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.

CHINA BY THE NUMBERSCONNECT TO CHINA

1.3bnPeople

2nd LargestWorld Economy

34Province Level

Divisions

500 MillionNew Consumers

3 EI Regional Offices

240 Irish CompaniesActively doing business in China

7th Largest Export MarketFor Irish businesses

€8 BillionBilateral trade

19%Growth

WHAT IT TAKESTO SUCCEED IN CHINA

CONNECT TO CHINA

Be prepared to invest for the long-haul.

SUCCESS IN CHINA CAN TAKE A LONG TIME TO BUILD

KEYS TO SUCCESS:

ResearchResearch CommitmentCommitment

International ExperienceInternational Experience

ResourcesResources PatiencePatience

LOCATION LOCATIONLOCATION

CONNECT TO CHINA

China’s mega cities

Shanghai 1990

Shanghai 2013

Over 90,000km of highway networks

Car Ownership in ChinaCar Ownership in China

10 Day Traffic Jam ! 10 Day Traffic Jam ! 10 Day Traffic Jam ! 10 Day Traffic Jam !

RELATIONSHIPS AND TRUSTCONNECT TO CHINA

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 = ConnectionsRelationships = Connections

WAYS OF BUILDING RELATIONSHIPS:

• Giving Gifts

• Entertaining and drinking at social occasions

• Regular face to face meetings

IRISH SUCCESS IN CHINA TO DATECONNECT TO CHINA

SECTORS OF OPPORTUNITY:

Education services Food/Drink

E-learningLife science / Medical devices / Pharma Eng

Financial servicesEnvironment / Green economy

Agricultural machinery & related services

Telecoms / I.T.

Aviation & related services Equine

MOST COMMON ROUTES TO MARKETFOR IRISH COMPANIES:

B2B B2C SOE’sChinese

Gov.

DEVELOPING A PRESENCE IN CHINA:

• Local Partners & DistributorsBenefits and disadvantages

• Establishing a local presenceAccess and introductions

• Joint VenturesSame bed – different dreams

HOW ENTERPRISEIRELAND CAN HELP YOU SUCCEED IN CHINA

CONNECT TO CHINA

• 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

WE HELP WITH …

TOP TIPS:

4 Do your research carefully Network others

5 Exercise caution Disputes can be costly

6 Show commitment

1 Don’t try to go it alone

2 Not a single market Be selective

3 Very competitiveExpect lower margins

FOR DETAILED INFORMATION AND FURTHER ADVICE:

Philip Singleton

E-mail: philip.singleton@enterprise-ireland.comPhone: 01 7272713

http://www.enterprise-ireland.com/en/Export-Assistance/ Market-Research-Centre/Asia-Pacific-Country-Reports-.html

DID YOU KNOW