餐巾纸销售策略与采购要点

一、餐巾纸原纸推销策略（供销售方使用）

1. 精准定位客户需求

目标客户分类：

餐饮行业：关注性价比、吸油吸水性和卫生标准。

酒店/会所：偏好高克重（20-25g/㎡）、柔软度好的原纸。

纸巾加工厂：需要大卷原纸（分切前），注重基重和分切效率。

医疗机构：要求无菌、无荧光剂的原纸。

提问技巧：

“您目前使用的原纸克重是多少？是否有掉屑或吸水性不足的问题？”

“您更看重成本控制还是高端质感？”

2. 突出产品核心卖点

话术示例：

环保性：

“我们的原纸采用100%原生木浆，通过FSC认证，适合高端餐饮品牌提升形象。”

成本优势：

“批量订购每吨可优惠5%，长期合作支持月结30天。”

定制服务：

“可提供压花、LOGO水印、分切等一站式加工，节省您二次处理成本。”

3. 销售工具准备

必备材料：

样品（不同克重/工艺）、检测报告（SGS/GB认证）、价目表（明确起订量）。

成功案例（如：“为XX连锁火锅店年供货200吨”）。

演示技巧：

用滴水实验对比吸水性，撕拉测试展示韧性。

二、餐巾纸原纸采购指南（供购买方参考）

1. 明确采购标准

关键指标：

参数普通级高档级

克重

13-18g/㎡

20-25g/㎡

吸水性

≥30mm/100s

≥50mm/100s

认证要求：GB/T 20808（食品级）、ISO 9001。

2. 供应商评估

筛选步骤：

验厂：检查生产车间卫生、原料仓储（是否防潮）、质检流程。

试单：订购1-2吨测试实际使用效果。

三、常见问题解决方案

问题1：原纸运输中受潮？

答：合同中注明“防潮包装+到货验湿”，破损拒收。

问题2：供应商突然涨价？

答：签订框架协议时约定“价格浮动条款”（如±5%内不调价）。

问题3：小批量采购难？

答：联系贸易商或寻找“现货库存”供应商（需加价5%-10%）。

四、一句话总结

销售方：“用样品说话，用定制服务增值，用长期合作绑定客户。”

采购方：“验厂比价格重要，小单试错比盲目大批量更稳妥。”

1、 Promotion strategy for napkin base paper (to be used by suppliers and sellers)

1. Accurately locate customer needs

Target customer classification:

Catering industry: Focus on cost-effectiveness, oil and water absorption, and hygiene standards.

Hotels/clubs: Prefer high weight (20-25g/㎡) and soft base paper.

Tissue processing factory: requires large rolls of raw paper (before slitting), paying attention to basis weight and slitting efficiency.

Medical institutions require sterile and fluorescent free base paper.

Questioning skills:

What is the weight of the base paper you are currently using? Do you have any issues with chip shedding or insufficient water absorption

Do you value cost control or high-end quality more

2. Highlight the core selling points of the product

Example of Script:

Environmental friendliness:

Our base paper is made of 100% virgin wood pulp, certified by FSC, and suitable for high-end catering brands to enhance their image

Cost advantage:

Bulk orders can enjoy a 5% discount per ton, and long-term cooperation supports monthly settlement for 30 days

Customized services:

We can provide one-stop processing such as embossing, logo watermarking, and slitting to save you on secondary processing costs

3. Preparation of sales tools

Essential materials:

Samples (different weight/process), testing reports (SGS/GB certification), price list (specifying minimum order quantity).

Successful case (e.g. "Annual supply of 200 tons to XX chain hotpot restaurant").

Presentation skills:

Compare water absorption through drip experiments and demonstrate toughness through tear tests.

2、 Purchasing Guide for Napkin Raw Paper (For Buyers' Reference)

1. Clarify procurement standards

Key indicators:

Parameters: Normal Grade, High Grade

grammage

13-18g/㎡

20-25g/㎡

Water absorption

≥30mm/100s

≥50mm/100s

Certification requirements: GB/T 20808 (food grade) ISO 9001。

2. Supplier evaluation

Filtering steps:

Factory inspection: Check the hygiene of the production workshop, the storage of raw materials (whether they are moisture-proof), and the quality inspection process.

Trial order: Order 1-2 tons to test the actual usage effect.

3、 Common problem solutions

Question 1: Is the raw paper damp during transportation?

Answer: The contract specifies "moisture-proof packaging+moisture inspection upon arrival" and rejects damaged items.

Question 2: Does the supplier suddenly raise prices?

Answer: When signing the framework agreement, it is agreed to include a "price fluctuation clause" (such as no price adjustment within ± 5%).

Question 3: Is it difficult to purchase in small batches?

Answer: Contact traders or look for "spot inventory" suppliers (with a 5% -10% markup).

4、 One sentence summary

Salesperson: "Speak with samples, add value with customized services, and bind customers with long-term cooperation

Purchasing party: "Factory inspection is more important than price, and small order trial and error is more reliable than blind mass production