The Italian textile products company, based in Shanghai with 20 production facilities in China and sales offices in Brazil, sought support from CuB Consultants to expand into the US market. WD, a 100-year-old family business, supplies materials, including design, to major brands in Italy.
During the pandemic, while European countries have distanced themselves from China, it remains the most accurate source for American suppliers. Throughout this period, Europeans turned to resources in nearby countries such as Eastern Europe and Turkey. While American buyers have focused on sourcing from Mexico, trade with China still prevails. China remains the most competitive country, especially in the production of “high-tech apparel.
The company specializes in high-performance technical clothing and fabrics used in various challenging weather conditions such as outdoor activities, winter sports, hunting, maritime, military, etc. They excel in padded and down jackets, denim pants, and knitwear. Their clientele includes renowned Italian fashion brands and major private labels of large department stores in Europe. Additionally, they supply corporate uniforms to companies specialized in airlines, postal services, express deliveries, food chains, etc. (EGV1, K-BEK, VIST, DKBsport, Vitalini, Anzi Besson, HeySport, IVY OXFORD 1959, ASPESI, TUCANO URBANO, MOTONERA, MERU).
Turnkey package services cover everything from 3D design, sourcing the right materials, manufacturing garments, to delivering ready-to-sell products. They can also produce the customer’s own designs. They are always focused on producing the highest quality at the most competitive prices. The management in the production processes in China is entirely Western, coordinating the daily activities of the Chinese staff in contact with selected production partners. They have nearly 20 production facilities in China specializing in different product groups.
Buyer-Supplier Matching Process
Due to the international working system of the industry, instead of conducting a distributor search project, we implemented a direct matching process with the buyer. Taking the first step and convincing American buyers, who are generally conservative about changing suppliers, always brings competitive conditions to the forefront.
Firstly, we prepared texts/materials on how to introduce WD to American buyers. We presented WD and its services, production, and design capabilities to potential customers, potential buyers in our network. To find out if potential buyers are open to purchasing from a new supplier like WD, we asked them the following questions:
Are they looking for new suppliers?
Do they want to purchase the same/higher quality products at a reasonable price?
What are their current monthly/yearly purchasing volumes? Are they expecting growth?
Are they selling their own brands or OEM?
Do they work with their own designs?
For interested buyers, we have written a report that includes the company’s profile, quality and price expectations, and our recommended approach. We shared our advice on how WD should approach sales, pricing, and technical processes based on their expectations.
In the next stage, we conducted the initial introduction meeting with the decision-maker of the buying company and participated in all meetings and communications until the first order was delivered. This way, we follow the process and assist in negotiations when needed. CuB Consultants aims to ensure that the created trade is most profitable for both parties by tracking your and the buyer’s expectations.
For more detailed information, please contact us.
