Enterprise Ireland is the government
organisation responsible for the
development and growth of Irish
enterprises in world markets.
We work in partnership with Irish
enterprises to help them start, grow,
innovate and win export sales on
global markets.
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CHINA BY
THE NUMBERS
1.3bn
People
34
Province Level
Divisions
nd
2
Largest
World Economy
500 Million
New Consumers
3 EI Regional Offices
240 Irish Companies
Actively doing business in China
th
7
Largest Export Market
For Irish businesses
€8 Billion
19%
Bilateral trade
Growth
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WHAT IT TAKES
TO SUCCEED IN
CHINA
SUCCESS IN CHINA CAN TAKE
A LONG TIME TO BUILD
Be prepared to invest for the long-haul.
KEYS TO SUCCESS:
Research
Commitment
International Experience
Resources
Patience
CONNECT TO CHINA
LOCATION
LOCATION
LOCATION
China’s mega cities
Shanghai 1990
Shanghai 2013
Over 90,000km of highway networks
Car Ownership in China
10 Day Traffic Jam !
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RELATIONSHIPS
AND TRUST
RELATIONSHIPS & TRUST:
• Chinese business culture is
largely based on relationships
• Emphasis is placed on
maintaining harmony and the
‘face’ of others
• Open conflict, direct questions
and pointing out mistakes are
generally avoided as it would
cause one party to lose face
• Humility, graciousness and
giving toasts are all ways of
giving face
• Expect to be fully hosted and
vice-a-versa
Over 90,000km of highway networks
Relationships = Connections
WAYS OF BUILDING RELATIONSHIPS:
• Giving Gifts
• Entertaining and drinking at
social occasions
• Regular face to face meetings
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IRISH SUCCESS
IN CHINA TO DATE
SECTORS OF OPPORTUNITY:
Education services
Food/Drink
E-learning
Life science / Medical
devices / Pharma Eng
Financial services
Environment /
Green economy
Agricultural machinery
& related services
Telecoms / I.T.
Aviation & related services
Equine
MOST COMMON ROUTES TO MARKET
FOR IRISH COMPANIES:
B2B
B2C
SOE’s
Chinese
Gov.
DEVELOPING A PRESENCE IN CHINA:
• Local Partners & Distributors
Benefits and disadvantages
• Establishing a local presence
Access and introductions
• Joint Ventures
Same bed – different dreams
CONNECT TO CHINA
HOW ENTERPRISE
IRELAND CAN HELP
YOU SUCCEED
IN CHINA
WE HELP WITH …
• Strategic and export business advice
• Market information and research
• Identifying partners
• How to promote/exhibit company products
• Support to visit markets and potential customers
• Support in market
• Access to Irish in-country clients and networks
TOP TIPS:
1 Don’t try to go it alone
4 Do your research carefully
Network others
2 Not a single market
Be selective
5 Exercise caution
Disputes can be costly
3 Very competitive
Expect lower margins
6 Show commitment
FOR DETAILED INFORMATION
AND FURTHER ADVICE:
Philip Singleton
E-mail: philip.singleton@enterprise-ireland.com
Phone: 01 7272713
http://www.enterprise-ireland.com/en/Export-Assistance/
Market-Research-Centre/Asia-Pacific-Country-Reports-.html
DID YOU KNOW