China Sourcing and the FTA - 10th & 11th June - Melbourne

PASA | W: PASACHINASOURCING.COM | P: 07 5644 0505 | E: REGOS@BTTBONLINE.COM PAGE 1
10th & 11th June, 2015
The Bayview Eden, Melbourne
China Sourcing
and the FTA
Exploring Opportunities for
Procurement in China and
other Asian Countries
PASA
If you are involved in sourcing from China or other low cost countries, or
are thinking about doing so, then you cannot afford to miss this event.
Here are just some of the reasons why you should attend:
• Identify opportunities for sourcing from China or other lower cost
countries
• Discover how to find the right suppliers
• Determine which model is right for you – direct or via an agent?
• Network with other buyers, agents and suppliers
• Understand what the FTA really means and when it becomes
effective
• Gain insights to ensure the best suppliers want to supply you
• Learn what you can do to assure quality
• Hear what you need to do to protect your IP
• Recognize the importance of relationships and how to manage
cultural differences
• Learn how to formulate appropriate contracting strategies and
resolve disputes
• Experience in the Mock Court what could happen if you or one of
your team becomes involved in bribery – it’s not pretty!
• Get up to speed on sourcing opportunities in other lower cost
countries
Event Partner
David Thomas
BRIC Expert
ThinkGlobal Consulting
Dr Mona Chung
Principal Consultant
CCI (Cross Culture International)
Kobus van der Wath
Founder & Group Managing Director
The Beijing Axis
The Mock Court
Wei Xin
Joint Head and Senior Advisor
Liuming International
Alan Paul
CEO, Alveo & National
Strategy Manager
Finsbury Green
Featured Speakers include
Plus Welcome message from
The Hon Andrew Robb MP,
Trade Minister
Graham Brown
Joint Head,
Liuming International
Will you be
found guilty
in the Mock Court?

About China Sourcing and the FTA
We live in a global market and in order to remain competitive, organisations must look wherever they can to ensure they are obtaining
supplies at the best price possible price, while of course meeting requisite quality standards. Of course there are many possible destinations
to source lower cost goods, but the China story is still the biggest show in town. And while many organisations have mature international
sourcing operations, our research indicates that there are many more still on the early stages of the journey, either sourcing some goods
internationally, but wanting to source more, or not quite yet ready to dip their toe in the water.
This event is specifically designed for those organisations looking to start or increase their China (or other country) sourcing initiatives,
providing an outstanding programme addressing the key challenges faced when dealing with international suppliers, with a great
opportunity to meet with suppliers, agents and other buyers, who can assist in developing your LCCS strategy.
Day one focusses on building the business case for China sourcing, finding the right suppliers, exploring different sourcing strategies and
understanding the implications of the FTA.
Day two becomes very practical, with sessions examining the major issues around how you ensure quality and manage cultural differences.
These sessions will be followed by an extended‘mini-workshop’addressing contracting strategies, dispute resolution and how to protect you
intellectual property. The afternoon is dominated by a‘Mock Court’, in which issues around bribery and corruption will be examined (and
cross examined!). We conclude by exploring other low cost country sourcing opportunities beyond China.
If you are considering sourcing from China, in the early stages of developing a China sourcing strategy, or are already doing it, then this
conference should not be missed.
I look forward to seeing you in Melbourne,
Nigel Wardropper
Managing Director
PASA
Why you should attend
By attending this event you will:
• Identify opportunities for sourcing from China or other lower cost countries
• Discover how to find the right suppliers
• Determine which model is right for you – direct or via an agent?
• Network with other buyers, agents and suppliers
• Understand what the FTA really means and when it becomes effective
• Gain insights to ensure the best suppliers want to supply you
• Learn what you can do to assure quality
• Hear what you need to do to protect your IP
• Recognize the importance of relationships and how to manage cultural differences
• Learn how to formulate appropriate contracting strategies and resolve disputes
• Experience in the Mock Court what could happen if you or one of your team becomes involved in bribery – it’s not pretty!
