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00:00and welcome to our webinar session today on your passport to e-commerce expansion
00:05so thank you for spending your time to learn with us today wherever you may be
00:10and this webinar is brought to you by Payneer
00:13so my name is Philip and I'll be your host for today
00:18I'm leading the partnership activities in the Southeast Asia region for Payneer
00:22and I'm currently based in Singapore
00:25so our partnership team actually develops strategies
00:28and identifies opportunities across the region for collaboration within the payment ecosystem
00:35so having said that today we are very privileged to have with us two distinguished speakers
00:40from Janio and Enchanto
00:42and they will be sharing with us on the landscape of e-commerce
00:47and hopefully provide you with some tips and guide in scaling your business globally
00:52now we will have a Q&A slash panel discussion towards the end of the session
00:59but you can already start to send in your questions during the respective speakers presentations
01:06and we will try to address as many of them as possible
01:09so you would see a Q&A tab at the bottom of the screen
01:13so please start submitting your questions as and when you have them
01:18so without further ado first up I would like to invite Mr Brian Ong
01:23the head of commercial for Janio Malaysia
01:25so Brian has worked with over 200 SMEs from Southeast Asia for international exports
01:31he has 15 years of experience in e-commerce
01:34and is a strong believer in equipping SMEs with the necessary knowledge
01:39and capabilities to go global in a sustainable manner
01:43so Brian please take it away
01:49hi Philips thank you
01:52hi I'm Brian Ong
01:55head of commercials for Janio Malaysia
01:58first of all thank you so much thanks Payoneer for organizing these meaningful webinars
02:05and also thanks Anchan to become part of the speaker for today
02:11okay let me share the screen now with all of you
02:20yep can you see my screen
02:23yep yes okay
02:25okay let me briefly introduce Janio Asia
02:35okay Janio Asia
02:40was established in 2018 we were three years old logistics startup based in Singapore
02:47we have more than 150 staff across the region
02:51our history is based in Singapore we do have offices in Malaysia
02:57Jakarta Indonesia Philippines
03:01China we have two offices in China
03:05Sanjin and also Guangzhou
03:07and recently we set up our office in Bangkok Thailand
03:11across the regions we have more than 80 partners plus more than 20 of origin and destination hubs
03:17from my presentations you can see on the left hand side these are
03:22our destinations our core focus is actually from within the Southeast Asia
03:28and we do actually ship out to Asia as well for example like Thailand Hong Kong
03:35and also recently we launched our latest lane to US
03:40catering and also targeting for eBay and also Amazon seller
03:46what are we doing what are the solutions that we offer to our clients
03:52we offer first we offer cross-border shipping we offer b2c shipping e-commerce parcels
03:59across Southeast Asia and also US
04:04second we do offer cash on delivery services especially to Singapore and also Indonesia
04:12for Janio Asia our main core focus within Southeast Asia is what we so-called golden triangle
04:20Malaysia Singapore and also Indonesia
04:23third uh we do custom clearance uh in uh certain countries within Southeast Asia especially
04:31Singapore and also Jakarta
04:34give you a very good example uh for Indian for Indonesia we help um AirAsia teleport to do the custom clearance
04:44in Indonesia
04:45we help some of the uh uh SMEs uh to do freight forwarding in and out from Malaysia
04:55not only Malaysia basically as I mentioned just now that uh we focus on the golden triangle Malaysia
05:00Singapore Indonesia whereby we can move the goods in and out from Malaysia Singapore and also Indonesia
05:07we do transition management regional distribution center uh which is uh warehousing with our partners
05:17and also partnership management with marketplaces across the region which I will show to you later
05:26what we do in terms of services we offer end-to-end b2b and also b2c services
05:34for examples like any of the merchants when you receive order from your buyer from overseas
05:40we will directly pick up from your warehouse or office
05:45and from the first mile delivery
05:47until last mile whereby we would deliver your parcel to your buyer directly so we offer end-to-end services
05:55in terms of technology
05:57we uh we actually a already integrated with a few warehouse management system
06:07we integrate with uh order management system as well for examples like shopify
06:13and also easy store in Malaysia
06:16we do offer a real-time tracking system whereby
06:20the buyer and seller can track their real-time the movement and the status of the parcel
06:25transport management system and also custom clearance
06:31in terms of resources we do have a fulfillment center across the region with our partner
06:37customer service we do have a quite huge customer service team based in Jakarta
06:44and we do have our own fleet across the region in Malaysia Singapore and also Indonesia
06:50shipping with Janio as I mentioned just now from the origin destinations your warehouse until
07:01the last mile delivery to your customer these are actually the flow the hidden flow that Janio
07:09will take the responsibility to deliver your parcel to the customer directly
07:12let me share with you some of our portfolio across the region we are working Janio is working very closely
07:23with Zalingo, Bukalapak, JDID and also Belibley
07:27uh just for your informations for those uh who want to venture into cross border especially to Indonesia
