Getting Started / Insights

Getting Your Ducks in a Row: The Buying Trip

Mark Capps, Co-Founder and CEO of budding start-up Sneaking Duck, shares his experience, insights and lessons learnt from a recent buying trip to China.

In the first part of this exclusive ‘Getting Started’ series, Mark Capps, Co-Founder and CEO of budding start-up Sneaking Duck, shares his experience, insights and lessons learnt from a recent buying trip to China.

I’ve always wanted to start my own company. However I’ve struggled to actually make the decision and do it, instead I’ve continued to work for various large companies. Recently, I made what I hope will be one of my best life decisions: I left the scale and certainty of one of the world’s most amazing companies (Google) to become an entrepreneur, starting something new and uncertain in online retailing, with Sneaking Duck!

I recently returned from a trip to China, the purpose of which was to buy a range of glasses frames, and find suppliers for cases, cloths and technical equipment for Sneaking Duck. My co-founders (Michael, Mike and Jodie) had built relationships on a previous trip, so we weren’t starting from scratch. Four of us set out on a two-day buying trip, but only two of us spoke Mandarin, which at times was challenging in-itself. We didn’t get everything done, so I ended up making a second trip with my colleagues, Ken and Jophie.

We met with suppliers, negotiated and placed orders. It was a successful trip, but I can’t help thinking we could have done it better. Below, I’ve shared what we learnt and things we’ll be sure to do next time:

  • Have a clear plan upfront – you can never be ‘too organised’. You need to think through every detail of what you want to do, and how these parts inter-relate. For example, you can’t choose cases until you know the exact size of every frame.  This then makes a running order for the day. Surprises will come up and you’ll have to adapt, but at least you will have a clear view of what you need up front.
  • Communicate clearly with everyone – give people roles and autonomy. Having multiple people can lead to lots more being achieved. On the second trip, we split up in a really effective manner. I would go to talk to suppliers and make specific decisions with Jophie as translator, then Ken would follow up afterwards for price and volume negotiations.
  • Time will run out before doing everything you want to do, so make sure you prioritise and complete the most important tasks. On our second trip our key objective as to ensure orders were confirmed – however, we nearly didn’t achieve this as I become distracted by finding exciting new things to buy.
  • Technology can be an awesome help for cross-border communication. Although my co-founders weren’t with me, I was able get their input and make rapid decisions on a couple of surprises. I just took photos and emailed them back to our Chinese and Australian offices.
  • However, paper proved to be the greatest tool by far! The most useful tool was a well laid out list of what we needed to do, by location and with appropriate photos carefully arranged.  It’s easy to see and discuss what’s done and what’s still to do. And its batteries don’t run out!
  • Buy lots of samples – make your decisions later. We tried to make too many decisions on the fly with suppliers looking on. We were trying to save money by not buying samples that we didn’t need. It’s best to buy a lot of samples (which are normally refundable), then make your final decision in the peace of your hotel room.
  • Suppliers don’t take you seriously until you place an order. Negotiating, especially in foreign countries and languages, could fill an entire blog – but I’d like to highlight one thing I learned: our suppliers became more accommodating after we placed an order. Stock appeared, prices changed, customisation became easy. In the future, we’ll make orders on dead-cert purchases straight away, instead of waiting to make every decision final.
  • Watch out for ‘fakes’. We don’t want to sell the fakes for which China is notorious, however with the bewildering array of choices it’s not easy to know if something is ‘fake’.  Generally, the wholesalers knew and priced ‘fakes’ higher, however I don’t feel this is a fool-proof approach to this issue.
  • Have fun! A successful day buying can be an enormously satisfying experience and fun! :-)

Does anyone have suggestions or experiences on how to be more effective on a buying trip?

Mark Capps

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Mark recently left Google to start up a new e-commerce business called Sneaking Duck that will sell funky, fashionable prescription eyewear. He has teamed up with the founders of Shoes of Prey to do this. After more than seven years in online, and seeing many opportunities from within large companies, he is incredibly excited to be building something new himself. Previously, Mark worked at Google for six years in London and Australia, working across EMEA and Asia Pacific. He was a strategy and operations specialist, and worked closely with senior execs across Vertical sales, Agency sales and Local advertising. Other career experiences include Virgin Money, Technoserve (a not-for-profit in Kenya) and McKinsey. When he’s not working, he’s generally found sailing, mountain biking, exploring Sydney’s restaurants or planning a trip somewhere fun. Follow Mark on Twitter or connect with him through LinkedIn

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