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Doing Business in ChinaPeter Pecotic, Founder & Managing Director,         TURNINGPOINT SOLUTIONS Sydney | Shanghai | Sing...
To be covered…• Subjective experience• Re-looking at China as an “EU”• Dos and don’ts• Crash course lessons in language,  ...
KnowAs much relevant info possibleFeelMore confident on approachDoCome and experience China!
WHY CHINA?
Shanghai & China as a     Destination
Shanghai & China as a          Destination• CVBs?
Shanghai & China as a          Destination• CVBs?• Shanghai Municipal Tourism  Administration
Shanghai & China as a          Destination• CVBs?• Shanghai Municipal Tourism  Administration• MICE Taskforce
Shanghai & China as a           Destination• CVBs?• Shanghai Municipal Tourism  Administration• MICE Taskforce• Winning th...
Shanghai & China as a           Destination• CVBs?• Shanghai Municipal Tourism  Administration• MICE Taskforce• Winning th...
CHINA/ EU
CHINA LESSON 1
LANGUAGE =CHINA LESSON 1
WRITTEN LANGUAGE– Unification through symbols                                (Day) (Date) May 2008
(Day) (Date) May 2008
(Day) (Date) May 2008
(Day) (Date) May 2008
(Day) (Date) May 2008
(Day) (Date) May 2008
(Day) (Date) May 2008
(Day) (Date) May 2008
(Day) (Date) May 2008
(Day) (Date) May 2008
(Day) (Date) May 2008
(Day) (Date) May 2008
Don’t:Assume anything
Do:Invest in making friends first,     doing business later
Don’t:  Judge China based oncomparison with your own    country’s business        practices
Do:Expect to do business after business hours,dinner’s are important
Don’t:Feel obliged to get wildly drunk  at business dinners... Those          days are over
Do:Try and do business in 2nd     and 3rd Tier cities
Don’t:Expect a contract is final
CHINA LESSON 2
CHINA LESSON 2Exchanging Business Cards
Do:Invest in educating your    potential market
Don’t:Think that yes means: yes
Do:Try to learn “pin yin” so as to be    able to pronounce Chinese         names and places
Don’t:Lose patience and  “composure”
Don’t: Expect to make a deal that is mutually beneficial with in thefirst 6 months of investing time          and energy
Do:  Travel the country and  understand the regionaldifferences which are more    diverse than Europe
Don’t:  Assume an internationallybranded 5 star hotel to be wellsetup to accommodate foreign            groups
Do:    Try to understand the difference in Chinese culture and it’s higher valuing of the  wider community over theindivid...
Crime & Safety
CHINA LESSON 3
PINYIN
Zhang Xiaogang
ZH-- (as in "jeweler")Zhong ShanCH-- (as in ZH above, but with a strong puff of breath)ChongqingQ-- (like the "ch" in "che...
C-- (like the "ts" in "tsar")Cai DanSH-- (as in "shoe")Shang HaiX-- (like the "sh" in "sheep")Shan XiXie Xie              ...
Zhang Xiaogang                 (Day) (Date) May 2008
(Day) (Date) May 2008
Guangxi
Contract     v’sRelationship
Competence     v’sRelationship
Managing  Staff
Task orientated        v’sResults orientated
Task orientated        v’sResults orientated
Domestic      v’sInbound Tourism
Dealing with the  Authorities
CHINA LESSON 4
CHINA LESSON 5
NEGOTIATION
CHINA LESSON 6
East Meets West by      Yang Liu
Case Study:Event on The Great Wall
Thank Youpeter@turningpointsolutions.com.au        + 86 138 1789 8713
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
Doing Business in China #icca11 WEDNESDAY 26/10/11
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Doing Business in China #icca11 WEDNESDAY 26/10/11

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Presentation on Doing Business in China by Peter Pecotic, Founder & Managing Director, TURNINGPOINT SOLUTIONS. Held during the 50th ICCA Congress. #icca11 WEDNESDAY 26/10/11

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  • Australian government policy on engagementStrong believer in Exporting Australian Creative and Professional services to APAC region (not just wool and iron ore)WunderlustPassionate and curious about ChinaCould see that China would become one of the relevant international meetings destinations
  • Shanghai:MICE TaskforceEmbryonic stages of a visitor & convention bureau Announce winning ICCA congress 2013Showing commitment of Shanghai “More Discovery, More Experience”© Shanghai Municipal Tourism Administration Mainland China does not yet have the sophistication of a CVB in every city but cities like Shanghai and Beijing certainly do.
  • Shanghai:MICE TaskforceEmbryonic stages of a visitor & convention bureau Announce winning ICCA congress 2013Showing commitment of Shanghai “More Discovery, More Experience”© Shanghai Municipal Tourism Administration Mainland China does not yet have the sophistication of a CVB in every city but cities like Shanghai and Beijing certainly do.
