China is destined to be the biggest market of many types of products and services.  For many of us, it is a market that we cannot afford to ignore.  While there are tremendous marketing opportunities in China, there are also many dangers and difficulties associated with penetrating this gigantic market.

This courses is designed for companies, especially small and medium enterprises, that have products suitable for China market but are limited by their resources to develop this potential. It will explore issues associated with exporting to China, by gaining market entry through local distributors.

COURSE OBJECTIVE

To enable participants to market one’s products into China through distributors.

KEY BENEFIT OF ATTENDING

At the end of the seminar, participants will be able to acquire skills and knowledge to penetrate the China markets.

WHO SHOULD ATTEND

All personnel who are new to the China market and have products suitable to be marketed there.

COURSE METHODOLOGY

Lecture, class and group discussions, examples and cases will be used.

COURSE OUTLINE

Market Research Methods to Estimate China Market Potential

a Secondary sources of information

a Websites

a Field market surveys

How to Decide at Which Part of China to Start?

a Market characteristics

a Segmentation

Functions of Distributors

a How to design your distribution channel

a Determine the distributor functions

Sources of Distributors

a Where and how to find them

a Types of distributors in China

Distributor Agreement

a Key points to watch out

a Sample contracts

Motivating Your Distributors

a Use of power

a Rewards

a Support

a Training

Contentious Issues

a Payment and collection

a Image

a Support

a Settling disputes

a Future partnership

a Intellectual property

Cultural Characteristics of the Chinese

a Do’s and Don’ts in China

Many case studies of various industries will be presented for discussion.

COURSE LEADER

Gary Lim is the Principal Consultant of his own marketing consultancy firm. He has held positions of General Manager, Marketing Manager and Engineering Manager of several multinational companies, including Australian, Japanese and US Fortune 500 companies. The business activities of these companies cover a wide range of industries.

With more than 22 years of corporate experience in these industries, Gary has extensive knowledge in marketing and management in the Asia/Pacific region. His experience includes 2 years in USA covering the North American market, 4 years in the Hong Kong regional office covering markets in North East Asia and 18 years in the Singapore office covering markets in the Asia/Pacific, Oceanic and Indian sub-continent regions. The major functions of his jobs in the Asia/Pacific region include market surveys, setting up and supervising distribution and dealer network, negotiating licensing agreements, business development, training, promotion, and ensuring success in market penetration.

Gary has conducted numerous training seminars on Asian markets in Europe, Australia, South Pacific Islands, South Africa, Middle East, China and other Asian countries. As a marketing consultant, he has provided advice to help companies from all over the world and in many different kinds of industries establish their markets in Asia.

Gary has received an appointment as a technical expert in international marketing by Asian Productivity Organisation (APO) and the United Nations Development Program (UNDP). He holds a Bachelor of Engineering Degree from the University of Singapore and studied postgraduate MBA programmes in several major universities in USA.