China symposium, Cultural bridge building for successful business relationships
1. CULTURAL BRIDGE BUILDING FOR
SUCCESSFUL BUSINESS RELATIONSHIPS
12 November 2013
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2. COMPONENTS OF PRESENTATION
• Traditional wine markets
• Developing wine markets
• The importance of BRICS
• Why China?
• The Chinese Challenge & Our Approach
o Chinese Wine Market
o Culture – traditions & tastes
o Distribution
o Marketing opportunities
• Conclusion – bridging the cultural divide
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4. TRADITIONAL WINE MARKET
What is happening in our traditional wine markets*?
Bulk wine exports 2006 – 2012 (litres)
* United Kingdom, Germany, Sweden, Denmark, Belgium & The Netherlands
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5. TRADITIONAL WINE MARKET
What is happening in our traditional wine markets*?
Bottled wine exports 2006 – 2012 (12 x 750ml packs)
* United Kingdom, Germany, Sweden, Denmark, Belgium & The Netherlands
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7. DO THE BRICS STACK UP?
2012: SA wine exports to Eastern
Europe: 435 477 x 12
2012: SA wine exports to
Far East: 912 736 x 12
2012: SA wine exports
to Middle East:
430 785 x 12
2012: SA wine exports to South
America: 80 477 x 12
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8. DO THE BRICS STACK UP?
SA wine exported from Jan - Dec 2012:
China
Far East
Litres
Total
12-Packs
Litres
12-Packs
6045390
671710
8214626
912736
China accounts for 73.6% of all SA wine exports to the Far East
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9. DO THE BRICS STACK UP?
Russia per capita
consumption: 7.14L
China per capita
consumption: 1.31L
India per capita
consumption: 9ml
Brazil per capita
consumption: 2L
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12. WHY CHINA?
Population statistics (2012)
China
1 351 000 000
UK
63 223 000
USA
313 900 000
Europe
739 200 000
Earth
7 046 000 000
China as a percentage of the
world's population
19.17%
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13. WHY CHINA?
Wine Consumption per capita in China (litres)
2011
0.5
2012
0.9
Growth of 0.4 litre per year
•
If wine consumption in China grows with 0.4 litre per year:
•
The growth potential is 320 000 000 bottles for the next year
•
20% of total wine consumption in China is imported wine =
64 000 000 bottles of imported wine
•
2% of the imported wines to China comes from South Africa =
1 280 000 bottles of wine from South Africa
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2013
1.31
14. OVERVIEW OF CHINA
•
1 351 000 000 people
• Massive shift of rural to urban populations
(200 cities with more than 1 million people, 25 greater than 5 million)
•
23 provinces, 5 autonomous regions, 4 municipalities, and 2 Special
Administrative Regions
•
All power within People’s Republic of China - three bodies:
Communist Party of China
State Council
People’s Liberation Army
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17. OVERVIEW OF CHINA
FOREIGN INVESTMENTS
Bordeaux domains owned by Chinese investors at the end
of August, 2013, as listed by BORDEAUX SUPERIEUR:
1.
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11.
Château Vieux-Brondeau
Château Branda Cadillac-en-Fronsadais
Château Baby
Château Blanchet
Château de Lugagnac (Pellegrue)
Château la Bourguette
Château Thébot
Château de Cugat
Château Latour Laguens
Château Bertranon
Château La Dominante
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19. CHINA OVERVIEW
SOUTH AFRICAN INVESTMENT
WINE EXPORTS TO CHINA (12x750ml packs)
2011
2012
Total SA Wine
592244
671710
Total La Motte + Leopard's Leap +
L'Huguenot
127600
158400
La Motte, Leopard's Leap &
L'Huguenot as % of SA wine
exported to China
21.55%
23.58%
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22. THE CHINESE WINE MARKET
Drinking Patterns
Growth of alcoholic beverages in China in 2011
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23. THE CHINESE WINE MARKET
Wine Production vs Wine Consumption
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•
•
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China’s consumption in 2009 was 116 million cases
2011 consumption was 156 million cases
= 5% of world consumption and exceeds global growth
Deficit between consumption and production continues to grow
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24. THE CHINESE WINE MARKET
The importance of Festivals
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27. THE CHINESE WINE MARKET
Also keep in mind
•
M a ny g o o d o p t i o n s o u t s i d e t h e B i g 4 – B e i j i n g , S h a n g h a i , G u a n g z h o u a n d S h e n z h e n
•
E x p l o r e s e c o n d t i e r C i t i e s s u c h a s : D a l i a n , N a n j i n g , Wu h a n , C h o n g qi n g
•
H i g h to u r is m – X i ’ a n
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H a n g z h o u – C a p e To w n ’ s s i s te r c i t y
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2 holidays account for ≈ 60% of annual wine sales
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Fa m i l y r e u n i o n s a r e v e r y i m p o r t a n t
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G i f t B ox e s a n d a c c e s s o r i e s – v e r y i m p o r t a n t
•
C o m p et i t io n w i t h B r a n d y, C o g n a c , B a i j i u
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28. THE CHINESE WINE MARKET
Percentage of sales via main channels
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32. CULTURE – TRADITIONS & TASTES
PALATE PREFERENCES
• Coastal regions – seafood is popular. Style of
wine fresh and light, accessible.