• Get up to speed on sourcing opportunities in other lower cost countries
And most importantly, this event will provide you with a unique platform to meet people who can directly assist your international sourcing
initiatives, either in pre-arranged B2B meetings or during the general networking sessions.
Who should attend?
Whether you are only just beginning your low cost country sourcing program or are already well underway, this conference has something
for you. Given the strategic importance of developing a low cost country sourcing strategy and managing the associated risks this conference
is for all levels of procurement from CPO’s or heads of Procurement to more junior strategic sourcing specialists or category managers.
Additionally business owners, managing directors, general/senior managers, without a specific procurement function, but who are sourcing
or looking to source from China or other Asian countries will benefit by attending.
For suppliers, agents, consultants or other organisations providing goods or services related to low cost country sourcing, this event provides
an outstanding opportunity to meet with potential buyers. You can either attend as a delegate or as a B2B Meetings Partner, where we
help schedule meetings with delegates on your behalf. For further information on B2B meetings, please see the sponsorship opportunities
information on page 7.

DAY ONE PROGRAMME Wednesday 10th June 2015
TIME SESSION
8.00 – 9.00am Registration
9.00 – 9.05am
Introduction and Welcome
Andrew Little MCIPS
9.05 – 9.10am
Welcome message from the Hon Andrew Robb MP,
Australian Minister for Trade and Investment
9.10 – 9. 50am
The challenges and opportunities facing Australian businesses in China.
BRIC Expert, David Thomas will open the Conference by providing an overview of the Australia-China relationship with the prospects of a signed
Free Trade Agreement later this year, an influx of Chinese investment into key sectors (mainly food, healthcare, education and tourism) and the
changing dynamics within China’s rapidly developing and growing economy. Having dealt with Chinese entrepreneurs and investors for the
past 30 years, David will share his insights into the challenges and opportunities facing Australian businesses in China.
David Thomas, BRIC Expert, ThinkGlobal Consulting
9.50 – 10.30am
Opportunities for Australian Firms to Tap China and Asia
Supply - Why, Where, What & How
It is important to frame the rationale for China sourcing, know where to go, prioritize categories/products to focus on and develop an appropriate
approach and robust process that will ensure successful outcomes and drive value.
Kobus van der Wath, Founder & Group Managing Director, The Beijing Axis
10.30 – 11.00am Refreshments
11.00 – 11.40am
Finding the right suppliers – Part 1
Finding the right suppliers was identified as the single biggest issue for people sourcing from China or other low cost countries. In this
presentation, Neil Arrowsmith will explain how he has found the right suppliers and discuss the pitfalls in buying from China and how to
overcome them.
Neil Arrowsmith, Group CEO, The Greater Group
11.40 – 12.20pm
Hear directly from the General Manager of a long-established China sourcing business about how organisations such as hers can work with you
to identify the right suppliers, expedite your orders and take the pain away of dealing with customs, freight and logistics issues.
Jeanne Liu, General Manager, Guangzhou Sharmico Trading Co Ltd.
12.20 – 1.20pm Lunch
1.20 – 2.20pm
Having heard two quite different models for identifying the right suppliers, the panel will discuss other key issues to consider and field questions
from the floor.
Panellists:
• Jarrad Pyke, Regional Procurement Director: Asia Pacific, Middle East & Africa, McCain Foods
• Neil Arrowsmith, Group CEO, The Greater Group
• Jeanne Liu, General Manager, Guangzhou Sharmico Trading Co Ltd.
Facilitator: Andrew Little MCIPS
2.20 – 3.00pm
Becoming a customer of choice
While many might assume that finding suppliers that want to supply us is easy. After all we have good volumes (by our standards) and are a
reputable company. However, accessing Tier 1 and 2 suppliers is not always easy and to do so one must understand what it takes to become a
customer of choice.
Speaker TBC, Hewlett Packard
3.00 – 3.30pm Refreshments
3.30 – 4.10pm
Case Study: Building an offshore supply chain from the ground up
Alan will share with you the experiences associated with building an offshore supply chain, how the business searched for suppliers and the
early experiences and lessons learnt in getting it right. While not sourcing large volumes from offshore suppliers, given the nature of the
products, it was critical that they were able to build a supply chain that was responsive to their needs, quality and sustainability initiatives.