07:34Janio is working directly with uh these few famous marketplaces from Indonesia Bukalapak, JDID and
07:42also Belibley for the western world western market Janio is working closely and directly with
07:50ebay and also amazon as well so aside from uh aside from marketplaces we also deliver
07:59for some of the marketplaces across the region for examples like Zalora from Hong Kong to sub east Asia
08:07Shopee previously from Indonesia to Malaysia and also recently from out from south korea
08:15some of the brands that we manage in Malaysia fashion valley big bad wolf under armor we actually
08:21manage for their uh regional distribution across southeast asia same goes to straw straw ski as well
08:30and the rest of the brands in Malaysia such as
08:35the fj benjamin easy parcel and also parcel hub
08:42okay let me share with you some of the you know e-commerce insight uh within our website you may log into
08:48www.jianio.asia resources we share a lot of um ebooks pertaining to the market inside uh within uh
08:58southeast asia for example like singapore malaysia indonesia philippines and etc we do share you know the
09:05latest developments uh operational know-how and articles as well as some of the most important information
09:14such as the infographic and also inside uh duty and tax for certain countries within southeast asia
09:24okay uh when you talk about logistics um aside from delivery which is quite straightforward the most
09:30important is you need to understand um the threshold across southeast asia for examples like if you want to
09:37venture into indonesia for example any declarations above usd three dollar duty and tax apply same goes to thailand
09:50philippines vietnam brunei singapore and malaysia um the biggest uh market for janu is actually singapore
10:00whereby any declarations uh below you uh sing dollar 400 no tax apply so most of our client most of our clients
10:10actually ship to singapore because uh because of the spending power and also uh merchant market
10:20let me share with you some of the uh um free grants from the malaysia government this is especially for uh
10:30malaysian merchants whereby you can actually apply for the e-trade program previously the
10:40matrix under the e-trade program 1.0 they offer 5 000 to any sme or any online
10:47merchants that want to venture in into a digital economy this year martin offer another program 2.0 whereby
10:58in totals malaysia merchant and title for 25 000 ringgit now for any smes that want to venture into
11:08e-commerce economy not only with the marketplaces they also uh offering digital marketing activities and
11:19also trainings for all the uh smes that want to apply for this grant so i would advise uh
11:28malaysian merchants to apply for this grant from malaysia government to expand your e-commerce
11:34business across the region next uh aside from the uh malaysia government uh under miti and also
11:44market uh slung government any smes or merchants that based in slango and title for this slango sme
11:52digitalization matching grant as well whereby they actually provide um the maximum grant of 5 000
11:59to any smes or uh traders trading company to subscribe to choose their digital service provider to expand
12:11your e-commerce knowledge
12:16back to the partnership with payunia uh i have the privilege uh to work with payunia for the past
12:23five years i was formerly from ebay malaysia ebay sub east asia and i've been working very closely with
12:31um payunia and also unchanto so a lot of um uh a lot of my clients general clients they ask me uh about
12:42the e-commerce ecosystem the e-commerce ecosystem is a very important elements for any smes or merchants
12:51to expand your business globally with this partnership not only that we complete the
13:01ecosystem for you for examples like unchanto offering multi-channels for you to sell in multiple
13:08platforms such as ebay amazon lazara and shopee janu to act as your logistic provider as when you receive
13:18any orders and lastly payunia for you to accept and pay uh payment accordingly across the region so
13:30these three partnership if you ask me is a very comprehensive uh uh e-commerce provider
13:38the within the ecosystem good news for the participant today johnny is who is collaborating with
13:47payunia to offer a very very special logistic special rates to any participant today so for anyone who
13:57interested to to to to to to engage and apply for these uh special rates please scan on the right hand
14:06site or you may email to me brian.ong at janu.asia
14:15if you have any inquiry of any questions
14:20uh with this i would like to end my presentations and i'll open to the floor for any questions thank you so much
14:27thanks a lot uh brian that was really really very insightful uh okay so up next uh guys do remember
14:38to submit your questions in the q a tab and then we will we will collect and then we will have a
14:43discussion at the end of the last speaker's presentation okay so up next uh allow me to invite
14:51mr madanjit singh so madanjit is the chief revenue officer at enchanto and he's a global technology
14:59veteran of 30 years with experience in the evolution of sales for retail e-commerce warehouse and customer
15:06experience management so madanjit the floor is yours thank you very much uh philip and brian thank you very
15:14very much i'll just um yeah so so uh well i really like uh what brian was saying um uh to all the
15:22participants is that there are i would say in the e-commerce world today there is an external reality
15:31uh which is essentially covered and also the customer demand is really going up and we will talk about
15:36that but one of the points i really like very where brian landed up was uh the partnership
