Lithuania to China: BaltMilk's Success.
Baltmilk specializes in premium milk protein ingredients from Lithuania’s rich dairy farms, blending centuries of dairy tradition with strict quality standards to serve manufacturers and health-conscious consumers.
"When BaltMilk approached us, they had a clear goal – establish their dairy products in China. Now that the project is complete, we can say with confidence: the opportunity was worth it."
Market Reach
Expanded into 30+ core cities across China, establishing a solid footprint.
Sales Growth
Achieved a 35% year-on-year increase, with live-streaming campaigns generating over RMB 500,000 in a single session.
Consumer Loyalty
Secured an 85% repurchase intent among first-time buyers, proving strong satisfaction and trust.
Table of contents
The problem
Was there potential in the Chinese Market?
Shortly, yes. China’s growing middle class values safe, high-quality food, especially from trusted European sources. This demand matched BaltMilk’s strengths – natural ingredients, strict quality control, and a reputation for excellence. The challenge wasn’t whether there was a market – it was ensuring BaltMilk became a recognized and trusted brand within it.
"Chinese consumers show a high level of trust in European-origin dairy products, and our market research has shown that there is significant growth potential in the high-end dairy market"
The opportunities
China Offered Three Key Opportunities
We knew BaltMilk had the production capacity, and with the right market penetration strategy, we saw a clear path to success. Three factors made China the right opportunity at the right time:
Demand for Premium Dairy
China’s growing middle class actively seeks safe, high-quality dairy. European origins hold strong consumer trust.
Market Potential
Previous sales in China showed promising results, proving the demand was real. A stronger presence could turn initial traction into long-term success.
Diplomatic Climate
Improved trade relations between Lithuania and China created the perfect conditions for market entry.
But It Didn’t Come Without Challenges
Entering the Chinese market was anything but simple. BaltMilk faced three major obstacles: strict regulations, low brand awareness, and logistical complexities. Each required a targeted, strategic solution – without them, success wouldn’t have been possible.
Navigating Strict Regulations
China’s food safety standards left no room for error. Compliance required certifications, health reports, Mandarin labeling, and customs inspections – a process that took two months of preparation. We worked closely with regulatory bodies and leveraged blockchain technology for full transparency, ensuring BaltMilk’s products met every requirement. Without this, they wouldn’t have reached the shelves.
"We used Blockchain to ensure traceability of the product from farmer to consumer"
Navigating Strict Regulations
Chinese consumers were not familiar with Lithuanian dairy or its distinctive qualities, which posed a significant challenge for BaltMilk. To establish a foothold in this competitive market, we knew that building trust had to be the foundation of our strategy.
Understanding that brand reputation and product origin are key factors for Chinese consumers, especially in the premium food sector, we crafted a solution tailored to these values. Our approach centered on a story-driven marketing strategy that highlighted BaltMilk’s roots in Lithuania’s pristine environment. By positioning the brand as a symbol of health and natural purity, we created an emotional connection that resonated with the target audience.
Managing Complex Logistics
Freshness was non-negotiable. Transporting perishable dairy from Europe to China meant strict time and temperature controls. We partnered with seasoned cold-chain logistics providers, established regional distribution hubs, and optimized transport routes by combining air and sea freight. This reduced delivery times, preserved product quality, and ensured that BaltMilk’s dairy arrived in perfect condition.
The solutions
Pangea’s Strategy for BaltMilk
Bringing BaltMilk to China was a multi-team effort, with compliance, marketing, and logistics working in sync.
Regulatory Compliance
Our compliance team ensured every shipment met China’s strict import regulations. They secured health certificates, managed customs approvals, and handled quarantine requirements. With all documentation, labeling, and safety standards in place, BaltMilk cleared customs without a single delay.
