Small Business Digital 101 seminar – China online 26th September 2018

Good evening everyone and wonderful warm welcome to the small-business city of Sydney
event. Tonight we are going to be deep
diving and learning a lot about how to work
with the Chinese market. We have some fabulous speakers
sharing their own experience and what works for them and certainly
also what has not worked. You will learn first-hand some really
wonderful lessons. Without further ado I would like to
welcome our Lord Mayor, Clover Moore.>>Thank you, Jo, and hello
everybody. I want to welcome you as well. I would like to first of all
acknowledge the original custodians of our land, the Gadigal people of the eight Eora
Nation and pay my respects to elders past
and present and the very many nations who
live in a city. I would also like to welcome
sent August, while the echo, Alison Airey from the
Australian business Council, and David Lau of hourly pay, welcome
everybody. Paul and owl will be presenting case
studies from the experience. A digital strategy is essential for
any sort of system today. That is why you are all here. And that is why the city posts these,
with exposed to sell these, with experts to share their
knowledge. China represents one quarter, it is
honestly a major industry and Australian company especially given the growing demand
of Australian products. This is a huge opportunity for Sydney
small businesses to market themselves to the domestic
Chinese community and also the growing numbers of
Chinese tourists and shoppers, and China itself. China’s digital ecosystem and its
payment gateways can be difficult to navigate. This seminar will introduce us to the
basics and also elaborate on the
opportunities available for different industries. And I speak as a local business
owners who have cracked the code and are already reaching and fell
into Chinese consumers. They will tell you how to lead into
the current market and tell you about opportunities for
your business and they will give an insight into the challenges of the
Chinese digital ecosystem. And our own. They can help you ensure that your
website is useful, and how to optimise the search
engines. You will learn about putting your
benefits on WeChat, using the payment gateways like
WeChat pay and having the pay in sales. The result is a unique opportunity
for six businesses to have a 15 min one-to-one session
in Ste August in to ask specific questions. There will be a rewarding life
everybody. I also want to make sure that you
know about this is the digital and social media
campaign to promote our local villages and
profile high street businesses. We are asking businesses and
businesses to take pictures of their favourite
local haunts and shared among social media with
ashtray, Sydney local. We are encouraging business locals to
use the hash tag Sydney local on Facebook and Instagram
and I want to say to you that the more we take
images of your business, the greater your chance of featuring
other cities social media accounts, so it is up to you. So I encourage you all to join in and I wish you all an inspiring
evening tonight and I know it is going to be look
forward to an expiring, I wish I could stay, but I am sure you are going to get a
lot out of tonight, thank you for coming. Thank you Joe, and all the
organisers.>>Thank you so much, Lord Mayor, it is tonight going to run in a
couple of different ways. It is going to write in a couple of
different ways, firstly we are going to deep dive and
learn a little bit more about how this Chinese ecosystem
works. Many of you may know
the distal platform that we work within
in Australia, how does that relate when you’re
working in China? We will hear first-hand and get a
really great layering of the basic and we hope that we start basic and
we will touch a little bit of complex but we will use an opportunity
through questions and answers plea to ask additional complex questions
should you wish to. We will then be going to a Q&A
session where you can ask it some key
speakers their own experiences and where you can get your own
first-hand information from. That is how the night will work, will
have firstly a presentation, then we will move the screen out of
the way, then we will have two separate panel
sessions, one we hear from industry and the second you will hear from
businesses themselves. We will kick off firstly with our
very first speaker, Nikko is going to really give his
experience of why he has got into this industry, what brought him to be the CEO and
founder of certain or less, he is responsible for the
responsibility and development of the company and
global expansion. He comes with a depth of experience
working in start-ups and also being involved in the Europe
and US and also the Asia-Pacific region. He has had a great idea and investor, he will tell you himself to know how
hard it can be at times and he will share with you the
biggest lesson is that he has learnt and that’s in
August. Welcome, Nikko.>>Thank you. Thank you, good evening everyone. So, as you mentioned, my name is
Nicholas, I am the founder of sin August, it
was new issues trying to track the Chinese market
and on one hand how huge demand was, coming from the product and services but also how difficult it was to
crack it. I decided actually to create
everything to launch this business to help new SMEs and Western
Australia companies to tap into these markets. What I would like to do first and
foremost is a play short video to explain who
we are what we are doing but also to give an introduction on
the digital space in China.>>The world’s largest on the market
is also the most difficult to crack. China. It has over 750 million internet
users. That is one quarter of the world’s
online population. The problem is, the Chinese internet
regulation known as the great firewall is
filtered and out popular website by Google and
Facebook allowing a parallel this level, a
parallel digital ecosystem. Most western websites a lot to China or they are not optimised for Chinese
search engines or integrated with Chinese channels. That is less in August comes in. Owl in one marketing software makes digital marketing in China as
easy as it is at home. Click on the website and land on
pages that fully optimised with Chinese
digital ecosystem. Without having to jump the usual
regulatory hurdles or knowing how to code. Use one of our beautiful templates or create a site from scratch without
drag-and-drop tools. You can even translate your copy as
you go. Set up and manage your companies
digital amount all from within the same easy-to-use
platform. Our analytics and a high-powered
recommendations give Indian says you need to outdo
your competitors on all major search engines leading
improved awareness and edited version for your brand. So novice gives you the tools you
need to capitalise on the once it is entry
opportunity that is China. Request a demo today and connect
your business to the world’s largest online market.>>We launch this product one year ago and now we have across a variety of
industries, anywhere from a sole trader to the
top ASX 50. Quite a little bit of experience, either first-hand by trying to crack
the market ourselves or by having others, helping others. What I would like to do today is talk
about the market opportunity, we heard it is a huge market, a huge
opportunity price in Australia. But White is the largest market
online, and the largest online
market in the world, it is also one of the most difficult
ones to crack. I would like to go to the Digital
journey of the Chinese customers, how he or she bite your products, one of the channels they use to find
your products, what are the channels they are
leveraging to better understand what to buy and what not to buy and then I will go through some
recommendations, for recommendations. How to crack the market, how to get
into the Chinese market. First the market, China now is the
world’s largest online market. It represents one quarter of
the world’s population, 25% of the world’s internet population
is now coming from China. It is a massive market,
represents 40% of the market, e-commerce
market worldwide. To put it back into perspective,
40% is bigger than the US market, France, Germany, the UK.,
Japan, Australia put together. It is still growing at 56%
filtration which means only a fraction of the population in
China are actually online. The double-digit growth,
every year, their 41 million into it, twice the size of
the Australian population. Every Chinese reducing the GDP of a
size of Switzerland. That is the huge market and everything is
done on mobile or many things. To put this back into comparison, in
Australia, we are 21 million internet users,
in the US, 312 million and 802 million in China growing at an
exponential rate, almost trillions of dollars in terms
of E-commerce markets. It is in different sectors,
education, Chinese students have 7.3 billion
to our economy with contributions, it is the largest
market for international
students in Australia. Tourism, travel, it is very, very
important for us. Last year we had more
than 1.3 million Chinese travellers coming to a strike,
more than New Zealanders. They spent more than
$10.3 billion which is a huge thing, more
than everyone else. What is interesting is that even if
