Canton Fair builds docking platform for export to domestic sales.
"This year, we have achieved a breakthrough in the domestic market, and we have signed nearly 70 million yuan of domestic trade business." Half way through the 128th Canton Fair, He Wei, the head of Canton Fair business of China Electronic Import & Export Zhuhai Co., Ltd., revealed that during the exhibition, he received many inquiries about domestic trade business. "Expanding domestic trade business and promoting mutual development through internal and external circulation are important channels for balancing enterprise risks under the current situation and an important opportunity for enterprise transformation".
Facing the complicated international situation of global epidemic situation, the "China First Exhibition" Canton Fair recently opened another window for foreign trade enterprises to hold the first "domestic and international dual-cycle, domestic and foreign trade driven-Canton Fair dual-cycle promotion activities". In addition to more than 40 exhibitors from Guangdong, there are about 100 domestic professional buyers.
Taking Guangdong-Hong Kong-Macao Greater Bay Area as a pilot, the Canton Fair will help enterprises to open up the domestic market, help them "walk on two legs" and enhance their ability to resist risks. "More than 90% of our sales are overseas, and it is urgent to develop domestic customers and markets." Wang Wenxiong, chairman of Shenzhen Muren Electrical Hardware Products Co., Ltd. said that the goal is to achieve a domestic market share of more than 30%. "Under the new situation, we must go hand in hand to explore domestic and foreign markets."
"Open an extra window" to tap the potential of domestic demand
At the event site, a variety of products independently designed, developed and produced by Shenzhen Muren Electrical Hardware Products Co., Ltd. attracted many buyers to inquire. "This chef’s machine is mainly used for mixing in domestic and foreign sales. However, in view of the characteristics that China consumers like to make buns, we have strengthened the strength of the fuselage, and the capacity is also greater, and the noodles are stronger. " Wang Wenxiong said.
Wang Wenxiong said that at present, the company’s products are exported to Europe, the Middle East, North Africa, South America, Southeast Asia and other regions. Driven by the "home economy" in the epidemic, the export volume in the first nine months doubled compared with the same period last year. Even so, "we still have to explore the domestic market, because the domestic market is becoming mature and huge."
Also turning their attention to the domestic market is Shenzhen Pangao Electronics Co., Ltd.. "Our products are medical-grade technologies, and it is relatively easy for products to move to the domestic market for consumer-grade applications." Yang Xiaoyun, the general manager of the company, said that all the products of the company have independent intellectual property rights, and high quality and high standards have enabled them to accumulate a good reputation in the domestic market.
Yang Xiaoyun said that the sales of anti-epidemic products abroad have soared, but the export of medical and health products has dropped by 50%. In the domestic market, however, the sales of health care products increased by 50%, making the overall sales of this business the same as in previous years, which made her see the great potential of domestic sales.
Since the beginning of this year, Guangdong and even the whole country have faced unprecedented risks and challenges in foreign trade development. Under the impact of shrinking international demand caused by the global epidemic, more and more foreign trade enterprises have moved to the domestic market. At the same time, the strong domestic demand potential in the domestic market has gradually emerged.
Guangzhou Textile Import and Export Group Co., Ltd., which has participated in the Canton Fair for 40 consecutive years, also started the development of the domestic market in June this year. "Our product design is mainly based on European and American markets, and now we are starting to design new products taking into account the needs of domestic customers." The relevant person in charge of the company said.
In the live broadcast room of Guangzhou Textile Import and Export Group Co., Ltd., the new sample clothes for next autumn and winter models have been hung on the booth. "The veil of the exported sweater feels harder and the design is more fancy, and the products sold in China will use softer yarns." Gao Xinwu, the company’s designer, said that the change of this design concept began at the Canton Fair in June.
"We are exploring the domestic market of import veil and connecting the domestic industrial chain." The relevant person in charge of Guangzhou Textile Import & Export Group Co., Ltd. said that the only way out is to practice internal strength, "actively embrace new changes, resist shocks with stronger and more comprehensive toughness, and show the manufacturing strength of China".
"Open any door" to open up domestic channels
"We are making decorations, not consumables. After the epidemic, the export volume in European and American markets dropped by 20%." The relevant person in charge of Meizhou Xishan Ceramics Co., Ltd. said that at present, the company’s domestic trade accounts for about 5%, and then it will focus on the domestic market and design and produce more products suitable for domestic consumers.
"For many traditional foreign trade enterprises, domestic sales means facing domestic C-end consumers directly, rethinking products and designs, and learning online marketing. Many traditional enterprises will be worried. " Liu Feina, secretary general of Guangdong Network Business Association, said. At the event site, many companies consulted the association on online marketing and other issues.
In fact, many foreign trade companies have said that compared with the expansion of offline channels, the marketing cost is lower by moving to the domestic market through e-commerce platforms. "Offline distribution needs certain investment and expansion ability, and the effect of live delivery is more obvious." He Wei said that the company’s domestic sales channels mostly adopt domestic e-commerce online platforms, which are realized through platforms such as Tmall, JD.COM and Tik Tok.
