The Negotiation

In this episode of The Negotiation podcast, host Todd Embley sits down with Julienna Law, Managing Editor at Jing Daily, to discuss the current state of luxury brands in China, evolving fashion trends, and the impact of cultural shifts on consumer behavior. The episode kicks off with Julienna sharing her journey into China-focused journalism and what currently excites her in this field. They delve into her recent reporting, starting with Ralph Lauren's impressive sales growth in the APAC region, particularly in China. Julienna analyzes what this success reveals about current style preferences among Chinese consumers and how Ralph Lauren is effectively utilizing social commerce platforms like Xiaohongshu to boost its market presence. The discussion then turns to Chanel's strong performance, with Julienna outlining the key factors that contributed to their success. The conversation shifts to the broader luxury market landscape in China, exploring whether luxury brands are struggling and strategies that could lead to success in this complex environment. Julienna also shares insights from her pieces on office fashion trends and the phenomenon of 'loud quitting' in China, reflecting on how these trends indicate young Chinese professionals' attitudes toward their jobs and how these attitudes are influencing fashion. Further, the podcast explores the global expansion of Chinese brands, with specific examples of Florasis opening a store in Paris and Miniso's growing popularity among American Gen Z consumers. This leads to a broader discussion on the cultural and value convergence between young Chinese and Americans, spurred by brands like Ralph Lauren and Miniso. Lastly, Julienna discusses the latest trends in travel and travel-related spending among Chinese consumers, especially post-pandemic, and touches on the relevance of shopping festivals like the 6/18 festival in today's consumer culture. Discussion Points:Julienna Law’s path to China-focused journalism.Analysis of Ralph Lauren’s growth in China and its marketing strategies.Factors behind Chanel’s recent success in the Chinese market.Current state of the luxury market in China and strategies for brand success.Reflections on office fashion trends and the concept of 'loud quitting'.Examination of Chinese brands like Florasis and Miniso succeeding internationally.Cultural convergence in consumer values between China and the US.Trends in travel and spending among Chinese consumers.The ongoing relevance of major shopping festivals like 6/18.

In this informative episode of The Negotiation podcast, host Todd Embley is joined by Olivia Plotnick, the founder of Wai Social and a renowned expert in China marketing.  Since her last appearance on the podcast in 2020, the landscape of digital consumption in China has evolved significantly, and Olivia is here to shed light on the latest trends and platforms shaping the Chinese market. Olivia kicks off the discussion by updating listeners on the shifts in consumer behavior and the emergence of new marketing platforms. The conversation zooms in on Xiaohongshu, a platform that, while hugely popular in China, remains relatively unknown to many Western audiences. Olivia explains what Xiaohongshu is, detailing its features, interface, user base, and its unique position in the social media landscape. She discusses the impact of Xiaohongshu on users' lives, particularly how it influences shopping behaviors and lifestyle choices. Olivia provides valuable insights into how brands are successfully leveraging Xiaohongshu, offering practical tips for marketers looking to engage with this platform. She also clarifies the difference between Key Opinion Leaders (KOLs) and Key Opinion Consumers (KOCs), and discusses which product categories thrive on Xiaohongshu. Highlighting recent successful campaigns, Olivia points out innovative strategies that brands have employed on Xiaohongshu. She also explores current lifestyle trends that are gaining traction on the platform, like "Citywalk," and their broader implications for consumer engagement. Lastly, Olivia addresses the buzz around the 6/18 shopping festival, providing her perspective on whether these large-scale promotional events still resonate with consumers in a rapidly changing retail environment. Discussion Points:Updates on China's digital consumption landscape since 2020.An in-depth look at Xiaohongshu: features, user base, and market position.The influence of Xiaohongshu on consumer behavior and lifestyle.Effective strategies for brands using Xiaohongshu and tips for new entrants.The distinction between KOLs and KOCs on social platforms.Product categories that are well-suited for marketing on Xiaohongshu.Analysis of recent standout brand campaigns on Xiaohongshu.Emerging lifestyle trends on Xiaohongshu and their impact on marketing.The relevance of shopping festivals like 6/18 in today’s consumer market.

