“During the first private meeting with the potential partners referred by HKTDC Business Matching, I immediately realized the difference from my previous self-arranged visits, we could quickly get down to discussing serious business.” said Ian Marshall, President of Dorian International.

Having visited Hong Kong in the 1980s, Ian Marshall thought he could handle business on his own when he returned in 2000. As President of Dorian International Management Group Inc, a health care products company based in Mississauga, Ontario, Canada, he was interested in developing the Hong Kong market, with a view to moving into the Chinese mainland.

His 2000 visit, however, did not work out. "To prepare for the trip, I looked up companies on the Internet and made my own appointments," he said. "But after I arrived, I soon realised what a big mistake I had made. The owners of one company tried to persuade me to help sell its products in Canada."

Ahead of his next visit in 2005, Mr Marshall contacted the Business Matching service of the Hong Kong Trade Development Council (HKTDC), which organised his schedule and set up one-on-one personal appointments with prospective partners. "One potential partner was very interested in what I had in mind, so that both of us could quickly get down to serious business."

From that positive beginning, everything shifted quickly into high gear. "About two months later," he said, "the Hong Kong company agreed to test-market our product, Ocean Essence Shampoo and Conditioner. On my 2006 visit, I met with the three principals to review their results. After discussing their plans to market and distribute the product, we completed the agreement."

Taking a long-term view, Mr Marshall said he plans to introduce his products to the Chinese mainland using the same partners. “For many companies, especially, small and medium-sized ones, it makes sense to use Hong Kong as a stepping stone into that huge market."

HKTDC Business Matching helps local and overseas companies look for potential partners for business development. For more information, email businessmatching@hktdc.org. You can also call (852) 1830 668, or the Hong Kong Trade Development Council office near you. For more information, click here.

Rewritten from Canadian Business (9 April 2007) and Profit (May 2007), Canada