As a manufacturer, you might have some preferences to which buyers you sell to. There are a lot of parameters to take into consideration, whether you want to sell to a company or not.

Some companies obviously just sell, to whoever is interested in buying their product. Most of these companies have a very broad customer target group, and therefore they will distribute their product to a large amount of buyers. These buyers will also be very commercial, and for a lot of end users, this will not be very interesting. There is a tendency now, that buyers are more interested in niche products than the mass productions. They have become more aware of creating their own style, and not being like everyone else.

A lot of the big buyers will have a huge advantage in negotiation, because of the big quantities they are able to purchase. They will never have a problem finding suppliers for their products, because everyone is interested in getting these orders, which means that the intensity of competition is very high.

The market for small buyers might not immediately seem very interesting, but if you’re able to fulfill these companies’ demands, you will normally turn them into a long term customer. The orders will not be very big, but with a steady order income, this can turn out to be just a good a business. Just take a look at Non Woven Bag Suppliers, Necklace Suppliers or Wig Suppliers, which are all pretty big industries. There will be a large amount of suppliers, and therefore the big buyers, will have the advantage when negotiating prices. If a supplier is able to produce in small quantities, they will have a chance to collect a lot of small orders, but where the earnings will be higher, than if they produced one big order for a large buyer.

So if your company are not manufacturing for the big buyers, it might not be so bad.