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  • Software will eat the world
    newsletter describes Danish companies struggle to justify the higher price of their products as Chinese competitors learn to produce hardware with almost the same functionality and technical quality Delivering services and application knowledge is one of the ways in which Danish companies can add new value and distinguish themselves Already companies like FOSS Radiometer and Vestas have equipped their devices with online connections which allowthem to deliver advanced services in real time and cost efficiently The logistics of delivering service in the Chinese midmarket are daunting for Danish companies Building up an organization training them controlling the quality and delivering service cost effectively over a vast territory is hard and expensive But potentially with digital networks service can be delivered directly to anywhere without the need to send employees Following the prediction of Marc Andreesen the next step in this direction will be to eliminate the parts of hardware which can be placed in the cloud There is no need to sell devices with dedicated processors memory or displays if the same functionality can be delivered much cheaper on a regular phone This is especially interesting for Danish companies trying to extend sales to the Chinese mid market because replacing hardware with software potentially allows a company to reach a much larger segment of smaller customers GPS car navigation is an example In the premium market customers will pay for a navigation system which is built into the car s dashboard But using a smart phone and Google maps is perfectly adequate for many customers that have less money to spend Likewise any producer of equipment may want to consider if some of the hardware it sells is already in its customer s pocket More information Read the article Why Software Is Eating The World by Marc Andreessen and listen to a podcast with Marc Andreessen on Venture Capital and the Digital Future NEWSLETTER 19 June 2015 New book on empowering the organization Testimonials on book series Interview in Radio24syv NEWSLETTER 18 June 2015 The top concerns of Danish companies on the Chinese mid market New book on lowering costs to enter the Chinese mid market Interesting and inspiring reads Are you looking for growth in India Indonesia The Philippines or Thailand Our new name is Kata Foundation NEWSLETTER 17 December 2014 Service makes the most of your product s value Lessons for Desmi Chinese companies won t pay for service FOSS is teaching customers to appreciate service Software will eat the world Very successful launch of the Suitable for Growth results The SfG handbooks are now free to download NEWSLETTER 16 October 2014 NEWSLETTER 15 August 2014 Online business in China is like a parallel universe A great big following of Grundfos Bypassing the distributor by selling online The big four Chinese online services Online China is a very big place Interesting and inspiring reads Seminars on E commerce Article collection from all SfG newsletters NEWSLETTER 14 May 2014 One size doesn t fit all Chinese Danes designing for

    Original URL path: http://www.suitableforgrowth.dk/News/Software-will-eat-the-world-/ (2016-05-01)
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  • Very successful launch of the Suitable for Growth results
    business in China is in the mid market segment COO Kim Vejlby Hansen of FOSS told how having a low cost brand also made FOSS resilient to unforeseen changes Last year when the Chinese government changed its funding policies for food analysis laboratories the sales of the main brand fell drastically But the increasing sales of the lower cost equipment meant that FOSS was able to maintain its fast growth Desmi the Danish manufacturer of marine pumps have built a fully operating supply chain in China covering all functions from R D manufacturing sales and service The local setup gives Desmi a competitive advantage as they are able to manufacture at a lower cost level but most importantly they can react quickly on customer requirements and adapt to the local needs During the last years they have extended their business in China by starting to explore more local market segments A key success factor in this expansion is a strong local organization which is able to interact closely with the customers and deliver service as part of the value Export Director Hans Alsted from Kruuse discussed the challenge of selecting the right distributors and the efforts it takes to educate and train customers and sales people Due to a low level of education and a high employee turnover Kruuse put significant efforts into training and educating their customers and own organization about the correct use and the benefits of their advanced products Training seminars simple communication on the packaging and video instructions on the web have been used for this purpose with good success Vice President and responsible for the China operations of DEIF Christian Nielsen told the interesting