In this informative episode of The Negotiation podcast, host Todd Embley is joined by Olivia Plotnick, the founder of Wai Social and a renowned expert in China marketing.

Since her last appearance on the podcast in 2020, the landscape of digital consumption in China has evolved significantly, and Olivia is here to shed light on the latest trends and platforms shaping the Chinese market.

Olivia kicks off the discussion by updating listeners on the shifts in consumer behavior and the emergence of new marketing platforms. The conversation zooms in on Xiaohongshu, a platform that, while hugely popular in China, remains relatively unknown to many Western audiences. Olivia explains what Xiaohongshu is, detailing its features, interface, user base, and its unique position in the social media landscape.

She discusses the impact of Xiaohongshu on users' lives, particularly how it influences shopping behaviors and lifestyle choices. Olivia provides valuable insights into how brands are successfully leveraging Xiaohongshu, offering practical tips for marketers looking to engage with this platform. She also clarifies the difference between Key Opinion Leaders (KOLs) and Key Opinion Consumers (KOCs), and discusses which product categories thrive on Xiaohongshu.

Highlighting recent successful campaigns, Olivia points out innovative strategies that brands have employed on Xiaohongshu. She also explores current lifestyle trends that are gaining traction on the platform, like "Citywalk," and their broader implications for consumer engagement.

Lastly, Olivia addresses the buzz around the 6/18 shopping festival, providing her perspective on whether these large-scale promotional events still resonate with consumers in a rapidly changing retail environment.

Discussion Points:

• Updates on China's digital consumption landscape since 2020.
• An in-depth look at Xiaohongshu: features, user base, and market position.
• The influence of Xiaohongshu on consumer behavior and lifestyle.
• Effective strategies for brands using Xiaohongshu and tips for new entrants.
• The distinction between KOLs and KOCs on social platforms.
• Product categories that are well-suited for marketing on Xiaohongshu.
• Analysis of recent standout brand campaigns on Xiaohongshu.
• Emerging lifestyle trends on Xiaohongshu and their impact on marketing.
• The relevance of shopping festivals like 6/18 in today’s consumer market.

In this engaging episode of The Negotiation podcast, host Todd Embley sits down with Joe Mazur, Senior Analyst at Trivium China, a research firm specializing in China’s politics and economy.

Based in Beijing and with his finger on the pulse of US-China relations, Joe provides valuable insights into the current state of the bilateral relationship, as well as the economic landscape in China.

Joe begins by discussing the latest tariffs imposed by the US on China, placing them within the context of recent trade actions and the broader trade relationship between the two superpowers. He explores the potential implications of future US presidential administrations, pondering the effects of a second Trump vs. a second Biden term on US-China policy and US-China relations.

The conversation then shifts to practical advice for foreign companies operating in or considering entering the Chinese market. Joe outlines strategies to mitigate geopolitical risks over the next couple of years. Additionally, he reflects on the outcomes of Secretary of State Anthony Blinken’s recent visit to China.

Joe also delves into the state of China’s economic recovery post-pandemic and points out some of the positive indicators that might signal a turnaround.

This is a must-listen episode from one of the sharpest analysts on US-China relations.

Discussion Points:

• Recent US tariffs on China and their context within broader US-China trade policy.
• Potential impacts of different US presidential administration scenarios on China policy.
• Strategies for foreign companies to insulate themselves from geopolitical risks.
• Outcomes and positives from Secretary of State Blinken's recent visit to China.
• Challenges and positive indicators in China’s economic recovery post-pandemic.
• Introduction to Trivium China and where to follow Joe Mazur’s research.

In this episode of The Negotiation podcast, host Todd Embley is joined by Dean Diabate, an expert in the world of China e-commerce and Africa/EU-China trade relations.

From his early career beginnings in Paris, Dean recounts his initial venture into China's burgeoning e-commerce sector, the pivotal transitions that led him to Alibaba, and the lessons he learned along the way.

A significant part of the conversation focuses on the opportunities for African industries on Chinese e-commerce platforms, which Dean helped drive as part of Alibaba’s eWTP program. Dean also discusses his experiences managing business development for the pet, beauty, and personal categories at Tmall Global, highlighting key consumption trends and growth opportunities for international brands in these categories. He also elaborates on why cross-border e-commerce has become a crucial channel for tapping into China’s vast consumer market.

Dean then addresses the major changes currently reshaping the e-commerce landscape and offers strategic advice on how brands can succeed in this evolving market. Finally, the discussion turns to his relocation to Bali, his thoughts on Indonesia's rising economy, and the vibrant e-commerce scene in Indonesia that is increasingly attractive to global brands.