15:43so if you are a new sme or uh i like like if i'm going to be setting up a new business for myself
15:50and trying to expand globally what are the things i need to look at there are there are a couple of
15:56things i need to look at i need to have a very robust payment solution provider and that's where
16:02pioneer comes in i need to have a very robust logistics provider which will really move the the product
16:09and services through through not only the physical channels but also make sure that the duties and the
16:14vats etc are compliant and the third one is enchanto which is essentially in the order management and
16:21the warehouse management solutions so that's really we come in so it's really a three in a box
16:28is one way to look at it i have i have called my presentation partners in your success but this
16:35partner is not only limited to enchanto it includes janio and also includes spainier that is the point
16:41i was trying to make the first point the second point which i think is very pertinent and everybody
16:46every business person's mind is focused on that that covet has really impacted cross-border commerce
16:53no doubt about it um you know uh in the impact is ultra high air freight cost have have impacted all
17:01businesses people are buying commercial liner space wherever it has very very high cost so that is also
17:08reality the second one is a lot of small sme pure plays and d2c e-commerce companies paused or actually
17:17stopped their plans to do cross-border and uh which is also an unfortunate reality only big players
17:25could essentially carry on but this uh the the good news is that this is behind us now what is happening
17:32is there's a recovery mode which has kicked in so um customers are getting used to the new normal
17:39and say okay here are my expectations this is what i'm going to do i'm willing to pay x amount for
17:45this kind of services and more capacity is now available so frankly the way i see it there is no
17:52better time than to start off your market expansion uh right now uh today that is the first one the
18:01second point is which is i think is very important from a from a functional point of view in your business
18:07is centralized inventory across the region across the channel across the various stores and real-time
18:15order syncing and orchestration systems apologies are using big big words but i'm trying to explain
18:21that you have inventory in one store you have inventory in a in a in a marketplace you have
18:27inventory in in another place you should be able to see all of them as one whole rather than in bits and
18:34pieces the ability to list catalog across multiple regional channels is also a very important part of your
18:42business you cannot say well i will only go with one particular marketplace that that is not so people
18:48have choice and there is a dynamic uh vibrant marketplaces out there doing business and also is
18:56that if you're going to be doing expansion to be able to come back and talk to to all of us and
19:02whether you pick up the phone and talk to philip or email brian or myself we will all come back and
19:07share it now i'm moving on to my slides i have about four or five slides but i want to focus on two of
19:12them this is the the important one which talks about the technology stack um uh philip are you able
19:25to see i've scrolled my it should say technology stack is it okay yes yes i can see that right so so
19:33essentially why does the technology stack enable because it is like the foundation which links
19:40your physical inventory to your systems from from philip's company and from brian's company so this
19:47particular these blocks have to connect so we are today going to be talking about two on the top
19:54left hand corner order management and warehouse management but there are others also which we can
20:00possibly talk about maybe at another date this is about about enchanto so we have essentially we are
20:09growing rapidly we have almost a thousand active web stores we do many many many um om s orders our
20:18listings are going up and you know every time i i make the slide it gets obsolete as you can well
20:23imagine because the world the world is so dynamic in in our space this particular slide which talks
20:30about the enchanto ecosystem is very useful and i will give you some time to soak it up
20:36so essentially if you see that there is sales and operation and marketing operations there's
20:42logistics operations and there is brand.com there's marketplaces and retail stores and also there are
20:48suppliers shipping careers carriers last mile e-commerce providers and enchanto is the kind of a
20:57a glue which comes in the middle and we can talk a little bit more about it but remember we focus on
21:03two areas the sales and marketing operations and the logistics operation you know if you look at the
21:09retail stores and marketplaces and brand.com and you have all these you know it's like pieces of the
21:15lego puzzle think about it like a children lego puzzle how do you really put it together for your business is
21:21this is one good slide for us to be able to look at it um and it's not only enchanto obviously this
21:27slide has enchanto in the middle but we also have partners as i've spoken about um moving onwards this
21:34is this is a little bit of an important slide for people who are a bit specialist you know when you
21:40have a wide audience like this uh event you will have people who are new to the business and you have
21:45people who are very specialized in the business so i'm trying to kind of you know bridge those two
21:51so if you look at the order management system which is our oms um which is one of enchanto's uh
