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Avoiding problems, mistakes and regrets in China. Giles Blackburne 16 May 2013. Add text here. 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

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  1. Avoiding problems, mistakes and regrets in China Giles Blackburne 16 May 2013 Add text here

  2. 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

  3. No excuse for not preparing well….. http://www.eusmecentre.org.cn/

  4. www.cbbc.org

  5. 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

  6. Are you entering China for the right reasons? • China is a large market…………. • China has low cost labour……….. • Not much competition for my product……

  7. 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

  8. 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?

  9. Opportunities in cities you may not have heard of……

  10. Sector: Advanced Engineering

  11. Sector: ICT

  12. 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

  13. Choosing the right structure for you….. • Export • Agent/distributor • Representative office • Investment • Ownership: • Joint venture • Wholly Foreign Owned Enterprise • Activity: • Manufacturing • Trading • Consultancy • ‘Holding Company’; ‘Minimum Registered Capital’ • Is investment in your sector ‘encouraged, restricted, prohibited or permitted’. • Chinese employment law

  14. 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

  15. Choosing the right partner…. • Considering the locationof 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

  16. 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

  17. Conveying the right message • 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

  18. 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

  19. Due diligence • Registering intellectual property • Protecting intellectual property • Paying attention to cultural differences

  20. Thank you! • 谢谢

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