As it has become increasingly difficult for multinationals in China to balance market expansion and profitability growth in the face of a slowing economy and intensifying local competition, successful sales force management serves as a critical tool for multinationals to…
Written by Danyi Yang & Mark McNamee Ever since Chinese President Xi Jinping proposed to build a cross-regional economic plan in 2013 to strengthen trade and investment partnerships across Asian, European and African markets, China’s “One Belt, One Road” initiative…
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…
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;…
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…
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…
“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…