Is Import and Export Getting Harder to Do? The Right Method Allows Even Small Companies to Land $6 Million Orders

Is import and export getting harder to do? High traffic costs, few inquiries, and thin margins have left many small and medium-sized enterprises (SMEs) struggling with growth. Shenzhen Ruideshang Electronics Co., Ltd. achieved over $6 million in sales from a single product category! Founder Xiong Tongju's answer is simple: when the method is right, even a small company can achieve great results.

1. From "Casting a Wide Net" to "Precise Mining" to Target Real Buyers

Having worked in import and export for nearly 20 years, Xiong Tongju has a deep understanding of industry changes. "In the early years, we could get orders just by relying on platform exposure, but now the information is too transparent and competition is too fierce. Especially for the gas-related products we did early on, there are only dozens of buyers globally, so we must strike with precision."

In the past, the team tried various methods for customer development, but the results were inconsistent. Development efficiency significantly improved only after they began using Tendata trade data systematically.

"Through trade data, we can see which overseas companies have actually imported similar products from China, how often they purchase, and even which suppliers they have worked with," Xiong Tongju explained. "These real transaction records allow us to quickly identify customers with purchasing power and potential for cooperation."

More importantly, the contact information and procurement background provided by Tendata enable the team to be fully prepared before the first communication.

"It's not about just sending a template email; we customize the communication content based on the client's historical behavior, which has greatly increased the reply rate and conversion rate."

Today, the vast majority of Ruideshang's clients in the gas and related equipment sector originate from the deep mining of Tendata trade data. Two years ago, sales in this category alone exceeded $6 million, becoming a crucial pillar of the company's steady growth.

2. Multi-Channel Synergy to Build a Professional Import/Export Matrix

Trade data alone is not enough. Xiong Tongju is keenly aware that in today's information-saturated world, establishing a professional image is equally critical.

Starting in April 2023, Ruideshang began building a LinkedIn matrix account, with 30 employees participating in the operation. "Nurturing the accounts definitely takes time; in the first six months, only 10 accounts truly became active. But we persisted in outputting valuable content, including product technical analysis, service process descriptions, and sharing our company philosophy."

This content is not hard-selling advertising but revolves around issues that concern the customers. "For example, when we make outdoor storage products, we share usage solutions for different scenarios or compare material and process differences. When overseas buyers see this, they feel we are knowledgeable partners."

When a potential customer shows interest on LinkedIn, Ruideshang's team immediately pulls up Tendata data to understand their import background and formulate a personalized follow-up strategy.

"Data helps us find the right people precisely, and content helps us effectively build trust. The combination of the two truly forms an efficient and sustainable customer acquisition loop," Xiong Tongju stated.

Currently, the company receives over ten inquiries daily via LinkedIn, and the proportion of high-quality customers is steadily increasing.

3. Integrity and Responsibility: The Confidence of a Small Enterprise

In Xiong Tongju's view, no matter how advanced the tools or how precise the strategy, the foundation of the import and export business is always integrity and responsibility.

"We've been in import and export for nearly 20 years and know that reputation is more important than orders." She shared, "If a customer reports a product issue, even if the responsibility is not entirely ours, we immediately work with the supplier to resolve it—restocking if necessary, or issuing a refund. We would rather incur a short-term loss than compromise long-term trust."

This attitude has become Ruideshang's core competitiveness. The company clearly emphasizes on its official website and external materials: "We dare to promise, and we dare to take responsibility." Many long-term customers continue to repurchase and recommend new clients precisely because of this reliability.

In the increasingly sophisticated world of global trade, Ruideshang demonstrates through practical action that small businesses can also carve out their own "blue ocean" in a highly competitive market by using precise strategies, professional operations, and a long-term mindset.

As Xiong Tongju concluded: "Import and export is indeed becoming more competitive, but as long as the direction is right and the method is right, import and export still offer great opportunities."