Recent Blogs

For Western companies, selling to China is a recognised challenge. Moreover, this year I coined the term, "Daigou-to-Consumer" (D2C) to help companies conceptualise a powerful channel known as 'daigou' [1] that can assist them in the marketing, promotion and ultimately sales of their brands in...

The Bellamy Case Study; Failing to understand D2C (daigou-to-consumer) When asked about examples of companies that failed to leverage the D2C (daigou-to-consumer) channel there is no better example than Bellamy’s, the Tasmanian family-run business. . This business became a billion-dollar company, basically on the back of Chinese demand...

Daigou Management is Critical in Building Brand Relationships For too long, many of the established brands have taken the daigou channel (D2C) for granted. Often not knowing if these Chinese 'personal shoppers' are friend or foe when it comes to the brand's China positioning and pricing...