• Southern regions – seafood still popular, also
spicy dishes. Style of wine sweetish and fresh.
• Northern region – more red meat and spicy
dishes. Style of wine more full bodied and dry.
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33. BEST-SELLING POTATO CHIP FLAVOURS IN
CHINA
10 th French Chicken
9 th Cucumber
8 th Mexican Tomato Chicken
7 th Blue Berr y
6 th Lemon Tea
5 th Hot and Sour Fish Soup
4 th Little Tomato
3 rd Italian Red Meat
2 nd Numb and Spicy Hot Pot
1 st American Classic Flavour
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34. TASTE CUSTOMIZATION
Fruit flavoured Oreos for China
The much loved traditional
Oreo cookie
Growth:
60% per
year
Since changing to fruit flavours 5 years ago
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43. DISTRIBUTION
WHAT WE HAVE DONE
3 Channels of Distribution
1. Agent
2. Gifting
3. Joint Venture
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44. DISTRIBUTION
WHAT WE HAVE DONE - AGENT
With our Agent, Aussino Fine Wines
Take time to identify your agent
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Build a relationship
Take time with exclusive agreements
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Be the point of difference
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Support!
Focus on your strengths
Brand building is very important
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46. DISTRIBUTION
WHAT WE HAVE DONE – JOINT VENTURE
Joint Venture with Perfect China
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JV’s are not always straight-forward
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JV’s can be very rewarding
Take care when selecting your partner
Spend time and effort building relationships and support their initiatives.
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47. DISTRIBUTION
WHAT WE HAVE DONE
In October 2011 we shipped the largest single wine
order shipment from SA:
106 containers or 1.3 million bottles to start our JV.
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51. MARKETING OPPORTUNITIES
CHINA’S CURRENT FTA’S
MACAU
2003
HONG KONG
2002
NIGER
2005
THAILAND
2003
PAKISTAN
2006
CHINA
SINGAPORE
2008
NEW ZEALAND
2008
(wine tax reduced to zero in 2012)
PERU
2008
COSTA RICA
2010
CHILE
2006
(wine tax reducing to zero in 2015)
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52. MARKETING OPPORTUNITIES
E-COMMERCE
Food & Beverage 4%
Maternity/Child care 4%
Personal care 5%
Others 20%
Jewellery 6%
Clothing 17%
Electronics 44%
•
Total E–Commerce: RMB 252.8 billion (€ 27.5 billion) of which food and beverage
accounts for RMB 10.1 billion (€ 1.1 billion) (2009 figures)
•
*Internet users (netizens) in China have grown from 22 million in 2000 to
500 million in 2012
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CHINESE CONSUMERS TRUST THE INTERNET
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58. BRIDGING THE CULTURAL DIVIDE
• Learn a few words Chinese
• Respect their culture
• Be sensitive to customs
• Use familiar flavour references
• Use familiar wine reference - 100 point scheme
• Allow enough photo opportunities…
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61. KEY RECOMMENDATIONS
• Educate consumers through ambassadors and online and visit
the market regularly
• Coordinate a specific marketing campaign direct to trade and
industry
• Point of sale helps showcase your image
• Highlight your own cultural aspects and history
• Do not only sell to an agency – help them to sell through to
customer.
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