Zvi Shalgo Ptl Israel Sales Distribution Mit 240110

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Opportunities in the Chinese market: Strategy, Tactics and Practical Tips
Sunday, January 24, 2010

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Zvi Shalgo Ptl Israel Sales Distribution Mit 240110

  1. 1. More than Management  More than Management ™ Sales & Distribution Management in China Sales & Distribution Management in China Conditions for Continuous Success Speaker:  ZviShalgo, CEO, PTL GROUP
  2. 2. T i l th t f Typical  threats for successful  f l penetration in China penetration in China Management of employees in China Management of employees in China The emerging China’s Middle market The emerging China’s Middle market Market Structure Protectionist regulations www.PTL‐Group.com
  3. 3. What are the Solutions? www.PTL‐Group.com
  4. 4. Solution 1 Solution 1 Invest into EFFECTIVE management Characteristics of the effective Local Sales Manager: h i i f h ff i l l • Existing relationships in the market • Able to close the business in a “Chinese way” • Transparency and  communication skills to report to HQ • Stability in the workplace Stability in the workplace • Ability to manage subordinates www.PTL‐Group.com
  5. 5. Solution 2 Solution 2 Build long‐term competitive  Build long‐ distribution capabilities distribution capabilities • Penetrate mid‐market clients in China e et ate d a et c e ts C a • Compete with local companies • Redesign products if needed Redesign products if needed • Localize • Invest I t www.PTL‐Group.com
  6. 6. Solution 3 Solution 3 Proper product positioning in China • Study the competition • D l i d Develop independent logistics infrastructures d t l i ti i f t t • Control branding factors Be INDEPENDENT www.PTL‐Group.com
  7. 7. Solution 4 Solution 4 Accept China rules of the game • Recruit capable “solution providers”  • Outsource “control measures” to reliable professionals • Execute a strategy ‐ not the “sales budget” Be FLEXIBLE www.PTL‐Group.com
  8. 8. When Selling in China Be Present Be Present Be Independent Be Flexible Be Flexible www.PTL‐Group.com
  9. 9. Feel Free to Contact Us In China: In Israel: Zvi Shalgo – CEO Mepi Frankel – Director M i F k l Di t exec@ptl‐group.com @p g p mepi@ptl‐group.com Office: +86 21 64453190 Phone: +972‐9‐9553367 Cell: +86 1380 1689 447 Cell: +972‐52‐4585726 C ll 972 52 4585726 Find out more about business in China at  www.PTL‐Group.com www.PTL‐Group.com

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