Frank O’Mahony of Wilson Architecture gave the speech at the Cork China Business Summit in Cork, 13 July as part of Asia Business Week Ireland 2015

1. 13 July 2015
City Hall, Cork
Winning in China: How Smart Cork
SMEs Succeed
Frank O’Mahony
Partner, Wilson Architecture

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Winning Work In China -
Experiences of a Cork S.M.E.

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‘Oh, East is East, and West is West, and never the twain shall meet ………
……But there is neither East nor West, Border, nor Breed, nor
Birth, When two strong men stand face to face, tho’ they come
from the ends of the earth.’
The Ballad of East and West Rudyard Kipling (1865–1936)

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•The China Market ………………. Background information
•The China Market ………………..Our experience
•The China Market ………………..Opportunities

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• 1,350,000,000 population
•20% of world population on 7% of worlds arable land
•700,000,000 = farmers/rural dwellers 15% of Chinas land is
arable
•Major Urbanization Programme
•300,000,000 people will move from rural to urban by 2040
• The 12th 5 Year Plan - Inward Looking and Consumer Driven

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China…. Zhung Guo….. The Central Kingdom, a trading
civilization for centuries.
Virtually unchanged geographical boundaries, unique in the
world.

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Setting up a Company in China
Representative Office
Joint Venture
Wholly Owned Foreign Enterprise

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Our Approach to the Market
Entry
“Going Native”…….. Understanding the Culture
People
Food
Business
“Guanxi”

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Understanding the Market
Country of Great Contrasts
Population
Demographics
Needs, Worries and Aspirations

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Market Conditions
Period of Economic Change
Change from Export driven to Consumer Driven
Urbanisation
Ageing Population

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Difficulties we Encountered
•Language Barrier
•Business Contacts are transient, Businesses come and go
•Totally different Business Model
•Easier to buy from China than sell to China
•Everything is done at breakneck speed, must have the resources to
cope
•Many people involved in decision making process
•Scams
•Current Government Anti Corruption Campaign is changing the way
business is done for the better.

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Selected Wilson Projects in China

24. PuYang VanSun HQ. in DongGang district Dalian
大连东港商务区 普阳万向集团总部大楼

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28. Masterplan for Dalian Port Authority
大连港集团总体规划项目 中国 大连

29. Head office in Dalian
某集团新办公大楼 中国 大连

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Pharmaceutical HQ and Laboratories

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TV and Broadcasting Complex

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Local Government Administration & Exhibition Head Quarters

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Some Growth Sectors
•Pharmaceutical, Medical, Healthcare, Retirement Homes
•Airports and Aviation
•Leisure and Outdoor Activities
•Overseas Travel
•Equestrian Sports……….. and Race tracks?
•Cold Storage Supply Chain
•Quality Food and Dairy Products
•Overseas Education
•“One Road, One Belt Policy”

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Summary for Success
•Research the Market
•Assistance from Enterprise Ireland
•Key staff must spend lot of time on the ground
•Must have a Unique Selling Point that is in demand in China
•Capacity to serve a very demanding Market that is a long way
from home
•Patience….. Patience…. Patience It can take two to three
years to break into the China Market.

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.......and Good Luck out there !