Crafting an effective online channel model that complements offline sales is a critical strategy for many multinational companies in China, and the urgency among multinationals has been further enhanced by an increasing number of local B2C competitors aiming to offer…
Three Online Disruptors for Retail Businesses in China
Online channels are altering China’s business landscape for good. With emerging service models offered by local e-commerce giants like Alibaba and JD.com and increasingly influential homegrown social media platforms, China’s consumer preferences are evolving, too. Sources: Frontier Strategy Group analysis;…
Top operational challenges companies must consider in China
During FSG’s China 2020 workshop in Shanghai last month, more than 30 senior multinational executives across all industries gathered to share their insights on the world’s largest emerging market. A few key topics stood out as top areas of concern for…
Multinational companies revisit growth targets for China
Thirty C-level executives gathered in Shanghai for FSG’s China 2020 workshop last month to discuss FSG’s mid-term view on the Chinese market. The half-day event covered the ten most important themes that multinationals should monitor closely in the years leading to…
How to Optimize Your B2B Channel Partnerships in China
“The information flow is so opaque that my distribution channels in China are like a black box,” the Head of Business Development for Asia Pacific at a global industrial firm said to me recently. This is one of the many worrying…
Five B2B Distribution Challenges to Tackle in China
Designing effective channel strategies in China remains a critical issue for most multinational corporations, despite the fact that many of them have been operating in the country for decades. Among all distribution management topics that B2B multinationals are concerned with,…
Stringent China: Heavier Government Scrutiny
The Chinese government is now targeting economic expansion of about 7% for 2015, as announced by Premier Li Keqiang at the annual National People’s Congress (NPC) session in March. State control over market forces is likely to continue; and as…