in China

EDItor’s Highlights /Content
Dear Reader,
Our fifth issue of CEO Dialogues tackles a broad mix of issues, all of which are top of mind for IMA members across
the region.
In This Issue
In our cover story, CEO Dialogues sat down with Abinta Malik, Senior VP and GM Greater China of Gap to delve into
how their second mover advantage has helped drive efficient customer acquisition in China, both online and
offline.
Then, we look at retention strategies through diversity in an interview with Anthony Couse and Angela Newby,
managing directors at JLL. They take us through how promoting diversity has created positive material impact to
their bottom line and corporate culture.
This is followed by a discussion on what elements to consider when developing autonomous, accountable
regional headquarters in China with Arnold Sun, partner, EY, Shanghai.
We also spoke with Gavin Gui, head of Southeast Asia for Hilti, on how they skip dealing with distributors altogether
to win with a direct sales approach.
And there is also a great story about how Jebsen built up the mega brand Blue Girl Beer in Hong Kong, told by
Helmuth Hennig, managing director of the diversified marketing and distribution firm.
Lastly, we have developed a useful infographic that may help you when managing headquarters’ understanding
of how disparate and fractured the many markets of Asia really are.
So, enjoy the read. CEO Dialogues will be back on deck in May next year ready for the Singapore Overnight.
Best,
Richard Martin
Managing Director
IMA AsIA CEO DIAlogues
Autumn 2015
1
TABle of Contents:
2 GAP’S O2O EDGE IN CHINA
5 HilTI TAKes THe DIReCT APPRoACH to AsIA
7 Jll’s seCRet weAPon: DIverse teAMs
9 AsIA’s COMPleXITY peRMITs few shoRTCuts
10 ARE You READY TO PRIORITIse AGILITY IN ASIA?
12 Jebsen & CoMPAny’s Blue GIRl Beer