China: Local market knowledge pays great dividends

Taking your time getting to know the Chinese market and cultivating business 'guanxi' will enable your company to reap the rewards, according to investor Fred Combe.

31st March, 2012
China: Local market knowledge pays great dividends
Fred Combe, co-founder, China International Duty Free.

Taking your time getting to know the Chinese market and cultivating business 'guanxi' will enable your company to reap the rewards, according to investor Fred Combe. 'Guanxi' is the Chinese word for relationships. It is an important term when it comes to business in this region.

"Asians take a far more long-term view on business, so the development and courtship of the relationship are essential," said Combe, who is an active investor in start-ups across...

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