Marketing tactics
While compliance efforts were underway, our marketing team worked on positioning BaltMilk as a premium, natural choice in China. We approached this in three key steps:
Crafting the Right Message
Chinese consumers trust European dairy, but Lithuania’s products were largely unknown. We framed BaltMilk as a high-quality, natural brand from pure Lithuanian farms, reinforcing safety, nutrition, and traceability.
Digital Engagement & Influencer Strategy
Traditional ads weren’t driving results. We quickly shifted focus to Xiaohongshu, Jieyin, and live-streaming e-commerce, working with key opinion leaders (KOLs) in health, parenting, and food. This boosted trust and engagement.
Experiential Marketing & Direct Sales
Nothing builds credibility like tasting the product. We hosted tasting events across major cities, paired with live-streaming sessions featuring celebrity anchors. This strategy led to RMB 500,000+ in single-session sales and a strong first impression in the market.
Logistics
We launched BaltMilk on Tmall International first to reduce upfront costs and test market demand. Once traction was established, we expanded into high-end retail, partnering with Sam’s Club and premium supermarkets, creating a seamless online-to-offline strategy.
Cold-Chain Optimization
Dairy can’t afford delays. We partnered with top-tier cold-chain logistics providers to ensure strict temperature control from Lithuania to China.
Smart Transport Strategy
A mix of air and sea freight balanced cost and speed, ensuring efficiency without compromising freshness.
Regional Distribution Expansion
To shorten delivery times and avoid bottlenecks, we set up multiple distribution hubs across China, ensuring steady product availability.
The win
Results and Outcomes
BaltMilk’s market entry into China delivered tangible, measurable success. The brand established a strong presence across 30+ core cities, laying the foundation for long-term growth. This expanded market reach translated into impressive sales results, including a 35% year-on-year increase and over RMB 500,000 generated during a single live-streaming campaign. Beyond sales, BaltMilk fostered consumer loyalty, with 85% of first-time buyers expressing intent to repurchase—clear evidence of the trust and satisfaction the brand has earned.
New Opportunities
Strong market performance led to partnerships with major retailers like Sam’s Club, and opened pathways for further growth in other Asian markets, setting the stage for sustained international expansion.
Collaborative Impact
BaltMilk’s dedication to quality and adaptability played a pivotal role in this success. By aligning their products with local consumer preferences, they built trust while maintaining the highest industry standards.
Pangea’s Role in Execution
We provided the strategic framework that bridged cultural, logistical, and operational gaps. From market research to execution, our expertise ensured seamless collaboration between Lithuanian and Chinese teams, making sure every challenge had a solution.
"Bringing BaltMilk to China was a multi-team effort, with compliance, marketing, and logistics working in sync."
Anticipate Regulatory Complexity
Always allocate buffer time in case the local regulation requirements are complex. Thanks to the team’s rapid response and close collaboration with regulatory bodies, certifications were completed on time, but we could have avoided stressful last-minute document preparation by reserving more time and assessing the regulation complexity more accurately.
Adapt Marketing Strategies Quickly
Our initial promotional approach leaned on traditional advertising, like newspaper ads and offline promotions, but the impact was limited. Recognizing the shift in consumer behavior, we pivoted to short video platforms and live e-commerce, which dramatically boosted engagement and sales.
Strengthen Supply Chain Planning
Early in the project, demand fluctuations caught us off guard, leading to an oversupply of certain products. We resolved this by enhancing coordination with logistics partners and implementing a dynamic inventory management system to track demand in real-time.
The future
Conclusion and Future Outlook
BaltMilk’s successful entry into China is a blueprint for European brands looking to expand in Asia. Together, we navigated complex regulations, built consumer trust, and established a strong market presence. This partnership didn’t just meet expectations – it set new standards for international growth.
Pangea: The Partner for Global Expansion
Entering a new market requires expertise, precision, and the right strategy. Pangea Alliance delivers all three. If your brand is looking to expand and succeed in complex markets, we’re ready to make it happen. Let’s build your next success story.
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