In this episode, Dave talks about the recent IPO of a major Chinese Amazon seller, SainStore, and explores key insights from their filings. He covers the diverse brand strategies employed by the company (and a lot of other Chinese companies, in fact), the viability of the aggregator model in China, and the company’s profitability metrics, inventory management practices, and even their social credit score. 

Another Amazon seller has gone public… but in China. 

It seems that the aggregator model has been working well over in the East, but what specifically are they doing to succeed? 

Here’s the 5 takeaways that I learned when looking over this company’s IPO fillings. 

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The Big Takeaways

• The aggregator model in China is thriving, with companies creating multiple brands in-house (rather than purchasing companies at 4x and 5x).
• Profit margins for major Chinese sellers are significantly lower than Western expectations.
• SainSmart holds about 25% of their revenue in inventory, which could turn out to be a HUGE risk in cash flow.
• The social credit score in China is a real and impactful metric for businesses.
• 75% of SainSmart’s revenue comes from Amazon, but they also diversify across other channels that you wouldn’t expect.
• The need for sellers to chase off-Amazon sales for better pricing power is ABSOLUTELY crucial.
• Chinese sellers are adept at utilizing multiple sales channels, including lesser-known marketplaces.
• The business model for Amazon sellers is evolving towards higher revenue with lower margins.

Timestamps

• 00:00 – Introduction to Chinese Amazon Sellers Going Public
• 02:12 – Diverse Brand Strategies of Chinese Companies
• 04:37 – The Aggregator Model in China
• 06:31 – Profitability and Revenue Insights
• 08:28 – Inventory Management Strategies
• 10:52 – Understanding China’s Social Credit Score
• 12:12 – Revenue Channels Beyond Amazon

As always, if you have any questions or anything that you need help with, leave a comment down below if you’re interested. 

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Thanks for listening!

Until next time, happy selling!