21:58specialty we have total of about 1100 customers um uh and out of which i would say um many of them
22:08have both our order management and the warehouse management obviously these two solutions can can be
22:13sold and implemented separately so there is no you don't have to buy them in a combo it's not like
22:20the mcdonald happy meal that you have to buy together in the sense so let me look at the order
22:25management system it has all the the necessary attributes of orders inventory catalog pricing promotion
22:35across various marketplaces web stores offline channels and the link up to any of your erp systems which
22:42is enterprise resource planning your customer relationship uh systems etc very important
22:49because it cannot be just standing in vacuum whereas the the warehouse management system which is the one
22:55on my right hand we have all the end-to-end supply chain management so pick pack ship flows replenish
23:03optimize uh packing lists uh carrier last mile integrations etc all that comes in the warehouse
23:11management so think about us as us to be the middleware we are in the middle of one side on my
23:18right hand side is the marketplaces like shopee lazada whoever else you use and on the extreme left
23:25hand side is the enterprise resource planning where you actually order new products and services do your
23:32your purchasing etc all that in between whether it is warehouse management solution or order management
23:40systems are essentially our speciality and we've been doing that for many years right um uh one of
23:48the things we want to talk about is the various brands which which we have so uh this this this list
23:55always uh becomes bigger and bigger and bigger i chose one of them which has brands enabled by
24:01enchanto sas platforms and you can see a lot of them that are familiar uh just to pick up that today
24:08um after this call i'm going to be talking to uh unilever i'm also going to be talking to l'oreal
24:15which is a big french giant um hp um as our important customers and others on the side on on the right
24:23side maybe people from malaysia can remember um may may recall dksh you'll have a lot of um products in
24:33in the luxury uh retail um you know footwear etc so this this is just to give you a sense that
24:41whichever industry you are in whichever vertical we essentially not only support the brands but
24:47support you because you in turn support the brands right so i will just take a pause and just recap what
24:55i've just told you the first important lesson i told you is that we are in the recovery mode with
25:01so so it's not that doom and gloom about maybe six months or a year back is actually behind us
25:09so we should be getting ready for market expansion centralized inventory management real-time order
25:16syncing up orchestration systems of entire your your front end and back end ability to list catalogs
25:23across multiple regional channels whichever of them you cannot do it again and again and again the
25:28same one is used multiple of them and these are some of the things which you must look at it from
25:34your business point of view the second thing i i've also uh explained is that we are specialists in the
25:39areas of order management and warehouse management and third most important is that we rely heavily on to
25:48our partners like pioneer for for payment solutions as well as from janio for logistics so together we are able to
25:56we are able to provide a very very good solution for your business back to you philip
26:03thanks a lot madanjit thank you so much and again apologies for the
26:07little interruption earlier on all right so let just let me share my screen
26:12okay jen can you see my screen yes thank you okay so now that you have heard from our logistics
26:29partner enchanto and our multi listing channel in i'm sorry our multi listing channel in enchanto and our
26:36logistic partner in janio today i'm going to talk i'm going to share a little bit with you
26:41about paynear uh what we do how our cross-border payments platform can help scale your business
26:47globally so i hope by the end of this session uh painting will be an option for you to consider when
26:52you want to do cross-border transactions now the past year and a half has been normal for everyone to
27:00say the list but i think it is also one that is filled with opportunities and validations with
27:06the digital trends that we are seeing globally especially with the increasing online shopping
27:11behavior so what do we do in penia in penia our mission is really to empower businesses around the
27:18world to go beyond borders limits and expectations so we want to enable businesses and professionals from
27:26different countries to connect with each other seamlessly and really to capture the endless
27:31global opportunities through our cross-border payments platform so just a little bit of history
27:40with paynear we were founded back in 2005 a true pioneer of fintech i would say so the company was
27:48built with a robust infrastructure that places security stability and trust at the very core of our dna
27:56so it's important to note that we are fully regulated and compliant globally wherever we operate
28:02and we have a global team across 24 locations with 2 000 over staff now we serve close to 5 million
28:11customers and our platform actually helps streamline global commerce for millions of small businesses
28:18marketplaces and enterprises from 200 over countries so what that means is also we support multiple
28:27languages in the different regions and we have 24 7 customer service via email live chat and phone
28:34uh i would like to highlight that we deal with 150 currencies with local clearing so the transactions that
