Aceites de las Heras and AB-Biotics reveal how they are digitized and exported through Alibaba Group marketplaces

The companies Heras oilsdedicated to the manufacture and packaging of olive oil, and Floradaptthe B2C brand of probiotics that AB-Biotics sells in China through Tmall and is oriented towards the research and development of nutritional supplements, were present, in the hands of Alibaba Groupin the 9th Congress ‘SMEs and multinationals: leading the transformation together’held today in Madrid and organized by the association Multinationals by brand Spain.

At the meeting, Aceites de las Heras and AB-Biotics participated in a round table within the ‘Digitalization’ panel as successful cases of collaboration between SMEs and the global technology company Alibaba Group. Both companies shared how Alibaba.com, a global B2B marketplace, and Tmall, a B2C marketplace in China, from Alibaba Group help them export their products to other markets.

Recommendations to be successful when exporting through marketplaces

Among the recommendations that AB-Biotics and Aceites de las Heras shared to be successful when exporting through marketplaces, are:

Sell ​​and connect with Chinese consumers:

  • highlight the Hero Product. Have in mind a single product to which to dedicate most of the budget and energy.
  • choose a good partner trusted. Carry out an exhaustive process of selecting the partner that will accompany us in this process (Tmall Parner in the case of Tmall Global) and work hand in hand with him.
  • Test the market. Before making large investments, it is important to check how the market is, what customers need. This is also important to organize the stock and check what is in demand.

Export and reach professional buyers around the world:

AB-Biotics and Aceites de las Heras as Alibaba Group success stories

AB-Biotics and Aceites de las Heras are listed as Alibaba Group success stories in the report “SMEs and Multinationals in Spain: leading the transformation together”, prepared by Afi in collaboration with the MME and ICEX. Alibaba Group already has a collaboration agreement with ICEX aimed at supporting exports and the digitization of Spanish SMEs. SMEs can join Alibaba.com in the following link.

B2C Marketplaces to take advantage of the great opportunities of the Chinese market

In the last three years there has been an annual growth of 20% annual import cross-border e-commerce in China and Tmall Global, the largest cross-border B2C e-commerce platform in China. Likewise, there are already around 500 Spanish brands that have a presence in Alibaba Group’s Tmall and Tmall Global marketplaces that connect them with a potential market of more than 1,000 million Chinese consumers. Among these companies is AB-Biotics, which, together with Alibaba Group, created its own brand, Floradapt, to reach Chinese consumers directly and make the B2C business in China a highly relevant source of revenue for the company.

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In the words of Miquel Ángel Bonachera, CEO of AB-Biotics: “We wanted to make the leap to a B2C model in a completely digital sales channel and we found our ideal partner in Tmall Global. China is a very advanced market in digitization issues. The country has hundreds of applications that allow consumers to purchase products in less than 24 hours with a single click, and Alibaba Group has an entire ecosystem within these applications that allow not only promoting these products but also the entire distribution, logistics and financial and stock control”.

Good prospects for B2B e-commerce worldwide

Electronic commerce in the B2B sector is booming and it is expected that by 2026 online orders will account for 25.3% of the total in Spain, according to a study by Euromonitor in collaboration with Alibaba.com. And globally, the B2B marketplace Alibaba.com is the leader with more than 40 million active users. Precisely, Aceite de las Heras began its journey on Alibaba.com in 2021 and, since then, it has increased its penetration in countries such as Germany and China and has begun to operate in new markets such as Iraq, Ghana or the United States. Currently, the Alibaba.com marketplace represents 10% of the company’s foreign business for the company.

In this sense, Ana Alfonso, Export Manager at Aceites de las Heras: “Alibaba.com helps us approach potential customers from all over the world as if we were present at a permanent virtual fair. The flexibility of the platform allows us to design our own showcase, highlighting those references that we consider most interesting in the “show case”. The possibility of being able to continue the commercial negotiation outside the platform allows you to be very agile in a sector as competitive as ours”.

It is a pleasure to have participated in the 9th Congress of Multinationals for the Spain Brand and to have the opportunity to illustrate Alibaba’s rich offer to support Spanish companies of all sizes, particularly SMEs. Taking advantage of our digital infrastructure and our incomparable knowledge of the market, we bring the best of “Made in Spain” to Chinese consumers, but also to professional buyers around the world, thanks to our B2C and B2B platforms. Online commerce has bridged the gap and provided countless opportunities for companies and entrepreneurs willing to embrace digital and unlock growth in international markets.

Rodrigo Cipriani Foresio, Alibaba Group General Manager for Southern Europe.

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