James Gurd and Global Digital Director Will Lockie discuss the intricacies of expanding ecommerce brands into the Chinese market.
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This ecommerce podcast explores explores the unique dynamics of the Chinese ecommerce market and consumer purchase journey, the importance of compliance and local partnerships, and the strategies for successful market entry.
The conversation also delves into the role of platforms like Tmall and WeChat, the significance of live shopping, and the challenges of performance marketing in China. Will shares valuable insights from his experiences, emphasising the need for a tailored approach to product strategy and marketing in this rapidly evolving landscape.
Key takeaways:
- China teaches you how to accelerate digital.
- The customer journey is completely different to Western markets.
- Skincare is the top selling category in China.
- Spend time in the market to understand it better.
- Product formulations must be legally compliant.
- Allow yourself a bare minimum of 12 months.
- Hiring local talent is essential for success.
- Tmall Global is a great starting point for brands.
- WeChat is a mini CRM for brands.
- Live shopping is critical in a noisy market.
Chapters:
- [00:35] Introduction to E-commerce Expansion in China
- [05:30] Understanding the Chinese Market Dynamics
- [10:25] Go-to-Market Strategies for China
- [14:20] Product Compliance and Adaptation
- [16:55] Navigating Bureaucracy and Compliance
- [18:00] Finding Local Advisors and Building Networks
- [20:20] Leveraging Tmall Global for Market Entry
- [22:40] The Role of WeChat in the Purchase Journey
- [27:50] Live Shopping Trends in China
- [35:00] Performance Marketing Strategies in China
- [40:27] Team Structure and Resourcing for Expansion
Want to suggest a topic or guest for a future episode? Contact us via the website or on LinkedIn.