In this episode of The Negotiation podcast, host Todd Embley is joined by Mike Todd, a seasoned expert in international business development with a rich history of helping consumer brands expand into APAC markets. Mike shares invaluable insights from his experiences with major brands like Hunter, Swims, Uggs, and Mizuno and discusses the strategies that led to their success in these competitive regions.

Starting with exploring his strategic approach for each brand, Mike delves into the APAC region’s unique market dynamics and consumer behaviors that influenced his tactics. He also talks about the inception and growth of his proprietary brand, providing a firsthand look at the challenges and rewards of building a brand from the ground up.

As a Senior Advisor at Dearin & Associates, Mike outlines his role in assisting companies to navigate the complexities of international expansion. He highlights common pitfalls to avoid and offers tailored advice for Australian brands considering entering or expanding within the Chinese market and other international arenas.

The conversation wraps up with Mike’s forecast for the future, pinpointing sectors and markets that present lucrative opportunities for Australian brands aiming to go global. His advice is a must-listen for anyone looking to understand the intricacies of international brand expansion.

In this episode of The Negotiation podcast, Todd Embley hosts Marlene Sharp, an entertainment executive known for her role in globalizing Japanese game franchises like Sonic the Hedgehog. Throughout her career with LEVEL-5 abby and Sega of America, Marlene tackled the unique challenges of adapting Japanese franchises for global audiences. Now leading Pink Poodle Productions, she utilizes her extensive experience to provide specialized services for IP franchises that span the Asian and North American entertainment markets.

During the discussion, Marlene addresses the evolving landscape of international entertainment, emphasizing the rising influence of Japanese, Korean, and Chinese franchises in the West.

In this episode of The Negotiation, Darren Touch, founder and CEO of the Canada China Forum, discusses his interest in international relations with China and his experience as a Schwarzman Scholar at Tsinghua University. He shares his insights on the current state of Canada-China relations and the necessary steps to strengthen the relationship. Touch emphasizes the importance of people-to-people exchanges, educational programs, and language proficiency in building a new generation of leaders well-versed in China affairs. He also highlights the challenges of binary thinking and the opportunities for Canadians to gain hands-on experience in China and other parts of the world. Enjoy!

In this episode of The Negotiation podcast, we take a look back at the Paris 2024 Olympics with Mark Dreyer, the preeminent analyst of China’s sports scene. Mark, a seasoned China sports reporter, delves deep into China’s performance at the 2024 Games and the cultural phenomena surrounding Chinese athletes.

The discussion kicks off with a review of China’s overall performance at the Paris 2024 Olympics, looking at how China fared in the medal tally and significant victories and storylines.

One topic explored in depth is Zheng Qinwen’s gold medal victory in women’s tennis. Mark also addresses the controversies that clouded China’s swimming successes, including Pan Zhanle’s world record in the 100-metre freestyle.

The conversation shifts to the societal impact of sports, examining the treatment of athletes as celebrities in China and the governmental steps taken to manage public obsession with star athletes.

Moreover, Mark touches upon other intriguing sports developments within China, including the influence and challenges faced by North American sports leagues operating in the Chinese market.

This episode is tailored for listeners eager to understand the nuances of China’s evolving sports landscape and the broader implications for international sports dynamics.

In this second installment of our engaging dialogue with Ed Sander on The Negotiation podcast, host Todd Embley continues to explore the dynamic and rapidly evolving landscape of China’s digital technology scene. Ed, known for his deep insights into the intricacies of Chinese e-commerce, shares his expertise on the roles of major players like Alibaba and JD.com and dives into emerging platforms like Douyin and Little Red Book.

The episode begins with a discussion on Alibaba and JD.com, traditional giants in the Chinese e-commerce space. Ed analyzes how these companies are adapting to changes in consumer behavior and technological advancements. He specifically touches on Alibaba’s “user-first” strategy and its implications for Taobao and Tmall’s performance this year. Shifting focus to Alibaba’s grocery arm, Hema, Ed explains why this segment of Alibaba fascinates him due to its innovative integration of online and offline retail, which significantly enhances the consumer shopping experience.

The conversation then pivots to Douyin, the Chinese counterpart of TikTok, which has successfully morphed into a robust e-commerce platform. Ed discusses the reasons behind Douyin’s e-commerce success and offers strategic advice for brands considering launching a store on the platform. Additionally, Ed assesses the potential of Little Red Book (Xiaohongshu) as an e-commerce platform built on top of its social media roots, exploring its unique position in the market.

The episode also delves into the intense competition in local services in China, identifying key players and analyzing who is leading and why.

