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Don't be Scared of Selling Luxury Online in China – Mirko Bordiga

THE ITALIAN CAR BRAND, MASERATI, is synonymous with luxury and success. Globally, the brand appeals to the over-50s market, but in China it is the wealthy late 20s to early 30s that are the target customer. This enormous age difference has resulted in a surprising marketing approach – online sales. In this ClarkMorgan Insights interview,…

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Follow Your Heart, Not Social Pressures – Sophia Xing

CHINA’S RELATIVELY RECENT OPENING UP in 1978, just under 40 years ago, has meant that traditional gender roles of both men and women have been slow to change. The expression, “Men rule outside, women rule inside” (男主外女主内) is not necessarily considered outdated or even sexist in China, but simply cultural baggage that weighs down on…

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Silence Doesn't Mean Everyone Agrees – Frank Rexach

LEADING ACROSS A GEOGRAPHICALLY DIVERSE region such as Asia-Pacific, the Middle East, and Africa, means a wide difference in personalities and communication styles amongst a leadership team and staff. The danger is that the loudest voices could get the most attention, but as Frank Rexach, Vice President and General Manager of Haworth says, it’s more…

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When There's a Breakdown, Blame the 'Foreigner' – James Telfer

GLOBAL COMPANIES FACE A CHALLENGE. When it comes to peer-to-peer communication, there is often a breakdown. This is particularly true for US headquartered companies, which rely solely on the English language, requiring other nationalities to speak in their second language. But, says James Telfer of Verizon, this doesn’t mean that these non-native English speakers are…

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In a Restricted Market, Know the Laws AND Objectives – Geoff de Freitas

DOING BUSINESS IN CHINA is challenging due to the volume of laws and regulations. In some industries, such as media, these laws and regulations are even more strict. However, Geoff de Freitas of Middle Kingdom Media warns that in restrictive industries, one needs to be careful of not only the laws but also the unpublished objectives…

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'Surviving' China as an Expat Means Jumping In – Adam McWhirter

LIVING IN CHINA IS TOUGH. Adjusting to the culture, language and environment, especially in lower tier cities, can be difficult for some expatriates and their families. In this ClarkMorgan Insight, Adam McWhirter of Maxxelli Real Estate, tells the tale of one family, whose expatriation to China almost ended before it began. But with quick thinking, and…

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Luxury Brands Must be Online to be Relevant – Cyril Drouin

LUXURY BRANDS ONCE BALKED AT THE IDEA of selling or even promoting themselves online. Today, this is no longer the case – particularly in China – where online shopping is almost the exclusive domain of Chinese between the ages of 25 and 40. For traditional luxury brands this cultural phenomenon needs to be embraced if a brand…

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Overcome Zero Customer Loyalty by Uncovering needs – Dennis Wong

IN A MARKET LIKE CHINA, price is always going to be an issue. That is unless you can shift the conversation away from price, and focus on bringing value – or in other words, uncovering the client’s true needs. So says Dennis Wong, Central China District Sales Manager at Kuehne + Nagel, a global logistics company.…

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In Asia, Trust Drives New Business Models – Yinglan Tan

TRUST IS CRITICAL TO BUSINESS in Asian cultures. This constraint to doing business with others has helped drive a new business model that complements perfectly the mobile phone generation of today. Tan Yinglan, Venture Partner of Sequoia Capital, highlights two Asia-centric mobile apps that are leveraging the cultural phenomenon of trust, and building an entirely new business…

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Adapt Your Communication Style When Working Globally – Rupert Munton

BUSINESS AND CROSS CULTURAL COMMUNICATION SKILLS are not mutually exclusive when working globally. Rather, it’s important to be able to recognise differences and adapt accordingly, to effectively persuade and influence colleagues, subordinates and managers from different cultures. One significant difference between cultures is high and low context. Understanding where you, as well as others, fit in…

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International Teams, Ignore Culture at your Peril

WORKING IN INTERNATIONAL TEAMS requires an understanding of culture, not only individual idiosyncrasies.  This is because culture and business overlap, and are not independent of one another. One such example is shared with Ping Zhou in this ClarkMorgan Insight video. Ping graduated from Fudan University, and then started her career as an auditor in KPMG, before…

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Be Brave to Sell Big to China

WANG YAN believes that the sales training her company, Altran, received from ClarkMorgan has directly improved sales, as well as help change the focus and strategy of her business. In this video, Wang Yan describes how focusing on the clients’ ‘needs’ has been instrumental in her company success with selling big in China. Wang Yan is…

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Trademark Registration Could Save You Millions – Raffaele Tamborrino

FAILURE TO REGISTER A TRADEMARK IN CHINA could cost you! It cost Apple 60 million dollars. On a smaller scale, it prevented a successful Italian coffee chain from entering the China market. Shanghai based corporate Lawyer, Raffaele Tamborrino, has one valuable piece of advice – carry out your market research and due diligence, but before…

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Customer Experience is the Next Battlefield in China – Daniel Dannenmann

CHINA IS ENTERING A ‘NEW NORMAL’ in terms of economic growth. This stabalising of GDP growth to a more moderate number value means that the overall market growth is no longer going to ‘raise all ships’. Instead, companies will be forced to fight for their customers’ loyalty, through providing a full customer experience. So says Daniel…

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Respect Can't be Demanded – Jason Hicks

THERE IS A DIRECT LINK BETWEEN great leadership and emotional intelligence, or EQ. In this ClarkMorgan Insights video, Jason Hicks, a trainer and coach, explains the importance of ‘self-regulation’ – one of the first proponents of EQ, Daniel Goldman’s, five components. Jason shares two cases of leaders who wanted to be respected, but by demanding…

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Team Building – Beijing

CLARKMORGAN CONSULTANTS assist multinational companies run complex and inspirational team building programs across Greater China and Asia-Pacific. In this video, watch Daimler managers create their very own movie trailers, and then present these at a gala dinner, in our team building activity titled ‘Lights, Camera, Action’.