you strip out travel, accommodation, flights, the Chinese travellers spend almost $1 billion
last year in products that they brought back
home. We really know if
everything is related to organic, sure have supplements
but very popular. We share the increase of searches from
Chinese customers on different search engines such as Microsoft server which
I would talk about in a moment. And this is a huge market. In total, if you add this number with
a 1 billion number that I was talking about, the
contribution is almost $7 billion of goods bought by Chinese consumers
last year so this is a huge amount. So while it is by far the
largest market and we will talk about it as a huge part of GDP
it is also difficult to crack. So what I will explain today is the
journey, and the reason I want to describe
this, we talk about someone who is in the audience, that the call
Chinese consumer, she is in the younger demographic, she
has family, one kid, she is with a bracket of 31
to 40, she is really, really focusing on
quite a few things and she is looking for products,
she values quality and diversity. She will be buying gloves, mother,
and baby products, cosmetics,
personal care products, the male demographic is slightly
different in China, whereby a electronics online. She will definitely be doing her
research on purchases through mobile first and foremost,
and that’s very important. The older demographic in
China will be the most, and the youngest are
definitely more mobile. She will be shopping for things. Once twice a week and she will
heavily rely on promotions and this is a given and China,
and it is there every month. And you specific promotions and we
have promotions organised by Babar, which is a massive promotion
organised and you have another in
February and October as well. So a lot of promotion. The first one, in this case, we are
looking for organic products, and she has had enough and — of the
products used to use and the combination of news portals, review
sites, social portals, she gets inspiration, information and that different
products she uses. And this is a social platform in
China where we have reviews, articles and she will discover,
actually, one article and she had never heard
about this before, that is interesting, that is the first
contact. So then she will go on to Soho which
is being portal and China, so she will go on one of those big
e-commerce market places where she has Timor, and
(unknown term) and this is the third time she sees
this product and should be asking her
friends on which add. Have you heard about this brand? What do you think about it and then
you get some feedback. One she conveys that
it could be the right product then she moves
the second phase. The second phase is the
consideration. This time should be
searching for the product, obviously Google is not available over
there, she will be searching and she will
find, actually, and the first result through
the official website in China, should be browsing the official
website, click on the close and start following
which, and has the official account and we will
go through what is an official account on how to
create this. She will then reach the
third phase which is the conversion itself and you are
nurturing the engagement. She will be buying a product either
through the official site, as the official site has e-commerce capability, through the store all the
platform — all the platform and shall be
sharing online, reviews and keep engage with the brand now
that she is following the brand in which she receives information
from a regular basis. If you summarise the whole journey,
this is her searching for her products, she goes through the
four phrases that I described, consideration, action, and she would
be looking at browsing the portals, platforms, information, and asking
friends about the products and then she will obviously be
searching for the official sites, very important to get information. Also, everything that is official
and China is the fact that there is some issues
in China with scandals and things happening and this is very
important, so should be checking online,
going through which official account, and then should be purchasing old
thing and sharing with her friends and stop this kind of virtual server
where she will be recommending again your
product. So recommendations. Sounds pretty easy but it is actually
not that easy, the problem being what we call the
great foul, this regulation that has been
filtering out the channels that we have been using here in
Australia for years and you will have to promote products
and services. Sir recommendation number one is you
have to be on the right digital
channel, you, and this audience, as an Australian audience targeting
Australian consumers, first and foremost you have to make
sure that your site is indexed and you’ll have
to interact with your clients or prospects through apps such as what
SAP — what SAP, see will also be interacting through
YouTube, and you will be making sure that you
have official articles on Wikipedia or have some articles on craft for
Q&A and then you will be leveraging the
local websites to make sure you can build those,
so you can build your retail saw whatever it is, and
you need to be on those platforms. The problem is that none of these are
either available or use each other. And you need to rethink EU do things
and while there is no eBay, these — bearers other browsers, so
you don’t have faced, that you have WeChat, and
you have U2, and others in China, but you do not
have Amazon, but you obviously have TiVo, and
TiVo is the equivalent of Amazon and you also have
an equivalent of eBay. PayPal is not that popular in China
but you have hardly pay which is on the market and you also have
three 60 x 2 and you have others. You more or less have different
players for different categories and those are not just copycats of
what you find here, they have evolved in a way
that is completely different, too. So it is about looking
at the ads, and we will look at search
words around that. It is a pure and completely different
system. This recommendation number two, you
need to make sure if you start from scratch, this is something
you can redirect people to. We are ways forget about it because
it is obvious that if you have a website here,
your website could be based in the US or the UK, and you might
have to log on as if you are in France, Germany,
but at the end of the day people is to built a reach
and have access to your website. The problem is that because of this
great firewall, the regulation in China, unless
you have embedded your website that is in a way that is 100
soon optimised for the market, it is clear that the side is not going
to be loaded or would take a long time
to be loaded in China. We analyse the three styles and
Australia, the assets, double 300 and other
companies that have linked to China and
94% of them are not visible in China. So they were not managed to be
loaded, which means they’re not
visible. So there was another 94%
localisation, and 89% and optimise. You need to start from scratch, build
a website that is visible. This is an example from one of our
clients at Sydney airport. The use of platform, loading time,
tears from China, you do not need to understand Chinese to know
the readers being green is good. This, obviously, this is
terrible coming through China and now this is the visibility
they have within China. So you need something that is
visible, but something that is optimised and adapted and localised and
responsive because going in building a Chinese website is more
than just translating into simplified Chinese. So the browsing behaves
differently, you need to
make sure that your messaging and the way that how you present your
information to Chinese consumers. It has to be responsive and
we keep saying throughout our visitation, we said that you need
these days to be on Facebook. First, and in China as a prerequisite
for by search. We are less talk about which
channel, the big platforms such as TiVo, and they are crucial
if you want to be in China. And you, as consumers, you use. Want to search for almost everything. It’s not that dissimilar and China. 90% of customers in China so that they influence
wage search at a certain stage, searching information, for reviews, reviews are crucial
for Chinese consumers. The Chinese consumer is
relying three or four times more on refused an
Australian consumers. Why? This problem of trust that is
in China, connectivity, making sure you were visible, but what
people said about you online. You also have others which have
a 60% market share, and you also have Sogo which is
another and backed by at other platform backed by a
525 million users, and there is a antivirus in China
that people are using and you also have another that belongs to Ali
Barber within the search and you have the choice, you just do
not have one player in China. So how to optimise a website in
Australia, you have to make sure that, obviously,
it is fully optimise, you have to understand
what people are searching for. Somebody is searching for specific
phrases on Baidu you need to make sure that
your site is optimised for those keyword phrases, that your
pages optimised the keyword phrases, that when people are saying about you are related to these
key points and you need to track and
