The Negotiation

In this episode of The Negotiation podcast, we are joined by  Jerome Spitzer, co-founder of French Creations, a prominent F&B group headquartered in Hong Kong. Jerome has now established a new venture named Boheme Restaurant Group (BRG), which focuses on the restaurant industry. 

In our discussion with Jerome, we learn about his experiences in the restaurant industry in Asia and Europe. We also talk about the challenges of customer acquisition and his growth strategies in Hong Kong's competitive market, as well as the importance of adapting to different types of clientele.

 Jerome also shares his experiences designing and operating restaurants in Hong Kong and France, as well as  the impact of COVID-19 on the industry.  Enjoy!

Topics Discussed and Key Points:

• The origin of the name “Boheme”
• The difference between expatriate and local clientele in China
• How Jerome met Olivier and opened their first restaurant
• The reason for the success of Pastis restaurant 
• Customer acquisition 
• Adapting to changing customer expectations
• Jerome’s growth strategy for his company
• The importance of speed of business in Asia and how it differs from the standard approach in North America and Europe
• How Jerome and his partner managed to open 18 restaurants in 15 years 
• Challenges of opening a restaurant in France compared to Hong Kong
• Business operational efficiencies 
• The efficiency and pragmatism of government officials and laws in Hong Kong, including the process of obtaining licenses.
• Future expansion plans for BRG

This episode of The Negotiation podcast features part 2 of our in-depth discussion with Gordon Domlija, an advertising and media specialist with over 25 years of experience in communications and marketing.

In Part 2 of our conversation with Gordon, we continue talking about marketing in different regions of Asia. We dive into the various strategies Chinese domestic companies use compared to that of international brands, highlighting the importance of understanding customer needs and adapting marketing strategies accordingly. Gordon shares his insights on the role of self-expression in Chinese marketing and how the shopping experience has changed over time.

Last, we also discuss national pride's impact on consumer behavior and the challenges that Western brands may face when trying to compete in China. Gordon stresses the importance of localization and the need for brands to understand cultural differences in shaping consumer tastes. We conclude our conversation by exploring the potential of the metaverse in the advertising industry and how it may shape the future of marketing, especially in the APAC region. Enjoy!

Gordon can be reached at [email protected]

Topics Discussed and Key Points:

●      The importance of self-expression in marketing and how Chinese companies have capitalized on this trend

●      The changing experience of shopping in brick-and-mortar stores and how Chinese companies have improved their retail spaces and customer experiences

●      National pride and consumer behavior in China

●       The importance of heritage and history in Western brands, and the shift towards valuing quality and exclusivity in China

●      Effective localization of global products

●      The challenges potentially faced by foreign brands in China and the importance of understanding customer needs and competition

●      Gordon’s experience managing different APAC markets during COVID

●      The importance of understanding local nuances and customer needs in order to succeed in different markets

●      The population shift in Southeast Asia

●      The development of the metaverse and its relevance in Asia

●      Entertainment shopping 

This episode of The Negotiation podcast features part 1 of our BIG discussion with Gordon Domlija, an advertising and media specialist with over 25 years of experience in communications and marketing, and an expert in growing companies in China and Asia Pacific. Most recently, Gordon has launched Elucidate X as Co-Founder and Managing Partner.

In Part 1 of our conversation with Gordon, we explore the dynamic world of marketing and advertising during China's rapid urbanization and opening up between the mid-2000s and today. We take a deep dive into the innovative marketing strategies that have emerged in China, the challenges of implementing some of these strategies, and some of the effective communication strategies that fit the market that may be different from the rest of the world.

Our episode offers a comprehensive look at how both technology and China’s modernization have shaped marketing and advertising in the region and today’s best practices around connecting brands and customers. From social media platforms to cutting-edge marketing tools, we explore how brands can leverage the latest technologies in-market to drive business growth and stay ahead of the competition (which is a full-time job in and of itself). 

Tune in to gain valuable insights into the world of marketing and advertising in China and beyond, and discover the strategies that can help you achieve success in this rapidly evolving landscape. Enjoy!

Gordon can be reached at [email protected]

Topics Discussed and Key Points:

●      The rapid urbanization and economic growth that occurred in China in the early and mid-2000s.

