Making Technology Sales in China: The Real Story Behind the Great Wall

Technology Sales in China <?xml:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" /?>

Bumps, Bruises and Breakthrough Decisions

May 17, 2006

According to the Washington Post, trade with China was worth more than $20 billion last year to Washington State. In his recent meeting with Governor Christine Gregoire, Chinese President Hu said he did not choose to visit Seattle simply because it is the closest major U.S. city to China. "It is also because your state enjoys very good cooperative relations with my country," he said.

Whether it's manufacturing or marketing, NW companies are among the first in the US to break into the Chinese market. Beyond the headlines and huge deals with Boeing and Microsoft, China is also shaking hands with a host of small and mid-size technology firms producing everything from device programmers to software. Successful deals are often the product of a complex courtship played out on a vast stage with numerous acts.

On May 17^th, we will explore how several mid-size NW companies are bringing their products to market in this complicated environment. Our presenters and panelists will share their personal experiences developing a presence in China, including the wrong turns, U-turns and turning points.

Moderator:
Nelson Dong, Partner, Asian Practice at Dorsey & Whitney. President of the Washington State China Relations Council

Presenting Company:

Fred Hume, President & CEO, Data I/O

Panelists:
Benson Shen, President & CEO Lightel Technologies

Wistar Kay, Business Development Manager, Washington State Department of Community, Trade and Economic Development (CTED)

Gary Ervin, Director, International Business and Market Development, Medtronic Emergency Response Systems