The War for China’s Wallet

Shaun Rein is the Founder and Managing Director of the China Market Research Group (CMR), the world's leading strategic market intelligence firm focused on China. He works with Boards, CEOs and senior executives of Fortune 500 and leading Chinese companies, private equity firms, SMEs and hedge funds to develop their China growth and investment strategies. Rein is regularly featured in The Wall Street Journal, Fortune and The Financial Times. His op-eds have appeared in The New York Times. He frequently appears on CNN, BBC, NPR, MarketPlace, CNBC, Bloomberg, PBS and MSNBC. Rein is one of the most sought out keynote speakers focused on China's economy, consumer trends and innovation to groups ranging in size from 10 to 3000. He earned his Master's degree from Harvard University focused on China's economy and received a BA Honours from McGill University.

Chapter 1: China’s Economic Hammer  1

Manila, Philippines, March 1996  1

2016  4

Dialogue: Parag Khanna, Managing Partner, Hybrid Reality Pte Ltd.  15

Case Study: Appoint the Right Ambassador or Country Head  20

Key Action Items  22

Chapter 2: The Hammer and the Carrot  25

April 2017  25

Dialogue: Jacques deLisle, Stephen A. Cozen Professor of Law and

Professor of Political Science, University of

Pennsylvania  35

Case Study: Show That You Are a Friend to China  40

Key Action Items  43

Chapter 3: America’s Power Vacuum and the New Global Order: One Belt One

Road and AIIB  45

Qatar, June 2017  45

Dialogue: Shane Tedjarati, President and CEO, High Growth Regions,

Honeywell  56

Case Study: Re-shoring and Attracting Chinese FDI  59

Key Action Items  60

Chapter 4: Innovation and the State-Owned Sector  63

Beijing, China, June 2017  63

Dialogue: Victor Shih, political economist at University of California at San

Diego and the founder of China Query, LLC  76

Case Study: Don’t Underestimate the Ability of SOEs to Innovate and Move

Up the Value Chain  80

Key Action Items  81

Chapter 5: China’s Outbound Investment: Clash of Cultures  83

Vancouver, Canada, August 2016  83

Dialogue: Winston Cheng, President of International, JD.com  93

Case Study: Selling a Company or Stake to a Chinese Acquirer  99

Key Action Items  100



Chapter 6: Fear, Wellness, and Understanding the Chinese Consumer  103

Shanghai, China, 2016  103

Dialogue: Frank Lavin, Chairman and CEO Export Now, Former U.S.

Undersecretary of Commerce, Former U.S. Ambassador to

Singapore  116

Case Study: Bring Chinese Consumers Overseas Products and Services

They Cannot Get in China Due to Lack of Trust, Lack of

Availability, or High Prices  123

Key Action Items  124

Chapter 7: The New Global Chinatowns: From Ramshackle to Luxurious

Enclaves  127

California, February 2015  127

Consumerism and Cold Partners  130

The Four Waves of Chinese Immigration into the U.S.  132

Flight of Wealth  138

The Impact of Wealthy Immigrants  142

Dialogue: Austin Fragomen, Partner and Chairman, Fragomen, Del Rey,

Bernsen & Loewy LLP; and Becky Xia, Fragomen Partner based

in Shanghai  144

Case Study: Bring Chinese to You and Focus on Integrity and

Morality  149

Key Action Items  151

Chapter 8: Chinese Tourism: The CMR Chinese Hourglass Shopping

Model  153

Queenstown, New Zealand, March 2016  153

Dialogue: Jane Jie Sun, CEO of Ctrip  164

Case Study: Localize Sales Staff Globally  166

Key Action Items  168

Chapter 9: Conclusion  169

October, 2017  169

Endnotes  173

Index  177