[B2B Case] World Tesco: Mobile Terminal Is The Future Direction

Q: from the current figures, what is the development stage of China's cross-border electricity supplier industry? What is China's cross-border electricity supplier in the global situation?

The A: industry began to develop in the past 08 years. Before it was a grass-roots team, there was not much capital involvement. Now, many industry related policies have been formulated from the national level, and then the development of the three party industry, such as logistics and payment, will soon enter the initial stage of rapid development. Including the larger companies such as speed sell, Jingdong and some big traditional companies are entering the industry, and funds are also entering the industry. However, there are some barriers in this industry, that is, relatively few talents are involved, and there will still be a few years to cultivate talents. Therefore, we will strive to become bigger and stronger in the golden age of one or two years.

The pattern of China's cross-border electricity providers is: several large platform companies such as Amazon, eBay, speed sell, and several relatively large B2C companies such as DX and Lanting Pavilion. The other is the seller who has many accounts on the platform. There are more companies in this category, and about 50-60 of the 100 million sales accounts. At present, the largest market share of Lanting Pavilion accounts for 1% ~2% of the total market size. The development of every company depends on how the company operates. The whole cross-border electricity supplier is a trillion dollar level in foreign countries. China's B2C accounts for a small proportion, millions of scale, and the market space is still very large.

How large is the scale of Q: development?

At present, the scale of A: is 200-300 billion US dollars. The company has to exceed the average speed of 30-40%. A lot of overseas customers are there, and the industry can develop mainly because Chinese products are competitive. We feel that the delivery speed of logistics has been faster and faster from 08 to now, and the price is also getting lower and lower.

Q: domestic B2C business development is also relatively concentrated. Will the future foreign trade suppliers become such a situation? What do you think is the key factor for the success of the cross border e-commerce industry?

A: will eventually be more concentrated, but the process will be slower, and foreign languages and preferences are quite different. Now everyone can make money and make profits. In the future, we will go through a stage where everyone does not make money, and then there will be some enterprises with better qualifications. Eventually there will always be some small vertical websites that can survive, but big companies must be concentrated. I think there are three key points for success: first, the team must be creative, the two is executive, and the three is learning to change.

Comparison between the company and the same industry at home and abroad

Q: what is the difference between the current development and product pricing of the local e-commerce providers in the European and American markets, compared with the logistics cycle of local online shopping?

A: the largest US is Amason eBay. Amason usually arrives five or six days. The company sells five or six days in Amason, and it takes five or six days to start from home. It takes more than ten days to make the logistics cheaper. The local brand is sure to be heavy, and our advantage is that the products are rich, the products are fast changing, and there are many low and middle income groups in the United States, so there is a great demand for our products.

Q: is our SKU in the supply chain unique from Amazon's SKU? How much difference does it make with foreign products?

A: at present, factories are very smart. Few factories allow only one household appliance manufacturer to sell this stuff. They are better equipped with suppliers, and shipping is faster. Individual businesses say that products are sold exclusively to you, but they will not become mainstream. Similar products may sell US $10 and sell US $30 overseas.

Q: company Where are the advantages?

A: our advantage team advantage, the company's team are all promoted by us, the executive power is relatively strong. The ability of the team to learn, execute and communicate will be stronger. In fact, various companies understand that the team will be better than others in terms of technology and brand and Lanting Pavilion ratio. But we will be more fortunate in terms of operation and finance. We are now doing a larger scale in clothing, and the company's cooperation with suppliers is slightly better.

Q: would you like to comment on the development of 3C category of clothing? Is DX performance declining, which indicates that 3C is concentrated on large platforms? What is the difference between a company and a platform?

A:3C is still very good at this stage. We need to do something or start some new products. EBay and Amazon do very early, and our relationship is mutual promotion. We are involved in millions of customers, eBay is active 1 hundred million, we are very small, and we haven't talked about competing.

and platform The difference between sellers is that there are more than tens of thousands of SKU on our website. Every seller on eBay has hundreds of SKU. In the face of customers, we can offer lower prices. At the same time, we have a discount in the way of payment, there is promotion fee on the platform, there is no platform fee. Customers can buy several clothes on eBay, they may buy them in several stores, distribute them several times, and we can get them done once at a time, saving consultation time and logistics cost.

Q: we went to Europe and the United States outlets are also 10 dollars a piece of clothing, there are also electricity providers abroad, how do you view this competition?