story of DEIF s turnaround in China After the global crisis in 2009 most of their Chinese customers were suffering and unable to pay their bills Instead of leaving them alone DEIF China chose to trust their customers and continued to support and help the Windmill owners The strategy was not appreciated by HQ in Denmark but with their local knowledge about the market and the customers DEIF China believed that this was the right thing to do Fortunately they were right and DEIF China has been growing well in China since then with a market share that is approaching 20 NEWSLETTER 19 June 2015 New book on empowering the organization Testimonials on book series Interview in Radio24syv NEWSLETTER 18 June 2015 The top concerns of Danish companies on the Chinese mid market New book on lowering costs to enter the Chinese mid market Interesting and inspiring reads Are you looking for growth in India Indonesia The Philippines or Thailand Our new name is Kata Foundation NEWSLETTER 17 December 2014 Service makes the most of your product s value Lessons for Desmi Chinese companies won t pay for service FOSS is teaching customers to appreciate service Software will eat the world Very successful launch of the Suitable for Growth results The SfG handbooks are now free to download NEWSLETTER 16 October

    Original URL path: http://www.suitableforgrowth.dk/News/Very-successful-launch-of-the-Suitable-for-Growth-results/ (2016-05-01)
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  • The SfG handbooks are now free to download
    and language The use of customer i mmersion is recommended to gather information but this is particularly difficult in China if it doesn t rest upon an existing relationship with a sufficient level of trust Adapt your solution Existing solutions aimed at the high end segment cannot fully exploit the growth potential of the mid market Or said differently One size does not fit all Adaptation of existing products is a fast cheap and safe approach to enter the Chinese mid market but Danish companies should also have in mind the option to partner with or acquire a company to overcome internal barriers and add the needed capabilities No matter what strategy is chosen it is critical that the adapted mid market solution and product is clearly differentiated to avoid cannibalization of the existing business Scale your distribution Finding developing and training the right local distributors and or sales people and scaling the network in a controlled way are some of the main challenges to meet It is critical for a company to be very active in searching for distributors that have a presence in the specific market segment the company wants to target Successful Danish companies in China closely monitor the life cycles of their distributors and when the distributor s growth stalls they quickly decide whether to buy develop or terminate the distributor It may be possible to take a direct path to local Chinese mid market customers but it requires taking a big risk with a large investment and most mid sized Danish companies are neither able nor willing to take on such a commitment Instead mid sized companies often need to follow a low risk approach starting by proving themselves in the high end segment and from there slowly moving into the mid market through an explorative trial and error process The major risk of this approach is being overrun by the speed of the market since while a not so rapidly growing company may be growing in absolute terms it is in fact dying relative to its competitors NEWSLETTER 19 June 2015 New book on empowering the organization Testimonials on book series Interview in Radio24syv NEWSLETTER 18 June 2015 The top concerns of Danish companies on the Chinese mid market New book on lowering costs to enter the Chinese mid market Interesting and inspiring reads Are you looking for growth in India Indonesia The Philippines or Thailand Our new name is Kata Foundation NEWSLETTER 17 December 2014 Service makes the most of your product s value Lessons for Desmi Chinese companies won t pay for service FOSS is teaching customers to appreciate service Software will eat the world Very successful launch of the Suitable for Growth results The SfG handbooks are now free to download NEWSLETTER 16 October 2014 NEWSLETTER 15 August 2014 Online business in China is like a parallel universe A great big following of Grundfos Bypassing the distributor by selling online The big four Chinese online services Online China is a very

    Original URL path: http://www.suitableforgrowth.dk/News/The-SfG-handbooks-are-now-free-to-download/ (2016-05-01)
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  • Online business in China is like a parallel universe
