“Swiss start-ups need to integrate China into their business plans.”

What were the reasons behind the creation of the China Market Entry Camp?
Pascal Marmier: China’s market is growing fast, as everyone knows, but customers requirements are also changing. This opens the door to many business development opportunities for niche/high-tech products that provide solutions for companies and people. The ecosystem for start-ups is also developing fast and a growing community of entrepreneurial experts is ready to help. Finally, large Swiss companies and tech-oriented SMEs have started to expand into the Chinese market, so it’s high time that start-ups did the same.

What kind of services does the Market Entry Camp offer to start-ups?
The programme is a joint initiative between the CTI and swissnex China, and is open to all CTI start-ups which are ready to take a step into a new market. Our services include:

• Connections to local networks
• Business-related information about China
• Tailored events and workshops for visibility and networking opportunities
• Organisation of fact-finding missions to China
• Provision of a desk and other infrastructure while in Shanghai

We also provide access to members of our team who can help with gaining an understanding of the workings of a market as complicated as China’s, and how to approach and prepare for meetings.

What was federal councillor Johann Schneider-Ammann’s reaction to the Market Entry Camp?
During the Swiss Business Awards, which followed the signature ceremony of the free trade agreement between Switzerland and China, Schneider-Ammann highlighted the role of innovation and its potential in strengthening the relationship between the two countries. He explained how innovation will be at the core of future commercial exchanges and how this is a focus in both countries. He went on to cite the CTI’s Market Entry Camp as an example of Switzerland’s commitment to a continued provision of innovative products and services to China.

What were the most important results of Walter Steinlin’s visit to China?
He discovered the dynamism of the Shanghai area and its ‘vibe’ for young entrepreneurs, and saw also that a lot of building and development is still needed. He confirmed the CTI’s commitment to helping more entrepreneurs learn about the development of business strategies in China.

Is China really an appropriate market for Swiss start-ups?
Certainly it is the right market in some regions and industries and for some specific companies, but for others the decision might be different. Many foreign entrepreneurs are already active in this market and Swiss start-ups need to integrate China into their business plans.

What kind of start-ups have a chance of success in China?
The ones that can help with pressing problems (health, environment, energy), deliver products in niche markets or can localise to serve the Chinese consumer. In addition, we should also define ‘success’ – it’s not only about sales in China, but should include aspects of sourcing, finding talent, learning about manufacturing and cost innovation, etc.

Apart from the Market Entry Camp, what is swissnex China doing for Swiss start-ups?
We provide a huge amount of targeted information and contacts. A lot of information, such as regulations, who is doing what in certain industries, etc, is still not easy to find and analyse, so we spend much time in the provision of this to entrepreneurs. Also, we are building a network of contacts that can mentor entrepreneurs and help with technical questions. Finally, we are working with our colleagues from Switzerland Global Enterprise on events and other activities.

About CTI China MarketEntryCamp
This program is a joint initiative between CTI and swissnex China, which is open to all CTI Start-ups and introduce them to characteristics and networks of China’s fast growing market and innovative potential in order to prepare them for a successful market entry in China.