Discussion Points:

Dean's transition from Paris to China and his early career milestones

His experiences and roles at Alibaba Group

Opportunities for African industries in Chinese e-commerce

Trends and growth in the Pet, Beauty, and Personal Care sectors on Tmall Global

The rise of cross-border e-commerce as a strategy for entering China

Current transformations in the global e-commerce landscape

Dean’s relocation to Bali and his current projects

Indonesia’s economic ascent and its e-commerce potential

In this episode of The Negotiation podcast, host Todd Embley is joined by Tom Parker, National CEO of the Australia China Business Council (ACBC), for an insightful discussion on the evolving dynamics of Australia-China relations and the expanding opportunities for Australian businesses in China.

Tom begins by introducing ACBC, outlining its mission, membership, and the vital role it plays in supporting Australian businesses looking to enter or expand their presence in the Chinese market. He discusses recent positive shifts in the Australia-China relationship, including the significant impact of the Australian Prime Minister's state visit to China in November, and the recent removal of Chinese tariffs on Australian wine which marked a pivotal moment in improving trade relations.

The conversation then turns to the broader implications of these warming ties, identifying key growth opportunities for Australian companies in sectors beyond wine. Tom highlights the enduring popularity and positive reputation of Australian consumer brands in China, delving into why products from 'down under' resonate so well with Chinese consumers and which sectors are currently thriving.

From a domestic perspective, Tom shares insights into the sentiment of the Australian business community towards China, reflecting on the challenges and optimism prevalent among entrepreneurs and corporations. He also discusses the overarching message that ACBC is promoting within Australia to foster a supportive environment for bilateral cooperation.

Discussion Points:

• Overview of the Australia China Business Council and its mission
• Recent developments in Australia-China relations and their impact on trade
• The strategic significance of the Australian Prime Minister’s recent visit to China
• Growth opportunities for Australian companies in China post-tariff removal
• The enduring popularity of Australian consumer brands in China
• Sector-specific success stories of Australian brands in China
• Current sentiment among the Australian business community towards China
• Key messages from ACBC to Australian businesses

In this episode of The Negotiation podcast, host Todd Embley has an engaging conversation with Grace Wu, Director of Business for the Australia-China Culture and Language Advisory (ACCLA) and a notable lifestyle and education influencer on Little Red Book. Grace brings a unique perspective on the cultural and educational exchange between Australia and China, alongside insights from her influential presence on one of China's premier social media platforms.

Grace shares the story and mission of ACCLA, detailing the organization's efforts to bridge cultural and language gaps between Australia and China. She provides insightful data on the number of Chinese individuals pursuing studies and careers in Australia and places this in the context of global trends. Furthermore, Grace delves into the cultural adjustments and challenges faced by new arrivals in Australia, highlighting surprising and noteworthy observations.

Moving beyond her professional role, Grace discusses her journey into this field and her impactful work as an influencer on Little Red Book. She offers a glimpse into the content she shares with her audience, focusing on frequency and themes. Grace also provides an overview of Little Red Book, comparing it to Western social media platforms and discussing its unique place in the digital landscape.

The conversation also touches on the demographics of Grace's audience, both in Australia and China, and comments on recent Western interest in Chinese-style advice through Little Red Book.

Discussion Points:

• The mission and services offered by the ACCLA
• Trends in Chinese individuals going to Australia for study and work
• Cultural challenges faced by new arrivals in Australia
• Grace Wu's personal journey to her current roles
• Her experience and strategy as a Little Red Book influencer
• An introduction to Little Red Book and its comparison to Western platforms
• The geographic distribution of Grace's audience
• Western interest in Chinese netizens' style advice on Little Red Book
• The current state and future prospects of Australia-China relations

In this episode of The Negotiation podcast, host Todd Embley welcomes Gerald Hoe, Head of Global Marketplace ROW at Coupang, one of South Korea's premier e-commerce platforms.

With its customer-centric and innovative approach, Coupang has cemented its position as a leader in the South Korean digital marketplace. Gerald provides a comprehensive overview of how Coupang has revolutionized the way Korean consumers shop online. He compares Coupang's robust ecosystem to other global internet giants, shedding light on its unique market position and the array of services that cater to a wide array of consumer needs.

The conversation delves into the specifics of the Coupang online retail app, highlighting its distinctive features and the wide range of benefits for both consumers and merchants. Gerald discusses the success behind the platform's intuitive design, seamless user experience, and fast delivery systems that address the modern consumer's needs.

A significant focus is placed on the potential for international brands within the South Korean market, particularly given the country's success in exporting its own consumer brands. Gerald explores the growing appetite for overseas brands and outlines why Coupang is the ideal platform for international merchants looking to tap into this vibrant market.

