(Source: https://pltfrm.com.cn)
Introduction
For foreign companies, China’s booming e-commerce sector offers huge opportunity — but success requires far more than just opening a flagship store. It demands localization, speed, and precision. Here’s how the most successful foreign brands are growing and thriving in China’s competitive digital marketplace.
1. Localized Platform Entry and Expansion
1.1 Choosing Cross-Border or Local Models
- Approach: Start with Tmall Global or JD Worldwide for easier market access, then transition to fully localized operations.
- Impact: Balances quick market testing with long-term scalability.
1.2 Building Multi-Platform Presence
- Tactic: Operate across Tmall, JD, Douyin, and Xiaohongshu simultaneously to maximize traffic sources.
- Benefit: Increases touchpoints across different consumer behaviors.
2. Deep Local Consumer Understanding
2.1 China-Specific Product Positioning
- Strategy: Adapt product descriptions, sizing, ingredients, and messaging to match Chinese preferences and trends.
- Impact: Enhances product-market fit and appeal.
2.2 Festival-Centric Marketing Strategies
- Plan: Develop targeted campaigns around Double 11, 618 Festival, and Chinese New Year to ride major traffic waves.
- Benefit: Captures peak spending periods effectively.
3. Influencer-Led and Social-First Approaches
3.1 Short Video and Livestream Activations
- Method: Use Douyin influencers and Tmall Live to bring storytelling and entertainment into shopping.
- Impact: Shortens conversion cycles and builds urgency.
3.2 Authentic KOC Advocacy
- Tactic: Seed products with everyday consumers to create authentic user-generated content (UGC) on Xiaohongshu.
- Benefit: Boosts organic reach and credibility.
4. Operational and Customer Service Excellence
4.1 Local Fulfillment Networks
- Approach: Leverage bonded warehouses in China for faster deliveries and local returns handling.
- Impact: Reduces cart abandonment and customer complaints.
4.2 24/7 Customer Engagement
- Plan: Offer bilingual WeChat-based customer support, live chat, and instant refund processing.
- Benefit: Increases satisfaction and repeat purchase rates.
Case Study: A French Gourmet Food Brand’s China Entry
A French gourmet brand initially launched via Tmall Global, built strong Xiaohongshu KOC buzz, invested in bonded warehouse infrastructure, and adapted recipes for local palates. Within 18 months, China became its fastest-growing international market with a 270% YoY sales increase.
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!
