Presentation by Kuan Yan

1. Overview of Entrepreneurship
in Hangzhou杭州在创业指南
and Chinese business culture 101
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2. Agenda 提纲
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Part 1:Entrepreneurship in Hangzhou
第一部分：杭州在创业
1.About speaker 关于演讲人
2.Key notes about Hangzhou City 杭州介绍
3.Overview of entrepreneurship in Hangzhou 创业在杭州
指南
5.What kind of startups in Hangzhou杭州创业项目分布
6.Why Hangzhou?为什么是杭州？

3. About of speakers 关于演讲人
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Feng, Junfeng 冯俊峰 Director Of US Office 美国办事处主任
• MSc Finance and Investment from Queen Mary, University Of London
金融与投资硕士 伦敦大学玛丽皇后学院
• Joined the Hangzhou Future Tech City in 2009
2009年加入未来科技城
• Helped Hillary Clinton find sponsor for USA Pavilion in Shanghai EXPO in 2010
2010年帮助美国国务卿希拉里寻找世博会美国馆赞助商
• Relocated to Bay Area to establish the US branch company in 2013
2013年前往美国湾区设立美国办事处
• Facilitate the collaboration between Future Tech City and 500 Startups in 2015
2015年帮助科技城和500 Startups之间建立联系，并最终促成合作

4. Key notes about Hangzhou 杭州介绍
• Capital of Zhejiang Province 浙江省省会
• Beautiful city build around the West Lake 依湖而建的美丽城市
• 6506 sq. mi 面积6506平方英里
• over 9 million people 人口超过900万
• Over 20% population received high education 超过20%的人口接受过高等教育
• Major industries including: banking,media, e-commerce,automobile,real-estate and
pharmaceutical

5. Overview of entrepreneurship in
Hangzhou 杭州创业指南
• Growth rate of Hangzhou startup companies is 32.4% avg. in last 3 years. Compare with
Beijing(30.2%), Shanghai(27.1%), Shenzhen(29.3%)
• 过去三年中杭州创业公司的平均增长率是32.4%，相比北京30.2%上海27.1%深圳29.3%
• 60% of entrepreneurs had work experience in Alibaba, 3% from Microsoft, 2% from 163.com
• 60%的创业者在阿里巴巴工作过，3%来自微软，2%来自网易
• 33% of entrepreneurs graduated from Zhejiang University 4% from Zhejiang University of
Technology ,3.7% from Shanghai Jiao Tong University
• 33%的创业者毕业于浙江大学，4%毕业于浙江理工大学，3.7%毕业于上海交通大学
• Around 37% of startups get invested. Most of them are: e-commerce, financing,O2O and
Social Network Service.
• 37%的创业公司获得了投资，主要集中在电商，金融，本地生活，社交网络服务等领域

6. What kind of startups in Hangzhou?
杭州创业项目分布
• Top industries are E-commerce(18%), enterprise service(12%) ,Finance (8%),
entertainment(8%) , O2O Service (8%), Social Network (7%) and Education(7%)
• E-commerce
• enterprise service
• Finance
• Entertainment
• O2O Service
• Social Network
• Education
• Vehicle & Transportation
• Game
• Software Tool
• Mobile Internet
• Hardware
• Travel
• Real Estate Service
• Advertisement
• Health Care

7. Why Hangzhou? 为什么杭州?
Reason 1: Government loves innovation
理由1：政府热爱创新
Electrical bus with free Wi-Fi
免费上网的电动公交车
Social security card
Medical Insurance, Library card
Travel card for Subway, Bus, Taxi, Public bike
parking fee, shopping at convenience store
社保卡
医保、借书证、公交卡、支付停车费，便
利店购物
Time Shared EV
for Publics
分时租赁的电
动微公交
Dave

8. Why Hangzhou?为什么是杭州？
Reason 2: Entrepreneurial culture 理由2：创业文化
• 1650 startup events in 2015
2015年在杭州举办了1650 场创业活动
• Hangzhou have over 120 Coworking Space
杭州有超过120家众创空间

9. Why Hangzhou?
Reason 3: Capital 原因3:资本
• Zhejiang province has the largest private sector in China mainly based in
Hangzhou 浙江有中国最发达的民营经济，并且主要集中在杭州
• Strong local inventors and venture capitals 强大的本地投资人和风投机构
• International VC are also interested in Hangzhou 国际风投也对杭州感兴趣

10. Hangzhou is a fun place to live
生活在杭州很欢乐
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11. 11
Agenda
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Part 2:Chinese business culture 101
1.About me
2.Culture differences
3.Examples!
4.Q&A

12. 12
About me
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Kuan Yan
• 3 years in the United States
• International Business in SVSU
• Cross-cultural communication
• Foreign affair in Administrative Committee of
Hangzhou Future Sci-Tech City

13. 13
Culture differences
Cultural Values
Expressed
West
(America & most European
countries)
East
(The Chinese and Most Asian
cultures)
Nature of the Business
Relationship
Less important, tend to substitute
relationship for written agreement,
superficial, easy to form, not long
lasting
Most important business cannot
occur until relationship if sound,
written agreement secondary to
guan xi, hard to form, long lasting
Conflict Resolution Trial or confrontation, use of
lawyers and courts
More mediation though trusted
third parties
Time Sense During Meetings Be on time and end on time Appointments less driven by
exact start and end times
Conflict results Perception of two states: win or
lose
Win-Win
To lose is to win
Lose in order to win

14. 14
How to make a handshake
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• Let lady/elder/senior/host stretch out his/her
hand first
• Always determine who is the most senior
person and shake hands with that person first
• Make a formal but light handshake-strong
handshake may take as an unfriendly behavior

15. 15
Exchange business cards
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• Give and take business with two hands
• Make sure it is up-side-down from your side
for recipient could read it easier
• Read the name and title in the card
• Call his/her name with title
• Put business card in your front pocket,DOT
NOT put into your trouser pocket

16. 16
Dining Etiquette
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The order of seat in a formal banquet
1. Main host
2. Main guest
3. Main guest
4. Host
5. Host
6. Guest
7. Guest
8. …
If you are not sure where is your seat, wait
for the host for further instruction

17. 17
Something unexpected
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• Not everyone following the etiquette
• Business etiquette may very depend on the
region
• If the host start to follow American business role,
keep to follow Chinese business etiquette to
show your respect and, give them Mian Zi

18. 18
Q&A
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19. 19
Thank you!
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Pic from:www.saos.biz, julianaquinterol.blogspot.com, laurenlox.com, sinolat.wordpress.com