The Negotiation

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

In this episode of The Negotiation podcast, we are thrilled to feature Ryan Purkey on the show. Ryan is a seasoned technology executive with over 20 years of diverse leadership experience. Beginning his career at an SEO startup, he has played a pivotal role in driving success for renowned clients such as Home Depot, Victoria's Secret, and Warner Bros. Notably, Ryan served as the Head of Digital at Tanner De Witt, a prominent Hong Kong law firm. During our conversation with Ryan, we talk about his experience driving digital transformation at Tanner De Witt during the pandemic. We discuss the unique considerations for professional services firms in digital marketing, the importance of building rapport with potential clients, and the challenges and opportunities for digital transformation in established industries. We also dig into why there is a need for these industries to modernize and adapt in order to stay competitive. We wrap up our conversation by grabbing our well-used crystal ball and look into the future of the digital marketing industry over the next five years. Enjoy! Topics Discussed and Key Points:●      The early days of the internet●      Digital transformation and considerations for legal firms ●      Implementing content marketing strategies for legal firms●      The importance of building rapport with potential clients in the Asia Pacific●      The dynamics of B2B relationships within the legal profession●      Stakeholder management in law firms●      The long-term impact of AI: A hype cycle with lasting effects●      Challenges in modernizing established industries●      The need for professional firms to improve conflict searches, adopt digital solutions, and embrace eDiscovery in the legal industry.●      Decentralization and diversification of digital marketing

In this episode of The Negotiation podcast, we are joined by Alex Palmer. Alex is a highly accomplished marketing executive and currently serves as the Executive Vice President at WPIC Marketing + Technologies,. With extensive experience and a strategic mindset, he drives growth, fosters client relationships, and leads innovative marketing strategies, contributing to the company's success and its position as an industry leader helping brands successfully expand into Asia. In our conversation with Alex, we get valuable insights into his recent trip to WPIC's offices in Japan and China, as well as WPIC's latest initiative, the APAC E-commerce Accelerator Program. The program is designed to help brands expand into the Asia-Pacific region efficiently by taking care of the complexities of the supply chain, customs, financial reconciliations, and taxes. We also talk about the importance of having a reliable partner to manage operations in the region and highlight the significance of human relationship management skills in the future of business in Asia. Enjoy! Topics Discussed and Key Points:●      Golf retail in Japan●      Honma, “the Titleist of Japan” ●      Efficiency gains for brands in the APAC E-commerce Accelerator Program●      Implementing marketing strategies in the APAC region●      Scaling businesses in different markets: Strategies and considerations●      Managing business growth, decision-making, knowledge transfer, and outsourcing challenges●      The rise of tech-driven health and wellness products in a consumer-conscious market●      The importance of having the right partner in addressing regional consumer differences: education, adaptation, understanding, and bridging gaps for success●      Building successful teams through effective stakeholder management and collaboration at scale●      The importance of human relationship management and skill development 

In this episode of The Negotiation, we are excited to welcome to the program, Jacob Cooke, the Co-Founder and CEO of WPIC Marketing and Technologies. Jacob is usually based in Beijing where he oversees the China operations for WPIC Marketing and Technologies, however today he is joining us from Tokyo, where WPIC also has a significant and growing presence. We thought it would be perfect timing for him to join us and tell us what he sees in Japan and update us on the country's booming e-commerce landscape. We cover all the significant topics one would expect if looking to enter the Japanese market as a new entrant, including a high-level overview of e-commerce in Japan, emerging consumer trends and preferences; key regulations and legal requirements that foreign brands need to be aware of when entering the Japanese e-commerce market; the role of social media, influencer marketing and live-streaming; & Japan’s unique logistics and distribution systems landscape and some of the challenges it may present for foreign brands who are unfamiliar Enjoy! Topics Discussed and Key Points:●      WPIC's operational landscape in Japan●      Overview of the current e-commerce landscape in Japan●      The hottest sectors for cross-border e-commerce in Japan●      Key regulatory and legal requirements, with nutraceuticals as an example●      The role of social media, influencer marketing, and live streaming●      The unique logistics and distribution systems in Japan & how they impact e-commerce●      How WPIC is able to serve multiple APAC markets with a single source of inventory and ERP

In this episode of The Negotiation podcast, we are joined by Kirsten Johnston, Founder and CEO of JWDK, a brand design firm specializing in cultural and place identity in China. An expert in place branding, Kirsten has consulted for some of the most influential properties in Mainland China. Based in Shanghai, Kirsten also serves as the Vice Chair of BritCham Shanghai.  In our conversation with Kirsten, we get to learn more about her work in place branding for some of China’s most notable landmarks. We discuss the importance of understanding human behavior and cultural identity in placemaking and place branding, and the need to adapt international models to fit local contexts. Kirsten also shares case studies of her work with Rockbund, a community space in Shanghai, as well as other projects across Mainland China. We finish our conversation by exploring what makes a great design and some of the mistakes made that result in what she considers poorly designed places. Enjoy!   Topics Discussed and Key Points:●      Place branding.●      The evolution of design and branding. ●      Consumer trends and placemaking.●      Rapid urban development in China and its impact on town planning and real estate investment.●      The creation of "ghost malls" that remain empty in China.●      Xintiandi and al fresco dining in Shanghai.●      Elements that make places work in the physical sense: human scale, intimacy, and walkability.●      Chinese developments and walkability.●      Human behavior in public spaces, the safety zone., and how people maneuver within spaces.●      Shanghai’s Rockbund.●      The differences between engaging with Chinese companies and international companies.●      The change in workspace design due to the pandemic.

In this episode of The Negotiation podcast, we are joined by Susan Heffernan on the show. Susan is a strategic advisor for brands in the health, wellness, beauty, and lifestyle sectors. She has a track record of growing profitable international businesses and helping them navigate the complexities of the China market. She is also the CEO of Soozar, a design-led production company specializing in designing, developing, manufacturing and supplying bespoke art pieces, props and visual display accessories.In our conversation with Susan, we gain valuable insight into her experience of operating a business in China as well as her current role as a strategic advisor for companies that want to enter the Chinese market. We dive deep into the nuances of conducting business in China, how IKEA's business model may have influenced the market, the process of sourcing materials for manufacturing, and the current trends in China's furniture and home decor industry. Susan also offers her predictions regarding the future of the health and wellness industry in the Asia Pacific region and the home and house space in China over the next three to five years. We conclude our conversation by exploring the effects of COVID-19, particularly on the furniture industry. Enjoy!Topics Discussed and Key Points:Susan’s background and experience in China, founding and operating a business The challenges IKEA faced in China and how it overcame themChallenges of sourcing raw materials in different regions of the world The importance of maintaining close connections with partners in ChinaChina’s  growing awareness of preventive medicineThe market’s increasing popularity of fitness activities.Platforms that consumers are paying attention to today in the health and wellness industryStunt marketing Advancement in packaging China's emerging role in organic skincare productionThe increasing popularity of Scandinavian slimline furniture Impact of COVID-19 on the home furnishings market