aimed at the preservation or profit tender bid same time, the products in overseas markets to open the market , build credibility , expand awareness , lay the foundation for future bids .
2.4 goals under different bidding strategies quote
2.4.1 In the pursuit of profit objectives, strategies required to find a suitable offer , the so-called right offer is the price in terms of the level , it's accurate calculation , the level is moderate, able to safeguard their own interests bidder , while they may compete in the bidding for the tender side to accept , thereby increasing the likelihood of winning . In this regard, we will mainly focus on one of the " profits and " competitor possible bid price " to discuss here the first to cite the expected profit " concept. The so-called . Expected profit "also known as profit expectations " , which is calculated using the following formula : = P (A-C) where: an expected profit ; ^ an actual quote ; c a total cost of exported goods ; corpse of a probability of winning , referring to the bidder a is in the quote , the probability for the winning bidder , it is based on past records quoted bid made , there is no record, the judgment obtained by the decision-making personnel . As can be seen from the formula , the winning probability is inversely proportional to the size of the offer , that offer higher the lower the probability of winning . " Expected profit maximization" can serve as a bidder Quote decision-making basis , the maximum expected profit under the optimal price as bid price, in a long time , focusing on long-term consideration , and when the tender is limited to a total number of geographic the area of a particular type of item . This judgment is particularly effective indicators .
2.4.2 pursuit of foreign exchange earnings , the successful rate of bidding strategies . Generally pided into pre-tender and tender without base are two, there are base price , the closest base price quoted by the successful bidder. No base price , the lowest bidder bid. But no matter what form, the bidding companies in determining their bid is considered the primary factor should be the competitor's price, rather than the cost of business , especially without base , the sake of winning , you must lower prices as much as possible , but not infinitely lower prices , unless it is in an extremely difficult business. Eager to find markets , to open the market , generally should not be below cost price quote .
In the case of highly competitive , companies are eager to bid , consider only the price is less than our competitors , without regard to cost of doing business , such losses may also occur if successful , for the loss of control within a certain range , we can use " loss balance method to determine prices in this way , you can detect the minimum required to obtain the expected profit price quote can be priced accordingly . actually practice in the specific tender , often pursue a combination of two goals offer both the pursuit of profit and strive NRL , in this comprehensive goal, we must offer a combination of these various strategies , pricing methods to breakeven in the " expected profit and utilization winning probabilities calculated" expected profit combined consideration , so that profits maximization and expected contributions to maximize both met.
2.5 Economic Analysis . From the perspective of economic efficiency should be done to evaluate the offer , specifically the following two indicators can be assessed : swap costs. Refers to a unit of foreign currency exchange needs yuan quantity , it reflects the commodity swap capability , which is calculated as follows: Conversion cost = total cost of exports / export sales income = [ procurement of goods ( production ) cost + export costs ( RMB ) ] / export sales net foreign exchange income ( dollars ) of which: net exports FOB price generally prevail . Profit and loss rate . It is appropriate to examine whether export prices , corporate profits or losses of export products is an indicator of the following formula: gain ratio = [ ( export sales of a total cost of exports ) / total cost of exports ) ] × 100% of which: export sales general FOB price to the foreign exchange rate prevailing into Renminbi .