Since 2023, the global e-commerce ecosystem is undergoing profound changes. With the expansion of China's made-in-overseas categories and the opening of logistics links, domestic cross-border logistics companies have the opportunity to deploy globally, surpass European and American logistics giants, achieve rapid development and occupy a larger market share.
Mr. Xiong, the founder of Shenzhen Wanguo Youlian International Logistics, mentioned two key words in an interview, one is to switch tracks, and the other is to use the power of exploration to achieve digital transformation. In the cross-border logistics industry, where the involution is changing with each passing day, how can these two keywords become the secret of leveraging the three-fold increase in performance and the three-fold expansion of the personnel scale? Brand tours.
Founded in April 2020, Shenzhen Wanguo Youlian International Logistics Co., Ltd. is a subsidiary of "Generation International Group", hereinafter referred to as "Wanguo Youlian"), which provides high-quality international special lines, international small parcels, international express delivery and other comprehensive logistics services for Chinese cross-border e-commerce enterprises. The service scope of IWC Union covers 100+ countries and regions around the world, helping Alibaba, Amazon, Pinduoduo, eBay, Wish, AliExpress, independent stations, self-built stations and other platform sellers to ship goods directly to the world, and the main partners include China Post, Royal Mail, DHL, FedEx, UPS, DPD and other international mainstream logistics service providers. It has 5,000 square meters of logistics operation centers around the world, with an average daily parcel order volume of more than 3-5 thousand pieces, and branches in 6 cities across the country.
Taking into account the competition in the market and the expectations of customer needs, in fact, there are still many blank opportunities. Mr. Xiong was keenly aware that the C2C postal parcel made at that time could only meet the needs of private delivery, and the market demand was decreasing, so he decisively decided to change the business model and transform from C2C postal business to B2C European special line. Mr. Xiong mentioned that when the transformation was just beginning in 2022, all the staff were moving forward in exploration, but everyone's belief in making achievements was extremely strong.
From streamlining the operation process, formulating rules and regulations, opening up European and American special lines from 0 to 1 to providing personalized services such as WeChat ordering, Mr. Xiong has been in the industry for 12 years, and "pragmatism" is the business experience that Mr. Xiong believes in the most. He requires the product to be hard, the service should also be hard, according to the specific needs of the e-commerce platform this group of in-depth study, more consideration of the B2C business model of the service gap, he believes that with excellent products based on the market, the business is likely to touch a higher ceiling. Under his leadership, the concept of "pragmatism" has been widely recognized from top to bottom in IWC, and the products have quickly formed differentiated barriers in the market.
Mr. Xiong's forward-looking outlook is also reflected in digitalization. At the beginning of the transformation, the tight spell of stock is still on the head, how to expand the new customer base, and break through in the environment of reducing costs and increasing efficiency? Following the switch of tracks, in 2022, IWC Youlian will once again usher in an important node, that is, it will choose to join hands with Tanji to develop the incremental market and achieve digital transformation.
If gaining market trust with high-quality services is the first weapon for IWC to enter the market, then digitalization is the key force to expand market share. Limited by customer expansion channels, exhibitions and Mobai sweeping methods not only have a slow customer acquisition speed, but also a large investment in human and financial resources, coupled with the decrease in the number of orders from old customers, the conversion rate and ROI of the cross-border logistics industry in recent years have fallen off a cliff**. Sales either rummage through customers in group chats and vertical **, and find whoever has a delivery demand; Either lie on the old customer group and eat the old money, and are at a loss for the decline in demand. The essence of these passive ways of expanding customers is to cater to the past and the present, rather than grasping the future.
The solution provided by Tanji is to help Wanguo Youlian take the initiative to break through the original customer circle by capturing data from various dimensions such as industry, region, channel, and platform, and accurately match the current business needs through deep processing data, so as to find more potential customer groups. 
