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  • 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 listens to the market Brilliant failures in China It s obvious if you can see it What do you see Interesting and inspiring reads NEWSLETTER 9 September 2013 Total autonomy is not the solution Independence is a two way learning process Making the headquarter trust and understand Clear directions and the freedom to get there The Maverick and the Boy Scout Balancing creative freedom and risk management Room for improvisation Interesting and inspiring reads NEWSLETTER 8 July 2013 Costs are crucial Bottom up tweaking or top down defeaturing You need to tell exactly what you want Relationships are crucial when outsourcing It s not

    Original URL path: http://www.suitableforgrowth.dk/News/br12/ (2016-05-01)
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  • Scaling up in China – how to handle growth
    extremely detailed documentation of all procedures It is crucial to have written down working procedures routines tasks and responsibilities not only to secure that the company can keep and implement some of the hard earned knowledge and learning before an employee leaves but also because the documentation makes training of new employees more efficient and fast It may look like a big challenge for SME s operating with scarce resources and in a dynamic and fast changing environment But in the long term it pays off A new stage in organization Many Danish companies which have entered China experience that they reach a plateau once the obvious market segments in the coastal regions have been addressed Growth rates may follow the general growth of the local market and this is decent by global standards but not really what might be achieved if the company could expand further into new segments and regions of China As a survey among the companies participating in the Suitable for Growth project shows selling more broadly in China means addressing a new set of customers that often have very different demands and expectations regarding price reliability and service Often moving to the next level in size takes a major restructuring The management team that initially established the local subsidiary may not have the skills to lead a much larger organization with regional offices new layers of management and perhaps local product development This is an important part of Radiometer s considerations as it prepares to operate as a 100 million company in China Distributors may also have to change As Nilfisk Advance tells the distributors which a company started out partnering with may be satisfied with selling only to the easiest customers but to expand into new markets you need a hungry distributor with larger ambitions Generally companies report that it s necessary to constantly measure and benchmark distributors and to replace those that start to lose steam 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

    Original URL path: http://www.suitableforgrowth.dk/News/Scaling-up-in-China/ (2016-05-01)
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  • Control, control, control
    monitoring the Chinese sales personnel will tend to simply stand around waiting until the customers specifically ask them We need our employees to be more forthcoming and to be part of the storytelling about amber and our history You need to keep telling it and you need to keep checking says Henrik Busch This is why House of Amber will expand to one new major city at a time Next stop is likely to be Chengdu in the western province of Sichuan and the strategy there is to open a regional office which can support a chain of 10 15 local stores The right employees One of the major challenges for House of Amber is finding and keeping the right employees Obviously you need a very well qualified regional manager in order to start up a new market and ensure that the store are supported and standards are kept It has to be a person living in the region it is simply not possible to keep the close daily control that is needed if you are working from the country office several hours of flight away Henrik Busch is clearly a bit frustrated with the level of engagement among some of the Chinese employees There is a lot of focus on advancement and position but often they are not willing to take a responsibility They won t admit that it s their responsibility when something goes wrong so a lot of effort goes into passing on mistakes to others Managed from Copenhagen House of Amber has also been expanding its store in Copenhagen where Chinese tourists are a major customer segment Recently it opened a new store in the rebuilt Industriens hus on the town hall square Currently about half of the company s revenue is generated in China but in the coming years it seems inevitable that an increasing majority of House of Ambers sale will stem from China The company is managed from Copenhagen The planning of the flow of products and the design of everything from the general concepts to the merchandize and the brand booths which are installed in department stores all comes from Denmark Henrik Busch doesn t see any inherent problems in managing the Chinese expansion from Denmark What s crucial in his opinion is to have a solid understanding of the conditions in China and to use the best available advisors You need to have expert consultants by your side Whether it s signing a contract registering a trademark negotiating house rents or planning your marketing you need help from someone who has the local insight and the right connections says Henrik Busch It s nice that we have established ourselves to the point where we don t have to knock on every door Now the department stores and shopping malls are coming to us We have a brand that they would like to include and our product is so unique that it is not cannibalizing on what their other stores are selling

    Original URL path: http://www.suitableforgrowth.dk/News/Control-control-control/ (2016-05-01)
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  • Everything should be documented
    up to the demands that you have But changing the distributors and partners is hard not least in China where business is so tied up with personal relations says Mette Knudsen For instance you may feel you owe it to your existing distributor to continue the relationship because he was willing to take a risk with you when you started in China In such cases it may actually help if it s a new incoming manager who makes the analysis and takes the decision Remain in control One of the great dangers once a company starts expanding in China is to loose control and touch with operations The market is developing at 500 kilometers pr hour the working culture is different and you are constantly struggling to find and hold on to qualified employees It s a very challenging situation and you can quickly end up simply responding and following others rather than being in control of how the company is developing Mette Knudsen warns You need to stay cool when huge and unexpected expansion opportunities arise It s expensive to start new outlets and hire more employees and you risk suddenly having hundreds of employees but perhaps you haven t yet found the managers that are necessary to lead a larger organization It may look like an Eldorado but suddenly a manager may leave and take the key people with him If you don t have a very tight organization it could sink the company Write it down all of it Again Mette Knudsen emphasizes the importance of having every detail described and documented You can t imagine the level of control it takes she says Everything needs to be written down You need to describe who takes care of what in all processes in each stage How products are sent from Denmark to China how they are cleared through customs and eventually delivered at the customers location In sales support it s crucial to have a detailed manual so you know how to answer a customer s inquiry and to ensure that everybody gets the same correct answer A job description should even include details like sending out Moon Cakes the Chinese October Holiday where moon cakes are sent out to business partners and in your professional network who should receive them and the template for the message says Mette Knudsen When you re expanding and changing so fast the person who was in charge last year might not be there next year so who takes care of the relation and what is the relation anyway You have to write it down all of it Remaining in control also means ensuring that your distributors are offering the right prices and discounts and Mette Knudsen suggests that B2B companies can check that distributors are living up to what you have agreed by doing some mystery shopping having someone else call up and asking for quotes on your product Generally Mette Knudsen thinks of the phase when the company starts

