Archive for Market Entry

Security and Significance

A business needs to balance Significance and Security. Here is a simple table to show the issues: Security Significance Trademark Protection Patent Registration China Effective Contracts Trustworthy workers, suppliers, and other partners Legal employment, office set up, or other related Deep Market Survey Clear Strategy Development Crisp Execution on Strategy Responsive Organizational Development Every company […]

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Posted in: China, Decision Making, Leadership, Market Entry, System

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Good Times Bad Times. Be Ready for Them All

Most of us are nice most of the time.  Sometimes under pressure we do not act as well. Your China distributor, supplier, or partner can be the same, but how far they go beyond your expectation is different.  Knowing that you did not register your trademark, they might register in their name,  so they own […]

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Posted in: China, Chinese Culture, Government Issues, Market Entry, Negotiating

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China Markets – Sequence To Get In

Western companies coming to China habitually follow a pattern like this. Poor Process 1. Someone says we should sell or procure in China. 2. We have in house discussions and sometimes bring in our ethnically Chinese staff to talk. 3. Someone looks around on line and finds some stuff. 4. Some contacts are made in […]

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Posted in: China, Decision Making, Leadership, Market Entry

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Fire For Effect – An Example

Last week, you may recall, I wrote on how adjusting fires in Artillery before firing for effect can be useful. First experiment broadly and then fire for effect once you have clarified the best target. Check out that blog here. I once ran an organization making market priced loans to micro-business people who have only […]

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Posted in: Decision Making, Leadership, Market Entry, Motivating Workers

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How the U.S. Government Helps You Export to China

OK, this is news on U.S. help, but each country should have some department that encourages trade.  The WTO does not allow governments to give cash, but they can and do give loan guarantees and export insurance even for companies that have not exported before. The U.S. government can give $500K in guarantees pretty readily […]

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Posted in: China, Market Entry

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Two Simple Ideas for Why People Buy in China

Here is a quote from The China Observer that deserves more thought. The motivations that fuel the most dynamic categories remain profoundly Chinese. And brands are always tools of advancement and benefits are always externalized. Tom Doctoroff pegs two important points in these two sentences. 1. People buy to help them advance in their career. […]

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Posted in: China, Chinese Culture, Market Entry

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