You will learn how a smaller company with bespoke sourcing requirements built a discreet supply chain from the ground up and how they use a
combination of technology and people to manage the process.
Alan Paul, CEO, Alveo & National Strategy Manager, Finsbury Green
4.10 – 4.50pm
The FTA – what does it really mean for your business and when will it start?
Australia’s two-way trade with China currently stands at around $150 billion. The China-Australia Free Trade Agreement (“ChAFTA”) will see a
significant increase in Australia’s exports to China. This is good news for Australia’s agriculture, resources and services industries. ChaFTA will
also give rise to growing Chinese investment in Australia, which has risen from $3 billion ten years ago to around $32 billion in recent times. This
session will:
• Discuss when ChaFTA is likely to take effect and when tariff removals and reductions will occur
• Examine the opportunities for Australian businesses across key sectors
• Consider what Australian businesses need to do in order to benefit from ChaFTA
Dr Carl Hinze, Partner Corporate & Commercial Group, Holding Redlich
4.50 – 5.00pm
Closing Remarks
Andrew Little MCIPS
5.00 – 6.00pm Networking Cocktail Function

TIME SESSION
8.00 – 9.00am Registration
9.00 – 9.10am
Introduction and Welcome
Andrew Little MCIPS
9.10 – 9. 50am
How do we ensure that we are getting what we are paying for?
Quality assurance is one of the biggest concerns for buyers new to the China sourcing scene. In this session Ashton will explain what you can do
to ensure that the goods you are purchasing are of the quality you expect.
Ashton Roskill, Associate Director, Chainalytics
9.50 – 10.30am
Managing relationships and cultural differences
When dealing with China relationships are everything. In this session Dr Chung will share her vast experience and knowledge to ensure that you
are equipped with what you need to know to manage these relationships and cultural differences effectively.
Dr Mona Chung, Principal Consultant, CCI (Cross Culture International), Lecturer, Deakin University, Victoria State Committee Member,
Australia China Business Council
10.30 – 11.00am Refreshments and B2B meetings
11.00 – 12.20pm
Mini-workshop - Getting your Contracting strategies right to maximise the benefits and protect your intellectual property rights
Sourcing from China has its benefits and challenges. The first step to success is to get your China strategy right in order to take advantage of the
cheaper costs, shorter lead time and other benefits offered by that market. The next step then is to negotiate and draft practical contracts that
make your deal work and protect your interests. As part of the process, one of the key issues is to protect your own IP.
This practical mini-workshop will give you the benefits of hearing from leading lawyers in this field who will share their real life experiences
with you. Topics will include negotiation strategies, contracts and their enforceability, dispute resolution, technology transfer and licensing of IP
(including tips on how to avoid common IP pitfalls).
Graham Brown and WEI Xin, Joint Heads and Senior Advisors, Liuming International, China Business Lawyers
12.20 – 1.20pm Lunch
1:20 – 3:00pm
You be the Judge® - Mock Court
Bribery in procurement has far reaching implications. Whilst individual transgressors will be punished for the decisions they make, instances
of bribery can vividly expose organisational vulnerabilities pertaining to procedural compliance, due diligence and senior management
commitment. Criminal and civil sanctions await companies who cannot demonstrate a robust approach to developing and preserving ethical
procurement practices. Facilitated by two former State Prosecutors, this interactive court case simulation explores this corporate responsibility
by punishing the guilty and keeping the innocent nervous!
Bruce Whitehead & Mark Maddox, Mock Courts International
3.00 – 3.30pm Refreshments and B2B meetings
3.30 – 4.10pm
What other sourcing opportunities should you explore in Asia?
While China is the still the main story, increasingly buyers are sourcing from other Asian countries. Which are they, what do they tend to be good
at, and how do you find your way in them?
