B2B Win Conception

The Concrete Realization from Actual Experience

Since 2007 I started doing overseas B2B business of developing brand distributors and OEM/ODM business partners. There were many stories of success and failure as well as happiness and pain resulted by culture difference, fixed business mind, language misunderstanding, communication efficiency, channel management, marketing investment, technical support, new products launching, effective feedback, after-sales service, RMA policy, payment term, shipment delivery and other unpredictable challenges and problems.

B2B business is the collaboration between two companies together for providing product or solution to end customers, who finally pay for the whole supply chain. Even one tiny part has problem, the deal will not be done, so B2B business has higher requirements for more professional and closer cooperation. For each part of the business chain there may be the different requirements, which should be fully satisfied, otherwise the cooperation will be not stable and long-term. Obviously speaking B2B business means to bind two companies together for the common target and eventually win the rewards after achieving the target.

Because of the distance factor of international trade generally we divide the business process into two parts of Chinese supplier and local purchaser. For supplier the main duty is to provide the quality products, update and upgrade new products, on-time delivery, assured production, competitive price, marketing investment and RMA support. On the contrary the purchaser's main duty is to distribute the products into channels, local promotion activities, assignment and money collection, warehouse, after-sales service, local courier and on-line self-medias maintenance. There are so many factors requiring to be considered for a successful business, and surely just only a good price isn't enough. Price should be competitive, and trust is more important factor.

To build up a trusted business relationship isn't easy and need time and practical experiences as basis. In my mind the first step to win trust need have open mind for sharing and put yourself in others shoes. During this moment you need have knowledge and expertise to ask the right questions and well listen and feel what the other side pays attention to. The gold rules are how to say is more important than what to say and understanding is more important than just listening. Especially the communication isn't by mother language, so you must catch the core points accurately even it's very harder. This is the special skills gained by repeatedly practices, and the team mastering it is rare and competitive in market.

After initial cooperation stage the both parties enters into the new level of together facing the market competition and focus on actual events or detailed things. The challenges in this period will be the support and service, which means not just give feedback or response on what the purchasers demand. It need be more active and aggressive with systematic thinking for forming up the common target with clear and definite cooperation strategy and marketing tactics. The long-term business program and innovation ability can guarantee that the mainstream new product or service will be continuously launched so as to keep the market activity and bring the expected values to existed and potential customers.

In one word the success of international trade has no secrets except for diligence, integrity, persistence, professional and respect. More importantly it's to deeply know the back meaning of each word after experiencing the road.

Here Kosky is on this road...

What we realize?

B2B Win Conception

The Concrete Realization from Actual Experience