optimise your pages. This is very similar to what we do
here in Australia when you want optimised Google except you have to do
it again but differently for Baidu. Obviously, I could not finish without
talking about WeChat. WeChat is quite unique in the sense
we are it is not just enough. Usually I described WeChat as a
system within itself. A we said that the company behind
WeChat managed to do what Facebook has not wanted to do for
years, creating an environment separate from the web where you can actually evolve and
stay in this environment without having to do anything else. And this has 1 billion users, and
300 million just within China, and it represents most of the time
you would spend on your mobile. Why? Because WeChat is not just a network,
it’s a creative system. You can talk, chat with your friends,
but you can also book restaurants, paid to everything, you can analogue
your bike on the street and this is why this
has become so popular. Last year contributed
to 1.7 billion in terms of lifestyles
spending in China. So very, very important. So, you can
create an official account the company on WeChat but there are
some specificities and I think it is
worth mentioning. First and foremost, what is a WeChat
account? You can see I am following the Sydney
airport WeChat account, you have a menu and you have the post
and the articles but you have a menu at the bottom where you
can have access to different information, here in this
case is that what is giving information about flights,
the flights, the transformation, transportation,
how to get there, information on the type of services, the
shops, a map of all the shops of the airports, the queue.
The certain promotions, shopping and eating, tips
on tax refunds and all of this is redirecting you there, the Chinese
website, that is our physical and responsive. As you can see, you can do much
more, you can have almost a mini side with the WeChat, this
is wonderful in the account. Just saying the account
will be so simple because it is China,
it is complicated. First you have to choose between
two types of accounts. You have what we call the
subscription account and what we describe as
being service account. Here, I am trying to show you how it
appears in your WeChat contacts. The big difference between our
subscription account and the service account is a
subscription account is an account that usually you can use
leverage to post information on a regular basis and once a
day you can post information on
this account and all you get is receiving
this account. The service account is creating
to service the client in your limited in the amount of times
you can post information. Like the subscription account, as you
can see here, you have a folder and I have to open
this folder to have access to all my subscription
accounts. Why? These ones are actually
service accounts are now seen as it were
one of Mike contacts. If I had John is one of my
contacts, with an account, their services would be
seen as my contract. The visibility is better for the
service account. Also, the service account will allow
you to have access to more features, payments, and will allow you to do
virtual things that you can’t do a subscription,
I will describe this in my The second thing to get next slide. The next thing is the verified
account, again going back to the
trust and credibility, it is very important to have something that is
verified on WeChat, that is the difference between the two
types of accounts, what you can do
and what you can’t do and the leverage, you can
have access to my slides. But as you can see, you can
do more things to a service account when it is verified
then when it is not verified. To get it verified you need to have a
business licence. You need to go to
certain criteria, it is very easy to have
a domestic account. That is the third thing that you
need to consider. You have a choice between domestic
account and international account. White, it has to be complicated. The domestic account is
the account that you can open with a Chinese
business licence. It allows you to have access to all
the features that you target the Chinese consumers in China and
obviously overseas, usually can be verified, it can have
access to the API and integration. If you have CRM and you
would like to link your WeChat account to be to
that, you can do it. But the problem is it is only for
domestic business licences, it means that if you don’t have
entity in China, a sincere in China, you have to go through, borrow
their licence, which is forbidden. People are doing that. You have the international accounts, the international accounts are things
that you can open with ACN here, the problem with this is it is
limited in terms of features and you can’t target the alleged
Chinese, only the users of WeChat or obvious reasons, the
fewer to promote your products to the Chinese consumers in China, with an international
account it is quite limited. On top of that you need at least
500 photos to be verified, it can’t be verified if you
have a minimum of that. This two years ago was more than
two options and $.10 really less than 10 years ago,
called the universal account. They tried to get the best of both
worlds by opening accounts to
obvious his, overseas companies, you can actually open these types of
accounts, you have access to the most
features, you are not limited on certain features, but also
other features you are limited, and you can target
in Chinese accounts. They can be verified, you can have a
service account, you can’t have a subscription account, just a service account and it is a
big moral expensive and you still have to go through
process of recommendation for things that are easy to
get, you need to go to the third party, certified party
for this type of account. Now as business owes you can have
your own account and your own name and clients
we recommend to do that because it is very, very dangerous
to have the license of someone else because what
happens is that this person reads your account,
read your base and brand, it is something
we don’t recommend. Now you do have an option for the
universal accounts. So, in terms of engagement, I
put here some statistics on the type of concepts that usually
Chinese consumers are sharing. And also, the time of the day
where it is the best content, where usually have the highest
reading rate which is between
11 AM and 1 PM and 6 PM and 10 PM. Those are the Chinese local time and
you know Chinese behind us by two to three hours which means you
have to go from 1 PM to 3 PM, if you want to
target these pit — these claims. To summarise what I would like to do
is recommend you to make sure that you are leveraging the right channels, it
sounds obvious but realistic about it. Make sure you have a
size that is physical and advised for the
Chinese market. Do not forget about search, which is
very important, the search engine. And also engage with WeChat because
you have to engage with WeChat. So obviously there will be some
questions after the presentation, what I like to do, how many of you
are using WeChat in the audience? Great, anybody using WeChat, what
you can do is pick up your phone and for those who don’t have
WeChat, you can download WeChat. What idea here is I created a group
on WeChat for this audience, these conferences where you can share
experiences, where you can share and ask questions,
you go on WeChat for everyone. Once you are on WeChat, you click on
the plus which is on the top right, you open the scan and he scanned the
QR code and as good as you scan it, you’ll be added to the group magically
and you can spam me if you want. I might be putting some filters up. I will be sharing the QR code with
everyone if you are on WeChat, if you want to go to China, I would
recommend start using WeChat. It would be a good start. Why, I already have a lot. Great. The last one is gotten, great. And if you want, you can have more Q
codes, at the end of the day we are talking
about China, you can photo Sinorbis or spend me if you don’t, if you want to know what you are
talking about, you have WeChat, so your questions. That’s it, thank you very much,
thanks to your time. (Applause)>>Well, can I ask you all
to join me thank you again, that was fantastic and
so thank you very much. I think you explains that so easily,
for those people who simply don’t know and how
connecting the dots of the different platforms for what you
may traditionally know yourselves. So while we are doing the movement of
this, and before we get ready for the
panel session, I wanted to make some quick announcements about the Lord
Mayor mentioned in her introduction this great
new social media campaign at the city has, if you’re looking
for some things do on the weekend, you are not sure what is on offer, you can hatch takes Sydney local and see all the things happening in
Sydney, and if you are a local business in Sydney, feel free to hash
out yourself and you can share that, it is a brilliant social media
campaign the city has been running for the bulk of this year. If you are a business, within the
city of Sydney, local government area, you are able to vote in
local government elections. There is little information flyer at
the beginning of the night we can get some more information about
