Case Sample: Entering the Chinese Market for a US Wine Company

• Situation: A US wine company was too dependent on a Chinese distributor to accelerate its growth on the Chinese market and wanted to devise a more aggressive growth strategy on the Chinese market
• Approach: Through a combination of secondary research and interviews in China, GiraMondo (1) devised insights on the key challenges for this company to meet in China (creative distribution schemes, proactive promotion, creative partnership agreement, financing issues, etc…) and (2) recommended a number of contacts and companies to supplement the sole distributor in China
• Results: The US wine company reduced the dependency on its distributor and was able to win more than a year by focusing on the most important issues and contact the right partners