A presentation given at a Silicon Valley event called GO China. The presentation focuses on the 4 ways international merchants use tech to sell to China.

1. GO CHINA!
CHINA CROSS BORDER FROM A
MERCHANT PERSPECTIVE

2. Jeff Unze BorderX Lab VP of partnership
 1st sales of Sina.com, head of sales and marketing; cofounder of Lucky
Pacific
 Earned a Bachelor’s degree in Brigham Young University, and International
MBA from Thunderbird.
 Clients include: J&J, Nike, Kumho, LG, Pernod-Ricard, Marina Bay Sands,
Saks, Barney’s, Ashford, Dell, Creative Labs, Banana Republic, Paypal.

3. China Perception & Possiblity
 Developing Market
 Huge, developing into 1 Trilliion market
 Difficult to Enter
 Technology makes it easy
 Expensive Brand Building
 Incremental Approaches

4. China Technology to Market
 Offshore “haitao” Affiliate
 .com Promotion
 Marketplace Platforms
 .cn Promotion

5. .com Promotion
PROS
 Easiest, Fastest
 Control Brand
 Full Product Line
CONS
 Payment, shipping issues
 Shopping Cart Success Rate
 Load-time issues
 Mobile Optimization

6. .cn Promotion
PROS
 Easy Navigation
 Better Conversion rate
 Easier Advertising CONS
 Localization expense
 Solve load and logistics issues?
 Authenticity Issues

7. offshore “Haitao” Affiliate
PROS
 Chinese explanation
 Well-trafficed
 Brand Building CONS
 Clunky link-out method
 Don’t solve logistics/payment issues
 Reseller Heavy

8. marketplace platforms
PROS
 Most Shoppers
 Drive Sales
 Known Commodity CONS
 Setup fees and ad fees
 Bad Brand Building vehicle
 Loss of Control

9. Beyond platform
Advantages
 Instant Mobile Sales Channel
 NO Setup fees and ad fees
 Curated Content to Brand Build
 Full Product Line
 Shipping & Payment Built IN
 Full Customer Data – Full Control

10. marketing continuum
Awareness

11. THANK YOU!