Moreover, Gerald provides a blueprint for foreign brands aiming to enter the South Korean e-commerce space, including strategic insights into livestreaming e-commerce's popularity and the hottest consumer sectors driving consumption in South Korea. The episode offers a deep dive into the cultural and lifestyle trends shaping consumer behavior, providing valuable guidance for brands looking to make their mark.

Discussion Points:

• Overview of Coupang and its impact on South Korea's digital landscape
• Unique features of the Coupang retail app
• The market's appetite for importing international brands
• The advantages of becoming a merchant on Coupang
• Strategies for foreign brands entering the South Korean market
• The popularity and influence of live streaming e-commerce in South Korea
• Current consumer sectors and lifestyle trends driving consumption

In this episode of The Negotiation podcast, host Todd Embley is joined by Leif Rogers and Gino Gordon of Red Phoenix Entertainment, a sports marketing agency facilitating the expansion of North American sports, athletes, and franchises into Asian markets. Leif, the Founder and CEO, alongside Gino, Chief Strategy Officer, share their unique insights and experiences in bridging sports cultures across continents.

The conversation further explores the popularity of North American sports in China, with Leif providing an analysis of Chinese viewership trends, including interest in events like the Super Bowl and the particular appeal of various sports and athletes. Gino—who previously played professional American football in Japan—contrasts these insights by discussing the sports landscape in Japan, noting the differences and similarities with China. He also shares his perspective on the Shohei Ohtani phenomenon and its broader implications for sports marketing and athlete endorsements.

Leif discusses the intricacies of international sports sponsorships, exemplified by the partnership between LingLong Tire and the Tampa Bay Lightning, delving into hockey's growing popularity in China. He reflects on the NHL's past engagement in China and offers strategic advice for future endeavours, emphasizing the potential missed opportunities and advocating for a more aggressive re-entry into the Chinese market.

Together, Leif and Gino highlight notable campaigns and the commercial prospects surrounding the upcoming Summer Olympics. They conclude with a compelling argument for why Western sports entities and athletes should consider Asia as a fertile ground for growth, underlining the vast opportunities awaiting in this dynamic market.

Discussion Points:

• The founding and mission of Red Phoenix Entertainment
• Gino's transition from professional football in Japan to sports marketing
• The popularity of North American sports in China and the Super Bowl's reception
• Differences in the sports landscape between Japan and China
• The impact of Shohei Ohtani's move to the Dodgers and sports marketing dynamics in Japan
• The partnership between LingLong Tire and the Tampa Bay Lightning and hockey's popularity in China
• The NHL's engagement strategy in China and potential future directions
• Notable campaigns and the role of individual athletes in expanding into the Asian market
• Commercial opportunities around the upcoming Summer Olympics
• The value proposition for sports entities and athletes eyeing expansion into Asia

Global skiing participation is on the decline—but in one crucial market, skiing is perhaps the hottest recreational pastime, with millions of people taking up the sport in the last few years.

That market is China. In this episode of The Negotiation, host Todd Embley welcomes back Justin Downes, who has led efforts to develop snow resorts across China over the last two decades.

As President of Axis Leisure Management, Justin has played a crucial role in growing China’s ski industry and developing the infrastructure for the 2022 Winter Olympics in Beijing. He is the pre-eminent expert on China’s ski industry.

Justin provides an overview of his work in the Chinese ski industry, detailing its development and operational challenges. He analyzes the current state of skiing in China, including participation rates and the number of skiing venues, which both rank among the highest in the world. He also looks at the average Chinese skier, including income levels, where they live, how often they ski, and the drivers behind broader participation.

Reflecting on the 2022 Beijing Olympics, Downes shares insights on its impact on China's ski industry. He discusses the state of elite competitive skiing in China post-Olympics, the performance of Chinese athletes in international competitions, and the significance of China hosting the recent FIS Freestyle World Cup.

The episode also explores developments in resort construction and the potential for China to emerge as an international skiing destination. Additionally, Downes assesses opportunities for ski equipment and winter apparel brands in the Chinese market.

Listen to this episode for an in-depth discussion on the growth and future of skiing in China with industry expert Justin Downes.

Discussion Points:

• Justin Downes' role in developing China's ski industry
• Overview of skiing in China, including participation and venue comparisons globally
• The 23-24 ski season's success in China
• Demographics and characteristics of the average Chinese skier
• Impact of the 2022 Beijing Olympics on the ski industry
• The state of elite competitive skiing in China and notable athletes
• The FIS Freestyle World Cup in China
• Trends in ski resort development and indoor skiing facilities
• China's potential as a skiing destination
• Opportunities for ski equipment and winter apparel brands in China