The Negotiation

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

This episode of The Negotiation podcast features part 2 of our discussion with  Diego Dultzin Lacoste. Diego is the co-founder of OnTheList. OnTheList is an innovative online flash sales platform that offers Members-Only flash sales, allowing members to enjoy exclusive access to luxury brands at reduced prices. By transforming inventory into opportunity, OnTheList is revolutionizing the retail industry in Asia for both brands and consumers. In this episode, we continue our discussion with Diego, kicking off by discussing data in the luxury brand industry in Asia. We talk about how OnTheList uses customer data to optimize sales for luxury brands and the importance of pricing strategy in the market. We also touch on the use of AI in pricing strategies, and then shift the discussion to the booming luxury market in Asia, as well as the future of retail in Asia. We finish our conversation by diving into the impact of COVID-19 on the luxury industry in Asia. Enjoy! Topics Discussed and Key Points:●      Importance of pricing strategy and adjusting based on data analysis●      The potential for AI to automate price changes but why it can be difficult to replace the human element●      The importance of localization in each market segment ●      The future of retail in Asia ●      The booming luxury market in Asia ●      Why luxury brands are re-focusing their investments in Asia ●      Surviving and thriving through COVID

In this episode of The Negotiation podcast, we are thrilled to be joined by Diego Dultzin, co-founder of OnTheList. OnTheList is an innovative online flash sales platform that offers members-only flash sales, allowing its members to enjoy exclusive access to luxury brands at reduced prices. By transforming inventory into opportunity, OnTheList is revolutionizing the retail industry in Asia for both brands and consumers. In part one of our conversation with Diego, we discuss how he and his partner have built  OnTheList, and how they view the future of retail in Asia. We also discuss topics such as building partnerships with well-known brands, finding and retaining good talent in the retail industry, and the importance of understanding the specificities of each market in Asia. Don't miss out on this insightful conversation with Diego. Enjoy! Topics Discussed and Key Points:●      The launch of  OnTheList ●      Helping brands unload excess inventory sustainably●      Building a diverse team in Asia●      Approaches to partnership building●      The difficulties of hiring, particularly in Asia●      Sustainability in Asia https://www.onthelist.asia/https://www.linkedin.com/in/diegodultzin/

In this episode of The Negotiation podcast, we are joined by  Jerome Spitzer, co-founder of French Creations, a prominent F&B group headquartered in Hong Kong. Jerome has now established a new venture named Boheme Restaurant Group (BRG), which focuses on the restaurant industry. In our discussion with Jerome, we learn about his experiences in the restaurant industry in Asia and Europe. We also talk about the challenges of customer acquisition and his growth strategies in Hong Kong's competitive market, as well as the importance of adapting to different types of clientele. Jerome also shares his experiences designing and operating restaurants in Hong Kong and France, as well as  the impact of COVID-19 on the industry.  Enjoy!Topics Discussed and Key Points:The origin of the name “Boheme”The difference between expatriate and local clientele in ChinaHow Jerome met Olivier and opened their first restaurantThe reason for the success of Pastis restaurant Customer acquisition Adapting to changing customer expectationsJerome’s growth strategy for his companyThe importance of speed of business in Asia and how it differs from the standard approach in North America and EuropeHow Jerome and his partner managed to open 18 restaurants in 15 years Challenges of opening a restaurant in France compared to Hong KongBusiness operational efficiencies The efficiency and pragmatism of government officials and laws in Hong Kong, including the process of obtaining licenses.Future expansion plans for BRG