In 2005 we first entered the Chinese market. We found a distributor in China
but we didn't have much success. After four years we decided to seek different
distribution channels. Austin Zhao and I discussed our situation and his approach made sense to me, so I had him propose his plan to our Board of Directors. Austin proposed a plan to do a market analysis and then from that study he could make definitive recommendations on a plan to penetrate the market. He proposed a budget to get that accomplished. We decided to engage his services and in January of 2009 he set about conducting an extensive market survey and analysis of our competitors and our industry in China. A few months later he submitted that the results of that analysis along with several recommendations for our consideration as to as to how we can go about achieving our goals in China.
After extensive consultation with Austin Zhao and his Pathway to China team we decided on a definitive course of action and with Pathway to China's expert guidance, together we went about executing that plan. Austin's research identified target distribution and he negotiated the contract for us and together we established new distribution in China. After this was done I traveled to China for the first time, whereupon it became immediately apparent that in order to fully succeed, we would continue with Austin and Pathway to China, as we developed the market. To go it alone without his contacts, cultural guidance and the associations of Pathway to China would be folly. In China you need a “China Hand”. This is someone who is versed in Chinese culture and customs. We would need someone to represent Titan to the Distributor and to the customers and potential customers. That someone needs to be well versed in Chinese customs, culture and the business climate. Austin has the rare qualities of being native Chinese and also being an American. He has a unique capability to bridge both cultures. This is invaluable in developing and nurturing the Chinese market.
After Pathway to China set about overseeing the Chinese operation for in July 2009, our sales to China have been dramatically increased. He didn't just get us distribution; he got us the right distribution and set up the contractual relationship which would best benefit the distributor and Titan.
In the first three months our sales to China were many times what the old distributor did in the previous four years, combined. Since then, our business in China has been growing rapidly under the management (coordination/assistance) of Pathway to China.
Doing business in China requires that you understand and be able to navigate the language and cultural differences in order to successfully penetrate the market. While this is generally true anywhere, it is especially critical in China. Pathway to China has the contacts, knowledge and connections necessary to successfully start and envelope a business in China. Simply put; Pathway to China delivered more than it promised. I highly recommend Pathway to China to any company that wants to successfully do business in China.
Peter A. Rosa, President
Titan Technologies International, Inc.
Our organization was introduced to Pathway to China in 2005. Since that time they have been a valued ally in our pursuit to reduce costs and maintain customer satisfaction. Pathway to China has helped us source several materials directly from Chinese manufactures which provided savings up to 60% from what we were paying. As a strategic partner, they have helped us enter into the arena of global sourcing.
For every transaction, we simply make a phone call and they take over from there. We never expected we would be able to source from China so easily and cost effectively. Now we treat Pathway to China as our China Procurement Department.
Christopher P. Ranieri, Vice President of Operations
Hendee Enterprises, Inc.
We are very satisfied with the market investigation and feasibility study done for us by Pathway to China. They understand our concerns in dealing with the Chinese market and customers, and they can guide us through some of the pitfalls ahead. All the services have been professionally handled.
Leif R. Syversen, President
Dyna-Drill Technologies, Inc.
We engaged Pathway to China in late July of 2008 to provide our US staff and
contractors with Cultural Sensitivity Training in preparation for the 2008 Beijing Summer Olympics in China. It was essential to the success of our Olympics Hospitality Programs that all of our staff would have a solid understanding of the business culture in China in order to successfully engage and work with our Chinese vendors as well as temporary Chinese staff we had hired to provide service to our clients.
Pathway to China prepared a customized 3 hour Training Program for our staff specifically centered on the challenges we were likely to encounter in our line of business. Pathway to China's ability to quickly understand our business, the scenarios we would encounter and develop custom training material was critical to the success of the training. Austin Zhao who conducted the training has a great grasp on Western/US Culture and expectations and was able to therefore contextualize the training every step of the way. The value that our staff derived from the training was immediate as it prepared them for working in China and dealing with the cultural differences before arriving in Beijing which allowed us to think through several staffing and logistical problems that without the training would have been expensive mistakes for us.
We will definitely use Pathway to China again in the future and strongly recommend them to anyone preparing to conduct business in China.
Philippe Tanguy, CEO & President
Pathway to China did a very thorough and dedicated approach to the creation and
planning of my business trip and itinerary, as well as consideration of culture and potential needs. Excellent counsel and guidance on getting the most from the limited time I spent in China.
Matt Kramer, General Manager of Houston Branch
Williams Scotsman, Inc.