Chinese typical distribution channels are very weak on building value or brand recognition. Distributors in China sell more brands to the same key customers, instead of focusing on selling your brand to new potential customers. This focus on existing captive market is the result of a “personal” sales culture which dominates in Chinese commercial practices for many generations. Covering a large market as China, requires a multitude of distribution channels, each focused on its own captive market. Managing sales in this environment demands local managerial presence to control the different channels and develop new ones every day.

Using PTL Group’s solutions in China, foreign companies outsource management and infrastructure allowing them to approach hundreds of relevant channels by offering local currency (RMB) price lists, invoices, managing local stock and credit options. Effective penetration into the Chinese market requires strong local value proposition to all relevant channels. Our solutions result complex and diverse distribution channels, which typically include integrators (SI), dealers, country-wide or small local distributors. This gives our clients an opportunity to establish healthy growth and efficient sales operations in China, while reducing risks, costs, and time-to-market factors. PTL Group developed turnaround methodologies to support underachieving sales operations. We have ample experience to secure existing sales and distribution channels while building many new ones.