Australian Business Forum helps Australian SMEs and businesses to understand the Chinese market and refine their China strategy. http://abf.events/ ABOUT THE PRESENTATION BELOW Green Frog, working out of Adelaide with local support, talk about their China success, and highlight the advantages that Adelaide and the State have on the international stage. "Adelaide – China joint manufacturing is not a dirty word, it’s the future that can keep our immensely talented workforce busy" "Internationally products made in Australia are highly regarded, Products “designed in Australia” will also be highly regarded" Originally presented at Australia-China BusinessWeek 2015 Adelaide, with the support of the Australia China Business Council (ACBC)

1. Case Study –Green Frog Systems
South Australia and China’s Engagement
Strategy success story

3. • Design high quality LED and solar
LED Street / lighting solutions
• Design, R&D and long term testing
here in Adelaide
• Component sourcing from
Australia, USA, Japan assembled
in China to high standards
• We use local SA Engineers,
fabricators, installers for all
prototyping and design.
• Growing success in Australia and
internationally (recent article by
Lux magazine UK)
• Support from local SA councils
with our prototypes
Flinders Ranges Council, Tea Tree Gully Council,
Mt Gambier Council, Victor Harbour Council
Business Model

4. Anticipated product purchase
1. Send list of requirements (multi page) to many suppliers in
China
2. Stipulate all parts must be “high quality” and await quotes
3. Pay for and await samples
4. Pick the best supplier
5. Rebrand, Train staff, hold stock, Re-order Happy Days
Reality product purchase
1. Supplier didn’t really understand complex sentences (requirements)
2. Cultural differences
3. Agents involved – lack of understanding, heavy mark-up of products
4. Didn’t understand our environment (temperature, BIRDS, UV)
5. Suppliers sold 95% of there products into China (lower standard)
6. Poor quality materials
7. 1-2 year lifespan instead of 5-10 years

5. You can manufacture high quality
widgets in China
Success steps in component manufacture in china
• Built our own prototypes
• We took a interpreter from Adelaide
• Visited China with translator with our own products / drawings
/ translated into Chinese
• Visited every supplier and component supplier (talked to
them)
• Explained “WHY” it needs to be “THE BEST QUALITY”
• Only purchased from suppliers that have “significant export
contracts”
• Reviewed Quality systems
• Developed our own work procedures
• Developed sub assemblies that can be assembled in Australia
(for our custom projects)
• Studied Chinese ( 3 years)
• Low quantity is OK….Don’t need to buy 10,000 units anymore
Advantages
• Speed to market is much quicker
• Lower cost (no middleman)
• Greater control
• Your IP

6. Grow your business by thinking
globally
Summary
• Adelaide – China joint manufacturing is not a dirty word, it’s the future that can
keep our immensely talented workforce busy
• Internationally products made in Australia are highly regarded, Products
“designed in Australia” will also be highly regarded
• Be upfront with your customers, they will appreciate your honesty about how
you have a modern business model
• Learn the language, or hire staff that can/ engage the ACBC
• Significant opportunity for investment into “technology based” businesses,
rather than traditional property / agriculture

7. Thank you
P: 08 7200 3909
E: sales@greenfrogsystems.com.au
@GREENFROGSYSTEM
GREENFROGSYSTEMSAUSTRALIA