(Source: https://pltfrm.com.cn)
Introduction
China offers massive e-commerce potential for overseas brands, but success requires much more than just listing products online. Winning strategies involve localization, platform-specific execution, and strategic consumer engagement. Here’s how top overseas brands are achieving high growth in China’s e-commerce landscape.
1. Precision Platform Strategy Development
1.1 Tmall vs. JD vs. Emerging Channels
- Approach: Select platform combinations strategically based on category fit — luxury, FMCG, electronics, etc.
- Impact: Optimizes exposure where target customers actually shop.
1.2 Douyin and Xiaohongshu Commerce Expansion
- Tactic: Add video-driven discovery platforms for younger, trend-driven shoppers.
- Benefit: Captures demand earlier in the consumer journey.
2. Investing in Localized Content and Brand Presence
2.1 Visual and Story Localization
- Method: Tailor visuals, brand language, and customer experience to Chinese aesthetics and cultural norms.
- Impact: Improves resonance and recall among local audiences.
2.2 Local Campaign Calendar Alignment
- Plan: Build marketing calendars around China’s major shopping festivals — 618, Double 11, Chinese New Year, Qixi Festival.
- Benefit: Taps into high-intent shopping windows.
3. Building a Strong KOL and KOC Strategy
3.1 KOL-Led Launches and Livestreams
- Strategy: Partner with mid-tier and top-tier influencers for product launches, especially on Douyin and Tmall Live.
- Impact: Creates immediate awareness and urgency.
3.2 KOC Advocacy Programs
- Tactic: Incentivize everyday users (KOCs) to share authentic brand experiences across Xiaohongshu and WeChat.
- Benefit: Builds grassroots credibility and viral amplification.
4. Operational Excellence in Fulfillment
4.1 Fast Fulfillment Commitment
- Approach: Meet the rising demand for next-day or 48-hour delivery through local warehousing solutions.
- Impact: Reduces cart abandonment and builds loyalty.
4.2 Integrated Customer Service Channels
- Method: Offer after-sales service through WeChat, Mini-Programs, and Tmall/JD service systems.
- Benefit: Enhances buyer trust and repeat purchase rates.
Case Study: A Scandinavian Homeware Brand’s E-Commerce Rise
After struggling with slow cross-border delivery, a Scandinavian homeware brand established bonded warehouse logistics, launched Xiaohongshu and Douyin campaigns with lifestyle KOLs, and adapted campaign themes to Chinese home décor trends. Within one year, their Tmall Global GMV grew by 250%.
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!
