477Should luggage companies going Tuke choose the to B track?
Many people may have doubts when they see this sentence. For luggage companies Tuke, shouldn't they directly choose to C?
Actually, it's quite normal to have this controversy.
Because in our general understanding, mass daily necessities like luggage are usually purchased directly online or in stores. So instinctively, we think that the route of direct sales from the manufacturer would be simpler.
But thinking this way means we have overlooked one point—the market for luggage companies this time is, Tuke.
Whether Tuke through Tuke or other means, the to C track cannot escape one problem, which is inventory pressure.
Just like seasonal or cyclical fashion items such as scarves and slippers, when the demand cycle or trend passes, performance becomes very bleak.
At this time, it is necessary to redevelop new products that are currently popular, and at the same time, start entering the cycle of stockpiling and preparing goods, tying up a large amount of funds.
If you encounter a sudden crackdown in a market like Indonesia recently, then it is very likely that a large amount of goods and funds will be tied up and cannot be recovered.
Therefore, many luggage companies Tuke are now starting to switch from the to C track to to B.
The to C track mostly requires setting up Tuke warehouses, while to B does not. In this way, during the process of frequent unexpected situations Tuke, passive business can be transformed into active, with a guarantee of certainty.
Next, let's focus on how luggage companies can Tuke and do the to B track well!
First, establish an independent Tuke website.
For the to B track, Tuke warehouses may not be necessary, but an independent website must be built.
The concept of an independent website arises because it is independent from platform sites, so its necessity is beyond doubt.
Without an independent Tuke website, luggage companies on the to B track would have no platform to showcase their factory and industrial strength, and your factory characteristics and production professionalism cannot be displayed.
Especially since customers are far Tuke, it's unrealistic to try to win customers with empty verbal promotion.
Therefore, the role of an independent Tuke website is, on one hand, to allow partners to fully see your strength and thus trust you more, and on the other hand, to facilitate later traffic attraction through platforms such as Tuke.
Otherwise, even if you attract traffic from various social media platforms, if customers don't even know your factory address or how to contact you, what's the point of doing all this?
In addition, by being independent from the platform, the independent website can also avoid being affected by the platform. Even if something happens to the platform, you can remain calm.
Screenshot of an independent website of a luggage to B company
Second, attract traffic through Tuke and other Tuke social platforms.
Today is the era of data, and attracting traffic through social media such as Tuke is a common method for companies Tuke.
Video ads for the to B track don't need to be very fancy, as long as they can promote the factory's craftsmanship and production capacity.
For example, a very popular to B luggage factory on Tuke now, @kaishibagfactory, does a great job with its craftsmanship videos.
This factory has specialized in luggage for 16 years. After joining Tuke, it shares craftsmanship videos of luggage every day, such as partial displays of bag making, showing colleagues' work scenes, factory scenes, bag displays, etc. It has now gained more than 29,000 followers and over 150,000 likes, with one pinned video reaching as many as 8 million views!
How did @kaishibagfactory achieve this?
In fact, from the video screenshots we can see that its shooting technique is not difficult at all, basically just close-up shots of the fabric stitching process, with music and matching captions.
Or let the beautiful female colleagues in the factory show the effect of the bags, unboxing videos, the boss explaining, etc. The background is also in the factory, without much processing needed.
But it is this kind of real and simple content that has brought it a large number of inquiries and orders. You only need to put contact information and the address of the independent Tuke website on the homepage, and you can effectively channel the audience attracted by the video content, so as not to waste traffic.
Inquiry screenshot
Based on the success of @kaishibagfactory, we also recommend that B-end luggage companies adopt this approach, and at the same time build a WeChat and other social media matrix to better channel traffic to the independent website, thereby gaining a large number of inquiries and orders.
Moreover, this approach is relatively low-cost and very suitable for small and medium-sized factories to invest in Tuke. If the company has no experience in account operation, it can seek help from Tuke operation agencies.
Third, formulate a comprehensive agent policy and provide consulting services.
To B companies need to connect with Tuke wholesalers and agents, so they need a comprehensive agent policy. In addition, they need to have properconsulting services.
Here, let me share a true story from a friend in our business circle.
This friend is a merchant with 12 years of experience in luggage e-commerce (hereinafter referred to as the merchant). He once met an American entrepreneurial client (hereinafter referred to as the client) who had almost no business experience at the time.
The client saw the potential of the local luggage market in the US and wanted to create an independent brand website, starting from scratch in the luggage field. But from product to operation, to service, to market, the client had never been involved and had no idea where to start.
However, the client was very optimistic about the merchant's craftsmanship and product quality.
So, after multiple rounds of communication and alignment, the merchant decided to help the client start a business together, and helped the client grow through strategies and methods formulated by the merchant.
From market judgment to product appearance design, to branding, establishing standards: moisture-proof bags, brand cards, independent boxes, linings, corrugated paper, and step by step marketing on the independent website.
This merchant friend helped the client build the prototype of the entire website marketing chain. In the end, the client paid the merchant a deposit of $20,000 in advance and became a long-term client, never changing suppliers again.
The $20,000 paid in advance by the client in the story, rather than being just the cost of consumables in the early stage, is more a recognition of the merchant's service.
Not every client of ours is necessarily an industry veteran. There are plenty of innovative industry newcomers. Sometimes, a few extra words or a little more insight into the industry can win you an order opportunity.
That's why we say, to B merchants not only need an agent policy, but also consulting services.
Many times, the to B track is not just about doing business, but more about being a consultant, achieving retention or repeat purchases through service, helping clients do better business as a consultant, and growing together with clients.
As someone once said: being able to build trust through service and retain clients is the scientific way to do long-term business.
Conclusion
Having read this, do you still think that luggage companies Tuke can only do the to C track?
