Category: Uncategorized

Reaching China’s Next 600 Cities

Consumer goods companies must adapt their sales, marketing, and distribution plans to reach rapidly expanding markets in smaller cities.by James A. C. SinclairDemand for consumer goods in hundreds of cities across China is increasing. While Chinese companies in smaller cities...

/ November 1, 2010

Tyco Electronics Plans for the Future

With a new headquarters and upbeat sales, Tyco Electronics CEO Thomas Lynch says the future looks bright in China.The global economic downturn has created tough times for many companies. During that time, Tyco Electronics (TE) has been ramping up its...

/ September 1, 2010

Build a Winning Sales and Distribution System

Companies with successful sales and distribution systems in China have adopted certain common best practices.by Hubert Hsu, Waldemar Jap, Carol Liao, and Vincent LuiConsumer wealth—and private consumption—is expected to grow markedly in the near future. Between 2010 and 2020, China’s...

Developing China Sales and Distribution Capabilities

The China market offers opportunities for companies that can navigate its evolving sales and distribution landscape.by Bradley A. FeulingBefore the launch of economic reforms in 1978, the PRC government controlled China’s nationwide distribution channels, including the system of managed distribution...

/ July 1, 2010

China’s Auto Retail Market

Spurred by growth and evolving consumer expectations, car dealerships and finance companies have revamped their offerings.by Kyle SullivanChina has emerged from the global recession as the world’s largest auto market, with a total sales volume that eclipses the United States...

/ July 1, 2010

Consumption: New Key to Chinese Growth

China must boost domestic demand to absorb new productive capacity.by Erik BrittonChina’s economy has achieved stunning growth since it entered the World Trade Organization (WTO) in 2001. Annual growth has averaged 10 percent in real terms over the last decade,...

/ July 1, 2010

Joint Report Explains US-China Trade Data Discrepancies

The United States and China have long disagreed on the size of the bilateral trade deficit. To determine why large discrepancies exist between US and PRC calculations of bilateral trade statistics, US and PRC agencies formed the Joint Commission on...

/ May 1, 2010

Flying on the Panda Express

Washington, DC, experienced a big event in February, even before the record-breaking snow storms hit—the departure of the city’s beloved panda, Tai Shan, who was born at the Smithsonian’s National Zoo in July 2005. Like his parents Mei Xiang and...

/ March 1, 2010

Johnson & Johnson

Johnson & Johnson (J&J) has been in China for over 30 years, predating the country’s economic opening in 1979.The company entered China through a technology-transfer agreement to build a chemical factory in 1979. In 1985, J&J established its first joint...

/ January 1, 2010

Private Healthcare: A Tough Market to Crack

Foreign investors in China’s healthcare sector must work hard to reach their target clientele—China’s increasingly affluent middle class. by James Glucksman and Roberta Lipson The healthcare reforms that the PRC government announced in early 2009 have elicited considerable excitement among...