(Source: https://pltfrm.com.cn)
Establishing relationships with Chinese retailers in the dairy industry involves understanding the local market dynamics, building trust, and navigating the unique business environment. Here’s a strategic approach:
1. Market Research and Understanding
Consumer Preferences: Understand the preferences and habits of Chinese consumers regarding dairy products.
Retail Landscape Analysis: Study the retail landscape in China, identifying key players, market trends, and distribution channels.
2. Building a Network
Industry Events: Attend trade shows, expos, and industry events in China to network with potential retail partners.
Local Partnerships: Consider forming partnerships with local businesses that already have established retail networks.
3. Tailored Product Offerings
Adapt Products: Tailor your dairy products to suit local tastes and preferences. This may involve modifying flavors, packaging, or product formulations.
Highlight Unique Selling Points: Emphasize aspects of your products that appeal to Chinese consumers, such as health benefits, quality ingredients, or international standards.
4. Negotiating with Retailers
Understanding Retailer Needs: Understand what Chinese retailers look for in a supplier, such as pricing, supply reliability, marketing support, and product uniqueness.
Flexible Terms: Be prepared to negotiate terms that may differ from Western practices, including payment terms, delivery schedules, and volume discounts.
5. Relationship Building
Trust and Relationship: Emphasize building long-term relationships based on trust, which is crucial in Chinese business culture.
Regular Communication: Maintain regular and open communication with retail partners to address any issues promptly and efficiently.
6. Compliance and Regulations
Regulatory Compliance: Ensure that your products meet all Chinese regulatory requirements for dairy products.
Labeling and Packaging: Comply with Chinese labeling and packaging regulations, ensuring all information is correctly translated into Mandarin.
7. Sales and Marketing Support
Promotional Activities: Support retailers with promotional materials and marketing campaigns tailored to the Chinese market.
Point-of-Sale Materials: Provide attractive point-of-sale materials to help retailers effectively market your products.
8. Leveraging E-Commerce Platforms
Online Retail Channels: Explore partnerships with e-commerce platforms like Tmall, JD.com, and Pinduoduo, as online shopping is hugely popular in China.
9. Quality Assurance and Consistency
Quality Control: Maintain high-quality standards for your products, as consistency is key to sustaining long-term retail relationships.
Feedback Loop: Create a system to receive and act on feedback from retailers and consumers.
10. Local Distribution and Logistics
Effective Distribution: Set up efficient distribution and logistics to ensure timely and reliable product delivery to retailers.
Inventory Management: Work closely with retailers for effective inventory management and to minimize stockouts or overstock situations.
Conclusion
Establishing relationships with Chinese retailers in the dairy industry requires a deep understanding of the local market, adapting products to local tastes, building trust-based relationships, and providing strong sales and marketing support. Compliance with local regulations and effective distribution are also crucial for a successful partnership.
PLTFRM is an international brand consulting agency that works with companies such as Red, Tiktok, Tmall, Baidu, and other well-known Chinese internet e-commerce platforms. We have been working with Chile Cherries for many years, reaching Chinese consumers in depth through different platforms and realizing that Chile Cherries exports in China account for 97% of the total exports in Asia. Contact us and we will help you find the best China e-commerce platform for you. Search pltfrm for a free consultation!