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Great CX is Dependent on Employee Engagement – Ben Motteram

GREAT CX, OR CUSTOMER EXPERIENCE, is vital for companies seeking both repeat and referred business. And great CX is created by positive people-to-people interactions, namely from the employees. Obviously, if these employees are not engaged, or worse, actively disengaged, then this experience can turn into a nightmare for the customer – and in turn, the company’s…

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Wilson Zhu - Identifying the Type of Tasks Improves Efficiency
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Identifying the Type of Tasks Improves Efficiency – Wilson Zhu

  THE URGENT/IMPORTANT MATRIX, also known as the ‘Eisenhower Method’ stems from a quote attributed to Dwight D. Eisenhower, “I have two kinds of problems, the urgent and the important.” Author, Stephen Covey made this matrix relevant to the business world. In this ClarkMorgan Insight, Wilson Zhu, highlights how to define which tasks are urgent/important, urgent/not…

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Bosses are not Necessarily Good Leaders – Dee Wang

GOOD BOSSES ARE NOT NECESSARILY GOOD LEADERS. Good leaders empower their team and instills trust. They understand that leadership is not the destination, but a journey. So says Dee Wang, who shares a personal experience of a terrible leader who was quick to blame others, but slow to apologise. In doing so this boss proved he was not a…

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Capitalism is Becoming Communal – Jason Inch

THE TECHNOLOGY THAT DROVE US APART, is now bringing us together. Whether it’s the Dutch website Shareyourmeal.net, that allows you to eat your neighbour’s meals if you don’t feel like cooking, or the Chinese car pooling app, Haha Pinche, which is not only moving people cheaply from A to B, but also allowing them to build…

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Control Your Online Narrative During a Crisis – Nicole Matejic

WHETHER YOU ARE A LARGE CORPORATE, small business, of an individual who has public exposure, it’s important to control your online narrative should a crisis hit. So says Nicole Matejic, author of ‘Social Media Rules of Engagement‘. Nicole is an internationally recognised military information operations and social media adviser who is a regular instructor for…

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Build a Company Culture through Action, Not Words – Wilson Zhu

THE SUCCESSFUL DEVELOPMENT OF A COMPANY’S CULTURE requires vivid definition, and should not be abstract. So says Wilson Zhu, ClarkMorgan trainer, and former employee of a large Korean organisation which did more than just tell their employees what the company culture was, but rather, made them live it. Wilson Zhu has 18 years of international HR management…

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Motivation Comes from Skill and Will – Jeff Lunz

MOTIVATION ISN’T ONLY ABOUT DEMONSTRATING A BENEFIT to an individual, but also understanding whether that same individual has the ability to complete the task. This can be challenging for managers, since few subordinates will voluntarily share their weaknesses. For this reason, leaders and managers need to have a deep understanding of their team that moves beyond an employee’s…

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You Don't Need Resources if You Have Creativity - C.H. Yang - ClarkMorgan Insights
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You Don’t Need Resources if You Have Creativity – C.H. Yang

YOU DON’T NEED RESOURCES IF YOU HAVE CREATIVITY. So says C.H. Yang, CEO of Publicis in Shanghai and Guangzhou. In this ClarkMorgan Insight, C.H. highlights the efforts of companies like Airbnb and Uber, who have created resources out of thin air, and relates this to the role of a manager in any organisation. Publicis is a French…

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In China, Link your Luxury Brand to History – Andrew McGarry

THE NEW CHINESE WEALTHY see luxury goods as a way to show they have made it. But what is ‘luxury’ to a Chinese consumer, and how does a new brand, without a history gain access to this lucrative market? In this ClarkMorgan Insights interview, Andrew McGarry, Managing Director of International Wine Exchange, highlights how he has taken…

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Big Business Must Support Intrapreneurship – David Simms

IF BIG BUSINESS IS GOING TO STAY COMPETITIVE, then it needs to invest in intrapreneurial behaviour amongst it’s staff. So says David Simms, National Business Development Manager for National Australia Bank (NAB). In this Insight, David describes how he convinced his bosses to gamble on him building a global payment network that would give NAB a strategic…

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There's No Such Thing as B2B in China – David Evans

THERE’S NO SUCH THING AS B2B when selling or negotiating in China says David Evans. It’s all about the individual to individual relationship, which involves understanding the hidden needs of all the players and stakeholders. David Evans, Executive General Manager Marketing at Forico Pty Ltd. David has lived in Asia for over 30 years, working on projects…

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Only in Other People’s Shoes Can You See the Changes – Yan Sai

THE ROLE OF A LEADER IS TO HELP those around oneself develop. But this outward focused mentality can result in an ignorance of one’s own shortcomings. In this ClarkMorgan Insight, Yan Sai describes the improvement of a team, thanks to the leadership of the new manager. But this new manager is blind to their own shortcoming. Improvement,…

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Being Savvy is Important in the People Business – Linnet Kwok

IT’S IMPORTANT TO BE SAVVY IN THE PEOPLE BUSINESS. This is particularly true for senior managers, regardless of whether they are a candidate, client, or vendor. Savviness involves being humble, respectful and helps build an individual and company’s brand, even when a candidate doesn’t win a position. So says Linnet Kwok, General Manager for China of…

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