1. Team name: China United Team
2015/10/22

2. 1、How entrepreneurs in emerging market create their
business institution and culture environment?
2、What differences between entrepreneurs in Silcom Valley
and emerging market?

3. Background*
• know the
knowledge of
comprehensive
environment.
Especially
politics ,money
and people.
Industry
• analyst the
industry you
concerned
with. Find out
the special
factors of
opportunity
and challenge.
Position
• find the right
position in the
target market
by SWOT
model with
your idea.
Operation
• plan to build
brand and
explore the
market
continually.

4. Politics: Support or Restrict——In China, the government can make policy to
influence the industry development.
Support: <Made in China 2025 plan > :A roadmap for the future of manufacturing in
China. The plan focus on about 10 future industries： （1）New Generation
Information Technology、（2）High-end equipment、（3）New material、（4）
Biological medicine、（5）Agricultural machinery equipment、（6）Electric
power equipment、（7）High end NC robot、（8）Aerospace equipment、
（9）Marine engineering equipment & High tech ship、（10）Advanced rail
transportation equipment。
Restrict: according to the<Opinion on the implementation of the negative list system
of market access >&< Catalogue of foreign investment industries (2015
revision)>, government has listed the industries that has restriction. Some
industries is not open to Private enterprise or foreign company, you may
have to cooperate with State-owned enterprise.

5. Money: Investment environment、Interest rate & Exchange rate .
Pre A Round A Round B Round C Round
200,000+ 800,000+ 1,800,000+ 8,000,000
The average amount of financing in Chinese internet industry: USdollar
Many entrepreneur have experienced
the period Pre A to C in 1 year.
• The rate of interest and exchange changed between 2006-2015.
4
4.5
5
5.5
6
6.5
7
7.5
8
2006 2007 2008 2010 2011 2012 2014 2015
lendingrate of RMB in China（%）
less 1 year 1year-5year more than 5 year
• Chinese capital market have a seasonal rhythm, it is easier to find the capital support in spring and
autumn. The magnet is changing every year , 2010-2012 Social Media, 2013 Mobile Game , after 2014 is O2O.
0.12
0.13
0.14
0.15
0.16
0.17
2006 2007 2008 2009 2010 2011 2012 2013 2014 2015
Exchange rate: RMB/USD
USD/RMB

6. Human resources(Skilled employee、R&D personal)
40%
25%
25%
10%
Channels for worker
Fellow introduction Direct recruitment
Emplovment office other
Customer: revenue and Expenditure
75%
20%
5%
Channels for White collar
Recruitment website Job fair other
Chinese R&D personal in 2012
Region Total(thousand)
National Total 288.3
Eastern China 193.2
Middle China 59.5
Western China 35.6
31%
23%12%
11%
8%
7%
6%
2%
Expenditure accounting in
2013
food&drink
living
Communications and
transportation
education、
culture&entertainment
clothes
health care
basic goods and
services
other
Average Salary in China (USD/1year)
3000
4000
5000
6000
7000
8000
9000
2006 2007 2008 2009 2010 2011 2012 2013
Average wages of urban workers
（USD/1 year）
$5,363
$3,943
$3,470
0
1000
2000
3000
4000
5000
6000
Eastern China Middle China Western China

7. FOCUS ON THE CHANGE
AND GRASP THE TREND
1990s 2000s 2010s 2020s
Micro industry: period of Development
Material Manufactuer E-commercial
10.0
20.0
30.0
40.0
50.0
60.0
70.0
Macro industry: Proportion of industrial
employment
primary industry second industry service sector
 The Primary Industry is in recession (but still
undeveloped), the labor is flow to the second industry
and service sector.
 The Manufacturing Industry: grow fast during the
1990-2010,then suffer a decline after 2013.
 The Service sector and other High tech industry
grow fast after 2000, especially after 2010.
Potential
entrants
Substitute
SUPPLIER CUSTEMER
COMPETITOR
Opportunity
Challenge

8. INNOVATION AND STRAGETGY CHOICE
CROSS DISCIPLINE
Cross domain
INDUSTRIAL
EVOLUATION
breaker
NON INNOVATION
SCOPE INNOVATION
Bettercheaperfaster
BUSSINESS MODLE
AND PROCESS
Technology
W-O S-O
W-T S-T
It is suitable to be a finder if you are a
beginner in Consumer market . Subversive
innovation is effective in china .
It is suitable to be a seeker if you already have
the foundation in the industry, especially the
Manufacturing industry.

9. RIGHT POSITION & BRAND
Formation of company -good location good beginning
• Define their company's market position, then choose a birthplace where it is easy to
gain resources and less competition .
• eg. The founder of Venustech , Miss Yan Wangjia, seize the current gaps in the
market, positioning itself for the Internet security company and located in Beijing.
Because Beijing is the center of China's Internet market, It is much more close to
customers.
Build brand - create a simple local name and promote online
• A simple, memorable name wins the hearts and minds of customers
• eg. Dianping.com. The name in chinese means everyone can published and share
reviews on that website . Taobao.com means search lot of funny goods on the website.
• 70% Chinese consumers are linked with mobile internet, It is very important to
promote the brand online, especially in common or social media like Baidu、Dianping.

10. CHANNEL INTEGRATION AND
MARKET EXPANSION
Channel management - Channel integration and platform
construction
•Many chinese market are less concentration. Levels of channel development differ from
regions, local suppliers are strong in the local area. entrepreneurs have to do channel
integration.
•Online platform like B2C B2B can overcome many barriers of the traditional channels,
but need high requirements for logistics management.
Market expansion – deal with Opportunities and Challenges
• The best time to expand market when there are challenges. It is better to combine your
business with traditional and necessary needs or cooperate with other industry.
• eg.Wechat Payment VS Alipay. Wechat payment expand 400 billion by the function of
“red packets (お年玉)“and cooperate with DiDi, Alipay resolved challenge by explore 0.3
billion offline stores , consumer will pay by Ali APP when shopping everywhere.

11. IMPROVE THE RELATIONSHIP WITH
YOUR EMPLOYEE & CUSTOMER
Team Building-build up a relation ship with your employee
• Combining the characteristics of Chinese culture with
company,enhance the sense of belonging and give them room for
improvement.
• Example： Huawei.
• “Employee stock ownership” wolf culture
Customer service -create more added value to customers
and listening to customer feedback
• eg.IBM has become a services provider in china；
• eg.Haier,Three Squirrels.