Do‘s and Don‘ts im Umgang mit chinesischen Kunden Thorsten Wilhelm, TAO European Incoming

1. Internationale Quellmärkte für den Tagungs- und
Kongressstandort Deutschland: Ein Überblick über
die wichtigsten Quellmärkte heute und morgen -
Fokus China
Berlin,
7. Juni 2016

2. Do‘s and Don‘ts im Umgang mit
chinesischen Kunden
Thorsten Wilhelm, TAO European Incoming

5. The idea

6. The learnings
- The geographical approach

8. Not local…Not German…
甚至不是德国企业

10. The learnings
- No reductions on local level services
- German wide presentation and marketing
- The geographical approach

11. The learnings
- The geographical approach
- The working speed and reaction time

12. Event example
Event on 25th & 26th of July
Already in the 7th year
One of the most important events
Bidding 6 weeks before!

13. The learnings
- Data base focused
- Coaching of supplier network
- The geographical approach
- The working speed and reaction time

14. The learnings
- The geographical approach
- The working speed and reaction time
- The expectation

15. Example
- The bidding
- More is more
- 24/7
- And many other challenges

16. The learnings
- Personal coachings
- Expectations managment
- The geographical approach
- The working speed and reaction time
- The expectation

17. The learnings
- The geographical approach
- The working speed and reaction time
- The expectation
- Communication channels

19. The learnings
- The geographical approach
- The working speed and reaction time
- The expectation
- Communication channels
- Chinese speaking employees

20. Business
20142012 2013 2015
Chinese speaking staff

21. How much business do you want?
Afor Attitude: It is only with the right attitude that we can expect to do business in China.
We are open, are ready to learn and accept the rules of our business partners.
Bfor Be Aware of Cultural Differences: We are aware that we are doing business within a
different cultural framework to our own, and that the language-barrier is really just the
smallest of many potential hurdles.
Cfor Committment: Trying to do “a little bit of business in China” does not work. We have
decided to concentrate absolutely and solely on the expectations and demands of our
Chinese event clients

22. China is different...

23. China is different...

24. Feichang Fresh