●      How investment from the Chinese government led to unprecedented urbanization and opportunity in China

●      The marketing landscape in China in the year 2008 and how it evolved over the past 15 years

●      The importance of staying ahead of trends and keeping up with technology in advertising and marketing - especially in China

●      Gordon’s most memorable campaigns and experiences while working with innovative brands in China like Nike, Land Rover, and Meituan

●      Adapting effective communication strategies to fit the market

●      The complexity of consumer behavior and targeting in China

●      Why China is still an incredibly responsive market 

●      Role of technology and modernization in shaping marketing

●      Best practices for connecting brands and customers

●      Leveraging the latest technologies for business growth

●      Unique consumer behavior in China

●      Rapid responsiveness and monitoring of sales targets

●      Need for good advice and contingency plans for the China market

Joanna Hutchins is an expert in brand growth and innovation, with extensive experience across various product sectors of the China market. Joanna also serves as an adjunct professor at Duke University's China campus, and she has authored a new book titled Chinafy: Why China is Leading in Innovation and How the Rest of the World Can Catch Up. The book is scheduled to be released in March / April 2023 and will be available in stores in the US, UK, and SE Asia, as well as online globally. 

UPDATE - Joanna's book is now available on Amazon Singapore!! https://www.amazon.sg/Chinafy-Joanna-Hutchins/dp/9815044508/

In our conversation with Joanna, we learn about the evolution of the Chinese market over the past two decades and how major international organizations like Unilever (where Joanna worked) have found success in the region. We also discuss Joanna's new book, Chinafy: Why China is Leading in Innovation and How the Rest of the World Can Catch Up, which offers a deep dive into China's role in global innovation over the past decade, and what the rest of the world can learn from the market. As an innovation expert, Joanna also highlights several emerging innovations expected to shape the Chinese market in the next five to ten years. We discuss the pace of innovation in China and the potential opportunities that exist for businesses to take advantage of this wave. 

Our conversation offers a compelling look into the role of China in global innovation and how businesses can navigate the ever-changing landscape of the Chinese market. Enjoy!

Topics Discussed and Key Points:

●      Joanna’s new book 

●      Influences that have led to the growth of domestic Chinese brands  

●      The impact of China’s melamine milk scare on the branding landscape in the country

●      The era of multinational consumer brands in China and their dominance

●      The Unilever corporate master brand and how it was significant in marketing products in China

●      The early days of the internet and e-commerce in China

●      The role of e-commerce in addressing logistics and transportation challenges in second and third-tier cities in China

●      The intersection of design and business growth, and the importance of design in the China Market

●      Brand collaborations in China and why they make sense there, better than anywhere else

●      How China is an effective sandbox for brands to flex their design muscles

●      China's innovation and influence on the West

●      BYD: a Chinese firm that has expanded its business from producing rechargeable batteries to selling electric cars and buses

●      Social commerce in China and the rise of Tik Tok as a marketing tool 

●      The potential that exists in reverse innovation

●      The velocity of innovation in China

●      The future potential of China’s consumer brands 

●      How technology can disrupt consumer segments 

In this episode of The Negotiation, we continue our conversation with Gil Chavez, a seasoned specialist in global marketing and communications. With a career spanning over three decades, Gil has honed his expertise in marketing, particularly in the Asian region. In addition to his vast experience, he is also a top-rated professor, having taught over 100 courses in a 24-year teaching career.

In this episode, we continue to dive into some of the cultural differences between the West and the East. We explore various negotiating tips for Japan and how that process can vary from that of the USA and Canada, including the ceremonial aspects of negotiation and effective communication. We conclude our conversation with Gil by discussing famous business leaders and how they are perceived in Japan. Enjoy listening!

Topics Discussed and Key Points:

●      The difference between a CEO’s humility and arrogance 

●      Negotiations and building relationships in Japan

●      Reverse negotiations in Japan

●      Ceremonial aspects of the art of negotiation and communication in Japan 

●      The potential lack of self-awareness among executives when moving up the ladder 

●      Diverse approaches to managing both oneself and others that can aid in progressing from a young executive to a senior executive

In this episode of The Negotiation podcast, we are thrilled to be joined by Joseph Cooke. Joseph is the Co-Founder and President of WPIC Marketing + Technologies, and he recently returned from his first trip to China in 38 months, having spent a week and a half there. As one of the first North American business people to visit China since the initial COVID lockdowns in 2019, we thought it would be a great opportunity to bring him back on the show to share his insights on the current situation in China.

