How Niza Evolved with Tridge
7 mins read

How Niza Evolved with Tridge

Overseas
/
7 mins read

Hanizah (a.k.a Niza) joined Tridge from Malaysia as a market researcher after eight years of experience in sales and marketing. She is now responsible for training engagement managers (EM, local trade experts) of Tridge. As a key player in the expansion of the Tridge business in Malaysia, she is passionate about overcoming new challenges between different cultures. 


What drew you to Tridge?

I joined when Tridge wanted to expand its global business, which was around three years ago. Tridge needed someone to do research and try to expand business in the Malaysian market. Since I was in sales and marketing for the past eight years, I felt that this was the opportunity to work with global companies and to talk to people for research about Malaysia. Plus, Korea is one of the places that I wanted to go to. 

During the first year in Tridge, we explored more about Malaysian market to understand the country's suppliers and exporters.


How was your first year?

In Malaysia, suppliers usually don't trust trading platform. They are very old school because agricultural regions are in outskirt areas. Only when you see them face-to-face, or you are a broker or trader will they treat you. The suppliers question whether we have met the buyers, are confident with them, or know how to communicate with them if EMs resign. They don't know in detail, and they are not open to the new technologies that can help them communicate with buyers worldwide. 

To overcome that, I serialized in meeting calls because in Malaysia, the suppliers don't trust people that easily on the first call. If everything's done in the first call, you'll be super heavy, and they're going to recheck you. So, I had to make it short and let them know that we would help them connect with the buyers. On the first call, they felt that we are more like a broker or a middleman. On the second call, when they started to become like friends to us, they became more open when I elaborated that our trading platform provides all this information. 


Why would traders choose Tridge over competitors?

They choose Tridge because we offer the service to them. The EM will validate all the products for exporting and show that all the exported products are very good. The payment will come straight from Tridge, and the trader has nothing to worry about. So it gives the trader a kind of hassle-free, without thinking more about how to find the buyers and trying to employ a new agency to check all the products.

It makes the traders feel Tridge is better because we are trying to help their suppliers to export. Also, we don't try to be picky with the suppliers or buyers. Instead, we provide the opportunity for all the suppliers worldwide to get equally, whether they are small, medium, or big, if they are valid and have the products to export.


What is the biggest challenge? 

Learning how to communicate with the suppliers is the biggest challenge, and it depends on the EM's location. For example, one of the biggest challenges in Malaysia is that the suppliers would want to know whether we are visible in Malaysia as our location or whether we have our branch in Malaysia. It is the most challenging part to convince. But in terms of sales and marketing, it is crucial to make sure they understand that we are still new and trying to expand. It's the same with other trading platforms when they first start to penetrate each country without branches. 

We are in that part, and it takes time to understand how the suppliers respond and talk to them. I think that's the hardest part in EMs' roles, where they also need to make the communication fast. They cannot do it slowly, or else they're going to lose the deal and the trust. If the first conversation was not convincing, we could not go back, and there will be less opportunity to close the deal.

It's the most difficult thing for me to explain and make the HQ teams understand Malaysian cultures, militias, trading, agriculture fields, etc. It is because we would like to understand the module of Tridge, but this module needs to be flexible at the same time, depending on the country and region you are located in. When I'm doing the training right now, each of the EMs has their way to pitch and their own struggle spots to make the suppliers understand Tridge. I think the different countries have different types of approaches, so no one method will work in each country. 


What was your biggest success?

In my second interview, I asked what I would get if I am more successful than other EMs. He said that promotion is always there every six months, and if I'm doing well, I will get promoted. I got promoted in the fifth month, and for the one year that I was the EM, my KPI was on top 100% almost every month. So I think that's something I consider my success, and I hope Tridge also feels the same way. 


How do you train new EMs?

When I was an EM I started to train the EMs already, and right now, I'm fully on the training part. We have two initial weeks of onboarding, and the first day is very light and easy for the EMs to be comfortable with Tridge. The objective is to have confidence in Tridge, know what we are doing, and understand why we are collecting the information and where to put it. We go through our trading platform first because they need to know the location of the data. Then, I guide them with the features and their importance in the platform to understand why we have all the information and how the users can benefit from it. 

Then they need to know the products to export and whether the products are relevant for exporting. So, we spend a few days doing market research to make sure the products are the best to concentrate on and understand the products. If they don't know about the product, they don't know the importers and competitors, which will sound very amateur to the suppliers, because suppliers had already been 20-30 years in the market. Then, they explain to us about the product and what they think about it.

On the second week, we go through the workflow of EMs and the application they will use so that they don't get shocked and know what to expect when starting their role as EMs. We guide them to find the suppliers, communicate with them, introduce Tridge, handle objections, put the information they got in our Tridge app system, and communicate with the branch managers and deal managers. 


What kind of qualities are necessary to be successful in Tridge? 

Knowing how to talk is important. Suppliers and buyers don't need us if we don't show them that they need us. If an EM doesn't know how to deliver the message to them, we cannot sell because they have to work to see each other. Although many things can be communicated through the EMs, such as our offers, if we don't know how to deliver them properly, the suppliers or buyers will not feel we are the right one because they already have much more experience. 