28:41are done in a cross-border manner is really very done promptly and as swift as a transaction that is otherwise done locally
28:52so in 2020 our payment volume reached 44 billion mark
28:56so that actually translates to a 53 percent year-on-year growth
29:05just also to share a little bit of our recent happening so
29:10in may we actually announced our global partnership with ebay wherein we become the exclusive payment provider
29:18for ebay currently in selected countries but the plan is really to expand where the all the other regions
29:24that are not yet on pay near and then of course in june 2021 we actually went public on nasdaq in the us
29:35so these are incredible milestones for the company and they are definitely not possible without the trust and support
29:43of our customers and partners so we continue to put our customers and partners at the core of our business
29:51and we are extremely humbled to be validated by the leading brands across various industries
29:57so our portfolio is something that we are incredibly proud of and i think this is the same sentiment
30:02with janio and enchanto in terms of building a very important ecosystem within the uh within the
30:10landscape now so these partners and customers place their trust with pain yeah so we help them to
30:17connect and transact billions of dollars in a swift and secure manner and they actually come from very
30:22diverse industries so to be closer to our customers we do conduct our forums annually around the world
30:31we try to bring together sellers freelancers and businesses to discuss about the global opportunities
30:38understanding their businesses and trying to address their pain point so in 2019 we held forums in 30
30:44over cities from malaysia thailand philippines to australia and japan just to name a few this is really
30:51to connect everybody within the payment ecosystem and to find ways to support and help each other grow
30:57their global business now obviously in 2020 and 2021 we couldn't visit the places that we want to
31:04we hope that 2022 we can do so and meet up with you guys
31:11okay so now that you have learned a little history on pain here i'd like to share with you what uh we
31:17what we actually do our in terms of our products and services now one of the key things that differentiate
31:23us from the other payment provider is our ability to support your payables and receivables
31:30so our goal is really to reduce friction that is involved in sending and receiving international payment
31:40so as you can see our global payment services uh will allow will enable you to get a set of
31:46receiving accounts for all the major currencies that lets you get paid in different countries and this is
31:54as though you have a local bank account there now this is especially useful when you want to sell on
32:01marketplaces that require you to have a local bank account and having a pay near account will actually
32:08significantly reduce the cost to your payment fees we also enable our user to request for payments
32:17anywhere in the world and their clients will instantly receive several options to pay either via credit card or
32:24bank transfer and we term this as our billing service now once the payments are received in your
32:31painier account you can actually use the balance to withdraw it either to your local bank account
32:37or use it with your painier issued debit card to do purchases in some countries you can also receive
32:43and pay other painier customers directly through our in-network payment so i think what i want just want to
32:52iterate is we make assessing your funds as simple as possible and later on i will share a case study
32:59that reinforces our platform's features
33:06so this is just a quick snapshot on uh what you can do on our platform as you can see you can create the
33:13various currencies and we will give you a bank account number of the particular bank that we are working with
33:20in a particular region and of course you can pay your suppliers and service providers and you can also
33:27pay your international vat if you are selling in the european marketplaces
33:34so painier is headquartered in new york but we do have a strong presence in southeast asia so our
33:40regional hub for southeast asia is in manila philippines and we also have an office in vietnam so we are
33:46currently serving clients from philippines singapore thailand vietnam malaysia and indonesia and
33:52across the region 80 of our clients are actually online sellers in the e-commerce space and amazon is
33:59actually their go-to marketplace for their products the remaining 20 of our clients make up of service
34:06providers so they could be your business process outsourcing companies to corporate services so the
34:12companies you see on this slide are just some of our clients in malaysia and thailand and that we
34:17have helped them with the payment solution
34:22so now i would like to share with you a case study uh for one of our malaysian amazon seller and how
34:28they actually use our platform to get paid by amazon singapore so you have successfully made a sale on
34:36amazon singapore and you are about to be paid in sgd now all you need to do once you have signed up for
34:42paynear account is to add the sgd currency on your paynear platform we will then generate a
34:50singdollar account number for you for which you can provide to amazon to pay for your sales in sing
34:56dollar now singdollar is just one of the many currencies that you can add so as i've mentioned
35:02earlier uh we support all the major currencies from japanese yen u.s euro british pound aussie dollar just
35:10to name a few now once you receive the funds in your paynear account the sales proceeds from amazon