Today, Joseph provides insights into the changes in China he’s seen over the 3 years since he last visited. Our discussion focuses on China's economy and markets, examining how the country is expected to evolve in the future.  We discuss sectors in China that have undergone significant transformations before concluding with a discussion on major upcoming marketing, sales, and shopping events in the country. If you plan to expand your business into this lucrative market or even travel to China in the coming year, don't miss out on this episode. Enjoy!

Topics Discussed and Key Points:

●      Joseph’s life in China pre-COVID

●      Arriving in China and going through the airport

●      Domestic travel in China

●      Rebuilding connections 

●      China’s economy and where it is heading

●      China’s welcoming of foreigners post-COVID

●      Sectors in China that have seen a drastic metamorphosis

●      Changes in the Chinese market over the previous few years

●      Habits in China impacted by COVID 

●      Micro breakdowns of specific sub-sectors 

●      Queens Day and 618- the major holidays in H1 in China

This episode of The Negotiation features part one of our conversation with Gil Chavez, a seasoned specialist in global marketing and communication. With a career spanning over three decades, Gil has honed his expertise in marketing, particularly in the Asian region. Alongside his vast experience, he is also a top-rated professor, having taught over 100 courses in his 24-year teaching career.

In this episode of the podcast, we dive deep into the corporate communications differences between Japan and the US, starting off with the financial services sector. We then discuss social media marketing in Japan, including the rise of TikTok in promoting major brands and how the principles of success in the space have evolved over time. We also discuss how broader corporate communications differ between Japanese and North American audiences, as well as CEO advice for B2B versus B2C communication. Additionally, we touch on international brands that have found success in social media marketing in Japan and the different approaches for media training that Gil uses in Japan versus the West. Gil also highlights some of the skills that have contributed to his success in his work, and best practices for succeeding in the Japan region. Enjoy!

Topics Discussed and Key Points:

●      Gil’s experience with IBM's Asia Pacific team

●      Corporate communications in Japan

●      CEO media training in Japan

●      Stories about Toyota's first significant losses back in the ‘90s and Akio Toyoda's takeover

●      The financial services sector in Japan and the US and the differences in corporate communications in that space

●      Social media marketing in Japan and the principles for success

●      How TikTok has taken Twitter's position as the leading platform in Japan for promoting major brands

●      The role celebrities and influencers play in social media marketing 

●      Why Japan is all about quality

In this episode of The Negotiation, we continue our conversation with  Morgan Keldsen, a renowned international business development and retail expert. With a career spanning over two decades, Morgan has worked with some of the biggest names in the industry, including Stüssy, Nike, Converse, and Vans. Today, he offers his expertise to organizations in the athletic and fashion lifestyle space, helping them navigate the complex business landscape of the Asia-Pacific region.

For brands without existing relationships in the Asian market, the episode provides tactics and strategies to help them enter the market successfully.

This episode starts off by taking a deep dive into the history and growth of Stüssy, a popular streetwear brand that Morgan worked with, helping them in APAC. We explore how the company transformed from a wholesale-focused business to a direct-to-consumer (DTC) model by tightening its distribution. The conversation also touches on the significance of choosing the right collaboration partner in Asia and the impact of the Covid-19 pandemic on the fashion and lifestyle industry, which, among other things, exposed companies who suffered from poor relationships - especially in Asia, where so much of the world’s supply chain is managed. We then hear from Morgan about his experiences navigating the pandemic while working at Vans. Finally, we discuss the potential of the metaverse as a marketing tool in Asia and the future of consumer behavior in the APAC region. Enjoy!

Topics Discussed and Key Points:

●      Introduction to Stüssy and its origins as a skate brand

●      How Stüssy focussed on tightening the brand's distribution and moving away from wholesale to a DTC-forward brand

●      Tactics and strategies for brands entering the Asia market without existing relationships

●      How important it is for brands to allow consumers to feel your personality or soul

●      Brands Collaborations in Asia and why they resonate in the region

●      The Covid-19 pandemic and how it exposed companies that had poor relationships 

●      Market Authenticity

●      The future direction of consumers in Asia.

