Cross-border ecommerce has been thriving in the past two years as a growing number of people purchase their desired products and brands that are sourced from far ends of the world. Many renowned retailers and small and medium-sized enterprises (SMEs) have expanded their businesses and adapted to international markets with the help of cross border stockists. By doing so, brands and online sellers will acquire an opportunity to sell their products to foreign markets while international stockists also provide the expertise and understanding in boosting sales and revenue.
THE SEARCH BEGINS
Stockists are always on the lookout for new businesses to secure partnerships with. Social media and Google are reliable sources for finding cross-border stockists.
Photo Courtesy of @Cakenis, @Lilinandco, @enyawomen offician Instagram – from left
You as a business owner should also narrow down your search for potential stockists by searching the product category that your products fall into or the country you would like to venture your brand toward. For example, if your brand revolves around fashion with a specificity of hijabs; ‘stockists for hijabs in Italy’ would be a search idea to tinker with. This can either lead to a list of stockists popping up or websites and social media accounts of ideal stores within your reach.
COMPETITION
Another way you can find potential cross-border stockists is by analysing your competition. Your competitors are likely to have the same list of stockists that may interest you and with that, those stockists will be highly interested in partnering with you as well.
Dabble in your competitors’ social media pages to get further insight on the stockists they are involved with. Gather information on what your competitors lack and aspire to better all they have to offer so that you can stand a higher chance of securing more cross border stockists. It may seem a little devious at first but researching on your competitor’s activities can not only point you in the right direction in expansion strategies but also help secure your existence in the market.
THE LOW DOWN
Always get the low down on the stockist before you can even think of approaching them. Here are several things you should consider before listing them down as a potential stockist.
History & Projection of Sales – Take into account how the stockist has performed sales-wise when reaching out to your particular target audience and ensure they have the numbers to back up their claims. The relationship established with your stockist is a two-way street from the get-go. While you are looking for the perfect stockist, they too are looking for the right brand to partner with for added revenue on both ends.
Communication Is Key – Reliable and constant communication between you and the stockist is vital, the last thing you would want is someone ghosting you once the working relationship had begun. With smooth sailing and honest communication, you can easily address and prevent any sort of stock or marketing issues that may arise and ensure all initial agreements are being followed through.
Target Audience – Knowing your stockist’s target audience is just as important as knowing your own. Select those that correlate with your target audience for your brand or products to receive supplemental attention from their consumers.
HOOK & REEL
Now that the research phase is over, you can start approaching stockists by proposing business partnerships with them. The best-known way to approach a cross border stockist is via email as calls will blow up your phone bill. Instagram messages can easily get lost into the vortex but still an ideal way to contact cross border stockists.
Stockists require a tonne of information on your products or brand before they can make a commitment. An overview of your proposal should include a brief rundown of your brand and what it entails, wholesale catalogue, pricelist, recommended retail pricing (RRPs), images of the products, shipping details, and links to your brand’s social media pages and website. Images of your products are like first impressions, the better they are, the higher your chance of closing a deal.
On the chance that the stockist you’re liaising with agrees to partner with you, they will request for high-quality images for online listing and social media purposes. There will be a bunch of questions headed your way so be prepared to answer them.
Fundamentally, stockists are seeking for brands and products that will do justice to their business, so it is of value to them if your brand stands above the rest. Reaching out to as many cross-border stockists is key and you will probably find yourself in anticipation for a response but in time, you will get a bite so get ready to reel in that offer!
ON DEMAND
Stockists look for brands that are of demand, their ultimate goal is to draw in consumers. Having your brand be at the top of its game locally will attract more stockists, you can compel them with your demand by compiling a booklet filled with showings of your brand out in the market.