35:17what do you do well like i mentioned earlier you can either transfer the funds to your local bank
35:23account in your currency in this particular example you'll be in a ringgit currency in a malaysian bank
35:30account or you can choose it you can choose to use it with the debit card that allows you to withdraw
35:36from any atm you can pay for your facebook ads or you can even do online transactions with the
35:43uh with the card so the ways for withdrawal are really direct and straightforward and we make it
35:50really seamless and smooth for you to access your funds now don't just hear it from me uh this is a
36:00testimony of one of our long-term clients uh mr kokmanli is the founder and managing director of
36:06luxurious craving base in malaysia and i would like to share this video with you to see to for him to
36:12explain to you how paynear has helped his business transactions to be smooth and seamless and their
36:17and their business to expand globally so just enjoy this very short clip
36:37hello i'm komanli i'm the founder and managing director for lasu's clearing and we are based in
36:43in kuala pro malaysia lasu's clearing basically is an online platform it's an online e-commerce that
36:47sell authentic luxury goods okay lasu's clearing was established in year 2012 where me and my wife
36:54currently started off we wanted to bring affordable luxury brands into malaysia and service asia
37:01initially we started our home uh facebook fan page which is called lasu's clearing not fast enough
37:07not big enough so me and my wife we talk about hey why don't we start on e-commerce
37:12website we started amazon account us back in end of year 2015 and then
37:19all of a sudden we really did not expect the sales coming in every day and then even we get
37:25orders from japan amazon europe amazon australia the challenge i'm facing when selling amazon.com is
37:33getting the payment from amazon seller central
37:36um because amazon has a policy that they only transfer their payments into local us bank account
37:46so what i do is that i went to amazon exhibition fair and then from there i get to know pioneer
37:54they are the amazon trusted service provider to receive payment from amazon back to
38:00uh international reseller what they do is actually uh pioneer create a local bank account local bank
38:08account whether it's in us or in europe or in japan then amazon transfer the payment into this local
38:15bank account then they will transfer internationally to my local bank account in malaysia so pioneer is
38:22actually very easy to use and then just one click button away to transfer your payment into your local
38:28backup within two to three businesses that's how easy it is
38:41okay and with that uh thanks for the joining us today uh the sharing i've done are just some of the
38:50highlights and capabilities of the company uh it's important to note that we have invested a lot to
38:56become truly global and we are proud to be a trusted brand and market leader in the payment space for the
39:01past 16 years so if you have not already done so please do sign up for opinion account for free
39:07uh if you want more information please visit our website or you can just scan the qr code right here to
39:13sign up instantly and with that uh let's move on to our q a session so just give me a minute
39:27okay so i think we just addressed a few questions that were that were sent in earlier so um i think this
39:44is to brian and madanjit right so somebody asked does janio or enchanto deal with customs when we want to send
39:52product in bulk quantity to singapore okay let me address this question yeah okay yes we uh as i
40:02presented just now we offer end-to-end uh solutions whereby we will pick up from from the sme or merchants
40:11and send directly to your buyer let's say for example like if you send below 30 kg then we will consider
40:18this as a b2c shipment direct if you want to send in bulk quantity which is above 100 kilo for
40:27example and then we will have you to do the custom clearance as well and deliver to your customer in
40:33singapore no issue because for for example for bulk quantity we also help one of our
40:41uh clients uh big bag we have them to deliver uh the uh parcel in bulk to the singapore buyer as well
40:53yes we do end-to-end services
40:58yeah i would i would say uh philip that uh brian would be the the specialist in this
41:03uh we have we have many customers and when they ask us this we always work with the john new got it
41:11thanks so so then i guess um maybe madanjit i can ask you this like how can businesses select the right
41:18technology to achieve their desired growth whether it be uh to scale globally or to increase their sales for
41:25that matter um yeah uh absolutely thank for that philip so essentially the good part of technology is
41:33once you build right and you have the good uh infrastructure and partners uh you can scale
41:39anywhere in the sense and we have seen that if you look at you know amazon and all over these people
41:45a couple of years back they were they were free um only north america now they're everywhere
41:50so coming back to the point from a technology player like unchanto we essentially look at order
41:57management and warehouse management as the key components to the business obviously there are
42:02others which uh which are about payment and logistics but i am more focusing on that so if you
42:08if you if you choose right now when i use the word choose right you must have three things the first
42:15one is software as a service solution that means a solution will will grow with you you don't have to
42:22pay a lot of money up front you can essentially pay as you grow with that and that is called software as
