The Negotiation

In this episode of The Negotiation podcast, we are joined by Michel de Rijk.  Michel is an esteemed marketing executive who has held leadership posts at some of the world’s largest agencies, most recently as CEO APAC for S4.  In our conversation with Michel, we discuss his background and extensive experience in the APAC region. Michel highlights the opportunities and challenges of doing business in China, emphasizing the country's innovation and immense potential. He advises brands to adopt a long-term strategy and understand local market trends when entering China. We also discuss the impact of COVID-19 on companies' strategies in China and the importance of adapting to technological advancements, addressing misinformation, and prioritizing sustainability in the advertising industry. Michel also discusses his excitement about the Indian and Vietnamese markets. Enjoy! Topics Discussed and Key Points:●      Energy and growth in the APAC region ●      China's innovation track record●      Opportunities and challenges of doing business in China●      The importance of long-term strategic thinking while entering the Chinese market●      Impact of COVID-19 on companies' strategies in China●      The importance of international market exposure and learning from different regions●      The success story of Tim Hortons and coffee culture in China●      Exciting consumer markets in APAC beyond China (India and Vietnam)●      Regional strategies for APAC●      Importance of local presence in key markets●      The evolution of regional HQ strategies over time.●      Impact of technology on the advertising industry and daily lives

This episode of The Negotiation podcast is part two of our discussion with Yaling Jiang, Founder of "Following the Yuan," a popular newsletter focused on Chinese consumers. Before launching her own newsletter, Yaling wrote for outlets such as SCMP, Glossy, Vogue Business, and WWD.  In this, the back half of our interview, we talk about some trends that have common threads with the West such as “quiet quitting” and “lie flat”, as well as the comeback of buffets and the continued rise of health and wellness. We also discuss facekinis, coffee culture, scented candles and more. We conclude our chat by talking about the importance of research and development for Chinese beauty brands. Enjoy! Topics Discussed and Key Points:●      "Quiet quitting" and "lie flat" trends, the comeback of buffets, and the focus on health and wellness●      Rise of health and wellness trends in China●      The popularity of pre-made meals and food delivery in China●      The emergence and impact of ghost kitchens on the food industry●      Rise of ‘facekinis’ and their influence on traditional beauty standards●      The rise of Chinese perfume and candle brands in China●      Rise of coffee culture in China●      Importance of research and development for Chinese beauty brands

In this episode of The Negotiation Podcast, we feature part one of our conversation with Yaling Jiang, Founder of "Following the Yuan," a popular newsletter focused on Chinese consumers. Before launching her own newsletter, Yaling wrote for outlets such as SCMP, Glossy, Vogue Business, and WWD.  In the first half of our conversation with Yaling, we learn the history of “Following the Yuan” and what drove her to start producing it, as well as an overview of the newsletter-based journalism field in general and its parallels with WeChat official accounts. We also ask Yaling to touch on the “Asian Baby Girl” trend, before diving head-long into the Barbie movie phenomenon, its reception amongst audiences in China, and dovetailing that into a deeper discussion of what toys children in China grow up with. Enjoy! Topics Discussed and Key Points:●      Yaling’s frustration with English-language journalism covering China●      The increasing popularity of newsletter-based journalism●      The parallels between newsletter-based journalism and WeChat official accounts in China●      Cultural perceptions and misunderstandings of "Asian Baby Girl" (ABG)●      The reception of the Barbie movie in China compared to the incredible fanfare received in the West●      A discussion of what toys children in China grow up with and how it differs from the West both in quantity and style  Notable Quotes“When striving to work for bigger and bigger newspapers and platforms, I realized that the newsrooms don't always prioritize people's stories. They don't prioritize the consumer stories in the business world, instead, they go for the click.”“People see the news as a key way to stay connected with the audience. A bit like how channel marketers see WeChat official accounts as a key form of communication channel with their audience.” “In Barbie world, I mean, women or everybody seems they've already changed the world because in their world like they can be president, they can be a supreme judge that can be lawyers. And it's a place ruled by women. So in their mind, they've already changed the world to a better place.”

In this episode of The Negotiation, we are delighted to be joined by Crystal Tai, Senior Managing Editor at Jing Daily, the leading media platform focused on luxury, retail, lifestyle, and digital consumption trends in China. In our conversation with Crystal, we discuss her journalism career and the niche filled by Jing Daily in the China media landscape. Crystal breaks down the “-core” fashion trends in China—from Barbiecore to "gorpcore" to “Asian Baby Girl”.  She also discusses the cultural and lifestyle trends that are shaping fashion and broader consumption, including the role of Xiaohongshu (Little Red Book). Drawing on her experience reporting from South Korea, Crystal also discusses the influence of K-pop and South Korean culture on music, beauty, and fashion trends in China and around the world. Enjoy this fascinating conversation! Topics Discussed and Key Points:K-pop as a cultural technology and its global influenceThe decline of the K-wave in China An introduction to Jing DailyEmerging fashion and lifestyle trends in China"-core" fashion trends in China: normcore, "barbiecore", "gorpcore", dopamine dressing, and moreThe role of XiaohongshuWhy “facekinis” have become popular in ChinaChina’s luxury sector post-CovidThe rise of digital nomadism among millennials and Gen Z in China 

