To find a leading edge, banker does the math (hktdc.com)


	Anthony Solimini of Sandler Sales Institute found Hong Kong offered even more opportunities than he bargained for

Anthony Solimini is a numbers man. The former cash management banker knows a bargain when he sees one, and when looking for a place to start his own business, in Hong Kong the numbers added up.

Mr Solimini opened Sandler Hong Kong, the first Asian franchise of US-based sales management giant Sandler Sales Institute, which has franchises in 175 locations in the US, Canada and Europe. He chose Hong Kong as the best place to gain exposure to multinational companies (MNCs) - his target clientele - and a foothold to the Chinese mainland.

"I had been working in Asia for almost 10 years in the financial services industry (ABN Amro, HSBC and Standard Chartered), and was considering leaving corporate life and starting my own consulting firm," Mr Solimini said. "I then had some discussions with friends and ex-colleagues, and recognised that there was a need for sales and communication skills in Asia - specifically in China, which was now booming and having to communicate and trade directly with the US. I felt that Singapore was too small a market, and too far away from China, so we opened the first Sandler Sales Institute here in Hong Kong in September 2003."

SME bonus

Before long, further opportunity had presented itself. In addition to its large concentration of MNCs, Hong Kong is the SME (small and medium-sized enterprises) capital of the world. By taking on a local associate, he was able to offer all courses in Cantonese and Putonghua. This proved to be a valuable resource for SMEs in the booming Pearl River Delta, who now account for nearly 20 per cent of the firm’s business.

Sandler’s participation in Hong Kong’s annual SME World Expo, organised by the Trade Development Council, provided a fruitful networking platform. "We sponsored and had booths in the last two expos, and plan on sponsoring again in 2006," Mr Solimini said. "We find it a great way to not only generate leads, but also get our brand out in the community."

For an entrepreneur with vision, Mr Solimini recommends Hong Kong as a great place to start. "There are two key reasons - one is the ease with which you can set up and operate a business," he said. "The people, the government and the culture here are all about opportunity. The second is the proximity to China. China is the future, and we see Hong Kong as a great location to take advantage of the opportunities that will come our way from the mainland."

Continued growth

Sandler Sales Institute is a 40-year old company focused on what it calls the "success triangle" - behavior, attitude and technique. It specialises in sales and communication skills, and the implementation and right mind set to use the skills effectively. Sandler’s major courses are Sales Training, Sales Management, Presentation Skills, Customer Service and Leadership

Originally Mr Solimini started the business as a sole operator. In July last year he recruited two associates, one a fellow American and the other a Hong Kong local. With Hong Kong providing a solid foundation, he intends to recruit more business development staff, and continue to grow the business in China.

"We will of course stay true to Sandler’s core values," Mr Solimini said. "For the next year or so we will continue to service China out of Hong Kong. We will also be looking for additional opportunities in China through Hong Kong partnerships."