42:29a service uh the second one is that it should be the best in class of the components they use
42:36and the third most important one is they must have very very good post-service support which is
42:43account management so those are the three things so it's not about after the sales experience it's
42:49not about trying to sell you more but to be able to make use of what you got so we've got a whole team
42:56not only of software developers about 150 200 of them but all our customers and i should have said
43:03up front our customers are right across southeast asia we have an office in singapore with headquarters
43:09here office in malaysia indonesia philippines vietnam thailand a joint a joint venture partner
43:16in korea and operations in australia and operation in middle east so we are kind of pretty well covered
43:22and we have like i was saying 1100 customers from all over there all over there including europe and the
43:29us which are coming in so why are they coming in because they like the business model the the software
43:35as a service and chanto order management and warehouse management will scale up as you grow
43:41the second more important point is that we are best in class of what we do and the third a more
43:47important uh point is most important one is after you buy a solution how is the company going to be
43:56working along with you to be able to get you to use what you bought right so back to you philip
44:05thank you so much madanjit definitely agree with you i think the post sales after you buy the
44:09solutions the post sales support and service is very important and that really that really will
44:17decide the sustainability of this particular solution that you have just gotten so i guess the next
44:22question uh is to the both of you like um what are some of the major factors that one should consider
44:30when they want to expand their businesses cross border so they want this is the first time
44:36probably the first time that they are trying to bring their business global they've been selling
44:40domestic for the longest time what are some of the key advice that you would give them in terms of
44:44the factors to really take note of and to consider to plan prior to doing so okay i can i can go uh
44:53first with brian's uh permission i would say that i always like to have a conversation with business
44:59owners who kind of are able to share with us what is their current business and what are their future
45:06business ambitions if they are able to do that then we are able to make necessary inputs as to what
45:13are the things they should be looking at more importantly give them examples of customers who have
45:19have been on the same journey with us possibly get to talk to some of our customers so this is not
45:25about trying to sell you anything is to be able to say that we kind of come in as more business advisors
45:31once that particular area is done then say okay we understand what both of us are saying what are the
45:38other how do we really start on this one that is a time where we kind of look at okay today where are
45:44your warehouses um what do you do with your order management systems um which are the systems you
45:49connect to uh where do you wish to go who are your suppliers and we essentially have a whole team who
45:55essentially help you to do this um i i'm i'm uh sending it to to brian if he wish to add up from his
46:02experience uh what what um customers might prospects might look like okay uh my second advice will be um
46:15do your own market research because based on my experience you know grooming a lot of uh sellers from
46:20ebay i noticed that a lot of sellers a in hurry to to expand their business globally you know to us to uk to
46:30australia etc i would advise them to do market research based on their products because for
46:37example like no uh you are selling
46:42certain products which is you have a demand in us but not in uk and also australia
46:46whereby it will be a waste of time for you to focus on those countries or market whereby your product
46:51has no demand first second be focused in only in one country one step at a time
46:57based on my experience a lot of uh especially ebay seller whereby we want to they want to sell
47:04globally but they do not understand what is the logistic behind for example your shipment to us
47:12will be different rates your shipment to latin america or africa will be different rates so this will
47:19make them confused and at the end of the day they are actually a uh making a lot of business because of the
47:25logistic rates so i would advise that i would advise most of the smes here to go for your first step
47:32don't be shy you have nothing to lose just expand your business globally in one particular marketplace
47:40in one particular country do your research and go ahead
47:43thank you so much brian thanks madanjit uh the next question we have from our attendees uh specifically to
47:54brian so uh they would like to find out if there is any minimum shipments to kick start with uh reason
48:01being the product is of low margin groceries product so what is the minimum shipment that janu needs to have
48:07before they have and uh another question so that you can answer this after that would be does janu
48:13handle shipping and logistics from china to the us um okay uh for your first questions um
48:23for these collaborations with uh pioneer and also unchanto we offer uh
48:28uh minimum pickup uh which means that if they say you have one parcel two parcel on our site we will
48:37still go to your place pick up and deliver to the buyer so there is no minimum and maximum as for now
48:43okay for the second questions uh yes if let's say for example you want to ship from china to amazon
