When it comes to how freight forwarders develop overseas designated cargo markets, many friends have sent private messages asking for advice since last year. However, since I didn’t make my debut in designated cargo, I have never written about related topics, and I don’t have much qualifications to give advice. There are many friends and companies around me who do designated goods. In the eyes of outsiders, their profits are high, their practitioners have strong overall quality, and their income is generally higher than those who do self-delivery. They are also more likely to be criticized by foreign trade customers. If you actually understand, it is different. The size of the company, different service products, and the development methods, methods, and costs of designated goods in different regional markets are very different. If a freight forwarder starts a business from scratch and enters designated goods, the early time and cost may have already been eliminated before you can make money. You are crushed.
There is no logic in the following content. It is just a brief discussion about freight forwarding marketing and the current methods of developing overseas designated goods. It is a reference for freight forwarders who want to develop overseas markets. In fact, no matter whether domestic freight forwarding sales or overseas designated goods sales, everyone’s purpose is the same. Likewise, we find customers through various methods and use various methods to connect with customers. In essence, what we sell is neither products nor services, but our credit, so that the other party can trust our credit.
First of all, the development of designated goods requires the team to have overseas marketing capabilities. In the early days of the freight forwarding industry, all designated goods were controlled by foreign freight forwarding channels. By setting up branches in China, overseas freight consignments were directly assigned to Chinese branches for operation. The market share of designated goods was also completely controlled by large companies, and there was no need to possess Marketing, after the designated cargo volume increases, foreign freight forwarders will only get contract logistics, project logistics or some designated cargo with high interest rates. The remaining market share of designated cargo will be allocated to other companies in the freight forwarding market. Through the development of foreign agents, we Cooperate with the company and start to receive designated goods in the form of exchange. At the same time, there are also freight forwarding companies that only accept designated goods unilaterally. In this case, strong overseas marketing and customer acquisition capabilities are required, and there are risks in the account period.
Secondly, the development of designated goods requires leverage. The leverage here refers to the team and technology. Some domestic freight forwarding companies that do not have an overseas agent network will develop designated goods through exhibitions, emails, and even visits abroad in the early days. At present, low-cost online media tools, search engine optimization, keyword marketing and other technical means can be used for precise development. This includes a large number of marketing methods and work details, with different requirements for teams, positions, and division of labor, because you use the Internet This tool is also used by competitors. Due to the large amount of information, I won’t explain it here. Interested friends can chat privately.
Finally, different freight forwarding companies have different scales and product attributes, as well as marketing methods in overseas markets and marketing tools used. For example, some travel companies only take in whole groups, and some only take in split groups; some logistics companies only do truck transportation. Just like not doing LTL, we need to match and classify different target customer attributes and our own business capabilities.
When developing overseas designated goods, first ask yourself whether the freight forwarding service you provide has core competitiveness, whether it is irreplaceable for overseas agents or customers, whether it has segmentation advantages in the region and industry, and other questions. Then, you can develop target customers based on the target market. For example, if you are engaged in the international logistics of dangerous goods and your core competitiveness is the warehousing, packing, risk declaration, customs declaration, etc. of all levels of dangerous goods, you can develop similar foreign agents or customers. , and these customers also need you to assist them in completing certain tasks in the service chain in China, forming long-term strategic cooperation, which will also generate long-term profits, and minimize the development of new customers and stable designated cargo business.
The above content is simple and ordinary, nothing special. In fact, the sales staff who developed designated goods in the early days simply and repeatedly used emailing to develop overseas customers every day. It is such a simple method, as long as you persevere, you will earn a monthly salary. Freight forwarding sales exceeding RMB 10,000 and freight forwarding companies with annual profits exceeding RMB 1 million. In the current Internet society, a large number of online platforms and social tools provide abundant marketing channels for developing overseas designated goods. It depends on how you discover and use them.