Giles Blackburne 16 May 2013 Avoiding problems mistakes and regrets in China What kinds of Problems Mistakes amp Regrets Lack of preparation and research Entering the market for the wrong reasons ID: 248633
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Giles Blackburne
16 May 2013
Avoiding problems, mistakes and regrets in ChinaSlide2
What kinds of Problems, Mistakes & Regrets?
Lack of preparation and research
Entering the market for the wrong reasons
Choosing the wrong location Choosing the wrong structure
Choosing the wrong partner Conveying the wrong message And more…not carrying out due diligence, not registering intellectual property, ignoring cultural differencesSlide3
http://www.eusmecentre.org.cn/
No excuse for not preparing well…..Slide4
www.cbbc.org Slide5Slide6
What kinds of Problems, Mistakes & Regrets?
Lack of preparation and research
Entering the market for the wrong reasons Choosing the wrong location Choosing the wrong structure
Choosing the wrong partner Conveying the wrong message And more…not carrying out due diligence, not registering intellectual property, ignoring cultural differencesSlide7
Are you entering China for the right reasons?
China is a large market………….
China has low cost labour………..
Not much competition for my product……Slide8
What kinds of Problems, Mistakes & Regrets?
Lack of preparation and research
Entering the market for the wrong reasons
Choosing the wrong location
Choosing the wrong structure Choosing the wrong partner Conveying the wrong message
And more…not carrying out due diligence, not registering intellectual property, ignoring cultural differencesSlide9
Getting the location right…..
Proximity to market
Proximity to ports Proximity to raw materials
Development Zones Coastal vs Inland Efficient infrastructure
Cheap labour/educated labour Welcoming and flexible local government support Preferential policies and tax concessions?Slide10
Opportunities in cities you may not have heard of……Slide11
Sector:
Advanced EngineeringSlide12
Sector: ICTSlide13
What kinds of Problems, Mistakes & Regrets?
Lack of preparation and research
Entering the market for the wrong reasons
Choosing the wrong location Choosing the wrong structure
Choosing the wrong partner Conveying the wrong message And more…not carrying out due diligence, not registering intellectual property, ignoring cultural differencesSlide14
Choosing the right structure for you…..
Export Agent/distributor
Representative office Investment Ownership: Joint venture Wholly Foreign Owned Enterprise
Activity:ManufacturingTradingConsultancy ‘Holding Company’; ‘Minimum Registered Capital’ Is investment in your sector ‘encouraged, restricted, prohibited or permitted’.
Chinese employment lawSlide15
What kinds of Problems, Mistakes & Regrets?
Lack of preparation and research
Entering the market for the wrong reasons
Choosing the wrong location Choosing the wrong structure
Choosing the wrong partner Conveying the wrong message And more…not carrying out due diligence, not registering intellectual property, ignoring cultural differencesSlide16
Choosing the right partner….
Considering the location of the partner and proximity to actual market opportunities
Understanding the technical expertise already possessed by the Chinese partnerAssessing the existing production and distribution capability of the partner
Knowing the quality of the partner’s relationships with other players critical to successUnderstanding the objectives of the partner. Are they suitable?Knowing the background of the partnerSlide17
What kinds of Problems, Mistakes & Regrets?
Lack of preparation and research
Entering the market for the wrong reasons
Choosing the wrong location Choosing the wrong structure
Choosing the wrong partner Conveying the wrong message And more…not carrying out due diligence, not registering intellectual property, ignoring cultural differencesSlide18
Selecting a brand name that suggests something about the product benefits and product qualities and which does not carry poor meaning in Chinese
Conveying your company background clearly and confidently in the appropriate language
Communicating product benefits within the context of relevant government policies
Keeping communication consistent and through the right people
Consider adapting your offer or business model to suit the Chinese market
Conveying the right messageSlide19
What kinds of Problems, Mistakes & Regrets?
Lack of preparation and research
Entering the market for the wrong reasons
Choosing the wrong location Choosing the wrong structure
Choosing the wrong partner Conveying the wrong message And more…not carrying out due diligence, not registering intellectual property, ignoring cultural differencesSlide20
Due diligence
Registering intellectual property
Protecting intellectual property
Paying attention to cultural differencesSlide21Slide22
Thank you!
谢谢