●      APAC region: macroeconomic and geopolitical evolutions that are affecting the relationships between different markets

●      The metaverse as a marketing tactic

This episode of The Negotiation features part one of a two-part series with Morgan Keldsen, renowned international business development, and retail expert. With a career spanning over two decades, Morgan has worked with some of the biggest names in the industry, including Nike, Converse, and Vans. Today, he offers his expertise to organizations in the athletic and fashion lifestyle space, helping them navigate the complex business landscape of the Asia-Pacific region.

In this episode, we learn about Morgan's background, how he got into China and began working with Nike, and what makes the brand so iconic around the world. Morgan also shares his insights on the challenges he faced while working with the Jordan brand and how he navigated them. Additionally, we dive into the importance of localization in product design, marketing, and merchandising, and how it differs between different consumer markets in Asia. Whether you are a seasoned business professional or just starting out, you can’t afford to miss this enlightening conversation with Morgan Keldsen. So, sit back, relax, and get ready for part 1 of The Negotiation with Morgan Keldsen. Enjoy!

Topics Discussed and Key Points:

• What makes Nike an iconic brand 
• Morgan's work and achievements with the Nike brand in Asia
• Consumer market nuances in Asia
• Why it's important to find ways to appeal to local consumers
• The different ways to find business success in the athletic and fashion industry
• Localization of product design, marketing, and merchandising 
• Consumer offline shopping in Japan versus that of  Vietnam and Singapore
• The effects of DTC on the merchandising of products
• The challenges of launching the Converse brand in Asia

Notable Quotes

“As I was getting ready to go to college, Mom said, " you know, French is nice, but you're gonna have to get a job. You should think about the future, and Asia is the future.”

“My whole goal was to see if there was a way to work for a big American company to help crack the China market. And as you all know, looking back at China in 1991, it was a very different landscape than where we are now.”

“The thing that I'll always say about Nike, that I'll always have the utmost respect for the brand is the focus on innovation in all regards. So obviously the product - but when you look at the marketing and retail and digital, they really are world-class.”

“Being in Asia in the late nineties, early 2000s, those were the earliest days of Nike sportswear really coming to birth and we were allowed and took advantage of making a lot of great collaborations with Japanese streetwear artists, creatives. We did all the initial Chinese New Year products for China as we were first coming out.”

“The time I was managing the Jordan brand, I was also managing Nike basketball. So, I was in a bit of a hybrid role at that time. The Jordan brand was still a relatively small part of the business globally, unlike today.”

“We were blessed with so many resources, but at the same time, there's a lot of attention and pressure. So, it's a challenge in that way, but it's more managing the opportunity than scratching out and trying to create something from nothing.”

“I think when you look at North Asia, if you look at Japan, China, Korea, there's a real synergy between the markets as far as influence goes, whether it's music or art that does influence, this space for products.”

This episode of The Negotiation features part 2 of our conversation with Igor Duc. Igor is the Founder & CEO of Native Union, a consumer electronics accessories company that combines the finest hand-picked materials, thoughtful design, and considerate details to create products with personality, empowering the modern lifestyle.

Today's episode continues our conversation with Igor, as we talk more about omnichannel retail and marketplaces, premium branding and pricing, and the future of retail and commerce. We finish the chat by discussing environmental sustainability.

Topics Discussed and Key Points:

• Omni-channel and marketplaces 
• Why Hong Kong's retail industry is still relevant today
• Premium branding and pricing 
• Insights and nuances of the consumer electronics accessory space
• The future of retail and commerce around the world 
• The purpose of retail today 
• Why modern retail must be thoughtful and design-oriented
• Environmental sustainability 

Notable Quotes

“It's much more difficult to sell a premium product and experience when your product is not well displayed.”

“We are not very good and we absolutely have to adapt our game online. But I believe, that we could do it, we could completely sell the craftsmanship, the attention to detail online.”

“It's probably more difficult to be selling premium than a luxury in Asia and to be selling premium than [mass market].”

“People say, oh, I created a brand. I don't think you create a brand. I think you create products and you become a brand”

“If the right people see you in the right places, that will make you a cool brand. So you must be careful not to be in the wrong places and be good enough to interest the right places”

“If your consumers care for brands that do high-quality crafted products, I think these consumers could be all over the world..”