Speaker TBC
4.10 – 4.15pm Closing Remarks
DAY TWO PROGRAMME Thursday 11th June 2015

Speakers
David Thomas | BRIC Expert and CEO | Think Global Consulting
David Thomas is well known in the Asia Pacific region for his experience, credibility and passion for identifying, building and
facilitating business and investment relationships between developed and emerging countries. His unique experience spans a 30-
year career in London, Hong Kong and Sydney. David’s experience includes engaging with companies, investors and businesses
in the rapidly growing countries of Brazil, Russia, India and China, and he has addressed audiences of all sizes on investing and
doing business with China and the other BRICs.
He is a Vice President of the Australia China Business Council in NSW.
Neil Arrowsmith | Partner & CEO | Greater Group Global
Greater group are the foremost retail design company in Australia and have offices in 9 countries throughout Asia and Europe.
They design $400 Million of work annually.
Have doubled in size and profit 3 years running
They boast such clients as Samsung, Optus, Google, JB, Vodafone, Virgin Mobile, Emirates, Hudsons, Pandora, Nissan, Bank of
Melbourne, ST George Bank, Helloworld, Medibank, New Balance, 2XU, Burgerfuel, Sheridan, OPSM, Coles liquor, and Hyundai
Greater group are arguably the only true“end to end”, wholly owned in both China and Australia, turn key companies in the
country. Ie Strategy to design,to build and maintain.
In doing so, they save their clients in Capex, Opex and, most of all, increase their sales.
Greater Group have successfully procured fixtures and fittings, lighting, floor coverings, signage and even graphics for many of its
customers, over a 10 year period, from China. Including building for Pandora over 22 countries.
They are currently prototyping a complete, modular, top end, 70 square house in China for global export.
Today Neil will share with us his companies’art, the pitfalls and the solutions in procurement from China
Dr Mona Chung
Dr Mona Chung is an expert in doing business with China. She addresses the major issue in doing business with China –
overcoming the cultural gap. The vast cultural differences between Australia and China have left many companies with large
losses. Dr Chung’s work assists companies to mitigate against these risks and had produced results that increase efficiency by up
to 70%.
Dr Chung specialises in strategic planning, management and marketing practice for international organisations with the
understanding of the culture of Chinese market first.
Dr Chung is a frequent guest speaker at public forums and is the author of an extensive list of publications in cross-cultural
business. Dr Chung is the author of four books:“Shanghaied: Why Foster’s could not survive China studies”,“Doing business
successfully in China”,“Doing business in China: getting ready for the Asia Century”and“Dancing with the Dragon”. Dr Chung
teaches international business, management and marketing.
Dr Chung’s research interests are in cultural differences between China and the West. Her recent research projects are: Foster’s in
China; Market entry mechanisms to China, cross-cultural negotiation, mediation and communication; Sister City Relationships as
a new dimension for Australian local governments; Cross-cultural issues in higher education etc.
She can be contacted at info@ccinternational.net.au.
Ashton Roskill | Associate Director | Chainalytics
Ashton has over 20 years of blue chip retail, consumer goods, pharmacy, healthcare and consulting experience in Australasia,
Asia, Europe and Latin America with specialist experience in Procurement Strategy and implementation.
Ashton joined Chainalytics in 2013 to further develop the procurement capability of the team.
Before joining Chainalytics, Ashton held senior management positions in both operational roles at Electrolux, Colgate Palmolive
and Marks & Spencer, and in consulting roles for EY and KPMG
He has over 10 years supply chain and procurement consulting experience specialising in direct and indirect goods and services
procurement strategy, organisation redesign and implementation projects.
Ashton is responsible for client development and delivery of Procurement projects across a wide spectrum of industries including
FMCG, Pharmaceuticals, Retail and Manufacturing.
Kobus van der Wath | Founder & Group Managing Director | The Beijing Axis
Kobus is the Founder and Group Managing Director of The Beijing Axis, an international advisory and procurement firm operating
in four principal areas: Strategy, Procurement, Commodities, and Capital. Clients include global multinationals with a‘China/Asia
agenda’; and Chinese/Asian multinational firms with a‘go-global agenda’.
