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13 July 2015City Hall, Cork
Winning in China: How Smart Cork SMEs Succeed
Frank O’MahonyPartner, Wilson Architecture
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Wilson (Dalian)Architecture
Design CompanyLimited
Winning Work In China -Experiences of a Cork S.M.E.
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Wilson (Dalian)ArchitectureDesign CompanyLimited
‘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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Wilson (Dalian)ArchitectureDesign CompanyLimited
•The China Market ………………. Background information
•The China Market ………………..Our experience
•The China Market ………………..Opportunities
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Wilson (Dalian)ArchitectureDesign CompanyLimited
• 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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Wilson (Dalian)ArchitectureDesign CompanyLimited
China…. Zhung Guo….. The Central Kingdom, a trading civilization for centuries.
Virtually unchanged geographical boundaries, unique in the world.
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Wilson (Dalian)ArchitectureDesign CompanyLimited
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Wilson (Dalian)ArchitectureDesign CompanyLimited
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Wilson (Dalian)ArchitectureDesign CompanyLimited
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Wilson (Dalian)ArchitectureDesign CompanyLimited
Setting up a Company in China
Representative Office
Joint Venture
Wholly Owned Foreign Enterprise
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Wilson (Dalian)ArchitectureDesign CompanyLimited
Our Approach to the Market
Entry
“Going Native”…….. Understanding the Culture
People
Food
Business
“Guanxi”
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Wilson (Dalian)ArchitectureDesign CompanyLimited
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Wilson (Dalian)ArchitectureDesign CompanyLimited
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Wilson (Dalian)ArchitectureDesign CompanyLimited
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Wilson (Dalian)ArchitectureDesign CompanyLimited
Understanding the Market
Country of Great Contrasts
Population
Demographics
Needs, Worries and Aspirations
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Wilson (Dalian)ArchitectureDesign CompanyLimited
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Wilson (Dalian)ArchitectureDesign CompanyLimited
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Wilson (Dalian)ArchitectureDesign CompanyLimited
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Wilson (Dalian)ArchitectureDesign CompanyLimited
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Wilson (Dalian)ArchitectureDesign CompanyLimited
Market Conditions
Period of Economic Change
Change from Export driven to Consumer Driven
Urbanisation
Ageing Population
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Wilson (Dalian)ArchitectureDesign CompanyLimited
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Wilson (Dalian)ArchitectureDesign CompanyLimited
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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Wilson (Dalian)ArchitectureDesign CompanyLimited
Selected Wilson Projects in China
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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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Wilson (Dalian)ArchitectureDesign CompanyLimited
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Wilson (Dalian)ArchitectureDesign CompanyLimited
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Masterplan for Dalian Port Authority
大连港集团总体规划项目 中国 大连
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Head office in Dalian
某集团新办公大楼 中国 大连
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Wilson (Dalian)ArchitectureDesign CompanyLimited
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Wilson (Dalian)ArchitectureDesign CompanyLimited 31Wilson (Dalian)ArchitectureDesign CompanyLimited Pharmaceutical HQ and Laboratories
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Wilson (Dalian)ArchitectureDesign CompanyLimited
TV and Broadcasting Complex
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Wilson (Dalian)ArchitectureDesign CompanyLimited
Local Government Administration & Exhibition Head Quarters
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Wilson (Dalian)ArchitectureDesign CompanyLimited
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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Wilson (Dalian)ArchitectureDesign CompanyLimited
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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Wilson (Dalian)ArchitectureDesign CompanyLimited
.......and Good Luck out there !