More than Management ™More than Management 

Sales & Distribution Management in ChinaSales & Distribution Management in ChinaConditions for Continuous Success

Speaker:  ZviShalgo, CEO, PTL GROUP

T i l th t f f lT i l th t f f lTypical  threats for successful Typical  threats for successful penetration in Chinapenetration in Chinapenetration in Chinapenetration in China

Management of employees in ChinaManagement of employees in China

The emerging China’s Middle marketThe emerging China’s Middle market

Market Structure

Protectionist regulations

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What are the Solutions?

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Solution 1Solution 1Solution 1Solution 1

Invest into EFFECTIVE managementInvest into EFFECTIVE managementh i i f h ff i l lCharacteristics of the effective Local Sales Manager:

• Existing relationships in the market

• Able to close the business in a “Chinese way”

• Transparency and  communication skills to report to HQ

• Stability in the workplaceStability in the workplace

• Ability to manage subordinates

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Solution 2Solution 2Solution 2Solution 2

Build longBuild long‐‐term competitive term competitive distribution capabilitiesdistribution capabilitiesdistribution capabilitiesdistribution capabilities

• Penetrate mid‐market clients in Chinae et ate d a et c e ts C a

• Compete with local companies

• Redesign products if needed• Redesign products if needed

• Localize

I t• Invest

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Solution 3Solution 3Solution 3Solution 3

Proper product positioning in ChinaProper product positioning in China

• Study the competition

D l i d d t l i ti i f t t• Develop independent logistics infrastructures

• Control branding factors

Be INDEPENDENT

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Solution 4Solution 4Solution 4Solution 4

Accept China rules of the gameAccept China rules of the game

• Recruit capable “solution providers” 

• Outsource “control measures” to reliable professionals

• Execute a strategy ‐ not the “sales budget”

Be FLEXIBLE

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When Selling in ChinaWhen Selling in China

Be PresentBe Present

Be Independent

Be FlexibleBe Flexible

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Feel Free to Contact UsFeel Free to Contact Us

In China: In Israel:

M i F k l Di tZvi Shalgo – CEO

exec@ptl‐group.com

Mepi Frankel – Director

mepi@ptl‐group.com@p g p

Office: +86 21 64453190 Phone: +972‐9‐9553367

C ll 972 52 4585726Cell: +86 1380 1689 447 Cell: +972‐52‐4585726

Find out more about business in China at www.PTL‐Group.com

www.PTL‐Group.com