"We offer olive branches to transformed cross-border customers with annual sales of domestic e-commerce of more than 10 million yuan and foreign small B-end customers, and maintain close cooperation with various MCN institutions, online celebrity big coffee and head anchors for a long time." Weilun Ye, general manager of Guangdong Maisika Sports Co., Ltd., was pleasantly surprised to find that the above-mentioned cooperation mode has achieved good results, and the company set a sales record of 3 million yuan ball products in 3 minutes and 2 seconds when carrying goods live in China.
In order to help exhibitors open up domestic sales channels and promote the international and domestic double cycle, the Canton Fair is also online and offline. In the exhibition area of official website in the Canton Fair, domestic buyers click on the "Domestic Products" option in the left filtering column, and the system will quickly locate domestic products. According to the data disclosed by the Organizing Committee of the Canton Fair, more than 600,000 exhibits have been labeled as "for domestic sale".
Build a platform online and match the bridge offline. At the event site, there are also responsible persons of provincial and municipal business systems, customs, industry associations, chain supermarkets, e-commerce platforms, etc., and they communicate directly on the spot. "The specific problems such as policies and financing encountered by foreign trade enterprises in domestic sales were satisfactorily answered at the event site, which increased our confidence in expanding the domestic market." Wang Wenxiong said.
Shenzhen Jinduoduo Food Co., Ltd. also reached intentional cooperation with many domestic buyers on the spot. "This year, we signed a strategic cooperation agreement with Ole’ boutique supermarket, a high-end channel under China Resources Group. Chen Jing, director of the company’s channel promotion, said that the company started to exert its strength in the domestic market three years ago and "has a high growth rate of 60% every year".
"Walking on Two Legs" to Expand the International Market
"In the last session of the’ Cloud’ in the Canton Fair, we added 5% new customers, and this year it is expected that there will be 10% new customers." Yang Xiaoyun said that the Canton Fair cloud platform has become a new channel to explore the international market under the epidemic situation.
Feng Huajiang, the sales director of Guangdong Shuiling Science and Trade Co., Ltd., is also busy promoting the "cloud" to buyers. "The epidemic is a huge catfish, which has disturbed the existing layout of the international market, product preferences, market channels and other aspects." Feng Huajiang believes that this not only stimulates the new impetus for enterprises to explore the domestic market, but also brings new challenges to "going out".
According to Feng Huajiang’s observation, from the end of the second quarter of this year, overseas market demand began to recover, especially in Europe and the United States. In the third quarter, the freight rates of major routes in Europe and the United States increased significantly, and the freight rates of some routes in the United States soared three times. From the perspective of products, the export demand of "house economy" and "epidemic movement" products has increased significantly; From the perspective of channels, sales of overseas local e-commerce platforms and other channels have exploded in recent months.
Since the beginning of this year, more and more foreign trade enterprises are seizing new opportunities in overseas markets, cultivating new opportunities in the crisis and opening new opportunities in the changing situation.
With the advantage of comprehensive foreign trade service platform, CLP Zhuhai Company entered the overseas epidemic prevention materials market for the first time. "The company’s sales accelerated in the second half of the year, especially the sales of consumer electronics products such as speakers continued to rise." He Wei said that the company is still continuing to develop new products. "From the market sales expectations in the past two years, overseas markets still have good expectations for future development."
"Looking to the future, the new development pattern under the dual cycle has far-reaching significance for the transformation and upgrading of foreign trade enterprises." The relevant person in charge of Guangzhou Textile Import and Export Group Co., Ltd. bluntly said that the vitality of the domestic big cycle is getting stronger and stronger, and the new demand in the international market is emerging, which is forcing enterprises to accelerate transformation and innovation.
In this context, how to make good use of international and domestic markets and resources?
"The digital industrial chain collection platform is an important exploration for us to get through the double cycle." He Wei said that the platform deeply subdivides industries, provides services such as international centralized procurement, logistics distribution integration, supply chain finance and technical support, and provides customized solutions for the whole industry chain. "At present, a high-end digital agriculture collection platform has been established to meet the needs of world-class product suppliers and domestic high-end digital agriculture projects, with good results."
Liang Huiqiang, vice chairman of Galanz Group, said that Galanz has deepened cooperation with major brands such as Japan, Europe and the United States to give full play to the advantages of China’s complete industrial chain of mechanical and electrical products; At the same time, enter the chip industry and build the "Industry 4.0" base, and form a number of chips with domestic independent patents to empower traditional manufacturing. "Externally, give full play to the advantages of the complete industrial chain and continuously enhance the core competitiveness in the reconstruction of the global industrial chain. Internally, give full play to the advantages of domestic super-large-scale market and make the domestic market bigger and stronger with marketable products. " (Reporter Chang Daoli, Chen Xiao Intern Han Yiran)