that, if you are not if you are a local
business, you have an opportunity to
register now for that process. Just some announcements will
be the panel. So what we are now going
to do is actually learn a little bit
more about that. I avoid Nikko back up to the stage,
if you like to join us back, we can run through some
questions and answers with you, I would also like to
invite Alison areas, she is from the Australian China
business Council and she has got extensive
experience in managing the Australian China
business relationship. She has worked within New
South Wales government, and buys the Premier and Minister
for trade and industry. She has played a leading
role in trade emissions to and from China with the
Premier and the Minister. She has been heavily involved in
organising many different activities and industry events in the State
government that they have done, and she is going to share with us
tonight many of these experiences and her knowledge of what the
government and industry here within Sydney
can do to help you. Thank you so much. Then we have David from Felipe,
he joined it after 14 years in a transport
and payment industry with a focus to promote drive and
technologies and how local Australian merchant
to better service inbound travellers from China. He holds a bachelor of Bianca
medication is and is a master of business administration and
majoring in business form. He is also a JP, if anybody has
an important document, they were like signed tonight, you can do
it over here. You can answer any questions. Nico, can I run
straight with you, you have given us a whole
heap of information. Let me put it that way. Where can people go? You have heard this tonight, what is
my first next at, what do I do next?>>Well, as I said, you need to rethink the way you would
you are doing things and the way you start from scratch,
if you start from scratch, he’d think you are going to go after
and how you are going to do it. Who you are going to go after, I
think it is important when we think about China is one country and
Chinese actually different countries. You have six different teams
in terms of cities, and you will be targeting
people from Shanghai, it is completely different from how
you target people from other places, it is very important to understand
who you are going after. And that is very important to
read the foundations as an extent because most likely you
will have these for China. And then you need to make sure you
are adapted to this market.>>Are there some keywords you
need to know? What are those? Your top 10 things, basic
things you need to do in terms of the Chinese market,
what would they be?>>In terms of presenting information,
as I said, it is very different from the way how consumer information in
China, consumers are really different. Just translating to Chinese won’t
be enough, you need to make sure it is adapted to the way
Chinese people are browsing. One example is Chinese
consumers are used to having when you click on any
link, hoping a new tab. It is not uncommon at the end of
your session to have 10 to 15 tabs open at the same time which is
something that you never see here. This type of behaviour, the
fact that you have in red for example, that is something
that is very important. You would never put a key
to action here in red, in order to click on it, that
is the opposite in China. You need to be aware of that, if you
don’t, you need to talk to people who can
help you, you’ll find information, you can download webpages, but it is
important to understand that Chinese huge, it is
difficult and different.>>Alison, can I bring you in here?
With your depth of experience is certainly within the industry here
and all the work you have been doing with government, what is your
overview of the Chinese government for building on the key information
may be shared?>>The numbers are mind-boggling,
and the amazing thing is that the numbers continue
to grow so we are looking at 400 million middle-class consumers in the next few years
which is just mind-boggling. The nice thing about the
Chinese consumer is there do seem to be very open
to foreign products. An interesting statistic I heard on
the weekend was that of all the people that use Ali Baba
platforms to purchase goods, 40% have actually purchased
a foreign product. That is really good news for us. And we also, we are very fortunate in
their stride to have such a strong
brand within China, we are clean and green,
sheep and friendly, that is really something we can
capitalise on. As Nick, as he alluded to throughout
his presentation, although it is big, the flipside
of so many consumers is that there are so many
entrepreneurs as well in China. So that makes it a very,
very competitive, very competitive
market to operate in. Another difficult thing is it is
complex, you alluded to this a
lot, the regulations are very complex, often changing and the consumers, as you pulled out very well in
your presentation, very demanding and detail oriented. So much more demanding than what we
used in the Australian context. So there is a huge opportunity there,
but it is a difficult market. When I said difficult, it just means
preparation, and in a lot of cases it does mean
going and with a Chinese partner because if you can leverage that
entrepreneurial strength and energy, then you are made. You just need to find the right
partner and make sure
that you are reliant.>>Fantastic, thank you. David, from your perspective,
obviously many of us here carry cash and a wallet, what
is the Chinese experience and it comes to the broader experience of her
consumers are spending their money?>>I just want to say, thank you so
much from fighting me, just got off the plane, Sulzer was
good to be home of the here. Look, largely, China has
transformed from cash into it you wallets,
basically overnight. So when only pay came into the
saying, I keep telling the story, way back before this, you have to line up to
pay for your utility bills at a bank. So go to your local bank
branch, line flowers, you know, if the queue was huge,
you might not make it. You would have to go the next day. When hourly pay came out, and
means you can click on to the utility bill and I will
go through your account. See you did not have to go and do
that any more. From that, we pretty much evolved
over time and essentially it is now a lifestyle
at where you can go and pay for a loaf of bread,
did your utility bills, cinema tickets, and go
and buy a bag from the shop. All of your stuff. What we have here is essentially
an ecosystem in itself. Our mission in Australia is that Australia is pretty much
the envy of the world, like you were all saying, with clean
air, clean water, great weather, what’s not to like? With the world’s best beaches. Everyone is here. There’s a lot of fun here. The great thing is there
is 870 million users who have our app to
make payments in China. What we would like to do, our mission
is to come here and talk to small to medium-sized
businesses like yourselves, and really just interact with
you and guide you through the process of how highly
paid can work in your stores, C-Print our system.>>Perfect, is your be available
at the end of tonight’s session?>>Absolutely, they dropped me off a
special, here is Australia and an office. We have a brand-new office in Martin
Place, so I am here. I do fly around looking after
Queensland market over there as well. So just came back
from the Gold Coast, spent a couple of
days in Kent as well. We are largely here, and if you have
a bit of time at the end, do come and say hello, I would give
you my business cards and we can make this
work really well for you.>>Fantastic, thank you. Talking of connections and
who can help, Alison, what does your organisation do
and the business Council? What can you help with… — Do to help people in the
room tonight?>>So it is about connecting you with
people, the right people and governed. We provide insights to members
because they are changing so
rapidly in China so we have things in China like
the new Chinese consumer, what they are interested in. IP regulations, and getting stronger. So that is a key part of what we do. So we have 300 people and our
membership and they range across different
sectors, they have a wealth of understanding
about the Chinese market. So developing networks by members
helps people understand the market.>>If you have got a new business in
the room and are interested to find out, I have no idea
where to start, we would your first suggestion of a touch point B? What would be your next suggestion of
where to go for the next ladder
information?>>Come along to some of the events,
we frequently have events on e-commerce and other aspects
of doing business in China. I would say connecting people with
government as well. The New South Wales government, the
Federal government, they are an excellent Resource. That got people on the ground who are
able to assist. I really think if you are just at the
stage of dipping your toe in the
water, I think you just have to start talking to people who have done
it in the best way to do it is to make people
at events like our events, other events going on around town. And just get the information
from people said.>>Perfect, any events that you can
mention the people should look
out for, watch out for? Meet ups?