In this engaging episode of The Negotiation podcast, host Todd Embley sits down with Joe Mazur, Senior Analyst at Trivium China, a research firm specializing in China’s politics and economy.  Based in Beijing and with his finger on the pulse of US-China relations, Joe provides valuable insights into the current state of the bilateral relationship, as well as the economic landscape in China. Joe begins by discussing the latest tariffs imposed by the US on China, placing them within the context of recent trade actions and the broader trade relationship between the two superpowers. He explores the potential implications of future US presidential administrations, pondering the effects of a second Trump vs. a second Biden term on US-China policy and US-China relations. The conversation then shifts to practical advice for foreign companies operating in or considering entering the Chinese market. Joe outlines strategies to mitigate geopolitical risks over the next couple of years. Additionally, he reflects on the outcomes of Secretary of State Anthony Blinken’s recent visit to China. Joe also delves into the state of China’s economic recovery post-pandemic and points out some of the positive indicators that might signal a turnaround.  This is a must-listen episode from one of the sharpest analysts on US-China relations. Discussion Points:Recent US tariffs on China and their context within broader US-China trade policy.Potential impacts of different US presidential administration scenarios on China policy.Strategies for foreign companies to insulate themselves from geopolitical risks.Outcomes and positives from Secretary of State Blinken's recent visit to China.Challenges and positive indicators in China’s economic recovery post-pandemic.Introduction to Trivium China and where to follow Joe Mazur’s research.

In this episode of The Negotiation podcast, host Todd Embley is joined by Dean Diabate, an expert in the world of China e-commerce and Africa/EU-China trade relations.  From his early career beginnings in Paris, Dean recounts his initial venture into China's burgeoning e-commerce sector, the pivotal transitions that led him to Alibaba, and the lessons he learned along the way. A significant part of the conversation focuses on the opportunities for African industries on Chinese e-commerce platforms, which Dean helped drive as part of Alibaba’s eWTP program. Dean also discusses his experiences managing business development for the pet, beauty, and personal categories at Tmall Global, highlighting key consumption trends and growth opportunities for international brands in these categories. He also elaborates on why cross-border e-commerce has become a crucial channel for tapping into China’s vast consumer market. Dean then addresses the major changes currently reshaping the e-commerce landscape and offers strategic advice on how brands can succeed in this evolving market. Finally, the discussion turns to his relocation to Bali, his thoughts on Indonesia's rising economy, and the vibrant e-commerce scene in Indonesia that is increasingly attractive to global brands. Discussion Points:Dean's transition from Paris to China and his early career milestonesHis experiences and roles at Alibaba GroupOpportunities for African industries in Chinese e-commerceTrends and growth in the Pet, Beauty, and Personal Care sectors on Tmall GlobalThe rise of cross-border e-commerce as a strategy for entering ChinaCurrent transformations in the global e-commerce landscapeDean’s relocation to Bali and his current projectsIndonesia’s economic ascent and its e-commerce potential

In this episode of The Negotiation podcast, host Todd Embley is joined by Tom Parker, National CEO of the Australia China Business Council (ACBC), for an insightful discussion on the evolving dynamics of Australia-China relations and the expanding opportunities for Australian businesses in China.  Tom begins by introducing ACBC, outlining its mission, membership, and the vital role it plays in supporting Australian businesses looking to enter or expand their presence in the Chinese market. He discusses recent positive shifts in the Australia-China relationship, including the significant impact of the Australian Prime Minister's state visit to China in November, and the recent removal of Chinese tariffs on Australian wine which marked a pivotal moment in improving trade relations. The conversation then turns to the broader implications of these warming ties, identifying key growth opportunities for Australian companies in sectors beyond wine. Tom highlights the enduring popularity and positive reputation of Australian consumer brands in China, delving into why products from 'down under' resonate so well with Chinese consumers and which sectors are currently thriving. From a domestic perspective, Tom shares insights into the sentiment of the Australian business community towards China, reflecting on the challenges and optimism prevalent among entrepreneurs and corporations. He also discusses the overarching message that ACBC is promoting within Australia to foster a supportive environment for bilateral cooperation. Discussion Points:Overview of the Australia China Business Council and its missionRecent developments in Australia-China relations and their impact on tradeThe strategic significance of the Australian Prime Minister’s recent visit to ChinaGrowth opportunities for Australian companies in China post-tariff removalThe enduring popularity of Australian consumer brands in ChinaSector-specific success stories of Australian brands in ChinaCurrent sentiment among the Australian business community towards ChinaKey messages from ACBC to Australian businesses

