Hangzhou wanshili is also one of the traditional trading enterprises exploring cross-border e-commerce.In the second half of 2015,it began to set foot in cross-border e-commerce,and masterly may have suffered a lot in cross-border e-commerce,but it is still in active transformation.

According to Ma Tingfang,general manager of Hangzhou masterly Silk Technology Co.,Ltd.,if an enterprise whose export is mainly based on traditional trade wants to transform into a cross-border e-commerce business,first of all,OEM(factory OEM)business must continue to do,because production capacity must be guaranteed.While B2B is used for running volume,B2C is more focused on building brand.

However,although both traditional trade and cross-border B2B adopt the B2B model,Martin believes that there is a fundamental difference between the two models.

In the traditional B2B model,because masterly takes the high-end brand line,the model of masterly is a team corresponding to a large customer,directly eliminating small customers.The next team is about three to five people.

But for cross-border B2B e-commerce,if we copy this method,we just copy the past model to online.Therefore,the online B2B mode adopted by masterly is a mode that one person corresponds to a large number of customers,and more for the small customer market.

"Masterly cross-border B2B e-commerce hopes to eventually achieve the goal of one person serving 50 to 100 customers.Such a customer can earn millions of dollars a year for 100000 dollars."Martin said that this mode is very effective in the world.There are many small customers in English speaking world,but it's impossible to go offline to find everything for you.The cost of business trip is very high,so you can only do it through the Internet.

It is worth noting that in the past,large orders adopted a customized mode,and customers need to provide whatever they need.However,the only way that small order masterly can take is to sell fabric as a brand product to provide services. "It is the ready-made products in the warehouse that can save costs."Martin said.

Of course,for masterly,to really expand the overseas market,it is the most effective way to find the right partners,among which cross-border B2C relies more on partners.

At the beginning,masterly adopted the way of big data to open stores and do cross-border e-commerce.However,this way of data analysis does not conform to masterly's product positioning.

"Go to Amazon to see what kind of scarves are the best to sell,and then do it with masterly.This is last year's model,but what brings masterly is price competition."For the high-end product,such as masterly,it's a sad news to have price competition.And masterly hopes to develop a product and become the leader of the industry.

"Amazon sells the best scarves for$20 to$30,and masterly aims for a market of$60 or even hundreds of dollars."He said.

In Martin's view,the main difficulty for masterly to do cross-border B2C e-commerce is that it does not know the consumption habits of the target market.In the past,in traditional trade,customers were involved in good products,and masterly was responsible for production.Now,if masterly wants to make its own brand in Amazon and not sell it,it needs to design its own products,design its own packaging and conform to the habits of consumers,which is very difficult.

Therefore,masterly's current cross-border B2C needs to solve the problem of finding partners.Only by finding the right local partners,can masterly solve the problem of how to develop products that meet the needs of the local market.At present,masterly has found a silk quilt category partner in the United States,and the other side helps masterly sell products in Amazon.In the future,Italy will also find a partner to sell in Italy's local e-commerce.

"It's up to our partners to decide what platform to sell.It's just a brand product we support."Martin said.

It is worth noting that in addition to doing well in cross-border B2C online,masterly also conducts offline B2C expansion through partners.At present,masterly has officially opened its shop in Paris.

"Silk must be experienced.Otherwise,only selling online is meaningless to masterly,because online is often a price competition,and masterly hopes to compete from quality. "Martin said.

Design+ intelligent manufacturing to build C2B platform

In the process of cooperation with overseas partners,masterly has also created new ones.

It is reported that after the establishment of cooperation with an Israeli cross-border e-commerce company last year,masterly reached an app development cooperation with the company in June this year.

Among them,Israel company is mainly responsible for the technical threshold of developing app,while masterly is mainly responsible for the designer team and manufacturing module.Through this app,designers,global consumers and intelligent production can be linked together.

According to Ma Tingfang,at present,masterly has developed intelligent manufacturing technology with Hangzhou University of Electronic Science and technology.Designers only need to pass drawings to masterly to manufacture products.The cost of making 10000 pieces is the same as that of making one piece.

"The color on the design computer drawing is 95%close to the color printed out.This is generated by big data,and thousands of color comparisons should be made in advance.On the basis of this technology,we can do well in C2B mode. "Martin said.

Now,masterly has started to do C2B project for scarf with this Israeli company.The way of cooperation is sales sharing.The personalized customization of APP developed in Israel can only use masterly brand.The app has been tested internally.And this app has become an important way for masterly to enter the young people's market.