The international logistics version of Tanji can help IWC Youlian to deeply participate in the upgrading of the first chain of the industrial belt
First: massive data analysis. From the changes in the number of shipments in the past 3 months, the incremental opportunities of the Pearl River Delta industrial belt are deduced, including knives in Yangjiang, Guangdong, beauty cosmetics in Guangzhou, electronic products in Shenzhen, etc., combined with their own unique packaging and delivery system to output "cross-border e-commerce + industrial belt" service solutions, such as knife packaging using puncture-resistant and cut-proof materials, which can avoid loosening and falling off, and the European special line can provide additional services for paying and collecting IOSS VAT in EU countries, etc., highlighting the differentiated advantages of timeliness and reducing the breakage rate.
Second: verify the strength of customers. Obtain deep processing data such as local factory distribution, product overview, sales ranking, and shipping place from the industrial belt, verify customer strength in multiple dimensions, screen high-quality potential customers, and call or visit each other.
Third, use local customer cases to promote transactions, and at the same time accumulate a large customer pool. It not only pays attention to the current demand of customers, but also makes full preparations for increasing the layout of key industrial belts in the future.
Through the above three steps, Wanguo Youlian can deeply bind its own advantageous business to the rhythm of domestic logistics enterprises going overseas. In the interview, Mr. Xiong mentioned the "iceberg theory", that is, the market changes foreseen by enterprises, the technological breakthroughs achieved, and the optimization of business strategies are hidden under the iceberg, which is difficult to show on the surface. Behind the rapid progress of performance, is Mr. Xiong's correct control of the general direction of the business and the transformation path, the accurate customer acquisition brings efficient sales volume, so that the team is more energetic to move forward, many enterprises that originally had logistics providers were impressed by the stability, sustainability and ultimate cost performance of the universal Union line, and were willing to try to cooperate in delivery.
In the second year of cooperation, the performance growth of IWC has tripled, of which more than 90% of the growth comes from online business. The size of the team has also expanded from more than 10 people to more than 60 people, and the human efficiency has been increased by 5 times, finding a better solution for efficiency and cost. With the increase in the number of customers and the frequency of transactions, it has also led to the improvement of the comprehensive pricing power of the industry of IWC, and Mr. Xiong hopes to gradually transform into a 4PL business and open up long-term growth space.
The professional accompaniment of the customer success team has greatly helped the performance growth of IWC, and the consultant combined the performance growth direction of IWC and the deep understanding of the cross-border logistics industry to output systematic practical methods to help sales get results faster and achieve results quickly.
Mr. Xiong has a unique view on the selection and cultivation of sales talents, and he tends to choose new people with potential and momentum to guide and cultivate. "In our industry, it is normal for newcomers to have insufficient customer resources, and Tanji provides a steady stream of customers through accurate customer groups, which is very helpful in cultivating newcomers' autonomy and personnel growth. "In IWC, newcomers can also open bills in one month, the overall business development efficiency has increased by 158%, and the team cohesion has become stronger.
When it comes to how to lead the team, Mr. Xiong mentioned that he will participate in the mangzhong empowerment activities to "find inspiration", in his words, management ideas are very important, combined with the empowerment course of the exploration can inspire the ways and means of leading the team, for example, some management strategies to activate the team can be directly copied and migrated, and good results have been achieved in practice.
At present, the proportion of customers obtained online is about 30% 40%, and the new performance has increased almost **, Xiong always sees the unlimited potential of the online sector, so he is recruiting troops on a large scale, and plans to expand the scale of the telemarketing team in 24 years, paving the way for the follow-up to develop online and serve more diversified customer needs. Mr. Xiong concluded, "In 24 years, Tanji will also be a very important partner of our sales department. ”
Once in the field of cross-border logistics, thanks to the e-commerce dividend, the first chain dividend, many enterprises have had a period of outbreak, when the traffic gradually fades, leading enterprises cross-border entry, dividends gradually become the red sea, lost in the industry involution of enterprises into "growth anxiety". In 2024, more and more cutting-edge enterprises like IWC Youlian will choose to take the initiative to explore the incremental blue ocean by digital means, find the right deterministic path for growth in the changing situation, reproduce the growth dividend, and set sail in the trillion-dollar logistics blue ocean market.