    Original URL path: http://www.suitableforgrowth.dk/News/Everything-should-be-documented/ (2016-05-01)
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  • Scaling while staying in touch with customers
    are often very ambitious Used to a stable market where decisions take a long time as many opinions have to be heard A democratic and consensus driven organization focusing on perfection and optimization Based on these differences it seems critical to have a local sales and service set up that can respond quickly to local customer s complaints or problems Also it is clear that even though local Chinese customers appreciate quality and reliable products the right price is more important as defects and problems with products are more accepted in this segment To really take the step and expand the business into the mid market segment it also seems that the companies need to have a high level of local competencies and autonomy making them able to act and adapt fast and rather independently of the HQ at home This requires that specific functions have been transferred to the Chinese subsidiary for instance R D quality control and marketing Expanding the business into new customer segments or regions of China often requires that the company makes a critical re assesment of what market support function the company should deliver and what should be handled by its distribution partners For example a company may examine their existing distributors and consider if they could move closer to the customers by taking over some of distributors roles and functions in the value chain There is an expense and risk in doing so on the other hand it gives the company greater control and better access to customer information which is important in the scaling phase 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

    Original URL path: http://www.suitableforgrowth.dk/News/Scaling-while-staying-in-touch-with-customers/ (2016-05-01)
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  • Why not hire twice as many?
    in check Radiometer sells its instruments through distributors At the moment the company has around 200 dealers throughout China and the network is expanding Dealers buy the equipment from Radiometer and sell it on to the hospitals One of the ways that Radiometer keeps their dealers in check is by not offering credit dealers pay ahead of delivery for both equipment and consumables Lars Secher explains that you need to understand how doing business in China is different As he sees it the Chinese style is focused on making as much money as possible and if a dealer can find an excuse for not paying for a delivery well that simply makes him a better businessman than you Many dealers go broke but luckily for Radiometer it s attractive for new dealers to take over the servicing of the equipment at hospitals because a major part of the revenue comes from the materials that are used for clinical tests The main job for Radiometer s own employees is to train and support the distributors A lot of effort goes into recruiting new distributors and making sure that they will operate according to Radiometer s standards Candidates are screened carefully for instance through background searches on the web in order to ensure that they don t have a history of corruption or other issues We ve seen every kind of problem with our distributors says Lars Secher Some have gone broke some haven t paid and some have gone a bit beyond the borders to corruption One of the requirements of dealers is that they must add a service engineer for every 40 units they sell Radiometer measures customer satisfaction on an ongoing basis to ensure that the distributors really deliver the necessary levels of service Lars Secher s advice is to always have several distributors so it s possible to compare them and check that they tell the same story Moving beyond the premium section Radiometer started out selling to the largest hospitals in the eastern metropolises extending from there to supply new built hospitals in larger regional cities Now Radiometer wants to continue westwards and to reach smaller hospitals Conditions change when you move beyond the top hospital in the largest cities The leading hospitals are so called class 3 and in those it s common to find doctors that have been educated or trained abroad and who are used to work with Western procedures and equipment At class 2 hospitals doctors typically only speak Chinese and in many cases they are simply not familiar with the type of tests and equipment that Radiometer sells In China Radiometer employs 6 doctors who do nothing but train customers in why they should use the tests and how to perform them The company also offers regular free educational seminars where doctors from class 2 hospitals in the interior provinces are invited to spend a few days training among specialists in class 1 hospitals So far Radiometer has done very little to

    Original URL path: http://www.suitableforgrowth.dk/News/Why-not-hire-twice-as-many/ (2016-05-01)
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  • Amazing scaling facts about China
    in Dongguan but it s practically empty The total area of 892 000 square meters is enough for 2500 stores but since the opening in 2005 occupancy rate has been 1 In comparison the largest shopping mall in Denmark Fields is 115 000 square meters see official website here or read more on Wikipedia here Foxconn has 1 4 million employees in China 240 000 of them work on the company s main production campus in Shenzhen Foxconn s largest customer is Apple In nov 2013 Wall Street Journal reported that 300 000 people are working exclusively on the iPhone 5S producing half a million handsets daily in the last months of the year read more here Growth in GDP 2009 2010 2011 2012 2013 China 9 20 10 40 9 30 7 80 7 50 Denmark 5 20 1 30 1 70 1 90 0 50 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

    Original URL path: http://www.suitableforgrowth.dk/News/Amazing-scaling-facts-about-China/ (2016-05-01)
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  • Interesting and inspiring reads
    Chinese firms a potential edge is their close connections with the so called shanzhai production networks centered on Shenzhen China s high tech manufacturing hub The co founder of one maker space says that the Shanzhai spirit of the maker movement is inspiring legitimate and often quite innovative products as the socially progressive maker movement teams up with hard nosed manufacturers It s interesting to take a look at the website of some of these maker spaces Evidently the culture is very international and edgy check out the scene here and read the Economist article 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 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 listens to the market Brilliant failures in China It s obvious if you can see it What do you see Interesting and inspiring reads NEWSLETTER 9 September 2013

    Original URL path: http://www.suitableforgrowth.dk/News/Interesting-and-inspiring-reads-5/ (2016-05-01)
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