In this episode of The Negotiation podcast, host Todd Embley welcomes Gerald Hoe, Head of Global Marketplace ROW at Coupang, one of South Korea's premier e-commerce platforms.  With its customer-centric and innovative approach, Coupang has cemented its position as a leader in the South Korean digital marketplace. Gerald provides a comprehensive overview of how Coupang has revolutionized the way Korean consumers shop online. He compares Coupang's robust ecosystem to other global internet giants, shedding light on its unique market position and the array of services that cater to a wide array of consumer needs. The conversation delves into the specifics of the Coupang online retail app, highlighting its distinctive features and the wide range of benefits for both consumers and merchants. Gerald discusses the success behind the platform's intuitive design, seamless user experience, and fast delivery systems that address the modern consumer's needs.  A significant focus is placed on the potential for international brands within the South Korean market, particularly given the country's success in exporting its own consumer brands. Gerald explores the growing appetite for overseas brands and outlines why Coupang is the ideal platform for international merchants looking to tap into this vibrant market. Moreover, Gerald provides a blueprint for foreign brands aiming to enter the South Korean e-commerce space, including strategic insights into livestreaming e-commerce's popularity and the hottest consumer sectors driving consumption in South Korea. The episode offers a deep dive into the cultural and lifestyle trends shaping consumer behavior, providing valuable guidance for brands looking to make their mark. Discussion Points:Overview of Coupang and its impact on South Korea's digital landscapeUnique features of the Coupang retail appThe market's appetite for importing international brandsThe advantages of becoming a merchant on CoupangStrategies for foreign brands entering the South Korean marketThe popularity and influence of live streaming e-commerce in South KoreaCurrent consumer sectors and lifestyle trends driving consumption

In this episode of The Negotiation podcast, host Todd Embley is joined by Leif Rogers and Gino Gordon of Red Phoenix Entertainment, a sports marketing agency facilitating the expansion of North American sports, athletes, and franchises into Asian markets. Leif, the Founder and CEO, alongside Gino, Chief Strategy Officer, share their unique insights and experiences in bridging sports cultures across continents. The conversation further explores the popularity of North American sports in China, with Leif providing an analysis of Chinese viewership trends, including interest in events like the Super Bowl and the particular appeal of various sports and athletes. Gino—who previously played professional American football in Japan—contrasts these insights by discussing the sports landscape in Japan, noting the differences and similarities with China. He also shares his perspective on the Shohei Ohtani phenomenon and its broader implications for sports marketing and athlete endorsements. Leif discusses the intricacies of international sports sponsorships, exemplified by the partnership between LingLong Tire and the Tampa Bay Lightning, delving into hockey's growing popularity in China. He reflects on the NHL's past engagement in China and offers strategic advice for future endeavours, emphasizing the potential missed opportunities and advocating for a more aggressive re-entry into the Chinese market. Together, Leif and Gino highlight notable campaigns and the commercial prospects surrounding the upcoming Summer Olympics. They conclude with a compelling argument for why Western sports entities and athletes should consider Asia as a fertile ground for growth, underlining the vast opportunities awaiting in this dynamic market. Discussion Points:The founding and mission of Red Phoenix EntertainmentGino's transition from professional football in Japan to sports marketingThe popularity of North American sports in China and the Super Bowl's receptionDifferences in the sports landscape between Japan and ChinaThe impact of Shohei Ohtani's move to the Dodgers and sports marketing dynamics in JapanThe partnership between LingLong Tire and the Tampa Bay Lightning and hockey's popularity in ChinaThe NHL's engagement strategy in China and potential future directionsNotable campaigns and the role of individual athletes in expanding into the Asian marketCommercial opportunities around the upcoming Summer OlympicsThe value proposition for sports entities and athletes eyeing expansion into Asia 

Global skiing participation is on the decline—but in one crucial market, skiing is perhaps the hottest recreational pastime, with millions of people taking up the sport in the last few years.  That market is China. In this episode of The Negotiation, host Todd Embley welcomes back Justin Downes, who has led efforts to develop snow resorts across China over the last two decades.  As President of Axis Leisure Management, Justin has played a crucial role in growing China’s ski industry and developing the infrastructure for the 2022 Winter Olympics in Beijing. He is the pre-eminent expert on China’s ski industry.   Justin provides an overview of his work in the Chinese ski industry, detailing its development and operational challenges. He analyzes the current state of skiing in China, including participation rates and the number of skiing venues, which both rank among the highest in the world. He also looks at the average Chinese skier, including income levels, where they live, how often they ski, and the drivers behind broader participation. Reflecting on the 2022 Beijing Olympics, Downes shares insights on its impact on China's ski industry. He discusses the state of elite competitive skiing in China post-Olympics, the performance of Chinese athletes in international competitions, and the significance of China hosting the recent FIS Freestyle World Cup. The episode also explores developments in resort construction and the potential for China to emerge as an international skiing destination. Additionally, Downes assesses opportunities for ski equipment and winter apparel brands in the Chinese market. Listen to this episode for an in-depth discussion on the growth and future of skiing in China with industry expert Justin Downes. Discussion Points:Justin Downes' role in developing China's ski industryOverview of skiing in China, including participation and venue comparisons globallyThe 23-24 ski season's success in ChinaDemographics and characteristics of the average Chinese skierImpact of the 2022 Beijing Olympics on the ski industryThe state of elite competitive skiing in China and notable athletesThe FIS Freestyle World Cup in ChinaTrends in ski resort development and indoor skiing facilitiesChina's potential as a skiing destinationOpportunities for ski equipment and winter apparel brands in China