Finally, Ed highlights other exciting trends in China’s digital space that are shaping the future of e-commerce and digital interaction in one of the world’s most vibrant markets.

In this episode of The Negotiation podcast, host Todd Embley is joined by Ed Sander, a renowned analyst specializing in China’s digital technology landscape. In the first part of this two-part conversation, Ed shares his expert insights into Pinduoduo and the meteoric rise of its international marketplace, Temu.

The episode kicks off with Ed discussing the innovative business strategies, such as group buying and aggressive discounting, that have propelled Pinduoduo to immense success within China. He then shifts focus to Temu, PDD Holdings’ ambitious cross-border platform, explaining its business model and why it has rapidly emerged as a formidable contender in the global e-commerce arena, potentially rivaling giants like Amazon.

Ed addresses common misconceptions about Temu, providing clarity on its operational strategies and market positioning. He also explains the “semi-managed” model, highlighting its significance in Temu’s operational framework and its impact on international e-commerce dynamics.

Additionally, Ed discusses his upcoming study trip to China with Kaiser Kuo, inviting listeners to gain first-hand experience and deeper understanding of China’s tech landscape.

In this episode of The Negotiation podcast, host Todd Embley welcomes Dr. Benjamin Herscovitch, a Research Fellow at the Australian National University’s School of Regulation and Global Governance. Dr. Herscovitch brings a wealth of knowledge on China’s economic statecraft and the dynamics of Australia-China relations, offering deep insights into recent developments and future prospects.

The discussion begins with Dr. Herscovitch sharing his background as a China scholar and detailing his current research focuses. This sets the stage for a timely analysis of Chinese Premier Li Qiang’s recent visit to Australia. Dr. Herscovitch explains the significance of this visit and shares key takeaways, highlighting its impact on diplomatic and trade relations between the two nations.

The conversation then shifts to the broader theme of the warming relations between Australia and China. Dr. Herscovitch offers his analysis of the current state of this bilateral relationship, discussing both the positive trends and the challenges that remain. He provides a forecast for the next year, giving listeners a sense of what to expect regarding diplomatic and economic engagements.

Further, Dr. Herscovitch comments on the recent lifting of wine tariffs and discusses other sectors still affected by trade actions. Lastly, he explores the main growth opportunities for Australian companies in China, considering the evolving political and economic landscape.

In this episode of The Negotiation podcast, host Todd Embley is joined by Alex Phillips, the China Corridor Director for Santander UK. Alex shares insights into the evolving trade relationship between the UK and China, and how Santander UK facilitates international growth opportunities for British companies looking to expand into China and other Asian markets.

The conversation kicks off with Alex discussing his current location and his role in the ongoing China Business Roadshow in the UK, which aims to strengthen ties between UK and Chinese businesses. Alex then delves into his personal journey, sharing what sparked his interest in China and the path that led him to his current position at Santander UK.

Alex introduces the audience to the Santander Navigator platform, explaining how it supports companies in accessing international markets and what specific services Santander provides to facilitate global business expansion. He highlights the sectors where UK companies are currently thriving in China, discusses areas with significant growth potential, and outlines the challenges faced by foreign businesses in the Chinese market.

Focusing on consumer brands, Alex explains why British brands resonate well with Chinese consumers and which sectors are particularly successful. He offers practical advice for mid-sized British brands considering exporting to China, detailing the crucial steps they should take in the initial months of entering the market.

Lastly, Alex expands the discussion to other promising export markets outside of China, providing insights on opportunities for British companies looking to broaden their international presence.

In this episode of The Negotiation podcast, host Todd Embley sits down with Zarina Kanji, WPIC’s newly appointed Managing Director for the UK and Europe. Zarina shares insights into her career, the evolving e-commerce landscape in China, and the promising opportunities for UK and European brands in APAC markets.

The conversation begins with Zarina recounting her career journey, including her lengthy stint at Alibaba, detailing the experiences that shaped her expertise in Asian e-commerce and her strategic vision for WPIC’s expansion in the UK and Europe. She discusses the motivations behind her decision to join WPIC and what her appointment signifies for the company’s global strategy moving forward.

Zarina provides an in-depth analysis of how China’s e-commerce landscape has transformed over the years and offers actionable strategies that brands can adopt to thrive in this dynamic market. She highlights the consumer sectors with the most promise for UK and European brands, emphasizing the lifestyle and economic changes driving these opportunities.

The discussion also touches on the reasons behind the success of British brands in China, exploring cultural appeal and market strategies that resonate with Chinese consumers. Zarina’s insights extend beyond China, as she reflects on her experiences in Southeast Asia and shares her optimism about the e-commerce potential in other APAC markets. This broader perspective influenced her decision to join WPIC and shapes her approach to navigating the challenges and opportunities in these regions.

