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Giles Blackburne16 May 2013
Avoiding problems, mistakes and regrets in China
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 differences
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 differences
Are you entering China for the right reasons?
• China is a large market………….
• China has low cost labour………..
• Not much competition for my product……
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 differences
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?
Opportunities in cities you may not have heard of……
Sector: Advanced Engineering
Sector: ICT
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 differences
Choosing the right structure for you…..• Export• Agent/distributor• Representative office• Investment
Ownership:Joint venture
Wholly Foreign Owned EnterpriseActivity:
ManufacturingTradingConsultancy
• ‘Holding Company’; ‘Minimum Registered Capital’
• Is investment in your sector ‘encouraged, restricted, prohibited or permitted’.
• Chinese employment law
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 differences
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 partner
• Assessing the existing production and distribution capability of the partner
• Knowing the quality of the partner’s relationships with other players critical to success
• Understanding the objectives of the partner. Are they suitable?
• Knowing the background of the partner
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 differences
• 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 message
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 differences
• Due diligence
• Registering intellectual property
• Protecting intellectual property
• Paying attention to cultural differences
Thank you!
谢谢
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