    what his staff is sharing online it s like you are in a parallel world says Schultz Furthermore handling the company s Chinese content is usually delegated to a Chinese marketing manager He will quickly notice that the Danish general manager or the management at headquarters back in Denmark are not interested or don t have a clue of what is happening online Given the always too long list of things you have to do keeping the website fresh is not given priority because the boss is not looking at it tells Alexander Schultz It s an ongoing process Social media are extremely popular in China Consumers in China spend 46 minutes a day visiting social media sites compared with 7 minutes in Japan and 37 minutes in the United States The Chinese also follow company accounts much more than customers in the west do and they both accept and expect more frequent postings Alexander Schultz recommends that a company should aim at posting some sort of news once a day and making that a part of their daily agenda As Schultz puts it You really cannot give people too much information The Chinese are used to absorbing a huge amount of information and they are quite technically minded You shouldn t hesitate to give technical specification It s seen as a way of building trust If your product and your company is so well documented it must be very professional You need to signal that you have skills and references to projects in other parts of the world because as a Danish company you are competing on quality not on price Alexander Schultz concludes that using online media enables you to reach customers in this huge country in a way you could not afford to do otherwise Even a company like Novo Nordisk may be present in hundreds of cities but they can t have sales staff everywhere That s why the Internet is a unique opportunity to reach your customers and it s really not that complicated NEWSLETTER 19 June 2015 New book on empowering the organization Testimonials on book series Interview in Radio24syv NEWSLETTER 18 June 2015 The top concerns of Danish companies on the Chinese mid market New book on lowering costs to enter the Chinese mid market Interesting and inspiring reads Are you looking for growth in India Indonesia The Philippines or Thailand Our new name is Kata Foundation NEWSLETTER 17 December 2014 Service makes the most of your product s value Lessons for Desmi Chinese companies won t pay for service FOSS is teaching customers to appreciate service Software will eat the world Very successful launch of the Suitable for Growth results The SfG handbooks are now free to download NEWSLETTER 16 October 2014 NEWSLETTER 15 August 2014 Online business in China is like a parallel universe A great big following of Grundfos Bypassing the distributor by selling online The big four Chinese online services Online China is a very big place Interesting and

    Original URL path: http://www.suitableforgrowth.dk/News/Online-business-in-China-is-like-a-parallel-universe/ (2016-05-01)
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  • A great big following of Grundfos
    Obviously having 122 000 followers doesn t mean that they all necessarily read the posts Grundfos is not able to track how many read the posts A quick look at the blog shows that most posts get only one or two likes and comments Grundfos Weibo miniblog Although most postings receive just a few comments and forwards occasionally a post will be forward thousands of times and receive hundreds of comments and likes Read the blog here Frank Zhang tells that they boost participation by doing monthly promotions with competitions and interesting prizes like a solar charger for phones a folding bike or a Kindle book reader Originally the mini blog was mainly followed by dealers all over China and now they include customers and professionals in the energy water and building industries For most of them their account doesn t show their name To appreciate the importance of mini blogs it s instructive to take a look at Grundfos main webpage in China In the section features news the most recent entries are several months old As Frank Zhang says this shows that we are paying much more attention to the mini blog and WeChat and spending less effort on the main web sites The mini blog is the fastest way to reach customers They use their mobile phone to search and to log in to public communication and they can search a mini blog very easily with their phone so this is the usual way says Zhang whose personal weblog is followed by 38 000 In China social media is getting ever more influential and it is becoming a stronger tool for companies to reach to customers and dealers Particularly business to consumer companies can have very large followings online KFC has 940 000 followers on Weibo Mercedes has 800 000 and Danish fashion retailer Jack and Jones has 209 000 But the hip new Chinese mobile phone manufacturer Xiaomi sports almost 11 million followers NEWSLETTER 19 June 2015 New book on empowering the organization Testimonials on book series Interview in Radio24syv NEWSLETTER 18 June 2015 The top concerns of Danish companies on the Chinese mid market New book on lowering costs to enter the Chinese mid market Interesting and inspiring reads Are you looking for growth in India Indonesia The Philippines or Thailand Our new name is Kata Foundation NEWSLETTER 17 December 2014 Service makes the most of your product s value Lessons for Desmi Chinese companies won t pay for service FOSS is teaching customers to appreciate service Software will eat the world Very successful launch of the Suitable for Growth results The SfG handbooks are now free to download NEWSLETTER 16 October 2014 NEWSLETTER 15 August 2014 Online business in China is like a parallel universe A great big following of Grundfos Bypassing the distributor by selling online The big four Chinese online services Online China is a very big place Interesting and inspiring reads Seminars on E commerce Article collection from all SfG newsletters