A: online selection is faster. We have many styles. Second, the world is very large. The goods in the world are always in short supply, so we should do well in places where we do not have enough supply. At present, the point that we attract customers is low price and category. From the point of view of electronic products, our electronic products are more and more innovative. Now, even selling 200-300 dollars is very attractive.

Q: Jingdong has been wearing Taobao for many years. The clothing of the company is small scale purchase, and it is not necessarily cheaper. WAL-MART's global procurement costs are relatively low, and of course it is offline sales.

A: whether we control the cost well or compare with the same industry, we still have a competitive advantage compared with our peers. I have been emphasizing to our company team that we are very poor and there are still many areas to improve. The clothing industry is definitely not a price comparison industry. Unless Google's image search reaches a very precise level, it is possible to reach the stage of parity. Again, the pressure of 1~ 2 dollars is not significant. As for repeated purchases, there are still different things to do at different times. The second stage is to let customers buy and wear (size problems), and the third is to expand product categories.

Q: what is the difference between us and the platform businessmen? There are 200-300 factories that are connected with me. Do we have advantages in logistics and customer service?

A: the advantage of our Tesco is that our products are much better.

Q:Dx growth has come down. What do you think is the reason?

A: my thinking is still emphasizing team factors. Their forum marketing is more competitive, for example, the forum has 100% market share, they take 70% away, and now everyone is doing it, maybe they account for only 40%. But the forum is only one way to promote it. DX traffic has not been reduced, but the growth rate has come down.

The company's own business and strategy

Q: Jingdong can still grow 100 billion? What kind of interval will our growth rate be in future?

A: with my current team, the growth rate will not come down until 1 billion dollars.

Q: will there be any adjustment to the websites of different countries for different consumption attributes of each country?

A: company It is still in a growing period. At present, it recommends massive products to customers. We haven't talked about the plowing.

Q: now the company has a vertical platform with third party platforms. Will it be one or two or more?

A: third party platform is not the focus of the company at present. We do not invest much in it. We do not restrict the development of any direction. Anyone who develops well will do so. We have seven or eight websites, but now there are four or five major ones. The ultimate goal is to want each category to be a website, and it is also possible to turn it into a platform in the future, so it needs to do different things at different times. At the same time, because the system of all the websites of the company is developed by itself, although the platform is looking at a lot, it is the same set of people from technology and promotion, at the most, it is responsible for adding one or two categories.

Q: are there more than 50 of the hundreds of millions of platforms that have advantages in the supply chain? Will these sellers be the resources of our cooperation?

A: Yes. With this possibility, we are still in a position of cooperation.

Q: what are the company's target customers?

A: at present, young people are not very well-off people. Young people are mainly active, and the rate of repeat purchase is relatively high.

Has Q: ever thought of making his own brand?

A: at present, we still look at what customers like. We can see that Chinese brands are becoming more and more innovative and more and more brands. At present, the company emphasizes the development, then the channel brand, and the last product brand, it is a little early to mention the product brand. It may take two or three years to mention this question.

Q: why do websites need to build many platforms instead of directly building a platform?

A: the advantage of vertical is that customers can easily remember you, and the rate of return will be higher. We still hope that the characteristics of different websites are different. Some overseas customers like to post mail, others like cheap price and different characteristics to make some distinction. Platforms and vertical have their own advantages and disadvantages.

Q: what is the long-term profit margin of a company? What is the level of net profit?

A: doesn't want to save any money now, just keep it up, and still think about how to develop rapidly. There may be an exclusive brand in the future, and then there will be an appropriate premium.

About logistics

Q: there are customers simulating the order on the website. The 7 garments are 66 dollars, but the freight cost is 42 dollars. The address is shipped to the United States. If this is the case, why would anyone accept this level of freight? If you buy a piece of clothing, how does this 385 unit price come from? So how much does the freight cost account for the customer price?

A: basically, the freight accounts for about 25% of the customer's price, and it also has something to do with the way the customers are transported. I believe he must choose the most expensive express. The price is higher indeed. In fact, there is a cheaper way of sending ordinary mail, so the distribution speed is a little slower. Choose your logistics mode, logistics costs accounted for more than 30% per unit price. Because the clothing value is relatively low, the weight is not low, so the clothing "freight / passenger price" will be a little higher.

Q: you are also building some warehouses in the clothing industry. How do you plan the layout of the world and shorten the receiving period?

A: we have overseas warehouses in Britain, France, Australia and so on. The overseas warehouse will receive goods in five or six days.