China Paradigms

Igor Tamirov, the Strategy Development Manager of SPLAT Asia, shares his insights in how he organized the distribution of the Russian dental care products throughout China. In this podcast interview lead by Matthieu David, we learned how Tamirov's team localized in China, how they balance online and offline sales in China, and how to work with distributors. Highlights of this episode include: 2:45 Size of SPLAT globally and in China 7:15 How to localize the Chinese SPLAT office 10:00 The story of SPLAT in China 14:45 Why Hangzhou is a strategic option to set up an office 16:20 What was the transition between online to offline two years ago 24:00 Why do some regions have more online sales than others 30:15 Offline sales and distribution tips from hypermarkets to small chains. How SPLAT's products ended up in 13000 retail stores 32:20 Similarities in China's offline model to the West 36:15 Why not go into negotiations in China 38:15 The framework for successful distribution 44:00 Advice for online sales 49:15