    Original URL path: http://www.suitableforgrowth.dk/News/A-great-big-following-of-Grundfos/ (2016-05-01)
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  • Bypassing the distributor by selling online
    Beijing Most of Kruuse s sales in China are for large animals pigs and cattle farms and this segment needs a very different kind of support Here the Internet can be used to provide instructions and education on how to use products and treatments which the Chinese farmers may not be familiar with One of Kruuse s Chinese partners has produced 60 video clips with instructions which are available online and Henrik Thorsen is planning to increase the use of video to educate Kruuse s customers Finding the right distributors has been one of Kruuse s headaches in China but Henrik Thorsen believes that using the web much more will allow Kruuse to eliminate some distributors all together and re negotiate prices for others NEWSLETTER 19 June 2015 New book on empowering the organization Testimonials on book series Interview in Radio24syv NEWSLETTER 18 June 2015 The top concerns of Danish companies on the Chinese mid market New book on lowering costs to enter the Chinese mid market Interesting and inspiring reads Are you looking for growth in India Indonesia The Philippines or Thailand Our new name is Kata Foundation NEWSLETTER 17 December 2014 Service makes the most of your product s value Lessons for Desmi Chinese companies won t pay for service FOSS is teaching customers to appreciate service Software will eat the world Very successful launch of the Suitable for Growth results The SfG handbooks are now free to download NEWSLETTER 16 October 2014 NEWSLETTER 15 August 2014 Online business in China is like a parallel universe A great big following of Grundfos Bypassing the distributor by selling online The big four Chinese online services Online China is a very big place Interesting and inspiring reads Seminars on E commerce Article collection from all SfG newsletters NEWSLETTER 14 May 2014 One size doesn t fit all Chinese Danes designing for Haier The next wave of innovation starts in the China mid market Listen to the experts Take out from a seminar in Shanghai Wonder ful things about China Interesting and inspiring reads NEWSLETTER 13 March 2014 What s in a name Great Chinese name is the first for your brand in China Re branding JYSK in China Branding is building a relation it takes time Made in Denmark doesn t sell in China Interesting and inspiring reads NEWSLETTER 12 January 2014 Scaling up in China how to handle growth Control control control Everything should be documented Scaling while staying in touch with customers Why not hire twice as many Amazing scaling facts about China Interesting and inspiring reads NEWSLETTER 11 December 2013 Finding the right distributors The dilemmas of building a strong sales organization Divide and conquer in China The Nilfisk Advance case on multiple brands and distribution channels Good advice from 30 Danish companies in China Suitable for Growth moving into a new phase The Smart project Seeking affordable methods to create value that matters Interesting and inspiring reads NEWSLETTER 10 October 2013 Facts or understanding How Haier

    Original URL path: http://www.suitableforgrowth.dk/News/Bypassing-the-distributor-by-selling-online/ (2016-05-01)
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  • The big four Chinese online services
    Taobao One of factors behind Alibaba s success is the payment system Alipay which allows users to pay for goods by making a deposit in a so called escrow account The vendor can see that the buyer has made the payment but money will not be released until the buyer has received the product and accepted it Alipay solved the problem of low trust and it was the major reason why Taobao has been able to out compete American services like ebay and Amazon Today Alibaba sells more than ebay and Amazon combined worldwide read more here Alibaba is currently preparing a listing on the stock market and when the IPO takes place later in 2014 it will make Alibaba one of the world s most valuable companies Bloomberg recently estimated Alibaba s market value at about 168 billion but some estimates run even higher One of those who stand to make a fortune is Masayoshi Son the Japanese Internet investor who made the first significant investment in Alibaba back in 2000 Son invested 20 million at the time Today he owns a 34 stake which will likely be worth more than 50 billion read more here