Groups coming together?>>Yes, one of the programs we run as a regular monthly SME Roundtable
so that is held every month and we have different leads every week
and so that as an opportunity to hear from people about their
experiences and order also ask questions
to get advice. A lot of problems get solved and
actually around the Roundtable so it’s a really nice events that we
hold every month.>>Nikko, over to you, so a Babel to
mention about how you mentioned services in China, for people in the
room, what’s your advice for people wanting
to tap into that market?>>Yes, that would be quite similar
to the archetype in China, so the NGO and other
channels focusing on. So we chat allows you to target them if they are planning to come to
Australia, for instance what some services are doing, especially of
targeting China, and what they can do and they are in
Australia. We have clients that are generally
focusing on this a lot, not only in down Chinese customers,
but travellers and students. But also Chinese Australians
because as I said, we always have to meet
the needs of users now. They do go on WeChat,
they do buy things and so it is a great way to get
these resources as well. So there is a way to target
that.>>This is a good point as well. So now going to get a range of
microphones in the room so you can ask questions, so raise
your hand if you want to ask our speakers questions that just while they are taking
the microphones as drought — around, so are you able to tell us
about what funding the reason
specific programs, Alison?>>Yes, I’d like to mention one
particular, so one is the export development
grant. This assists companies
with their marketing costs and this is not — it is
on a reimbursement basis. So money spent on marketing
materials. This can be reimbursed. So for larger exports, there
is the export Finance insurance Association, which
provides export finance. Another thing that I would recommend
as insurance exports, insurance. So if you do have problems payment
at the other end, usually this is not a problem digital platforms
because it is all covered. Outside those platforms, export insurance can ensure that is
the right problems then you can get your funds back at the
end of the day.>>Perfect, thank you so much. And I will start with some questions,
thank you. How are you?>>Thank you, I wanted to ask if there
is any evidence or data on whether selling
to China, selling within China, with local presence or if this makes
a difference to the likelihood of theft of intellectual property
which is a pretty critical question, I think, winches and wishes are
talking about when we start talking of selling in China in
general?>>It intellectual property is
on the need to be aware of in China and I think the key thing
about the IP system in China, it is different
from Australia. And a lot of mistakes that
people make in going into China is assuming that the
legal regime is the same. You need to understand what the
legal regime as, make sure you to
sell all the regulatory requirements and at the end of the day, be prepared to enforce
your legal rights. The Chinese government
to its credit, is increasingly strengthening
its IP regime. I mean it was historically
the use of IT, but as is increasingly becoming
a generator of IP. It is in its own interest to get as
IP regime right. They may not be perfect, but it is
being improved over time. You do need to tick all the boxes in
terms of IP in the Chinese market. Thank you.>>Hello, I found this fascinating,
thanks to the information. Could you talk to the considerations,
perhaps Nick, in terms of being a service-based
business versus product base and are there any industries,
product or service, they do not work with the Chinese
platforms selling into China?>>Yes, it is a very good
question. We actually, we’re starting to see
more provisional services over digital marketing channels and
China to products and services, many products, especially from
Australia, and interestingly enough, and the financial space. There’s something that is working
fairly well. The reason being that a lot of financial services
providers in Australia are a high net worth in China to get
significantly more for investments. So when you do this, you can also get
this Visa. So what I notice as well, interestingly enough, is usually
provisional services, providers, we need to target Chinese and local
firms, is not because they tried
to get new clients. It’s to make sure that have one
Chinese company or client is looking for a local lawyer here in Australia,
they would get this with finance. So does make a difference and he
generate demand is quite different, so you do not have a greater B2B
channels in China, (unknown term) is used are not
enough… Much. So you can build a business
presence online.>>Fantastic, can you show me your
hands if you do this? Thank you.>>We have an Australian
brand that we design ourselves but we manufacture
in China already. We have had some indication
from our contacts in China that they would like a brand
to be available in China. What advice do you have in terms of
promoting our Australian brands? Setting up Australian websites
make however distributing a product based on Chinese
>>Sure. Actually, you have
resulted part of it which are the logistics
which is a good one. You need to make sure
that you own and control your messaging
and your brand. When I say this, some of the mistake
so saw in the past, is to leverage and get your
distributors to do that, which are obviously of your manufacturing, CME
distributed to do this. They are grateful sales but they
are not great to do marketing even though they say they do marketing
for us, they would have an agency. So you can actually nowadays have the
possibility to build websites that are visible in China without the need to
have an entity in China to do that. You can have those universal
accounts that allow you to owning your account
and get you to do it. It would actually be easier
for you to do because you’ve a ready got the
logistics part handled. He just have to make sure that
Chinese consumers are aware of your brand.>>Thank you, and there is a question
just here. Thank you. Sorry, Nikko, this is for you. You mentioned in your
presentation about how the reviews are of concern
— Chinese consumers. Of those reviews from carrier rails
or everyday consumers? Is it the reviews that carry the most
weight and/or a result, coming from an Australian person buying a
product?>>The question, comes from both. Obviously, social influences other
guys, the followers, they could write something
on the brand and it can often be visible in the
search results. The cabbie Q&A questions
such as Cora, but you also have
questions on this. And a lot of people
would be checking other sources of information
similar to Wikipedia. It is actually important to
make sure that the reviews are good across all of this
and not just by the owls. Until a few years ago, you could look at junior
size to review this, and they did good, and then they
changed the revision and now it’s from — for bed in. You cannot do this now. But now you can have more positive
reviews. They rank higher, you can
have negative, but it would be at the bottom
of the search results. So this is called online
reputation management which is what a lot of
businesses are using. So, for instance some Baidu, this was
as good as it not, as a brand, so some people can say that Swiss is good
for Chinese consumers in Australia.>>With your platform, can you add
it as your current Australian website as an option for people
who are not already in Australia?>>Basically we have the
Alipay upload here and it is a platform itself,
an ecosystem as well. What we can do is talk
to you and really add your business
listing on to the up. When they come into the market, when
they come to a shelf holiday for instance, they can pull up the
