PhoneWin: Winning in Rural Markets

Yan Gong, S. Ramakrishna Velamuri, Liman Zhao

科研成果: 其它稿件案例

摘要

Driving by several internal and external challenges, Jiangsu Huabo Industrial Group Co., Ltd. (“Huabo Group”), a leading provincial distributor of mobile phones incorporated in 2001, have been exploring how to transform its offline distributing business into an online platform from 2013. In April 2014, Huabo Group incubated a new startup, Jiangsu PhoneWin Logistics Management Co., Ltd. (“PhoneWin”), by bringing together offline logistics services (PhoneWin Logistics) and an online platform (51dh.com.cn). Different with large established e-commerce platforms such as Taobao.com and JD.com focusing on individual customers in first- and second-tier cities at that time, PhoneWin was created to exploit opportunities to serve small stores in smaller towns and villages. The basic operation model is: When the small mobile phone stores in rural markets placed their orders on 51dh.com.cn, PhoneWin Logistics would deliver the phones before 4:00 p.m. the next day. By November 11, 2015, PhoneWin has expanded into 13 provinces across China, built partnerships with over 300 suppliers of mobile phones, and had over 80,000 small stores registered on its platform. In October 2015, it completed Series A funding of ¥120 million. However, two Chinese e-business giants, Taobao.com and JD.com, have started to expand their penetration in rural markets, which is becoming an inevitable threat to companies like PhoneWin. As an early entrant in this market, how can PhoneWin compete against such powerful giants? Will it be able to sustain its revenue and profit growth in the coming years?
源语言英语
页数16
已出版 - 1 10月 2018

案例编号

ENT-18-571

案例规范编号

ENT-18-571-CE

案例类型

Field Case

更新日期

15/01/2021

附注

For more details, please visit www.chinacases.org

来源

China Europe International Business School

案例学科表

  • 创业
  • 战略

案例行业表

  • 信息、媒体与通讯
  • 其他服务

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