  • Shanghai:MICE TaskforceEmbryonic stages of a visitor & convention bureau Announce winning ICCA congress 2013Showing commitment of Shanghai “More Discovery, More Experience”© Shanghai Municipal Tourism Administration Mainland China does not yet have the sophistication of a CVB in every city but cities like Shanghai and Beijing certainly do.
  • Shanghai:MICE TaskforceEmbryonic stages of a visitor & convention bureau Announce winning ICCA congress 2013Showing commitment of Shanghai “More Discovery, More Experience”© Shanghai Municipal Tourism Administration Mainland China does not yet have the sophistication of a CVB in every city but cities like Shanghai and Beijing certainly do.
  • Shanghai:MICE TaskforceEmbryonic stages of a visitor & convention bureau Announce winning ICCA congress 2013Showing commitment of Shanghai “More Discovery, More Experience”© Shanghai Municipal Tourism Administration Mainland China does not yet have the sophistication of a CVB in every city but cities like Shanghai and Beijing certainly do.
  • Shanghai:MICE TaskforceEmbryonic stages of a visitor & convention bureau Announce winning ICCA congress 2013Showing commitment of Shanghai “More Discovery, More Experience”© Shanghai Municipal Tourism Administration Mainland China does not yet have the sophistication of a CVB in every city but cities like Shanghai and Beijing certainly do.
  • Taxis & getting around:Wherever you go, make sure you have a printout of your hotel address in Chinese. This way, if you get lost, you can always hop in a taxi and find your way back to civilisation.For that matter, make sure you always have a printout or handwritten note (from your kind hotel concierge) in Mandarin of where you are going so that you minimise conversation with the taxi driver. F&B: Hygiene? What foods to try & what to avoid? Mobile phones:Getting a pre-paid SIM card from any of the major providers (China Mobile, China Unicom) is convenient These are easily available from the local convenience storesInternet: Don’t forget, websites like Facebook, YouTube and most blogs are blocked in China. Unless you have a VPN (Virtual Private Network) you won’t be able to access these sitesInternet is generally slower than in most of the developed world but be patient (like with everything else in China) and your page will eventually loadAny other tips or tricks you wish you had about getting around in China?
  • EUOne currencyFree movement of people and capital on what were once international bordersStandardization of measurements , gaugesGovernment across former international bordersThis is something China achieved around 221 BCThen finally, the piece de resistance – ONE LANGUAGE. >>Population: Over 1.3 billionMore than 21 provinces, 4 municipalities, 5 autonomous regions and 2 special administrative regions56 ethnic groups ONE LANGUAGEA very stretched Map of Europe until a nicer one can be found… Land Area: 4,324,782 km2 Population: 501,064,21127 member states23 official languagesReagrd China like a united europe.. Many cultures, many ethnicities, many economies, many markets
  • China Lesson #1: Pin yin and its importance in daily life Crash course on the q, zh, x sounds
  • China Lesson #1: Pin yin and its importance in daily life Crash course on the q, zh, x sounds
  • Exchanging business cards
  • Exchanging business cardsTwo handsActually read and consider the details… respectfully…Try to have your cards with Chinese on the back of them
  • Image of card with Chinese language
  • Exchanging business cards
  • Exchanging business cards
  • Exchanging business cards
  • Always say yes to a glass of baijiu ORHow to use chopsticks OR How to politely decline a chicken’s foot at the dinner table
  • Always say yes to a glass of baijiu ORHow to use chopsticks OR How to politely decline a chicken’s foot at the dinner table
  • Exchanging business cards
  • Contract lawCompetence vs. relationship
  • Contract lawCompetence vs. relationship
  • Contract lawCompetence vs. relationship
  • Contract lawCompetence vs. relationship
  • Contract lawCompetence vs. relationship
  • Contract lawCompetence vs. relationship
  • Contract lawCompetence vs. relationship
  • Very little interference…Public concerts - ministry of culture would check verses and need to approave
  • There WILL be no China Lesson 4.
  • Why is there no China Lesson 4? Because 4 is an extremely unlucky number in China. There are buildings all throughout China that are missing Level 4 as a button in elevators. This is China Lesson 5. Avoid the number 4 at all costs.
  • Tips for negotiating with local suppliers
  • Feng shui: The Art of Placement
  • Case study of nearly losing Great Wall for Danone project <<Roll Danone footage>>
  • Transcript of "Doing Business in China #icca11 WEDNESDAY 26/10/11"

    1. 1. Doing Business in ChinaPeter Pecotic, Founder & Managing Director, TURNINGPOINT SOLUTIONS Sydney | Shanghai | Singapore | London
    2. 2. To be covered…• Subjective experience• Re-looking at China as an “EU”• Dos and don’ts• Crash course lessons in language, business etiquette and culture• Guangxi• Case study
    3. 3. KnowAs much relevant info possibleFeelMore confident on approachDoCome and experience China!