list, basically it is like Yellow Pages
baked into itself, and they can say where to eat and
where to buy and what great values
are, you can have a coupon if you’re in a
store there as well. It is a very thriving market place
that we would like to talk to everybody in this room to add their
story to the act itself will stop.>>My second question is about your
views, you say that the Chinese market
relies heavily on reviews, when you first come into that market
and you have no reviews yet, you probably have not been bought or
used, how you can read any kind of
momentum around that without the weight of people saying
it is OK, is it more just marketing base,
it is like spend more, get more?>>Yes, and I can share personal
experience, I used XP in my travel company,
and I used to be the media for regional and I can share
something, it was a long time ago
so I can say one of the best kept secrets from trip advisor which is
part of Expedia, trip advisor wants to go into a new
market, they have no reviews,
they wanted us to write reviews. They were related, legitimate
reviews but they buy reviews from other side to get reviews Entre
adviser, the same thing in China. You need to generate reviews by asking
customers to write reviews to you, like you find in Australia, we ask
customers to write reviews on products and then you display
these. But you need to have the website, it
goes back to this, you first need to have a website that
is visible and you need to incite customers to write reviews
and obviously if you are listed on one of those
marketplaces, the AMP, they all have
these systems, and then you will start to
get the ball rolling. You have to make sure that you
Skerritt regularly, — scan it regularly, make sure if
you ask a question, you are the one and strong
and not one else. You need to have visibility
and not inside your — inside your customers
to write reviews.>>Fantastic, I think my close of the
questions that, all our speakers will be
available at the end of the night to ask Arsenal questions, I think wider view of the press
questions are next in the list may well
be able to enter. And I think you will
be joining us and they appreciated, thanks
so much free time. (Applause)>>I would now like to invite our
final two panels to join is, they going to talk about their own
experiences, some of the questions
raised were about movies, how do I sell my product? You will learn that a little bit
through Paul Davidson, he is the general manager and CEO, I
don’t even have your exact title, pool, on my notes, or call while
you go, he will tell his role and title in
the organisation. We’ll talk to you about his
product and how he has created quite a buzz in the
cleaning lands of China. In some of the homes there. And a second speaker, I can’t say your
name, from causing trip, cosy trip is an instant hotel booking platform
directly B2B in the Chinese market. Both of them will share their
expenses and the cost we are doing a terrible
job of introducing both of you, could you actually tell us a little
bit about your role and what your company does. Can I start with you,>>We are a small business, we are
everything, I co-founded a while, other eco-with
my wife, we have 100% plant based cleaning products with
Australian essential oils.>>Pettit, thank you.>>I am Renard, this was a trial
platform, we help Australian hotels push
across all across of China and Chinese rewarded with companies,
travel agencies, state companies, we help them get
access to (inaudible).>>Paul, did you think
you would start being an Australian business
or a Chinese business?>>We definitely started as an
Australian business, we launched in
2017.>>You only 18 months old?>>Yes, we are now 400
examples across Australia, in China, Taiwan, Singapore,
Macau, Indonesia.>>I just reminding everyone of that.>>How hard have you worked?>>Weekend and nights,
but we did start as an Australian company
full of — company. I think there was a big opportunity
to be had in China, we give 1% of all sales to
the organisation, 1% of the planet. The China market, yet it is a great
opportunity but we also are excited about if
we can be a part of helping out the massive population that are
better alternatives both the health benefits and for the
environment.>>That is a lovely goal as well, when
you first started, when did you make the decision, we
feel as though we took the bread which is so new into the
Chinese market, what was the very first step?>>Probably after the first six
months, honestly we are very Australian
centric, we have Australian essential oils and the name is
synonymous with Australia, with the brand would resonate in
China. But we did feel it
was important to get that footprint to create
their legitimacy. I think Chinese consumers want
to know that if the product and the brand that is enjoyed
here and people buy it here. So when we started,
we looked at, there is a wealth of knowledge
on the internet. I think, one of the most valuable
things that I learned was I think Alison touched on earlier, talking
to other people, talking to businesses that are of
similar size, talking to people who have done it,
and made the space, and they can tell you how to
avoid mistakes. I think the most part, people are very
open and we found similar businesses very happy to talk to us, if they
have done similar before it as well.>>Further to the question that was
probably the asked, do you have a Chinese distributor and how do you work for managing your
brand, relating to a questioner was said
earlier?>>We recently side, signed a permit
with a Chinese distributor and go into and having it was
fortuitous because we were clients of theirs and we use
their services to cover out, we set up a Chinese-based website, a
WeChat account, that is very exciting
for us.>>Are you in control of your own
website?>>We thought it was important to
maintain the control of the website, and the WeChat account, even though it will be supporting it should —
stress tribute are over there, we wanted to maintain integrity, we
wanted to be in control of the marketing
and what goes on there.>>That answers some questions,
how do you go about asking, answering questions
when customers ask you that?>>We haven’t got to the stage yet,
that is something we are looking at, how we are going to manage I guess,
how we start to grow in China.>>And reviews, how long,
how did you start getting reviews within
your Chinese market?>>Bryson was organic, one of the
things we did as a brand wanting to get into China was being
gauged the local Dargo community, we have a website called Dargo and we use them to market to the
local Dargo communities and I think through that,
they post on WeChat, they post reviews of products
because they have tried them here will stop and then obviously
there is the sales channel of Dargo purchasing a product growth of our website and in our retail
stores here to take back to China. So I think those reviews and we do
have a surprise that neither is
said to me early before we started, he is seen as some a few websites that I didn’t owe them about
apart from reviews. So it has been organic rice.>>It goes to show for those in remote
thinking on embarking on this, it is not as bad as it doesn’t have
the malaise in the compass publications when you have the
support. Can you think about the start of this
process?>>As far as getting into China, as
said before, talking to people who have done it, there are a lot of
great government services out there, in the New South Wales Chamber
of Commerce, China export growth programs, we were part of that. We felt like that was a good
way to condense a lot of knowledge like that in the
great experience there. They took us through regulations and
expected margins. I think as Nico said earlier, it is
an important market, we need to have an idea as to who
your consumer is going to be and what is the most effective sales