Minwoo Nam
Communication Manager

How Niza Evolved with Tridge
7 mins read

How Niza Evolved with Tridge

Overseas
/
7 mins read

Hanizah (a.k.a Niza) joined Tridge from Malaysia as a market researcher after eight years of experience in sales and marketing. She is now responsible for training engagement managers (EM, local trade experts) of Tridge. As a key player in the expansion of the Tridge business in Malaysia, she is passionate about overcoming new challenges between different cultures. 


What drew you to Tridge?

I joined when Tridge wanted to expand its global business, which was around three years ago. Tridge needed someone to do research and try to expand business in the Malaysian market. Since I was in sales and marketing for the past eight years, I felt that this was the opportunity to work with global companies and to talk to people for research about Malaysia. Plus, Korea is one of the places that I wanted to go to. 

During the first year in Tridge, we explored more about Malaysian market to understand the country's suppliers and exporters.


How was your first year?

In Malaysia, suppliers usually don't trust trading platform. They are very old school because agricultural regions are in outskirt areas. Only when you see them face-to-face, or you are a broker or trader will they treat you. The suppliers question whether we have met the buyers, are confident with them, or know how to communicate with them if EMs resign. They don't know in detail, and they are not open to the new technologies that can help them communicate with buyers worldwide. 

To overcome that, I serialized in meeting calls because in Malaysia, the suppliers don't trust people that easily on the first call. If everything's done in the first call, you'll be super heavy, and they're going to recheck you. So, I had to make it short and let them know that we would help them connect with the buyers. On the first call, they felt that we are more like a broker or a middleman. On the second call, when they started to become like friends to us, they became more open when I elaborated that our trading platform provides all this information. 


Why would traders choose Tridge over competitors?

They choose Tridge because we offer the service to them. The EM will validate all the products for exporting and show that all the exported products are very good. The payment will come straight from Tridge, and the trader has nothing to worry about. So it gives the trader a kind of hassle-free, without thinking more about how to find the buyers and trying to employ a new agency to check all the products.

It makes the traders feel Tridge is better because we are trying to help their suppliers to export. Also, we don't try to be picky with the suppliers or buyers. Instead, we provide the opportunity for all the suppliers worldwide to get equally, whether they are small, medium, or big, if they are valid and have the products to export.


What is the biggest challenge? 

Learning how to communicate with the suppliers is the biggest challenge, and it depends on the EM's location. For example, one of the biggest challenges in Malaysia is that the suppliers would want to know whether we are visible in Malaysia as our location or whether we have our branch in Malaysia. It is the most challenging part to convince. But in terms of sales and marketing, it is crucial to make sure they understand that we are still new and trying to expand. It's the same with other trading platforms when they first start to penetrate each country without branches. 

We are in that part, and it takes time to understand how the suppliers respond and talk to them. I think that's the hardest part in EMs' roles, where they also need to make the communication fast. They cannot do it slowly, or else they're going to lose the deal and the trust. If the first conversation was not convincing, we could not go back, and there will be less opportunity to close the deal.

It's the most difficult thing for me to explain and make the HQ teams understand Malaysian cultures, militias, trading, agriculture fields, etc. It is because we would like to understand the module of Tridge, but this module needs to be flexible at the same time, depending on the country and region you are located in. When I'm doing the training right now, each of the EMs has their way to pitch and their own struggle spots to make the suppliers understand Tridge. I think the different countries have different types of approaches, so no one method will work in each country. 


What was your biggest success?

In my second interview, I asked what I would get if I am more successful than other EMs. He said that promotion is always there every six months, and if I'm doing well, I will get promoted. I got promoted in the fifth month, and for the one year that I was the EM, my KPI was on top 100% almost every month. So I think that's something I consider my success, and I hope Tridge also feels the same way. 


How do you train new EMs?

When I was an EM I started to train the EMs already, and right now, I'm fully on the training part. We have two initial weeks of onboarding, and the first day is very light and easy for the EMs to be comfortable with Tridge. The objective is to have confidence in Tridge, know what we are doing, and understand why we are collecting the information and where to put it. We go through our trading platform first because they need to know the location of the data. Then, I guide them with the features and their importance in the platform to understand why we have all the information and how the users can benefit from it. 

Then they need to know the products to export and whether the products are relevant for exporting. So, we spend a few days doing market research to make sure the products are the best to concentrate on and understand the products. If they don't know about the product, they don't know the importers and competitors, which will sound very amateur to the suppliers, because suppliers had already been 20-30 years in the market. Then, they explain to us about the product and what they think about it.

On the second week, we go through the workflow of EMs and the application they will use so that they don't get shocked and know what to expect when starting their role as EMs. We guide them to find the suppliers, communicate with them, introduce Tridge, handle objections, put the information they got in our Tridge app system, and communicate with the branch managers and deal managers. 


What kind of qualities are necessary to be successful in Tridge? 

Knowing how to talk is important. Suppliers and buyers don't need us if we don't show them that they need us. If an EM doesn't know how to deliver the message to them, we cannot sell because they have to work to see each other. Although many things can be communicated through the EMs, such as our offers, if we don't know how to deliver them properly, the suppliers or buyers will not feel we are the right one because they already have much more experience. 


Minwoo Nam
Communication Manager