This section provides information about how AZ China Limited helps clients to successfully build their strategies in the Chinese market. Different approaches for different cases, AZ China Limited develops always a winning solution.

Case: Australian sheet metal engineering and fabricating firm needed to find a new source of specialised brackets and fittings for export.

Solution: Assigned a project manager to work with the client to identify potential supplier, then work with the supplier to modify their product to meet international standards.

Outcome: Client happy.

Case: Major international mining firm held its global procurement seminar in Beijing. Needed someone to speak to the group about doing business in China.

Solution: Paul Adkins gave a presentation to the group.

Outcome: Client happy. Audience delighted, asked many questions.

Case: Australian Graduate School wanted a guest lecturer to present on “Hofstede’s theory as applied to China, and the role of Guanxi”.

Solution: Paul Adkins gave a lecture to the MBA students.

Outcome: So many questions, that the lecture went 30 minutes over time. Students happy, lecturer delighted.

Case: South African mining company wanted to set up a purchasing stream using Chinese suppliers, but didn’t know how to avoid many of the pitfalls.

Solution: AZ China developed a model based on a central purchasing hub that allowed for much easier transactions as well as secure supply lines.

Outcome: Client happy, Model accepted.

Case: Sydney engineering firm needed flanges for a major waterworks upgrade project. Needed to source them urgently, whilst still drastically reducing prices.

Solution: AZ China located 3 manufacturers, prepared a Sourcing Report. Client approached one supplier and dealt directly.

Outcome: Client happy. Product arrived on time. Achieved significant cost reductions.

Case: Major international aluminium company wanted to find new suppliers of consumables and engineering/maintenance supplies for its global operations.

Solution: Identified potential suppliers for about 30 different items on the “shopping list”. Conducted due diligence on chosen suppliers. Arranged samples and trials. Set up trading mechanisms.

Outlcome: Client happy. Achieved US$2 million in savings

Case: Major international firm wanted to find new suppliers of capital equipment – e.g. fork trucks, furnaces, conveyor systems.

Solution: Identified potential suppliers; conducted due diligence on selected suppliers, negotiated prices and arranged contracts.

Outcome: Client happy. Identified US$150 million in savings.

Case: AZ China identified a need for information about the market within China for a certain industrial commodity.

Solution: Conducted an in-depth market study, developed and prepared a report for publication.

Outcome: Clients happy. Report sold to clients all around the world.

Case: A major international client wanted a study of the China market for their base product.

Solution: AZ China proposed a study using a senior research specialist supported by a team of market researchers, using quantitative and qualitative techniques, and obtaining primary and secondary data.

Outcome: Client happy.

Case: An new Australian wholesaler of specialist clothing and equipment needed to find new suppliers for the Australian market.

Solution: Client was unclear about what sizes and styles he wanted, and was not willing to work with Chinese suppliers to develop products. Eventually advised the client to go elsewhere.

Outcome: Client withdrew from market; re-evaluated his strategy.

Case: Client was using a European supplier. That supplier was insisting that the product was European-made. Client asked us to investigate.

Solution: Conducted sweep of Chinese market. Discovered that the product was being made in Guangzhou, then shipped to Europe for final packaging.

Outcome: Client re-negotiated his contract with his supplier.

Case: Major American manufacturer of specialised building products decided to build a factory in China. Needed someone to help him find suppliers, set up procurement systems and databases.

Solution: Provided a solution where AZ China acted as his procurement department, to set up purchasing and approval systems, supplier databases and automatic replenishment systems.

Outcome: Client happy. Awarded us with other contracts.

Case: Client was trying to find suppliers of capital equipment in China, and Engineering companies for a major new project. Needed someone to help him locate suppliers, organise factory audits, develop negotiation strategies, translate documents, and so on.

Solution: Proposed a “flexible services” contract to him, where AZ China staff would be devoted to his project, and would take on a variety of tasks within their capability.

Outcome: Client happy. Extended the contract.