(Source: https://pltfrm.com.cn)
Introduction
China’s B2B e-commerce infrastructure is becoming more dynamic, data-driven, and accessible to overseas brands. The rise of digital procurement, enterprise-facing marketplaces, and localized service expectations has opened up new growth avenues. This article offers practical strategies for capturing long-term enterprise demand via e-commerce in China.
1. Establish a Dual-Channel E-Commerce Setup
1.1 Leverage Both Marketplace and DTC Channels
Use Alibaba 1688 or JD Business for initial exposure and credibility while setting up a branded B2B mini-site for higher-margin deals and customized proposals. This dual structure balances volume with strategic control.
1.2 Localize Domain, Hosting, and Load Speed
For branded channels, use a .cn domain, host locally (e.g., Alibaba Cloud), and ensure mobile responsiveness to meet China’s speed and firewall standards. Seamless performance boosts buyer trust.
2. Offer Enterprise-Friendly Pricing and Purchase Structures
2.1 Display Tiered Discounts and Credit Terms
Provide pricing by quantity tier (e.g., 100 units / 500 units / 1000 units) with RMB invoicing. Consider extending 15–30 day payment terms for verified corporate clients via pre-approved WeCom accounts.
2.2 Enable Self-Service Contracting and Renewal
Offer downloadable procurement contracts and a digital portal where customers can renew subscriptions or reorder standard SKUs, reducing sales friction and boosting retention.
3. Support Operational Integration and Compliance
3.1 Offer API Hooks to Customer Procurement Systems
Chinese enterprises increasingly demand API connections for inventory sync, invoicing, and usage tracking. Provide detailed documentation in Mandarin for tech teams to build integrations.
3.2 Pre-register on Tax and Customs Databases
For cross-border deals, proactively register with China’s Single Window and Golden Tax System to ensure e-invoicing, customs clearance, and VAT compliance without delays.
4. Drive Lead Qualification Through Content and CRM
4.1 Use Whitepapers, Webinars, and Industry Guides
Offer gated content on topics like “Digital Procurement in Tier-2 Cities” or “How to Audit Chinese Supply Chains” to attract leads with high intent and provide your sales team with context.
4.2 Track and Score Leads With Chinese CRM Tools
Adopt localized CRMs like Xiaoman (晓曼) or Tezign CRM to handle follow-ups in Mandarin, assign leads by region, and automate post-quote nurturing sequences through WeCom integration.
5. Case Study: Dutch SaaS Platform Expands Manufacturing Accounts
A Netherlands-based SaaS platform offering inventory optimization targeted China’s mid-sized manufacturing sector. PLTFRM localized their software stack and built integrations with UFIDA and Kingdee ERP systems. A dual sales approach—combining Baidu SEM with inbound leads from Alibaba 1688—was paired with a Mandarin content hub. Within nine months, the client onboarded 24 factory groups in the Yangtze River Delta with an average 18-month contract length.
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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