Jiande is a base for tool hardware(bit),and the industrial sales output value scale of the whole industry exceeds 3 billion.The main product is combination sleeve for screwdrivers and screwdrivers,and there are more than 1000 types.More than sixty percent screwdrivers and supporting products are produced in Jiande,so it is the biggest production base for screwdrivers in Asia.On June 30,2020,a cross-border service team formed by Hangzhou Cross-border E-commerce Comprehensive Experimental Zone Office,Ebrun and its platform and service organization enters into Qiantan Toan,Jiande City to explore the path for enterprises in the city to transform to cross-border e-commerce.

In 2013,Jiande signed a cooperation agreement with Alibaba.200 industrial enterprises in Jiande were selected from 2300 ones in the city to enter the platform of Alibaba.These enterprises set up flagship stores,exclusive stores,exclusive stores,etc.to open a“e-commerce transformation”on the Internet.The enterprises in the industrial belt with abundant hardware tools,power sockets,textiles and clothing,food and beverage products could have a taste of e-commerce firstly.

Now,it has been seven years and there comes another transformation in the industrial belt of Jiande.During the epidemic,the orders of many traditional foreign-trade enterprises has been plummeted,and the inventory backlog is so serious.However,some of enterprises in Jiande cast their eyes on cross-border e-commerce.They find the correct channel and change their minds as well as improving their skills,so they could transform to be cross-border e-commerce successively.How do these cross-border enterprises overcome the difficulties and break through the dilemma in the hindered channel?What are the references to enterprises in another industrial belt?

Shengdeyi has developed Australian market since 2008 and entered a cross-border platform,eBay,in 2013.It has been launched in Amazon since 2017.Now,it has set up 9 stores in Australia and America.One of the stores with the best operation could reach the turnover of 10 million dollars. The principal of Shengdeyi,Zhang Yi,says, “The epidemic affects many foreign-trade enterprises to various degree,but some skillful cross-border e-commerce enterprises could have a 40%increase of order during the period;so it could be seen that the shopping customs of foreign consumers has been changed.”Zhang Yi raises three suggestions for the representatives of enterprises wishing to transform to cross-border e-commerce:1.The enterprises with less scale and tight capital chain that there is no R&D team but only OEM should have a try through AliExpress in a small volume;2.The enterprises with huge stock and tail goods could have a try of eBay since the rule would be flexible for the enterprises.3.If enterprises are equipped with completed industrial chain and vast of researchers,wishing to build up brands and presenting the brands to the market,Amazon platform is the suitable one,because Amazon’s investment is long-term and it needs your insistence;meanwhile the return rate of Amazon is also higher.The operation of 2-3 staff may bring the income of more than 20 million dollars.

Zhang Yi thinks traditional trade enterprises have huge advantages in the transformation from B2B to B2C.Consumers would have a timely feedback of pros-and-cons of the products through the consumption in the C-end,which is good for the precise improvement of the enterprises in the follow-up development of the products to make some cost-effective ones for European and American markets.Besides,enterprises would have chance to have a face-to-face communication with consumers.All of these are what traditional trade form lack.

After enterprise representatives share their cross-border experience,the principal of all platforms also make suggestions actively.

Yuan Zichan from Amazon points out that: “The first year in Amazon should need a process of training and the second year is the growing of the shop,so the third year could be in a possibility of making harvest.Therefore,enterprises need to keep patient.”There are some category recommendation in the platform of Amazon,such as accessories for hand tools and electric tools.You would find out relevant product pictures if you search the key words of the category in the searching column.There would be some tags in the pictures,which is written by the testers of Amazon.Our platform usually recite the comments from these testers.”Enterprises could refer to the articles of these testers if they have no idea of choosing products to clarify the direction of the options,others selling points,the strength of others and the advantages of their own products.All of these could get the triggers of consumers at the first time.

As a celebrity marketing company,Wotu,has a specific introduction to the five-step rule of KOL marketing to all enterprise representatives,including catching attention,word-of-mouth sharing,having interest,positive searching and taking action.Meanwhile,Ouyang Tian eve thinks that video must be a trend and the future broadcasting must be a wind gap.You could gain much more flow bonus when you make broadcasting earlier since broadcasting would not only boost the weight of shops and improve the brand of shops,and it could also stimulate consumers to make decision to have a purchase rapidly.”