1. Brief lessons from 10+ years in China Agenda:  Why China?  Sales lessons  Purchasing lessons  Managing people & the system  Getting to where you want to go  Reading references Nicolas Bonsignore – nbonsignore@dnlindustries.com Skema Suzhou Campus Presentation, October 22 2010

2. Why China? Arrived in 1998 First job in listed British Real Estate Co. – From Junior to Director in 4 years Founded, built and sold Architecture and Design firm Founded DNL in 2004

3. Sales lessons Know your product Know your customer Set sales objectives What’s the plan to reach the objectives The sales funnel Track your time and activity Build your network Focus on results – accomplishment not activity

4. Purchasing lessons When you buy you must first sell Understand what you are buying Never let anyone know exactly where you stand Always have alternatives Make concessions to move the process forward Keep the big picture in mind Never compromise on quality There is never too much validation

5. Managing people & the system You can get anything you want if you help other people get what they want People are essential to any success Be tough but fair Never make someone lose face It rarely is what it seems Working from No towards Yes First get to know people, then get what you want Always think of what the other party gains from being with you – nothing is for free

6. Getting where you want to go Realise that you can do anything you want What do you want to do professionally & personally? The only barriers you have are the ones in you mind Have a life plan – write down your specific goals Set up intermediary milestones Reward your accomplishments Don’t over analyse – make decisions and execute The worst decision is no decision Don’t be scared of failure – keep on going Be patient Have fun in the process

7. Reading references The 7 Habits of Highly Effective People by Stephen R. Covey How I Raised Myself from Failure to Success in Selling by Frank Bettger Mr. China: A Memoir by Tim Clissold Competing in a Flat World by Victor K. Fung

8. Q & A 谢谢 !