In this episode of The Negotiation podcast, we are delighted to feature Simon Torring on the show. Simon is a distinguished professional with a multifaceted background in the field of online retail. He is the Co-founder of Cube Asia, a market insights organization specializing in online retail within Southeast Asia. Cube Asia is dedicated to assisting brands, retail companies, and investors in achieving profitable growth by providing them with more recent, granular, and reliable data and insights about their online sales channels. Simon has also worked as the Director of Omnichannel Innovations (Southeast Asia) for Sephora, the world's leading beauty and cosmetics retailer, and Regional Head of SEO, Influencer Marketing, and Content Marketing for Luxola. These roles further enhanced his understanding of the intricacies and dynamics of the online retail landscape. In our conversation with Simon, we get valuable insights into his experience working at Luxola, an online beauty retail company, and explain the disruption in the cosmetics market with the emergence of strong local and cross-border brands. We also discuss the major e-commerce platforms in the region, including Lazada, Shopee, and TikTok Shop, with TikTok Shop emerging as a legitimate challenger. Simon predicts the need for TikTok Shop to expand into other categories and discusses the potential risks and challenges it may face. Our conversation also touches on the formation and vision of  Cube Asia, which provides market data and insights for e-commerce in Southeast Asia. Cube Asia aims to fill the gap in the market for accurate, reliable, and actionable data for brands and retailers in the region. Enjoy! Topics Discussed and Key Points:●      The success of Luxola  in bringing international beauty brands to Southeast Asia●      Growth of e-commerce in Southeast Asia, particularly in the beauty sector●      Disruption in the cosmetics sector with the emergence of local and cross-border brands●      The visionary approach of Sephora's leadership towards omnichannel retail in the beauty industry●      De Minimis rules●      Convergence of Lazada and Shopee in the Southeast Asian E-commerce Market●      Growth and impact of TikTok in Southeast Asia●      Cube Asia’s background in e-commerce in Southeast Asia●      Challenges in entering the Southeast Asian Market

In this episode of The Negotiation podcast, we speak to Qin Chen, Managing Editor at TechNode, one of the leading media sources on China's technology and startup scene. Qin previously worked as a reporter at the South China Morning Post's Inkstone, and prior to that worked in the United States as a senior video producer at The New Yorker and a documentary producer at CNBC.  In our conversation with Qin, we discuss Qin’s career trajectory, her role at TechNode, and the state of journalism and media. We talk about the growth of Chinese EV automakers and the competitive landscape of the electric vehicle industry in China. We also discuss generative AI, call out some of the most notable startups in China, and explore the raging e-commerce battles taking place as the varying platforms seem to have no hesitation in exploring each other's core verticals. Enjoy! Topics Discussed and Key Points:●      Evolution and differentiation of journalism and media, both in the West and the East●      Impact of tech giants like Facebook and Google on the media industry●      The rise of Chinese EV automakers●      China's long-term planning and investment in the electric vehicle industry●      Involvement of Baidu, Huawei, and other giants in the auto industry●      Momentum and significance of generative AI in China's tech industry●      The current landscape of e-commerce in China●      Meituan's reputation for being willing to handle the "dirty work" and thrive on slim profit margins.●      The maturation of the Chinese tech industry●      Shifting focus from consumer Internet to new areas of innovation in the Chinese tech industry.

In this episode of The Negotiation podcast, we have the pleasure to sit down with  Thomas Yeoh, Managing Director at  Baozun Asia,  a leading brand e-commerce solutions provider. Thomas has 30+ years of experience in organizational transformation and M&A advisory. He provides strategic advice on leadership, growth, and technology-driven eCommerce solutions for businesses in Southeast Asia and China. In our conversation with Thomas, we discuss how consumer brands can grow in Southeast Asia. We explore why it's important to have a careful and personalized approach to succeed in this diverse and complicated market. We talk about understanding the different cultures and affordability levels in the region, as well as the need for reliable local partners or teams. This conversation gives useful advice and insights for brands that want to expand into Southeast Asia. If you're thinking about expanding your brand into Southeast Asia, this episode will give you valuable information and tips. Enjoy!  Topics Discussed and Key Points:●      The population disparity between Southeast Asia and China, and the potential factors contributing to the gap. ●      The rapid development and growing acceptance of digital payment infrastructure in Southeast Asia, during the COVID-19 pandemic. ●      The changing labor laws in Indonesia, making it more attractive for manufacturing investments.●      The growth of the middle class and expanding the consumer market potential in Southeast Asia.●      The rise of TikTok as an e-commerce platform. ●      Overcoming the trust factor in e-commerce.●      The strategic approach for international brands in establishing regional logistics hubs in Southeast Asia.●      The importance of identifying specific target segments within Southeast Asia. ●      The need to adapt marketing messages to align with the cultural and local market nuances of Southeast Asia.

