The export trade of weaving handicrafts begins with the quotation, which serves as the first critical step in international business. The quality of this initial quote can directly determine whether a deal is made or lost. However, due to the sharp rise in raw material prices this year, many companies are now facing a tough challenge when it comes to pricing their products. With the cost of materials like rattan and other traditional weaving elements surging, the entire industry is under pressure. **Distressed: Raw Materials Turn into a "Hot Potato"** 2010 was a particularly challenging year for the weaving handicraft industry. Prices of essential raw materials skyrocketed across the board. The fluctuation in material costs became more volatile than the stock market. No one could predict how high these prices would go. Some materials saw dramatic increases—lotus reeds rose by 10%, paper ropes by 35%, wood materials by 60%, aquatic grass by 75%, and rattan even doubled in price. This sudden surge caught many export-oriented companies off guard, leaving them unprepared for the financial strain. Faced with rising costs, the success or failure of an order has become a major concern for many businesses. **Difficulties: Too Low a Price, Fear of Losing Customers** With raw material prices soaring, many companies find it hard to maintain stable pricing. One solution is to inform customers directly about the rising costs. Explain that the current price no longer allows for a profit, and based on the new material costs, a revised quotation is necessary. Most customers will understand and accept this situation, especially if they are informed about the actual market conditions. There’s no need to worry about losing their trust if you communicate clearly. Once the new price is calculated, it’s also wise to build flexibility into your quotations. For example, you can set a validity period for the quote, during which the price may be adjusted if material costs continue to rise. While some clients might not be happy with this, it's important to explain that running a business without profit is unsustainable. If the customer truly understands your position, they are more likely to be patient and cooperative. If a client doesn’t believe you, you can invite them to check the current material prices or even visit other factories to compare. This transparency can help build trust and prevent misunderstandings. **The Real Issue Lies in the Quotation Process** In reality, when customers choose a supplier, price is often their top priority. However, the problem isn’t always with the customers—it lies with the way quotes are prepared. Many businesses still rely on simple, outdated quoting methods, offering only price differences between suppliers. When a customer holds multiple quotes with only price variations, they will naturally pick the cheapest option. To avoid this, it's crucial to provide more value in your quotations. Include details about product quality, delivery times, after-sales support, and long-term reliability. The more information you offer, the more choices the customer has beyond just price. This helps shift the focus from cost alone to overall value. **How to Quote Effectively?** Quoting is a vital part of marketing in the weaving handicraft industry. Ultimately, successful sales depend on balancing the right product with the right price. Therefore, it's essential to create comprehensive and competitive quotations to stand out in such a crowded market. A well-prepared quote not only attracts more orders but also builds stronger, lasting relationships with clients. In a highly competitive environment, making a strong impression through smart and informed quoting is key to long-term success.

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