Client Case Studies

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AZ China Limited helps clients to successfully build their strategies in the Chinese market.

Different approaches for different cases, AZ China Limited always develops a winning solution.

Fitting the supplier to the customer
Case: Australian sheet metal engineering and fabricating firm needed to find a new source of specialised brackets and fittings for export.
Solution: Assigned a project manager to work with the client to identify potential supplier, then work with the supplier to modify their product to meet international standards.
Outcome: Client happy.


An angle on China
Case: Major international mining firm held its global procurement seminar in Beijing. Needed someone to speak to the group about doing business in China.
Solution: Paul Adkins gave a presentation to the group.
Outcome: Client happy. Audience delighted, asked many questions.


Taking a didactic approach
Case: Australian Graduate School wanted a guest lecturer to present on "Hofstede's theory as applied to China, and the role of Guanxi".
Solution: Paul Adkins gave a lecture to the MBA students.
Outcome: So many questions, that the lecture went 30 minutes over time. Students happy, lecturer delighted.


Finding the diamonds in the rough
Case: South African mining company wanted to set up a purchasing stream using Chinese suppliers, but didn't know how to avoid many of the pitfalls.
Solution: AZ China developed a model based on a central purchasing hub that allowed for much easier transactions as well as secure supply lines.
Outcome: Client happy, Model accepted.


Fast flanges Case: Sydney engineering firm needed flanges for a major waterworks upgrade project. Needed to source them urgently, whilst still drastically reducing prices.
Solution: AZ China located 3 manufacturers, prepared a Sourcing Report. Client approached one supplier and dealt directly.
Outcome: Client happy. Product arrived on time. Achieved significant cost reductions.


Global Sourcing
Case: Major international aluminium company wanted to find new suppliers of consumables and engineering/maintenance supplies for its global operations.
Solution: Identified potential suppliers for about 30 different items on the "shopping list". Conducted due diligence on chosen suppliers. Arranged samples and trials. Set up trading mechanisms.
Outlcome: Client happy. Achieved US$2 million in savings


Capital China
Case: Major international firm wanted to find new suppliers of capital equipment - e.g. fork trucks, furnaces, conveyor systems.
Solution: Identified potential suppliers; conducted due diligence on selected suppliers, negotiated prices and arranged contracts.
Outcome: Client happy. Identified US$150 million in savings.


Industry Study
Case: AZ China identified a need for information about the market within China for a certain industrial commodity.
Solution: Conducted an in-depth market study, developed and prepared a report for publication.
Outcome: Clients happy. Report sold to clients all around the world.


Building a fact foundation
Case: A major international client wanted a study of the China market for their base product.
Solution: AZ China proposed a study using a senior research specialist supported by a team of market researchers, using quantitative and qualitative techniques, and obtaining primary and secondary data.
Outcome: Client happy.


Giving a new client a sporting chance
Case: An new Australian wholesaler of specialist clothing and equipment needed to find new suppliers for the Australian market.
Solution: Client was unclear about what sizes and styles he wanted, and was not willing to work with Chinese suppliers to develop products. Eventually advised the client to go elsewhere.
Outcome: Client withdrew from market; re-evaluated his strategy.


Super Sleuth
Case: Client was using a European supplier. That supplier was insisting that the product was European-made. Client asked us to investigate.
Solution: Conducted sweep of Chinese market. Discovered that the product was being made in Guangzhou, then shipped to Europe for final packaging.
Outcome: Client re-negotiated his contract with his supplier.


Outsourced Procurement
Case: Major American manufacturer of specialised building products decided to build a factory in China. Needed someone to help him find suppliers, set up procurement systems and databases.
Solution: Provided a solution where AZ China acted as his procurement department, to set up purchasing and approval systems, supplier databases and automatic replenishment systems.
Outcome: Client happy. Awarded us with other contracts.


Pulling together
Case: Client was trying to find suppliers of capital equipment in China, and Engineering companies for a major new project. Needed someone to help him locate suppliers, organise factory audits, develop negotiation strategies, translate documents, and so on.
Solution: Proposed a "flexible services" contract to him, where AZ China staff would be devoted to his project, and would take on a variety of tasks within their capability.
Outcome: Client happy. Extended the contract.