Kobus has been working in Asia for over 19 years and is based in Beijing. Before founding The Beijing Axis, he was Head of
Investment Strategy and Global Market Research for Asia Pacific for Standard Chartered Bank Plc and, prior to that, he was a
Senior Strategy Consultant with the Boston Consulting Group (BCG) in Asia. In his early career, he was an Emerging Market
Investment Strategist in London; a Treasury Economist with Standard Merchant Bank in Johannesburg; and an Economist with the
South African Reserve Bank in Pretoria.
He holds an MBA from INSEAD in France, a Master of Business from Curtin in Australia and BCom Honours degrees in Finance/
Investments and Economics, respectively from UJ and Unisa in South Africa.
His work is well published, and he has received numerous invitations to present as a keynote speaker and to lead discussions in
over 20 countries. He is regarded as a thought leader on the topic of China cross-border business.

Dr Carl Hinze | Partner Corporate & Commercial Group | Holding Redlich
Dr Carl Hinze is a Partner at Holding Redlich specialising in cross-border mergers and acquisitions, corporate restructurings,
commercial law, employment law, crisis management, dispute resolution and financial services regulatory issues and he is a co-
editor of the Oxford University Press’Financial Services Regulation in Asia Pacific. Before joining Holding Redlich, Carl worked in
China for 10 years in the fields of investment banking and law.
Prior to becoming a legal practitioner, Carl lectured at the University of Queensland in the School of Languages and Comparative
Cultural Studies. He is a recognized expert in the field of Chinese sociolinguistics and politeness research and Carl has published
numerous articles on cross-cultural communication and Chinese politeness research in internationally-renowned journals and
monographs.
Alan Paul | CEO | Alveo & National | Strategy Manager | Finsbury Green
Alan is the National Strategy & Business Development Manager at Finsbury Green.
He has extensive experience in sales and marketing with a strong focus on bid management, negotiation, strategic planning and
project management.
At Finsbury Green, his focus has been on development and execution of the strategy to deliver their online bid and order
management application sourceit into a commercialised, SaaS ready technology solution. One that meets the growing demand
from clients wanting to add value through their supply chain, retain access to their IP, reduce cost and improve supplier and user
compliance.
Graham Brown | Joint Head, Liuming International | China Business Lawyers
Is an Australian lawyer long interested in China business and strategy. He has lived and worked full time in China for 17 years.
Graham is a contract specialist with a strong interest in the structuring of transactions and drafting contracts that actually work in
the real world - delivering the objective on time, at quality and on budget. He has consulted for Chinese companies negotiating
with foreign parties and has a good understanding of how things work on that side of the table.
Jeanne Liu | General Manager | Guangzhou Sharmico Trading Co Ltd
Jeanne (pronounced Jenny) has been sourcing for companies from countries all over the world for over 15 years. Jeanne will
share her deep experience in sourcing the right suppliers and managing the logistics. Jeanne is based in Guanzhou, the heart of
Chinese manufacturing.
Wei Xin | Senior Adviser | Liuming International
Wei has worked exclusively on China related cross border transactions for more than 20 years. Her father was a well-known law
professor in China who established one of the first commercial legal practices in Beijing, meaning she grew up with discussions
about China law. This unique background gave her an early understanding of the issues that cross border transactions inevitably
raise.
Wei was educated at both Chinese and Australian universities spending nearly 10 years in Australia. She returned to Beijing
in 1995 as the Chief Representative of Mallesons Stephen Jacques (then Australia’s largest law firm) in their China office. She
subsequently worked in the China practice of Coudert Brothers LLP and ultimately as the China partner and Chief Representative
for the White & Case LLP Beijing Office. During her time with these firms, she was the lead lawyer for many major cross border and
China investment projects, many of them for large multinational companies.
Relying on her hard won experience from working at senior levels in large international law firms, she realised her China vision by
setting up and running a team of China business law professionals specifically trained to work with international clients on their
cross border and China projects.
The focus of the practice has never changed – providing high quality China related legal advice to clients that appreciate the
value that they deliver.