In this episode of The Negotiation podcast, we are delighted to speak with Marko Tiesmäki, the China Country Director for Business Finland. Before his current role in promoting trade between Finland and China, Marko held China leadership roles at Nokia and AirbusIn our conversation with Marko, we gain valuable insights from his experiences working in China in the 1990s for Nokia. Marko shares his views on the growth of mobile technology in China, broader social and economic changes in China over the past three decades, and the potential for Finnish companies to thrive in the Chinese market, especially in areas such as green energy. We explore the importance of personal connections and community, whether it's building relationships with Chinese partners or bonding over a shared love of hockey. We also touch on the challenges of doing business in China, such as the growing strength of local competition, the importance of adapting to changes in the industry, and much more. Enjoy!Topics Discussed and Key Points:Evolution of mobile connectivityRapid economic development and Urbanization in ChinaAcquisition of Alcatel-Lucent by NokiaThe importance of maintaining market position in China, particularly after mergersNokia's evolving market positionChina - the ultimate testing ground of a company's fitness and resilienceThree major phases of change in China's development and policiesFinland's business relationship with China and opportunities in green energy and energy transitionThe hockey community in Beijing

In this episode of The Negotiation podcast, we are joined by John Gearing. John is the founder of JBG Consulting & Advisory and a fashion and sportswear executive with extensive experience in retail since 1996. He guides and optimizes retail businesses in Asia-Pacific and the Middle East, providing strategic insights to private enterprises and investors from Bangalore, Hangzhou, and Edinburgh. In our conversation with John, we gain valuable insights on how to succeed in the APAC region. We discuss the importance of adapting brands to be relevant locally and investing in direct-to-consumer channels. We talk about the Indian market and why it's significant for businesses to partner with the right people and understand the right model. We also touch on the e-commerce landscape in India and China, and the competitive nature of businesses in those countries. We conclude our discussion by exploring the exciting future of India. Enjoy! Topics Discussed and Key Points:●      Challenges and Opportunities in building retail capabilities in Asia●      Importance of strategic framework and local market control●      Lessons learned in brand building and market adaptation●      Wrangler and Li brands' success in China and Asia●      The changing market conditions over the past 18 years, starting with Japan's influence and shifting toward China's market growth and impact●      Shift in influence from Japan to South Korea in the fashion industry●      The rapid changes in logistics infrastructure and technology in the retail industry●      The challenges and opportunities of expanding businesses into the APAC region●      Factors to consider when developing a successful expansion strategy in the APAC region●      The potential of the Indian consumer market●      The e-commerce landscape in India, including the main platforms, the differences compared to the Chinese market.●      The competitive nature of business in countries like China and India

In this episode of The Negotiation podcast, we are joined by Xiang Chen. He is the VP of Strategy and Insights at WPIC Marketing + Technologies, a company that provides market data solutions for brands looking to enter the Chinese market. Xiang is a bilingual individual with deep knowledge of Eastern and Western cultures. With a Bachelor's degree in Electrical Engineering, he began his career as a Project Planner at a leading Canadian telecom company, overseeing major network upgrades. Xiang later joined a Beijing-based tech startup as a Product Director, where he successfully established the IT team and managed diverse projects for esteemed clients worldwide. In our conversation with Xiang we gain valuable insights into the impact of his role at WPIC, as well as WPIC's incredible Discripto tool which provides valuable information about the Chinese market, and the importance of data-informed decisions in running a successful consumer business in China. We touch on the challenges of expanding into the Chinese market and the need for a tailored approach to branding and marketing in China and the value of having reliable data to navigate the challenges of expanding into the market. We conclude by talking about the upcoming 6.18 festival, a major shopping event in China that takes place on June 18th each year. We discuss the festival's significance for both brands and consumers and how it has emerged as a key opportunity for companies to boost sales and gain exposure in the Chinese market. Enjoy! Topics Discussed and Key Points:●      The features and benefits of Discripto's data analysis system●      The need for tuning in Discripto's data analysis system in response to changing digital landscape●      Rise of Douyin (TikTok) and how it has impacted businesses ●      WPIC services for brands entering or expanding into the Chinese market●      A shift towards data-informed decision-making, as brands realize the significance of data in gaining a competitive advantage●      The sophistication of both consumers and competitors in the world●      Contrasting E-commerce platforms in Western Countries and Southeast Asia●      The challenges of entering the Chinese market●      Strategic brand positioning and targeted messaging in the Chinese probiotics market●      Emerging trends in the Chinese consumer market and why cats are becoming increasingly popular in China