外贸原单服装为什么比假货便宜？20年库存尾货商揭秘行业潜规则
作为拥有十年以上泉州SEO推广和谷歌竞价广告经验的专业人士，老牛在库存尾货行业摸爬滚打近20年。今天，他将为我们揭开外贸原单比假货还便宜的神秘面纱。
As a professional with over ten years of SEO promotion experience in Quanzhou and Google Ads expertise, Old Niu has been in the inventory clearance business for nearly 20 years. Today, he will reveal the mystery behind why authentic foreign trade clothing is cheaper than fakes.
故事要从2000年说起。当时老牛做正品批发，每双鞋加价20元左右销售。直到有一天，一辆卡车在街上叫卖"女鞋10元，男鞋二三十"，销量惊人。这让老牛百思不得其解——同样的品牌鞋，他的进货价要四五十元。
The story begins in 2000. At that time, Old Niu was engaged in authentic wholesale, selling shoes with a markup of about 20 yuan per pair. One day, a truck selling "women's shoes for 10 yuan, men's shoes for 20-30 yuan" appeared on the street with astonishing sales volume. This puzzled Old Niu - the same brand shoes cost him 40-50 yuan to purchase.
库存尾货的行业秘密
Secrets of the Inventory Clearance Industry
经过打听，老牛发现了库存尾货这个行业。批发商手里都有库存，但不愿让正品经销商知道，因为会影响正价销售。当时的行业潜规则是：
After inquiries, Old Niu discovered the inventory clearance industry. Wholesalers all have inventory but don't want authentic dealers to know, as it would affect regular price sales. The unwritten industry rules at that time were:
- 当季好卖款：原价1/2
- 滞销款：原价1/3
- 断码或陈年库存：更低
- 必须整批拿货，不退不换
- Popular current season styles: 1/2 of original price
- Unpopular styles: 1/3 of original price
- Incomplete sizes or old inventory: Even lower
- Must purchase entire batch, no returns or exchanges
老牛最初与其他尾货商合伙进货，后来胆子变大开始单干。虽然遇到过批发商以次充好的情况，但整体收益不错。最成功的一次是以15元/双的价格收购了批发价45元的男棉鞋5000双，一个月内售罄，每双赚5元。
Old Niu initially partnered with other clearance dealers, later gaining confidence to operate independently. Although he encountered wholesalers passing off inferior goods, the overall profits were good. His most successful deal was purchasing 5000 pairs of men's winter shoes at 15 yuan/pair (wholesale price 45 yuan) and selling out within a month, making 5 yuan profit per pair.
外贸原单为什么便宜？
Why Are Authentic Foreign Trade Items Cheap?
外贸原单比假货便宜的原因主要有：
The main reasons authentic foreign trade items are cheaper than fakes:
- 库存压力：厂家需要快速回笼资金
- 款式老旧：多为过季或积压产品
- 码数不全：难以成套销售
- 薄利多销：靠走量盈利
- 渠道特殊：避开正品销售体系
- Inventory pressure: Manufacturers need quick capital turnover
- Outdated styles: Mostly out-of-season or overstocked products
- Incomplete sizes: Difficult to sell as complete sets
- Small profits but quick turnover: Profit relies on volume
- Special channels: Bypassing authentic sales systems
近年来，随着实体店生意下滑，尾货生意也越来越难做。去年老牛处理一批女鞋，两个月才卖完，扣除成本后基本白忙一场。很多人误以为尾货商利润很高，实际上风险与压力同样巨大。
In recent years, with the decline of physical store business, the inventory clearance trade has become increasingly difficult. Last year, Old Niu took two months to sell a batch of women's shoes, barely breaking even after costs. Many people mistakenly believe clearance dealers make huge profits, but in fact the risks and pressures are equally enormous.
对于想做外贸原单生意的朋友，老牛建议：一定要有足够的仓储空间，精准的市场判断力，以及承受库存风险的心理准备。同时，利用好SEO和谷歌广告等数字营销工具，可以帮助更快地消化库存。
For friends interested in the authentic foreign trade business, Old Niu advises: You must have sufficient storage space, accurate market judgment, and psychological preparation for inventory risks. Meanwhile, making good use of digital marketing tools like SEO and Google Ads can help clear inventory faster.
