(Source: https://pltfrm.com.cn)
Introduction
China remains one of the most promising yet complex markets for overseas expansion. With its tech-savvy consumers, fast-evolving platforms, and regionally varied demand, business development in China calls for local agility and digital precision. In this article, we unpack the strategies successful brands use to establish a foothold, develop scalable operations, and navigate the competitive terrain.
1. Start with Market Feasibility and Fit
1.1 Research Demand and Category Trends
Use tools like Baidu Index, Xiaohongshu analytics, and Douyin trend reports to understand whether your category is rising, plateauing, or saturated. A thorough demand analysis prevents misaligned product launches.
1.2 Identify Regional Entry Points
China is not a monolith. Depending on your segment, a launch in Tier 1 cities may not always be ideal. For example, fast-growing Tier 2 cities like Chengdu or Hangzhou often offer better ROI due to rising disposable income and lower competition density.
2. Customize Brand Positioning and Communication
2.1 Develop a China-Specific Value Proposition
What makes your product stand out globally might not resonate locally. Develop new messaging aligned with Chinese cultural aspirations—such as “high-tech wellness,” “aesthetic lifestyle,” or “status-driven simplicity.”
2.2 Leverage Local KOLs for Trust Building
Collaborate with niche influencers or industry experts to communicate your brand’s value. Authentic third-party validation is critical in business development for building early traction and community trust.
3. Localize Digital Sales Channels and Operations
3.1 Use Tmall or JD for Category Validation
These platforms allow you to test demand while benefiting from built-in infrastructure and traffic. A Tmall flagship store offers brand control, while JD’s logistics backbone ensures smooth delivery.
3.2 Build Private Traffic Through WeChat Ecosystems
Establish Mini Programs, branded WeCom accounts, and segmented user journeys. This ensures repeat engagement and gives you ownership of customer data for remarketing and CRM.
4. Strengthen Execution with Local Expertise
4.1 Build a Hybrid Local-Global Team
Combine your brand’s global DNA with Chinese experts in marketing, customer service, and fulfillment. This hybrid model improves communication speed and campaign relevance.
4.2 Work with a Market Entry Consulting Partner
Experienced partners can offer advisory on pricing, regulatory filing, and cross-border tax strategy. This accelerates business development and reduces costly delays.
5. Case Study: Danish Homeware Brand Enters China with Local Positioning
A Scandinavian homeware brand wanted to enter China but lacked cultural relevance. PLTFRM helped reposition the brand as “Nordic calm living” with storytelling tailored to Chinese urban millennials. We facilitated entry via a Tmall flagship store, implemented a private traffic funnel through WeCom, and ran a KOL campaign on Xiaohongshu. Sales exceeded projections by 40% in the first 90 days, proving the power of tailored brand development.
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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