48:50fba in u.s in bulk then yes we do have uh as i mentioned just now we do have two offices in china
48:58gong chow and sentience i can link you to our colleagues in china to further discuss on the bulk
49:04shipments from china to u.s amazon fba yes we can do that okay uh brian a follow-up question so is janu's
49:14shipping rate competitive as compared to the others and for this particular instance
49:20from china to u.s how competitive is janu's shipping rate um for from china to u.s it's also depending on
49:33as i mentioned just now if it is by bulk uh our minimum is 100 kg for b2b as for b2c uh the direct
49:40e-commerce parcel from china to u.s uh currently we don't have such services as for now but however
49:47our rates across the region malaysia singapore and also indonesia our race is quite competitive i
49:53would say and uh with the participant today janu is going to offer a special rate to all of you
49:59okay so participants please uh after i think after the session we will send we will we will send the
50:08respective presentation stack and then i think embedded outreach uh in brian's deck there is a
50:13qr code that you can scan so that you can just sign up for your general account if you have not already
50:18done so uh okay so we would just have like one or two questions more i think uh madanjit how enchanto
50:27helps brands and retailers to implement a direct to consumer strategy can you share a little bit about
50:32that yes absolutely uh so essentially a lot of our customers are essentially looking at the direct to
50:40consumer um play because they they essentially want to have a direct uh connect uh and that essentially
50:49builds on their marketplace um persona so for example if you have a marketplace and you have your
50:57product placements you have your pricing promotions all of them actually provide you that last mile uh
51:04the last mile from a digital point of view the physical last mile is logistics etc so depending on uh
51:10you know it is very um uh not very easy to explain it in in direct terms but if you look at uh some of our
51:19customers and you look at our customers like l'oreal or putty or wakol who are essentially in the
51:25luxury apparel uh perfumery consumer product good all of them are actually uh creating their own
51:34marketplaces or working along with marketplaces like the big ones which we have spoken about
51:40shopee lazada and there are many more um i think i think it is important for us at the right time to be able
51:46to either have a conversation with me and we can explain it in in your own uh specifics or our website
51:54actually have a lot of case studies so i think it's easier just writing a mail to us at business
52:00at unchanto.com and and we will get get back to you uh quickly on that one we are we have uh we have a
52:06specializing in this area and also we have done it for very very uh brands which are not only the
52:13the multinationals the the medium as well as a small one um one of the things i wanted to to to really
52:20uh share is that i would say most of our customers are essentially in the commercial uh categories
52:30these are not necessarily small customers but they start with a small and they grow with us
52:35and we have seen that for the last three years a lot of customers have have grown with us our website
52:40has a lots and lots of our references um which are there and the uh the in each market whether it is
52:48malaysia singapore vietnam thailand indonesia we've got local references and also the the big ones uh so
52:56come and talk to us would be i would be uh you know in uh before the lockdown we could say come and have
53:02a coffee with madanjeet but sadly we can't do that but we can at least have a a chat over the phone
53:08um and to be able to uh provide you the information
53:11thanks madanjeet uh one last question for for myself for pain here i think uh our attendees
53:20would like to know do we only handle international transactions and can they use the pain account to do
53:25transfer to friends or relatives so um unfortunately for pain account this is not a service we provide
53:33in terms of transferring to your friends or relatives so for pain here it is suitable for cross-border
53:39business payments with underlying trade transactions and not personal money transfers so this is uh this
53:46is something that is very important uh so broadly speaking you'll be eligible to use pain here if you
53:52fall into these categories right so if you are a freelancer or service providers and you are getting
53:59paid by your clients or by your marketplaces for professional services that you offer you are an online
54:05sellers so as what i've shared earlier you sell on amazon you sell on ebay we will be able to support
54:13you with the pain here account smes if you do b2b direct and of course we do have our marketplaces
54:19and enterprises as well wherein you need to do mass payout to your clients so for example shopee lazada
54:25they are our clients as well when they need to pay out to their merchants so yeah so important to note uh for
54:30pain here we are only supporting business transactions that is done in a cross-border manner
54:37yep uh i think that's the time that's all the time we have for today uh so sorry that we can't get to
54:42all the questions but like what madanjit and brian mentioned earlier please feel free to reach out to
54:48us respectively if you have any questions that is specific pertaining to us uh so thank you again for
54:54joining us thanks madanjit and thanks brian uh this was a very informative and a very engaging session
55:01uh and we look forward to having you guys with us again for our next webinar
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