(Source: https://pltfrm.com.cn)
Introduction
China’s vast market potential is matched by its rapid change and digital complexity. Business development here is not simply about entering the market—it’s about adapting fast, integrating with local systems, and iterating through feedback. For overseas brands to succeed, strategic execution and cultural localization are essential. This article outlines proven tactics to accelerate brand growth and commercial traction in China.
1. Define a Clear China Growth Roadmap
1.1 Segment Your Market Entry by Phase
Break your approach into test, scale, and sustain stages. Begin with narrow SKU testing on platforms like Tmall Global, gather feedback, and expand based on performance. This phased development avoids over-investment and guides resource allocation.
1.2 Set Milestones Tied to Local Metrics
Define success benchmarks using China-specific indicators such as WeChat follower growth, Baidu brand search volume, Douyin engagement rate, and cross-border store conversion rate.
2. Win Local Relevance Through Brand Reframing
2.1 Adapt Your Brand Story to Local Values
Reinterpret your global brand DNA through lenses that resonate in China—such as wellness, heritage craftsmanship, or tech innovation. For example, a health product could align with the “养生” (self-care) trend when localized well.
2.2 Offer China-Specific Campaigns
Align with key promotional moments like Double 11, 618, and Qixi Festival. These touchpoints offer massive exposure and build emotional resonance through context-specific messaging and design.
3. Operationalize Omnichannel Integration
3.1 Sync Online and Offline Channels
Coordinate Tmall or JD promotions with offline activations in department stores or pop-up events. This approach strengthens trust and supports brand legitimacy, especially for higher-value products.
3.2 Use Live Commerce for Product Demonstration
Livestreaming on Douyin or Taobao Live is a powerful way to explain product features, answer audience questions, and drive real-time conversions. It also serves as a discovery channel during new product launches.
4. Invest in Long-Term Local Presence
4.1 Set Up a Mainland Entity When Ready
Once demand justifies it, transition from cross-border to onshore operations by setting up a WFOE (Wholly Foreign-Owned Enterprise). This unlocks full control over logistics, invoicing, and local hires.
4.2 Build a China-Based Community
Use content marketing and branded events to nurture a WeChat follower base, run loyalty programs, and involve customers in co-creation. A local community is a strategic asset for feedback and advocacy.
5. Case Study: Italian Personal Care Brand Scales in China
A premium Italian skincare brand faced stagnant growth through cross-border e-commerce. PLTFRM helped localize their brand narrative using “clean beauty” and “gentle for sensitive skin” messaging tailored to Chinese beauty concerns. We developed a three-phase expansion roadmap, coordinated their first 618 campaign, and set up offline sampling events in premium malls. Within a year, China became their second-largest market globally.
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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