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Start up and Turnaround Sales in China

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This is a presentation of the unique business model designed for the foreign companies developing/starting their sales in China

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Start up and Turnaround Sales in China

  1. 1. We Set Up and Turnaround Your Sales in China
  2. 2. Content • Chinese Distribution Channels Structure (Industrial) • Bridging The Value Proposition gaps • Who Are We? • What We Do? • Few Points On Setting Up Operations In China • Our Solutions for the Foreign SMEs in China (logistics, financial management, recruitment and HR management, marketing management) • Summary
  3. 3. Chinese Distribution Channels Behavior The distributor Manufacturer The System Integrator Distributor Distributor Design Institutes DI SI SI SI SI SI SI DI End Users End Users Effective penetration requires strong local value proposition to all relevant channels
  4. 4. Bridging The value Proposition gaps Most manufacturers focus on selling “the best product” or “technology” We relay on distributors to complete the value proposition (relationship, financial terms, stock, support, after-sales etc.) This seldom happens in China!!! Most Chinese distributors focus on a captive market selling “long term relationships” Manage the value proposition gaps from day one! Open your own sales operation in China
  5. 5. Who are we? A Group of Chinese & foreign companies managed by a western management 9 years of successful experience in China over 90 employees 18 running projects Our facilities are located in: Shanghai • Offices (3 locations) • Front and bonded warehouses (5 locations) Beijing • Offices (3 locations) • Front and bonded warehouses (3 locations) Guangzhou • Office • Front warehouse
  6. 6. What do we do? Foreign Manufacturer / Partner Logistics Services Bonded Warehouses Representative Office Front Warehouses Assembly Workshops Office sharing facilities WFOE Professional Management Professional HR Management Distributors Professional Financial Management System Integrators Professional Marketing Key End Users Management
  7. 7. Some of Our Leading Clients
  8. 8. Few Points On Setting UP Operations In China Who will manage the China operation? Long term success relays mostly on building “a distribution structure” rather than jumping from one project to another… (focus on Non Euro Objectives) Setting realistic sales targets Planning time for mistakes Generate stability – stand by your managers Independent distribution structure is the key to long term sales growth and brand recognition
  9. 9. Our Solutions for SME’s in China Management Money Manpower Merchandise
  10. 10. Logistics and Operations Management Solutions Import / Export Repacking and consolidation Stock control & distribution Logistics Centers Front warehouses Bonded warehouses Assembly operations
  11. 11. Financial Management Solutions Execution of local sales Contracts & RMB invoicing ERP systems set up and on going operation Financial control (Budget & financial reports) Collection & Credit Management References checks Tax management
  12. 12. HR Management Solutions Unique experience in recruiting and introducing top managers to SMEs Efficient staffing and office sharing solutions available in Beijing, Shanghai and Guangzhou Provision of comprehensive HR Management Mature managed entities Training and retraining Performance Review Career Development
  13. 13. Marketing Management Solutions Website Development and Marketing Sales and Marketing Materials Design and Printing Public Relations (PR) Tradeshow Organization and Planning Direct Marketing Programs Business Partners Events
  14. 14. Summary Effective penetration requires strong local value proposition to all relevant channels Manage the value proposition gaps from day one! Open your own sales operation in China Independent distribution structure and channels variety are the key to long term sales growth and brand recognition Remote controlling your own staff in China requires long term approach, management resources in HQ, and personnel stability
  15. 15. THANK YOU FOR READING! For more information contact us: CHINA PTL Group –Shanghai Head Office Room 1405, 798 ZhaoJiaBang Rd. Shanghai, 200030, P. R. China Tel: +86 21 64453190 Fax: +86 21 64453191 E-mail: sales@ptl-group.com Website: www.ptl-group.com

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