Peer-Powered Case Study:

Going Digital in China

ESI's broad range of laser-based micro-manufacturing solutions empower manufacturers to bring innovative products to market by extending their processing capabilities beyond the limitations of mechanical. ESI provides unique process and engineering expertise to help manufacturers use the power of light to transform

materials throughout the supply chain for consumer electronics, wearable devices, semiconductor circuits, and high-precision components for market advantage.

Featuring the industry’s highest precision and speed, ESI's solutions are trusted for their reliability, durability, increased back-end yields and lowest total cost of ownership. Founded in 1944, ESI is headquartered in Portland, Oregon with operations worldwide.

More information is available at www.esi.com.

ORIGINAL

CHANGESONECHINA

14

chinese preferences

Source: B2B International

15

western companies

Source: B2B International

opportunities

23

priorities

4P’s, plus a 5th: Patience Listen

Relationships Quality

Methodical

5 keys to marketing in china

EXAGGERATION

26

31

34

ESI Confidential 36

37

What they see…

38

What we think is delivered…

Lists&

Greed

prospecting

Mobile Patience

BuildValue

Personal

prospecting

WeChat B2BAwarenessTimingDesignSnackableConnectionsBrand

43

Test, Test, TestCTA Prominence

Intense LocalizationBalanced Design Perspective

Clear MessageHost Locally

Peer-Powered Case Study:

Going Digital in China