Bruce Whitehead & Mark Maddox
Bruce Whitehead (R) is the founder of Mock Court International. Bruce was formerly a Police and WorkCover Prosecutor. In 2000 he
co-founded a national risk management consultancy which was sold in 2012. Mock Court International was established in 2008 in
response to client interest in programs that explored a wider range of operational risk disciplines. Since the early 1990’2 Bruce has
delivered over 1000 mock courts.
Mark’s background is similar to Bruce’s in that he too was a Police Prosecutor before moving across to the NSW Police Education
Command. He has been delivering Mock Courts for over 8 years now, but his main claim to fame is making a Mock Court witness
cry during cross-examination in 2013!

Event Partner
The Beijing Axis is an international advisory and procurement firm operating in four principal areas: Strategy, Procurement, Commodities
and Capital. Combining extensive experience and comprehensive capabilities, we collaborate with clients across their value chain through
strategy and management consulting, outsourced procurement services, commodity trading, and capital advisory in order to raise their
performance and profitability. Our procurement business is a leading, China-focused global procurement house that offers a comprehensive
range of intelligent global sourcing solutions across the supply chain in a way that balances total cost, delivery time and quality, while
minimizing risk. We have significant experience in sourcing more than 80 product categories from China and other‘best-cost’countries.
These include procurement for large complex CAPEX projects and CAPEX replenishment but also procurement of strategic raw materials,
production consumables, MRO supply, components, finished products and services. With more than 13 years of delivering international
advisory and procurement solutions, we have offices in Beijing, Shanghai, Singapore, Sydney, Mumbai, and Johannesburg.
www.thebeijingaxis.com
Sponsorship Opportunities
If you are a supplier of goods direct from China or any other low cost Asian country, or an agent/adviser facilitating these types of activity,
then this is a must attend event. No other event will deliver you such a targeted audience of procurement professionals either just starting, or
still in the early stages of, developing their low cost country sourcing strategy.
To discuss which option would work best for you, please contact:
Nigel Pretty
T. 07 5644 0510
E. nigelp@bttbonline.com

About the Venue
Perfectly positioned for business and pleasure. Bayview Eden
Melbourne is located adjacent to the beautiful Albert Park Lake &
Golf Course, close to all Melbourne has to offer.
Address & Contact number
6 Queens Road, Melbourne
VIC 3004, Australia
T: 03 9250 2222 | F: 03 9820 9586
E: bayvieweden@bayviewhotels.com
W: www.bayviewhotels.com/eden
Transportation
Hotel to Melbourne City 3 km (7 min)
Hotel to Melbourne Airport 20 km (40 min)
Car Parking
On site and under cover car parking are available at flat rate of $13
per car per day for all in-house guests. Subject to availability. See
map below:
About PASA
Procurement and Supply Australasia (PASA) is the leading provider of information and education to procurement and supply professionals
throughout Australia and New Zealand.
PASA supports the largest community of engaged procurement stakeholders in the region, through its renowned series of events,
publications, awards, plus various community and network building activities.
PASA is a trading name of BTTB Marketing, for many years recognised as the leading producer of conferences and events for the procurement
profession in Australia and New Zealand. Whether producing under the BTTB, CIPSA Conferences or now PASA brands over the last ten years,
our events have consistently led the market in terms of both educational and networking opportunities.

Registration
There are four ways to register:
1. Using the online form CLICK HERE (www.procurementandsupply.com/events/china-sourcing/)
2. By phone: 07 5644 0505
3. Scan completed registration form and email to regos@bttbonline.com
4. Fax completed registration form to 07 5644 0501
Cancellation Terms
Any cancellations must be received in writing before 1st May 2015. An administration charge of $200+GST will apply. No refunds will be given
after this date. Substitutions will be allowed at any time.
Privacy Policy
The information received on this form may be shared with external companies (sponsors and exhibitors) for their ongoing marketing
purposes.
Conference Agenda
The organisers reserve the right to alter or amend the conference programme without notice to delegates.
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Team Discounts
Register 3-5 delegates and receive a discount of 20%
Register 5 + delegates and receive a discount of 30%
For a group booking form please call 07 5644 0505 or email regos@bttbonline.com

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