(Source: https://pltfrm.com.cn)
Introduction
For overseas brands, China’s industrial markets offer enormous potential, but success requires nuanced understanding of local trends and operations. Qualitative research techniques provide the depth necessary to make informed market entry decisions. This article highlights actionable approaches to gain such insights.
1. Focus Groups with Industry Stakeholders
1.1 Supplier Panels
Method: Organize focus groups with suppliers to understand supply chain challenges, pricing sensitivities, and operational efficiencies.
Advantage: Improves negotiation strategies and identifies reliable local partners.
1.2 End-User Feedback Sessions
Approach: Gather insights from engineers, procurement managers, or facility operators on product usability and requirements.
Impact: Informs product design and service offerings tailored to China’s unique industrial environment.
2. Observational Studies in Industrial Parks
2.1 Site Walkthroughs
Implementation: Observe production processes, logistics flows, and equipment utilization in industrial parks.
Benefit: Offers real-world context for operational planning and risk management.
2.2 Process Mapping
Technique: Map workflows and identify efficiency gaps that overseas brands can address with their products or services.
Outcome: Helps position offerings as solutions to local pain points.
3. Expert Interviews and Advisory Panels
3.1 Industry Experts
Action: Engage consultants, analysts, and senior engineers for in-depth interviews about market dynamics.
Advantage: Provides credible insights that guide strategy development and pricing decisions.
3.2 Advisory Panels
Strategy: Assemble panels of local and international experts to validate findings and refine market approaches.
Result: Ensures a well-rounded perspective and mitigates misinterpretation of qualitative data.
4. Case Study: European SaaS in Logistics Management
A SaaS company providing warehouse management software conducted extensive expert interviews and focus groups in Shanghai’s industrial zones. Findings on local warehouse workflows and pain points allowed the company to customize features for Chinese logistics teams. Within the first year, adoption rates exceeded expectations, and customer retention increased by 35%.
Conclusion
China’s industrial markets require strategic qualitative research to uncover operational realities and customer expectations. Overseas brands that systematically apply interviews, focus groups, and observations can adapt effectively and build sustainable growth.
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!
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