channel you can use to find that consumer. I think that is one of the biggest
challenges we found that doing the program helped us identify
that immensely and the next apps offer to actually sell
you through the sales channel.>>Renard, can you tell us a little
bit more about your business and how, what made you actually
have this Chinese focus?>>It didn’t start as a Chinese
business, we made a travel app using AI
for the audience, we go to China and you’re
trying to see Will people use that? We didn’t get much response
from the apps by people asked questions, can you help
us put Australian hotels? It was coming from travel agencies,
travel tech companies and we even
think about targeting to match before, but hang on a second,
it can help all the companies sell to the travellers
in the can or so help 1 billion Chinese with
China travel to Australia and make
their lives easier. More easier, and we wanted to tackle
that market. That is how we ended up going to
China. That was two years ago.>>How often do you find
with your business that you need to
physically be in China?>>For me, we try to be a bunch, we
try to be in China as much as we can, like I will be there every other
month, I spent the last three months out of 12 months
in China, I find that is really crucial for us
to grow the business because your
core job is learning as fast as possible and also
understanding the business. The business is in China, that
is a core part of your market, and the faster you do that is
actually being inside China.>>Did you find what you are seeing
and research and came to light when he came to
China, was it like, what I thought was happening
was the opposite or different?>>You have those moments, when you
see the customers, see the business partners and actually
get a feel for how they think and how
they meet them, it does change what you think is
well because you have all the assumptions in Australia, you assume
people think a certain way, but when you go to China, you
understand how their method works, a lot of
things make much more sense about how they do
things and you realise it is something because of one reason
but actually another. I think it would be the same
but did journey is different, the journey can apply to
business and most of it. Have you found as you move around China into different
areas, it is different?>>Yes, we have as well. I think it was mentioned before, that on the east coast of China
additionally happens to China and different kinds of companies,
different ways to do business as well. Different companies at different
stages of their life as well. As you said, that is more aggressive
tech companies and we did find that, which was another way of doing
business, and especially with a travel
agency in the middle of China. There are different
companies and different demographics, but they
also different regions. How have you found working business
is business and the Chinese landscape?>>Yes, that is quite challenging and
that goes back to, as we said, understanding China and things
because the more we meet, you really do understand
how they think so they can bring this to you
and how they work. And this is important, especially
being inside China. The interesting thing, doing
business on the B2B space, you do learn a lot of things
and this is a good thing. And when I come back, I feel that
much smarter and that is because when you
sit in these meetings, meet these people who come from a different
angle to you to approach problems and then you realise, hang on a
second, they work in a different way and it
could be very valuable lesson. And when you bring this back
to Australia and you can do business in a much more flexible
way.>>That’s fantastic. Paul, from your point of view, what
was your professional experience before 18 months ago, you sit
at this amazing new business. Have you found that experience
is subject is collated and create this momentum in the
business?>>Yes, no doubt. A chartered accountant by trade. So that is incredibly helpful. And in my corporate career,
I have seen a lot of business has been involved in a lot of
different companies, a wide range of industries,
both here and overseas. So not being a twentysomething
entrepreneur, coming to a to that later, but think it is,
has helped really helps me. My wife had a career before as
well, so it helped us avoid mistakes and having had that
experience.>>And the prior knowledge. Fantastic. And Rinat, from your experience, will be some key tips that you
have the people of the room thinking of embarking on this
gently — journey, and what would be your key tips?>>I think it is about
evaluating what it is you want to do within
China, evaluated properly. Setting up as a part of your time. If you go back to learning point, and
if you think about your business and side of Australia,
that will make it so much easier because when
you go to China, you are just learning how you do
business in China as opposed to how I’ve run a business normally on
how to do my business in China. And also, again, if you are like us,
because our business involves us doing a lot of ourselves, just
keep in mind as founders, all the key players in the team part
you can spin inside China because it in, like, you will have to spend a
bit of time there. And if you cannot be doing that, also
think that there could be someone in your team that can do that because
it could be a place to travel, and all the questions of how to
encourage others to think about it.>>Fantastic, and what about your
perspective, what do you think?>>I think is Alison mentioned, use
the resources that are right there, most freely available and
some you need to pay for. And I think for us, it has been
finding a strategic partner in China. I think that has been a really,
really key for us.>>Perfect. I will ask for questions now, either
just get microphones to you. I’ve got question of the frontier,
any one ask questions? Perfect, thank you. We will get microphones to you.>>We wanted to know… To set up a small Chinese
company because there would be a lot of
differences, I am sure, and work out what the financial
advantages of were, in terms of capital repatriation and
possibilities were in that situation, did you think
about those things?>>Did you catch all of that before
we got microphone?>>That is fine. For us, I will answer a couple of
different ways. For us, it was very important to go
there and I went to China last year, I think it is very important to see
how big it is and how complex it is. I think that was one of the things
that led me to thinking that for us to be successful there we’re
going to need to find a strategic partner because I do not
speak Mandarin and it is daunting. Once you have been there. And then I guess, tell me for the
answer. This correctly, and the second part,
it is important to be an Australian company and that adds to
our attractiveness of our brand and people have asked us,
heavy change or labelling? The product? And the answer is no because Chinese consumers want to buy
Australian products.>>And different possibilities
just to do that, to keep the
relationship of that.>>An association of companies and
things like that.>>And I think Rinat will have a
better answer to me. But the relationship is a very
important. So I think we make regular trips to
our partners over their and it
is a good idea.>>Sure, for us, first of all, we go
through a distributor or whether you can do it yourself,
so how much can you do it here? You’re get someone else to build it
for you. The senior figure this out, the
easier it will be. So it is about your
role within China, whether you need a
representative, so for us, it is about quality foreign
enterprise and then from them, the moment we went to China.
We needed to be quite serious and wholly foreign
enterprise was a solution for us and it was about doing
this straight up.>>Thank you, and a question here.