In our latest episode of The Negotiation podcast, we're excited to welcome back Mark Dreyer, a luminary in the world of sports in China.  With the Paris Olympics on the horizon, Mark gives us a sneak peek into the key stories and athletes poised to make headlines for China in the upcoming summer games, and whether China is expected to dominate the medal table.  Mark highlights the feel-good story of Zheng Qingwen and her remarkable performance at the Australian Open, as well as the rising popularity of F1 racing in China, evidenced by the anticipation surrounding the Shanghai F1 and the hype around homegrown talent Zhou Guanyu. Additionally, we touch upon the cultural phenomenon of Lionel Messi’s stardom in China and the recent drama surrounding him sitting out a friendly match in Hong Kong. Mark also provides insights into the current state of Chinese men's and women's football.  Finally, Mark highlights the noticeable upswing in recreational sports participation fueled by a growing focus on health and wellness, including the explosion in ski participation in the wake of the 2022 Beijing Olympics. Join host Todd Embley and guest Mark Dreyer for a comprehensive exploration of China's dynamic sports landscape in this must-listen episode of The Negotiation. Discussion Points:High-level takeaways from the 2022 Beijing Olympics and its impact on ChinaThe burgeoning ski scene in China, from elite competition success to recreational skiingInsights into China's performance and expectations for the Paris OlympicsThe inspiring journey of Zheng Qingwen at the Australian OpenThe growing popularity of F1 racing in China, spotlighting the Shanghai F1 eventMessi’s recent PR crisis around a Hong Kong-friendly matchThe current landscape of Chinese men's and women's footballThe rise in recreational sports participation among the Chinese populationNotable recreational sports gaining traction in China

In this episode of The Negotiation podcast, we're excited to have Crystal Tai, Senior Managing Editor at Jing Daily, rejoin us for a deep dive into evolving fashion and lifestyle trends in China.  Jing Daily is the premier source for insights into China's digital consumption trends and luxury market, and Crystal brings her extensive expertise back to our listeners, offering a fresh perspective on what's currently shaping the market. Crystal brings us up to speed on the burgeoning popularity of Canadian athleisure and winterwear brands within China. She discusses the impressive traction gained by giants like Lululemon, Canada Goose, and Arc’teryx, alongside smaller players such as Rudsak and Nobis. Her recent analysis sheds light on how the changing lifestyles of Chinese consumers are driving demand in this space. She also explores whether functionality trumps fashion in this sector and what this burgeoning demand signifies for Canadian brands across other market segments. Moreover, Crystal provides an exclusive overview of five fashion trends poised to dominate 2024, offering valuable insights for brands aiming to connect with Chinese consumers. From the revival of “Chinese style” to trends like Asian Baby Girl, Kidulthood, Quiet Luxury, and the nostalgic return of Y2K fashion, she unpacks the cultural shifts and societal changes driving these trends. Each trend reflects a nuanced understanding of the evolving priorities among Chinese consumers, underscoring the importance for brands to stay ahead of the curve. Additionally, Crystal shares her latest findings on Chinese tourism and travel consumption trends. With over a year passed since the lifting of Covid restrictions, she paints a vivid picture of the current tourism market in China. Where are Chinese tourists heading, and what motivates their travel choices now? Crystal's reporting offers a comprehensive look at the post-pandemic recovery of the tourism sector and the new destinations capturing the imagination of Chinese travellers. Join host Todd Embley and Crystal Tai for this insightful conversation, exploring the intersection of culture, lifestyle, and consumer behaviour in China's dynamic market.  Whether you're a brand looking to navigate the complexities of the Chinese market or simply keen on understanding the latest trends, this episode promises a wealth of knowledge and intriguing discussions. Key Discussion Points·      The increasing popularity of Canadian athleisure and winterwear brands in China·      The impact of changing lifestyles on consumer preferences in China·      The balance between functionality and fashion in the athleisure and winterwear market·      The significance of Canadian brands in China and their influence across various sectors·      An overview of Jing Daily as a premier source for luxury, retail, and lifestyle trends in China·      The five fashion trends set to shape 2024 and their reflection on societal changes in China·      The revival of the "new Chinese style" and its cultural implications·      Insights into trends such as Asian Baby Girl, Kidulthood, Quiet Luxury, and Y2K fashion·      The evolution of Chinese tourism and travel consumption post-Covid restrictions·      Destination preferences among Chinese tourists and the motivations behind their travel choices