    4. 4. WHY CHINA?
    5. 5. Shanghai & China as a Destination
    6. 6. Shanghai & China as a Destination• CVBs?
    7. 7. Shanghai & China as a Destination• CVBs?• Shanghai Municipal Tourism Administration
    8. 8. Shanghai & China as a Destination• CVBs?• Shanghai Municipal Tourism Administration• MICE Taskforce
    9. 9. Shanghai & China as a Destination• CVBs?• Shanghai Municipal Tourism Administration• MICE Taskforce• Winning the bid to host the 2013 ICCA Congress in Shanghai
    10. 10. Shanghai & China as a Destination• CVBs?• Shanghai Municipal Tourism Administration• MICE Taskforce• Winning the bid to host the 2013 ICCA Congress in Shanghai• Great understanding of the value of events from an internationalisation and knowledge economy perspective
    11. 11. CHINA/ EU
    12. 12. CHINA LESSON 1
    13. 13. LANGUAGE =CHINA LESSON 1
    14. 14. WRITTEN LANGUAGE– Unification through symbols (Day) (Date) May 2008
    15. 15. (Day) (Date) May 2008
    16. 16. (Day) (Date) May 2008
    17. 17. (Day) (Date) May 2008
    18. 18. (Day) (Date) May 2008
    19. 19. (Day) (Date) May 2008
    20. 20. (Day) (Date) May 2008
    21. 21. (Day) (Date) May 2008
    22. 22. (Day) (Date) May 2008
    23. 23. (Day) (Date) May 2008
    24. 24. (Day) (Date) May 2008
    25. 25. (Day) (Date) May 2008
    26. 26. Don’t:Assume anything
    27. 27. Do:Invest in making friends first, doing business later
    28. 28. Don’t: Judge China based oncomparison with your own country’s business practices
    29. 29. Do:Expect to do business after business hours,dinner’s are important
    30. 30. Don’t:Feel obliged to get wildly drunk at business dinners... Those days are over
    31. 31. Do:Try and do business in 2nd and 3rd Tier cities
    32. 32. Don’t:Expect a contract is final
    33. 33. CHINA LESSON 2
    34. 34. CHINA LESSON 2Exchanging Business Cards
    35. 35. Do:Invest in educating your potential market
    36. 36. Don’t:Think that yes means: yes
    37. 37. Do:Try to learn “pin yin” so as to be able to pronounce Chinese names and places
    38. 38. Don’t:Lose patience and “composure”
    39. 39. Don’t: Expect to make a deal that is mutually beneficial with in thefirst 6 months of investing time and energy
    40. 40. Do: Travel the country and understand the regionaldifferences which are more diverse than Europe
    41. 41. Don’t: Assume an internationallybranded 5 star hotel to be wellsetup to accommodate foreign groups
    42. 42. Do: Try to understand the difference in Chinese culture and it’s higher valuing of the wider community over theindividual, and higher valuing of harmony over expediency
    43. 43. Crime & Safety
    44. 44. CHINA LESSON 3
    45. 45. PINYIN
    46. 46. Zhang Xiaogang
    47. 47. ZH-- (as in "jeweler")Zhong ShanCH-- (as in ZH above, but with a strong puff of breath)ChongqingQ-- (like the "ch" in "cheese")Qing Dao (Day) (Date) May 2008
    48. 48. C-- (like the "ts" in "tsar")Cai DanSH-- (as in "shoe")Shang HaiX-- (like the "sh" in "sheep")Shan XiXie Xie (Day) (Date) May 2008
    49. 49. Zhang Xiaogang (Day) (Date) May 2008
    50. 50. (Day) (Date) May 2008
    51. 51. Guangxi
    52. 52. Contract v’sRelationship
    53. 53. Competence v’sRelationship
    54. 54. Managing Staff
    55. 55. Task orientated v’sResults orientated
    56. 56. Task orientated v’sResults orientated
    57. 57. Domestic v’sInbound Tourism
    58. 58. Dealing with the Authorities
    59. 59. CHINA LESSON 4
    60. 60. CHINA LESSON 5
    61. 61. NEGOTIATION
    62. 62. CHINA LESSON 6
    63. 63. East Meets West by Yang Liu
    64. 64. Case Study:Event on The Great Wall
    65. 65. Thank Youpeter@turningpointsolutions.com.au + 86 138 1789 8713
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