1. Weber International
Helping you enter the Chinese Market January 2009

2. 2 • Weber International
Secrets of success:
Meeting the right people
New markets often have unfamiliar business cultures – and the Chinese market is
no exception. WEBER International understands the Chinese way of doing business,
including the importance of personal relationships. To help you meet the right people,
we’ve developed our special concept – the Private Executive Dinner.

3. Weber International • 3

4. 4 • Weber International
Read between the lines; Guanxi
However thoroughly you prepare before entering an attractive new market,
there are always social subtleties that, while being vital for successful deal-
making, prove impenetrable. So once your company has done the necessary
groundwork and has decided to enter this attractive new market, exactly what
is the next move? In China, the next step is meeting and greeting, because
the real secret to doing business in China is building good guanxi – good
connections.

5. Weber International • 5
Build close ties
Guanxi refers to the close personal connections that form a crucial part of almost all
big business deals in China: Chinese business executives generally prefer to seal a deal
with someone they know well, rather than with a stranger. Developing good guanxi
with the right people can help a business enter the Chinese market smoothly and
profitably.
But how do you start meeting people? And who do you need to know? Because WEBER
International understands the Chinese business mindset, we know the answers to
these key questions, and are perfectly placed to introduce you to the highest levels of
Chinese business. At our Private Executive Dinners, we engineer exactly the kind of
exclusive atmosphere that successfully bridges East and West.

6. 6 • Weber International
Mission Hills Resort
China’s premier private members club
Internationally renowned
Located just a few kilometres outside of Hong Kong, the Mission Hills
Resort lies right at the heart of the world-renowned Mission Hills Golf
Club. With an international reputation for class and style, it lends the
highest level of prestige to the functions held there.

7. Weber International • 7
Essential meeting place
The Mission Hills Resort plays a pivotal role in the Chinese business
world. China’s biggest and most important business meetings are
held at the Mission Hills Resort – to host them anywhere else would
be unthinkable. The resort’s membership list is a complete roll-call of
the best and brightest Chinese business executives.
WEBER International has a unique relationship with Mission Hills
Resort. We have exclusive access to their membership database of
top-level Chinese executives and influential entrepeneurs.

8. 8 • Weber International
No Cure No Pay
To maximize the deal-making potential of the event, WEBER International will
be available to provide exactly the degree of facilitation you need, from
discreet behind-the-scenes advice to on-hand mediation and negotiation.
Our cost model is based on a attractive No Cure, No Pay-principle which means
that we work on a cost price plus 15% for project management. The standard
commission for actual deal making varies from 10-15%, but is fully negotiable,
depending on the deal size.

9. Weber International • 9

10. References
Mr. W.D.A.M. Kemperink, Director and Chief Financial Officer CBp Carbon Industries/
Member of the Supervisory Board WEBER
Mrs Sharifah Loon Syed Danial, Director Malaysian Tourism Board Frankfurt
Mr Prince Maurits van Oranje, Owner THE SOURCE
Mr Lex de Rooi, Marketing Director WESSANEN
Mr Sebastian Conran, Owner Conran & Partners
Mr Michiel Mol, Entrepeneur
10 • Weber International

11. Clients
Achmea
Philips Medical
Systems
Bilderberg
Philips Consumer
Lifestyle
European Parliament
Palace Hotel
Radisson SAS
Riu
Starwood
Jan Taminiau
Trinidad and Tobago
Okura Hotels
Tui
Malaysia
EW
KLM
ANWB
Peru
Force India F1
Weber International • 11

13. Weber International • 13
About WEBER International
WEBER International is a consulting and dealmaking firm that bridges East
and West. We have close ties with China, and an intimate knowledge of
Chinese business culture. This enables us to provide leading European
and US companies with expert advice on how to enter and succeed in
the world’s rising powerhouse market – China. We are also engaged by
management boards to help them develop new business or marketing
strategies that will ensure they gain a firm foothold in this thriving and
dynamic market.

14. 14 • Weber International
Getting in touch
If you are interested in finding out more about how WEBER International
can help you enter the Chinese market, please do not hesitate to contact
us. We are looking forward to introducing you to your future business
partners.

16. GRONINGEN
Hoendiepskade 24
9718 BG
The Netherlands
+31(0) 503 139 740
info@webermc.com
AMSTERDAM
Herengracht 24
1015 BL
The Netherlands
+31(0) 204 205 424
info@webermc.com