Constrained by limited resources, it is not simple for local SMEs to find their Mr. Right in a big world market. However, with the help of HKTDC Business Matching service, Exclusively Mine - a Hong Kong company offering lingerie and evening wear to the domestic market - has recently encountered its dream partner which brings a breakthrough to its business.
"Our small operational scale means high cost and small capacity, thus we can only focus on high-end items in small order quantity. To a certain extent this hinders us from working for typical overseas buyers whom opt for low price and mass quantity," explains Vincy Lee, owner of Exclusively Mine.
Yet the turning point came in July 2008, when HKTDC's business matching specialist referred Exclusively Mine to Whoa Mamma - a US brand sourcing for silk sleepwear. Though Exclusively Mine has not manufactured sleepwear before, yet these two companies share essential similarities: Whoa Mamma is an up-market brand running only small quantities, and its target customers are also set between 25-35 years of age. These have encouraged Lee to give the matching a try.
"It was indeed a headache for us to finish three samples within one short week especially that we have not got the right type of sewing machines. Luckily with our meticulous workmanship, we were able to utilise our sample room's machines and did a terrific job, winning the initial trust of the customer," recalls Lee.
The first trial was then followed by more sample-making and intensive discussions, in which Exclusively Mine contributed its innovative ideas on cutting, material-matching and cost-saving based on its expertise and comprehensive experience. All efforts were realised when Whoa Mamma placed its debut order after six months. Three shipments were accomplished in the consecutive ten months, with orders extended to include the lingerie and corsets of Exclusively Mine. Through non-stop communication and collaboration with Whoa Mamma for over a year, Lee is confident that the brand will grow to become a long-term customer.
Lee is indeed impressed by the business matching service which not only made the company's debut in the overseas market, but also diversified its product range to cover sleepwear. The matching experience also offers an invaluable opportunity that challenges the company's capability, giving insight to Lee on ways to strengthen its structure and operation.
"As a small enterprise which starts from zero, I truly appreciate the business matching service of the HKTDC. In fact, there are many SMEs in Hong Kong which are in need of this service to open up their overseas markets. Their business matching specialists are equipped with professional knowledge and their thorough follow-up during the whole matching process indeed gives us great assistance," concludes Vincy.
