冯氏集团-中国创新的B2B商业模式概述（英文）-2020.8-22页_2mb

Summary of Innovative B2B Business Models in China

Core Content

The document provides an overview of the innovative B2B business models in China, highlighting the key drivers of change and the emerging trends in the sector. It emphasizes that unlike the B2C market, which is often dominated by a few winners, the B2B market in China is fragmented and diverse, with multiple players and varying levels of digitization across different supply chains and industries. The focus is on how technological advancements, government support, and changing consumer expectations are reshaping B2B operations.

Key Drivers of Innovation

1. Changes in Consumer Expectation

   • Chinese consumers are increasingly empowered by mobile technology, leading to more diverse and customized product demands.
   • B2C operators are enhancing their supply chain capabilities to meet these expectations, often by engaging in upstream B2B activities or partnering with innovative solution providers.

2. Government Support

   • The Chinese government has been promoting B2B innovation and industrial upgrading through various policies and initiatives.
   • Key policies include:
     • Made in China 2025
     • Guiding Opinions on Deepening Integration of Manufacturing Industry and Internet
     • Integration and Development Plan of Informatization and Industrialization
     • Guiding Opinions on Vigorously Advancing the Innovation and Application of Supply Chains

3. Internet Giants' Focus on B2B

   • Internet giants have shifted their attention from B2C startups to B2B opportunities, especially after 2018.
   • In 2019, they invested in over 400 startups, both in China and overseas, across various sectors including enterprise services, logistics, and finance.

4. Technological Advancement and Digital Transformation

   • Technological innovations such as AI, Blockchain, Cloud services, and Data are driving digital transformation in B2B sectors.
   • These technologies are being used to streamline the four flows of the supply chain: process flow, information flow, logistics flow, and cash flow.

B2B Innovations Across the Four Flows

1. Process Flow

• E-commerce giants are reforming distribution processes by becoming one-stop-shop intermediaries.
• Platforms like 1688.com connect factories with downstream sellers, offering services such as marketing, order management, and data analytics.
• Innovations include:
  • Taofactory: A platform that matches Taobao sellers with factories, enabling small orders and rapid replenishment.
  • Baibu: A fabric sourcing platform with a focus on streamlining supply chains.
  • Fuliaoyi: An accessories sourcing platform.
  • ShenShangTech: A 3D design platform backed by AI.
  • Yunejian: A designer platform that supports order management and distribution.

2. Information Flow

• Enhancing supply chain visibility through digitization is a major focus.
• The development of SaaS solutions in enterprise services is growing rapidly, with notable players including:
  • CRM SaaS (20% of the market)
  • Customer Services & Call Centre (~15%)
  • ERP (~11%)
  • Enterprise Communication (~11%)
• Examples include:
  • CRM SaaS: Companies like 纷享销客 (Fenxiang Xiaoke) and 小i机器人 (Xiao-i Robot).
  • ERP: Platforms like 用友云 (Yonyou Cloud) and 金蝶云 (Kingdee Cloud).
  • Enterprise Communication: 云通信 (YunTongXin) and 小鱼易连 (XiaoYu YiLian).

3. Logistics Flow

• Innovations in logistics are driven by automation, AI, IoT, and robotics.
• Pain points include low efficiency, lack of real-time tracking, and high operational costs.
• Key innovations include:
  • Robotics & Automation: Companies like Hangzhou SIASUN Robot&Automation Co.,LTD and MECH MIND.
  • Truck Matching Platforms: 福佑卡车 (Fuyou Kache) and 壹米滴答 (Yimidi Da).
  • Unmanned Vehicles: 顺丰科技 (SF Technology), 京东物流 (JD Logistics), and 苏宁物流 (Suning Logistics).

4. Cash Flow

• Digitization in the financial sector is improving transparency and efficiency in B2B transactions.
• Innovations include:
  • Digital Finance Solutions: Enhanced transparency and reduced risk in financial operations.
  • Financial Services: Integration of financial services with B2B platforms to support seamless cash flow management.

What's Next

• Main Buzzwords: Digitization, supply chain resilience, B2B e-commerce, branding, mergers and acquisitions, and export e-commerce.
• Post-Covid-19 Prospects: The pandemic has accelerated digital adoption and transformation, pushing companies to focus on supply chain resilience and visibility.
• Trends:
  • Shift from traditional sales to digital sales.
  • Growth in B2B export e-commerce, supported by favorable policies.
  • B2B companies are investing more in product design and brand building to climb the value chain and achieve higher margins.

Contact Information

• Fung Business Intelligence

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  • Tel: (852) 2300 2470
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  • Email: fbicgroup@fung1937.com
  • Website: http://www.fbicgroup.com/

• Winnie Lo, Senior Research Manager

  • Tel: (852) 2300 2488
  • Email: winnielowl@fung1937.com

• Edited by: Denise Cheung

• Designed by: Chung Cheng

Copyright

• Copyright 2020 Fung Business Intelligence. All rights reserved.
• Fung Business Intelligence makes every effort to ensure the accuracy of the information provided, but it accepts no responsibility for any errors, omissions, or misrepresentations.