GO CHINA!CHINA CROSS BORDER FROM A MERCHANT PERSPECTIVE

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.

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

China Technology to Market

Offshore “haitao” Affiliate

.com Promotion

Marketplace Platforms

.cn Promotion

.com Promotion

PROS

Easiest, Fastest

Control Brand

Full Product Line

CONS

Payment, shipping issues

Shopping Cart Success Rate

Load-time issues

Mobile Optimization

.cn Promotion

PROS

Easy Navigation

Better Conversion rate

Easier Advertising CONS

Localization expense

Solve load and logistics issues?

Authenticity Issues

offshore “Haitao” Affiliate

PROS

Chinese explanation

Well-trafficed

Brand Building CONS

Clunky link-out method

Don’t solve logistics/payment issues

Reseller Heavy

marketplace platforms

PROS

Most Shoppers

Drive Sales

Known Commodity CONS

Setup fees and ad fees

Bad Brand Building vehicle

Loss of Control

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

marketing continuum

Awareness

THANK YOU!