Our ways to learn to serve big clients as a Vietnam Charcoal Supplier

Why You Must Get On The Ground to Win Big Clients

In the world of physical commodity trading, success isn't built from a trading desk; it's built on the dirt floor next to the kilns. At The Physical Trader, we have seen this philosophy pay off, helping us secure partnerships with the largest charcoal importers in Australia and Taiwan.

If you are looking to enter or scale your business in industries like charcoal, fresh produce, or metals, you must understand that the internet provides only theory. Real, sustainable profit comes from real experience and being "on the ground."

1. Leave the Office: Learn the Product from the Source

To succeed in trading, you must first become an expert in the product itself. This means going to the source—the production sites, like the charcoal kilns and loading areas we visit daily.

• See the Process: You need to learn how to cut, process, and handle the product. You may hire employees later, but in the beginning, you must master these fundamentals yourself.

• Tap into Decades of Knowledge: Talk to the local owners and producers who have been running these operations for 30 or 40 years. Their real-world experience is invaluable and cannot be found in any online article.

• Quality Control is Visual: Being on the ground is the only way to ensure the quality is what you expect. For example, we work with specialized products like Vietnamese Mangrove Charcoal, known for its unique texture and light smoke, and you have to see the production to guarantee consistency.

2. Master More Than the Cargo: The Full Supply Chain

A successful trade requires knowing every single step between the kiln and the client's warehouse.

• Understand Market Requirements: Markets have specific, non-negotiable needs. For example, some clients require the product to be in a "beautiful bag," which necessitates specific tying and packaging experience.

• Conquer Logistics and Legalities: You must understand the customs process, transportation routes, and the entire legal framework required to export a specific commodity out of the country.

• The Time Investment: This deep level of learning takes time. Be prepared to dedicate at least six months to immersing yourself, talking to people, and learning the legal and logistical frameworks thoroughly.

3. The Ultimate Strategy: Fly to Your Client's Market

While visiting the production site is essential, the highest-leverage activity is visiting your client’s market.

We highly recommend you fly to your client's location, shake their hand, and see their warehouse firsthand. This step eliminates all confusion. When you see the product sitting in their warehouse and understand exactly how they use it and what their customers demand, you can deliver precisely what they need.

Yes, this costs initial time and money, but it lays the foundation for a long-term, mutually profitable relationship.

4. Be Resilient and Ready to Learn from Setbacks

The journey to finding a trustworthy business partner often involves some loss. Be prepared to "test" and learn, which might mean getting scammed for small amounts of money in the initial stages. These small setbacks are the cost of tuition for real-world expertise.

Once you gain this deep, real-world knowledge and find the right partners, the reward is magnificent. You will be able to navigate the market and solve problems that sideline less experienced traders.

At The Physical Trader, we are here to build a business that lasts 10, 20, or 30 years. Our team specializes in charcoal and fresh produce. If you're a serious player ready to stop trading theories and start trading physical commodities, we are ready to connect.

Watch the full video on why we prioritize being on the ground here: Physical commodity trading 41: Get big clients? Get on the ground, built business with millionaires