Global Sourcing for Global Online Shopping Clubs
Almost every week, I get a call from a different start-up e-commerce
company asking for product support and/or XML share. Their goals are
identical: " - We want to do cross-border e-commerce focusing on fashion apparel ". It is great to see many "entrepreneurs"
(at least this is the term they use to describe themselves) are
pursuing their dreams on becoming a success story and ultimately attract
a venture capital firm to buy them over for good sum of cash ! I could
list many different real life examples here, but if you are into global
e-commerce, you probably know them anyway.
Weather you hold a ivy league college degree, or graduated from "University of Life"
, it is obvious that you need some cash, and a good business and solid
marketing plan ahead. We all know this...but do you really have the
network to source products globally to sell on line? What are the
dynamics of finding the right sourcing companies which can offer you
products/services internationally? What are the vital threats for both
parties? JIT customs and delivery regulations? Believe me, there are no
right answers for these (or alike) questions. All you need is to have
the guts to try and see. However, it is very important to have someone,
or some people in your staff who are familiar with ex-im formalities.
Otherwise, the result can be tragic.
Here are some ironically stereotyped Shopping Clubs I had experienced with:
Untouchables:
They
are the high-rollers ! You try contacting them with the utmost
courtesy, explaining, if the chance is given, how profitable your
products/services can be for them. But no, they are at the peak of "Mountain Arrogance"
and they want you to go on and play with the sand. No matter what you
do, how you try to get a foothold at their doorsteps, they push that
door further to close up on your face. No sweat ! You tried, now wait
for another 6 months to follow up on them and see if they remain as they
were. If not, don't waste anymore time.
Elephants in a glass shop:
They
are huge to move around ! You got in, but your emails are being
forwarded from buyer to another buyer, while you are trying to keep up
with the updates. So you got lucky and got a buyer who really clicks
with you. Great ! Be patience, be polite, furthermost, be gently
pursuasive. Follow up on them, answer emails within 6 - 8 hours, be as
helpful as you can. Outcome will please both sides.
Timids:
Now
this is a tricky one....these are the types which have dealt
internationally in the past, but had terrible experiences with the
suppliers. Probably they received nothing like what the customers
ordered, or the PO has been delivered very late, and worst scenario is
to have more than half of short sent items. If this is the case, I
cannot blame them for not willing to give it a try with you. So it is "you"
who should try three times harder to prove them that you are the good
guys who stick to their promises by offering good products, with good
prices, sending the right orders, within the right period of time. When
and if you maintain a smooth operation, they can be a great referrence
for you.
Party Poopers:
So
you got everything in place, and started-off with some good online
sales with good results. You think that you are in heaven ! Wait until
you realize that your buyer is a "party pooper" . All
of a sudden, and without a reason, your offers start to get rejected (I
know an Asian giant did the same even a successful re-run from previous
event which had a huge success) with no logical reasons. It can be very
frustrating to see that all the energy, motive and hard work you put
together to air your online events are now down in the drain. Your best
call is to send a detailed email to her/his superior explaining that you
need a good answer. In some cases (which really happened to me a few
weeks ago) you get a mail saying that s/he is working on it to get some
feedback, but then nothing happens.
C'est la vie !
It
is definitely not easy to overcome certain barriers including; cultural
differences, language, time-zone, professionalism, humor, empathy and
trust. However, if you get the job done, belive me it one of the
greatest feelings to receive an email from your buyer how honorable and
trustworthy you have been, in their paths of success.
Final Advise to,
To global sellers:
Be polite, respectful, pursuasive, in reach, puncutal, and honest.
Always, deliver your promises, don't make assumptions, be direct and
most importantly, have some kind of empathy.
To global buyers:
It is not easy for her/him to speak your language, understand and coop
with your business culture, email language may sound very different than
what you really meant, abbreviations can be tricky sometimes, so try
avoiding them, what you perceive as "humorous" can be very offensive for
your counter part.
Good luck to you all !