In this episode of The Negotiation podcast, host Todd Embley welcomes Maren Steinnes, Co-founder and CEO of Fjorda, the innovative Norwegian supplements brand that has made a significant impact on the Chinese market. Maren shares the intriguing journey of Fjorda’s entry into China, exploring the strategic decisions that led to its success and the broader implications for international brands in the APAC region.

Maren begins by introducing the origins of Fjorda, explaining how the unique aspects of Norwegian culture and natural resources inspired the creation of a supplement brand tailored for the health-conscious Chinese consumer. She delves into how Fjorda utilized comprehensive market research and e-commerce data to develop and refine their hero products, which are specially designed to meet the preferences and needs of their target market.

The discussion also covers the unexpected insights gained from their market research, which significantly influenced Fjorda’s product formulation and marketing strategies. Maren outlines Fjorda’s multi-faceted go-to-market strategy, highlighting how the brand initially selected and then expanded beyond specific sales and marketing channels to increase its reach and visibility.

Maren recounts a recent successful live-streaming campaign, providing insights into the effective tactics employed and the impact of transitioning from a single-channel to a multi-channel selling approach. She candidly discusses the challenges faced while introducing Fjorda to the competitive Chinese e-commerce landscape and shares key lessons that could benefit other brands considering similar market entries.

Looking to the future, Maren discusses Fjorda’s expansion plans within the APAC region, identifying key markets and outlining how the brand intends to adapt its products and strategies to cater to varying consumer behaviors and preferences across different cultures.

In this episode of The Negotiation podcast, host Todd Embley sits down with Julienna Law, Managing Editor at Jing Daily, to discuss the current state of luxury brands in China, evolving fashion trends, and the impact of cultural shifts on consumer behavior.

The episode kicks off with Julienna sharing her journey into China-focused journalism and what currently excites her in this field. They delve into her recent reporting, starting with Ralph Lauren’s impressive sales growth in the APAC region, particularly in China. Julienna analyzes what this success reveals about current style preferences among Chinese consumers and how Ralph Lauren is effectively utilizing social commerce platforms like Xiaohongshu to boost its market presence.

The discussion then turns to Chanel’s strong performance, with Julienna outlining the key factors that contributed to their success. The conversation shifts to the broader luxury market landscape in China, exploring whether luxury brands are struggling and strategies that could lead to success in this complex environment.

Julienna also shares insights from her pieces on office fashion trends and the phenomenon of ‘loud quitting’ in China, reflecting on how these trends indicate young Chinese professionals’ attitudes toward their jobs and how these attitudes are influencing fashion.

Further, the podcast explores the global expansion of Chinese brands, with specific examples of Florasis opening a store in Paris and Miniso’s growing popularity among American Gen Z consumers. This leads to a broader discussion on the cultural and value convergence between young Chinese and Americans, spurred by brands like Ralph Lauren and Miniso.

Lastly, Julienna discusses the latest trends in travel and travel-related spending among Chinese consumers, especially post-pandemic, and touches on the relevance of shopping festivals like the 6/18 festival in today’s consumer culture.

In this informative episode of The Negotiation podcast, host Todd Embley is joined by Olivia Plotnick, the founder of Wai Social and a renowned expert in China marketing. 

Since her last appearance on the podcast in 2020, the landscape of digital consumption in China has evolved significantly, and Olivia is here to shed light on the latest trends and platforms shaping the Chinese market.

Olivia kicks off the discussion by updating listeners on the shifts in consumer behavior and the emergence of new marketing platforms. The conversation zooms in on Xiaohongshu, a platform that, while hugely popular in China, remains relatively unknown to many Western audiences. Olivia explains what Xiaohongshu is, detailing its features, interface, user base, and its unique position in the social media landscape.

She discusses the impact of Xiaohongshu on users’ lives, particularly how it influences shopping behaviors and lifestyle choices. Olivia provides valuable insights into how brands are successfully leveraging Xiaohongshu, offering practical tips for marketers looking to engage with this platform. She also clarifies the difference between Key Opinion Leaders (KOLs) and Key Opinion Consumers (KOCs), and discusses which product categories thrive on Xiaohongshu.

Highlighting recent successful campaigns, Olivia points out innovative strategies that brands have employed on Xiaohongshu. She also explores current lifestyle trends that are gaining traction on the platform, like “Citywalk,” and their broader implications for consumer engagement.

Lastly, Olivia addresses the buzz around the 6/18 shopping festival, providing her perspective on whether these large-scale promotional events still resonate with consumers in a rapidly changing retail environment.