Thank you.>>Sorry, sir when you first
took your brand to market, you said you took it to market, was at
another website are ready in China? A marketplace launched on? Was that before you had your own web
presence in China? Did you take it. There is a product sold by
somebody else?>>That was really the New South
Wales Chamber of Commerce. It was as part of their six-month
program. They know the websites,
that the websites, they’ve got relationships
with those websites. They showcase our product in Shanghai
for six months, one of the cross-border e-commerce
platforms picked it up and they made
an order through there as well. So we had stocks
through them and that was the first entry
into the market. There was a months after we
launched in Australia. That helped generate the reviews
because it was availability there. So the website we have done now
through the Chinese website, that is truly — purely,
swim, but also for information purposes and for us to
make sure we have the control of that website.>>Rate, thank you.>>Sorry. Quickly, because there are others. So business to business stuff in terms
of this, is it hard because you are dealing with lots of small
businesses versus bigger businesses? Or do you find at the same in your
dealing with bigger travel agency
versus a small one?>>Inside mainland China, it’s the
main thing, they do different agencies and
backgrounds and companies will do things differently. The travel company like sea trip,
for example, will do a different and work in a
much different way, different ways to communicate, do
business deals, and that is part of the
learning process as well because learning how to do business of the
big company, a small company and all companies in
between as well.>>Great, thank you.>>I guess the question from me is
mainly for Paul, how do you do — deal with the
feasibility of counterfeits appearing in stores or in Chinese websites?>>That was one of the first
things in a distributor, we talked about and we are using
anti-counterfeit labels so they were a part of that before
they were exported. So there are different ways you can
do it with a labelling, but I think we have a QR code on
each of our bottles and that will only work and verify that
is a Koala Eco product.>>Not my understanding, I think that is the counterfeit culture,
I do not want to call it that, but the counterfeit
issue in China as well. No one and I think people, and Chinese
consumers, if they want an Australian product, they want to be certain
about what they are getting so that he do it. But for something, as you said,
they raised with us that they wanted to do to get their
consumers and customers. The guarantee that it was an
Australian product.>>Any further
questions? A question here, anyone else?>>Hello,
question for Paul. How instrumental were
Australian Daigou in terms of how they successfully push
your product in China? The reason why ask is
because of wars not for dig it would have taken you
longer to get into China? What kind of success you put to the
Daigou network here?>>Look, I think it is difficult to
measure, as I say, I was surprised by eco-telling us
today that we’ve got reviews happening
there, so we would like to think that has played a part of it. I think the Daigou community was good
for us because we did feedback, we
sent out a lot of samples, 200 samples to 200 die ago
in Sydney and Melbourne, they would give us feedback. It was helpful in that way
to give us the confidence is that the products
would be well received. But I’m confident that it has
contributed to the reviews and has started that brand awareness building
that we’re getting into China.>>Nikko, can I get you to come
back up onstage from a courageous answer the question, I know that we
did not necessarily cover tonight, as people asking questions, I think
would be used for you for you to share, is your kind of explaining
to people the tears of cities and the tears of consumers that sit with them
that, so the cities that actually have high expectations of
brand versus some other cities that may be
more interested in the product that they think is an example of
that product? They are aspiring to this product but
they cannot financially achieve it. Can you explain to people about those
tears of cities and how they work?>>Sure, and this is the only way you
should be looking at it because you should be looking at you target
with a cities, so I mentioned 60 cities, so this is
the way the government of China’s classifying
different cities in China. So if there are 60, there are a lot
of differences between them. Especially between the first on the
60th, so especially
in terms of buying, purchasing and marketing distribution as well so
this is very important and the tears. Beyond the tears of the cities, the
way of buying online is completely different, the type of products,
it will depend on the age as well. As I said, 30 to 40 would
move to mobile, and the benefit is about
higher or lower incomes. It is the difference of income and
the amount of money they are earning. For instance, the example I was giving
earlier was this new platform, they are popular and 40th tier cities, where you can buy
a cheap stuff for staff. So it is acted more popular than
TiVo, so we understand again, it is not just one China, depends on
who you are targeting, age, depending on the cities and
income, this can be huge impact on how we
communicate in the channel, the assessment of channels.>>I thought it would be
worth people knowing the difference between products and services
being offered in China. If you would like to thank
me for joining — to join me and think the
palace for joining us. That includes a formal
part of the evening, so if I could get you to
remain seeded from a. All our panellists and speakers will
pop out of the room. The first met in, so they will all be
available for you to ask questions. But six lucky people have the
opportunity for 1515 — 15 minute one-on-one session for
the panellists, so so it would be interesting if your name is called
out to start to understand your business and how it may apply. Start thinking now of
some of those questions in case you’ve got
your name called. So the first three names
that we hear, is Sinorbis people could pop up by the
door, that would be great. So these are the three experts that
are going to give you a deep dive into the world of Yolgnu visible
world and to the Chinese experience, is the first three names, if you can
make your way of it there and in the next three names that I
call out you will be in the second session for 15 min and
also Gitiba by the door. I will start with Nikhil Patel, if I
said that correct? Congratulations. You get a 15 minute session. And Helen Gerrard, so, if I
said that right. Perfect, you also get a session. Ting tings and, you can head on over. They are first three people that
would have a 15 minute session, and a further three people, if
you could send over by the door. We will get you your sessions
shortly. So we have must sell her dairy, apologies if I said that really
badly. Not sadly familiar to anyone? Stephany Denman? Hello. If you pop over there you will be
escorted for your session. The liver — Philippa, you have got a
session. You both have a
session, so we were sketchy, your 15 minute
session as well. You will have an opportunity
to talk directly to the Sinorbis team to
get personal advice. Everyone else in the room, however,
you are still get an opportunity to talk to the speakers on stage,
they will be assembled in the rump view to that
last opportunity. We’ll be giving your survey to see
what you want more of an less, we would love it if you will be able
to feel that out when we send to. Also you will get an
opportunity to review all of tonight’s live feed because
we have been recording it. The presentation that Nico gave at
the end, you’ll have the opportunity to
watch that back, look at it, take a snapshot of all of those, screen
grab all those slides, I think as you would agree that was a
fantastic presentation which give you really good insight
to the comparisons of the way that the Chinese market works in comparison to
that in Australia or even the rest of the world. If you could all say, thank you all
for coming tonight, really appreciate you turning up
and most importantly, one of the biggest
pieces of advice we have four people in this space is connect
to people. Take the opportunity
when you pop out now and ask anyone you see,
what is your business? What do you do?
What do you want to do? You may find you have some skills that
are complementary that you can share, swap cards and contact details and you can continue
the journey beyond tonight. Thank you very much for
coming and we hope very much that you enjoy
the night, thank you.

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