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Selling the Right Products to the China Market

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Selling the Right Products to the China Market

  1. 1. Selling the Right Products to the China MarketElaine AnnPresident/CEO Kaizor Innovation Nov 25, 2008Private and ConfidentialThe information contained herein is highly confidential in nature. For the purposes of protecting sources of information and peopleinvolved, the content herein can only be used for Kaizor Innovation’s purposes only. It does not constitute a circulation, an offer to sell orother distribution to other outside parties. Information contained herein cannot be reproduced without the prior consent of KaizorInnovation Limited.
  2. 2. Kaizor Innovation is an international strategic innovation consultancybased in Hong Kong/China.We help our clients:1) Understand the China Market/Users, provide Strategic Advice and Insights2) Build up R&D Design Innovation capability in Asia3) Provide Training on User-Centered Innovation © Copyright 2002-20052002-2008 Kaizor Innovation Limited. © Copyright Kaizor Innovation Limited. © Copyright 2002-2008 Kaizor Innovation Limited. 2
  3. 3. Kaizor Innovation is an international strategic innovation consultancybased in Hong Kong/China.We help our clients:1) Understand the China Market/Users, provide Strategic Advice and Insights2) Build up R&D Design Innovation capability in Asia3) Provide Training on User-Centered Innovation © Copyright 2002-20052002-2008 Kaizor Innovation Limited. © Copyright Kaizor Innovation Limited. © Copyright 2002-2008 Kaizor Innovation Limited. 2
  4. 4. Our Clients... © Copyright 2002-2009 Kaizor Innovation Limited.
  5. 5. 1Understanding China... © Copyright 2002-2008 Kaizor Innovation Limited. © Copyright 2002-2008 Kaizor Innovation Limited.
  6. 6. © Copyright 2002-2004 Kaizor Innovation Limited
  7. 7. NEW CHINA1.3 billion people © Copyright 2002-2004 Kaizor Innovation Limited
  8. 8. Our qualitative research has covered more than 14 different citiesin China, including Tier 1, Tier 2 and Tier 3 cities:• Shanghai• Beijing• Hong Kong• Shenzhen• Guangzhou• Dongguan• Dalian• Shenyang• Suzhou• Wenzhou• Wuhan• Tianjin Shenzhen• Tangshan• Zhongshan etc. © Copyright 2002-20052002-2008 Kaizor Innovation Limited. © Copyright Kaizor Innovation Limited. 4
  9. 9. © Copyright 2002-2004 Kaizor Innovation Limited
  10. 10. © Copyright 2002-2004 Kaizor Innovation Limited
  11. 11. 2 Western Brands in China © Copyright 2002-2008 Kaizor Innovation Limited. © Copyright 2002-2008 Kaizor Innovation Limited.
  12. 12. Wanglaoji Herbal Tea Coca Cola
  13. 13. 3 Marketing in China © Copyright 2002-2008 Kaizor Innovation Limited. © Copyright 2002-2008 Kaizor Innovation Limited.
  14. 14. Nike Ad Goes Wrong in China
  15. 15. 4 Doing Business in China © Copyright 2002-2008 Kaizor Innovation Limited. © Copyright 2002-2008 Kaizor Innovation Limited.
  16. 16. Equality Hierarchy
  17. 17. Cultural Differences...Western Model of Thought Chinese Model of ThoughtPlato ConfuciusIndividualistic society Collectivist societyEquality Hierarchical social order, all men are not equalDemocratic AuthoritarianLogical and scientific inquiry of the Relationship-oriented,“truth” search for “truth” not a priorityDirect Verbal communication Indirect/Implicit communicationLaw Based Contracts Relationship based trustSelf FamilyTruth Harmony & balance © Copyright 2002-2004 Kaizor Innovation Limited
  18. 18. Top 5 surprises for Westerners working in China1. I had to eat chicken feet!2. The contract keeps changing!3. I can never get to the Top guy?!!4. I thought the Chinese said “yes”?!5. Nobody asked any questions??? © Copyright 2002-2006 Kaizor Innovation Limited
  19. 19. Top 5 surprises for Westerners working in China1. I had to eat chicken feet!2. The contract keeps changing!3. I can never get to the Top guy?!!4. I thought the Chinese said “yes”?!5. Nobody asked any questions??? © Copyright 2002-2006 Kaizor Innovation Limited
  20. 20. Top 5 surprises for Westerners working in China1. I had to eat chicken feet!2. The contract keeps changing!3. I can never get to the Top guy?!!4. I thought the Chinese said “yes”?!5. Nobody asked any questions??? © Copyright 2002-2006 Kaizor Innovation Limited
  21. 21. Top 5 surprises for Westerners working in China1. I had to eat chicken feet!2. The contract keeps changing!3. I can never get to the Top guy?!!4. I thought the Chinese said “yes”?!5. Nobody asked any questions??? © Copyright 2002-2006 Kaizor Innovation Limited
  22. 22. Top 5 surprises for Westerners working in China1. I had to eat chicken feet!2. The contract keeps changing!3. I can never get to the Top guy?!!4. I thought the Chinese said “yes”?!5. Nobody asked any questions??? © Copyright 2002-2006 Kaizor Innovation Limited
  23. 23. Tel: 852.2297.2311Fax: 852.2297.0066Email: businessdevelopment@kaizor.comWebsite: www.kaizor.com © Copyright 2002-2005 Kaizor Innovation Limited. 2002-2008
  24. 24. Thank youTel: 852.2297.2311Fax: 852.2297.0066Email: businessdevelopment@kaizor.comWebsite: www.kaizor.com © Copyright 2002-2005 Kaizor Innovation Limited. 2002-2008

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