Guiding light to China market entry (hktdc.com)


Timothy Peirson-Smith of Hong Kong-based Executive Counsel helps companies in UK and Europe make connections in China

A Hong Kong-based service provider is helping British and other European companies, mostly small and medium-sized enterprises (SMEs), develop a successful entry strategy to the vast China market.

Timothy J. Peirson-Smith, managing director of Hong Kong public relations and public affairs consultancy Executive Counsel Limited, said China is on everybody's lips - but entering the market is daunting to many Western businesses, especially SMEs.

"When you talk to someone in Birmingham or Cardiff, many people are bewildered by how and where to start. They know that China is a huge potential manufacturing partner and also a massive market, but how do you navigate through everything and find the right partner or joint venture?" said Mr Peirson- Smith, whose consultancy is affiliated with a network of partners in China and across the Asia-Pacific.

Mr Peirson-Smith attended last year's roadshow in UK organised by the Trade Development Council (TDC) - an event offering seminars and sector specific expertise focused on identifying opportunities in Hong Kong and China - to London, Birmingham and Cardiff.

Familiarisation

The roadshow resulted in Executive Counsel helping to organise a short familiarisation programme to Beijing for Birmingham-based sports training and development company Reward Sports Management Ltd. Its managing director, Ben Griffiths, credits Mr Peirson-Smith with helping to engineer his company's entry into China.

"We went to the TDC roadshow as we thought it'll be interesting to see what help was available in entering the China market," he said. "We did not know what to expect or come away with. Then we met Mr Peirson-Smith who set about finding us a contact in China who knew the sports industry inside and out."

Mr Griffiths said eventually, his company would have made it to China. "The big question is whether we would have found the contacts that Mr Peirson-Smith has found for us. In this respect, we regard his services as not only beneficial but essential."

It took about a year to get things ready for starting a business. By end of January 2006, Mr Griffiths will have an office in Beijing to look after China and other Asian markets. "We already have a number of other UK companies wanting us to take their sports products to markets in China and Asia," he said.

Business support

Mr Peirson-Smith arrived in Hong Kong 16 years ago to advise the government on strategy for the Hong Kong International Airport and port development project, and later on Hong Kong Disneyland and other infrastructural and environmental projects.

Having built a network of contacts in Hong Kong, China and throughout Asia, he started his own public relations, public affairs and brand development consultancy three years ago to help companies with China market entry strategy.

Hong Kong, he said, is an easy place to start a business. "It literally took me a few days to set up my business. The government is very encouraging to businesses, big and small. People may say the rents are high but I started in a well located and affordable business service centre before graduating to our own premises."

Hong Kong's free market, level playing field, fantastic support in terms of professional service and great infrastructure, all play a part in building the city into a regional business hub, he added. "You can fly from Hong Kong to Beijing and Shanghai in the morning, have meetings and then fly back on the same day. It's that easy."

TDC is organising another roadshow to the UK covering London, Manchester and Leeds (November 2 - 4) and Dublin in Ireland (November 7).

Besides Executive Counsel, other Hong Kong companies providing advice are: Asian Corporate Services Ltd; Cathay Pacific Airways: C.K. Cheung Consultants Ltd; Deacons; HSBC; ICS Trust (Asia) Ltd; Jetfax Consultants Ltd; Squire and Sanders & Dempsey. Invest Hong Kong, the Government agency tasked with attracting inward investments to Hong Kong, is also at the roadshow.

More information on the Roadshow in UK and Ireland - London, Manchester & Leeds and Dublin