NEWSLETTER 19 June 2015 New book on empowering the organization Testimonials on book series Interview in Radio24syv NEWSLETTER 18 June 2015 The top concerns of Danish companies on the Chinese mid market New book on lowering costs to enter the Chinese mid market Interesting and inspiring reads Are you looking for growth in India Indonesia The Philippines or Thailand Our new name is Kata Foundation NEWSLETTER 17 December 2014 Service makes the most of your product s value Lessons for Desmi Chinese companies won t pay for service FOSS is teaching customers to appreciate service Software will eat the world Very successful launch of the Suitable for Growth results The SfG handbooks are now free to download NEWSLETTER 16 October 2014 NEWSLETTER 15 August 2014 Online business in China is like a parallel universe A great big following of Grundfos Bypassing the distributor by selling online The big four Chinese online services Online China is a very big place Interesting and inspiring reads Seminars on E commerce Article collection from all SfG newsletters NEWSLETTER 14 May 2014 One size doesn t fit all Chinese Danes designing for Haier The next wave of innovation starts in the China mid market Listen to the experts Take out from a seminar in Shanghai Wonder ful things about China Interesting and inspiring reads NEWSLETTER 13 March 2014 What s in a name Great Chinese name is the first for your brand in China Re branding JYSK in China Branding is building a relation it takes time Made in Denmark doesn t sell in China Interesting and inspiring reads NEWSLETTER 12 January 2014 Scaling up in China how to handle growth Control control control Everything should be documented Scaling while staying in touch with customers Why not hire twice as many Amazing scaling facts about China Interesting and

    Original URL path: http://www.suitableforgrowth.dk/News/The-big-four-Chinese-online-services/ (2016-05-01)
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  • Online China is a very big place
    is the annual Singles shopping day on November 11 The event was started by Alibaba by far the largest Chinese E tailer but has since been picked up by other online sellers who offer an extravaganza of special sales The numbers are mind boggling In 2013 Alibaba reported 5 7 billion in sales In 24 hours Alibaba had 402 million unique visitors to its sites more than a third of the adult population in China and afterwards prepared 152 million parcels for shipping That s a lot of wrapping read more here Zombies One of the features of the Chinese online universe is the widespread use of zombies fake followers on social media The idea is simple if you want your site to look as if you are tremendously popular and have lots of followers you can simply buy the equivalent of likes from one of the companies that have created tens of thousands of fake accounts which can be used to send likes Prices are very low and so is their credibility presumably read more here NEWSLETTER 19 June 2015 New book on empowering the organization Testimonials on book series Interview in Radio24syv NEWSLETTER 18 June 2015 The top concerns of Danish companies on the Chinese mid market New book on lowering costs to enter the Chinese mid market Interesting and inspiring reads Are you looking for growth in India Indonesia The Philippines or Thailand Our new name is Kata Foundation NEWSLETTER 17 December 2014 Service makes the most of your product s value Lessons for Desmi Chinese companies won t pay for service FOSS is teaching customers to appreciate service Software will eat the world Very successful launch of the Suitable for Growth results The SfG handbooks are now free to download NEWSLETTER 16 October 2014 NEWSLETTER 15 August 2014 Online business in China is like a parallel universe A great big following of Grundfos Bypassing the distributor by selling online The big four Chinese online services Online China is a very big place Interesting and inspiring reads Seminars on E commerce Article collection from all SfG newsletters NEWSLETTER 14 May 2014 One size doesn t fit all Chinese Danes designing for Haier The next wave of innovation starts in the China mid market Listen to the experts Take out from a seminar in Shanghai Wonder ful things about China Interesting and inspiring reads NEWSLETTER 13 March 2014 What s in a name Great Chinese name is the first for your brand in China Re branding JYSK in China Branding is building a relation it takes time Made in Denmark doesn t sell in China Interesting and inspiring reads NEWSLETTER 12 January 2014 Scaling up in China how to handle growth Control control control Everything should be documented Scaling while staying in touch with customers Why not hire twice as many Amazing scaling facts about China Interesting and inspiring reads NEWSLETTER 11 December 2013 Finding the right distributors The dilemmas of building a strong sales organization Divide and

    Original URL path: http://www.suitableforgrowth.dk/News/Online-China-is-a-very-big-place/ (2016-05-01)
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