In this presentation, given at LOHAS 2012 forum, I discuss key drivers, market segments, and entry platforms for LOHAS market in China.

1. LOHAS in China
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2. What are the China Opportunities?
Health / Wellness Organic Farm Elderly care Cleantech
Education Children’s products Green products Environment
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3. What is the “China” Market?
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4. What is the “Chinese” Consumer?
&
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5. Fundamentally, the issues that Chinese and Westerners face are very different
• Western concept of “green” and “sustainability” are intangible for average Chinese
• Chinese understanding of “green” and “sustainability are heavily tied to person
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6. Concerned Consumers
Health / Wellness Organic Farm Elderly care Cleantech
Education Children’s products Green products Environment
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7. What’s the Best China Model
Owned Distributed Diverted
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8. What Will It Take to Succeed?
For a firm to succeed, it must do the following correctly:
1. Have a clear understanding of target
market
• Why would your target purchase product/
service?
• What is their tangible catalyst for change
2. Have a credible value proposition
• Being the industry leader will provide a
premium, and could buy loyalty
• Any ambiguity could lead to disaster
3. Develop organic channels
• Using agents long term can introduce risk to
distribution and markets, and increase costs
• Consumers are looking for intimate purchasing
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9. “In the end, environmental, social and economic sustainability cannot
be separated. A sustainable planet must include a sustainable
human civilization – resilient human systems that respect the
complicated relationships among poverty, human rights, economic
development, environmental health, and human success”
- Institute for the Future, 2008
Richard Brubaker
Founder and Managing Director, Collective Responsibility
Founder and Executive Volunteer, HandsOn China
Adjunct Professor, Sustainability and Responsible Leadership, CEIBS
rich@collectiveresponsibility.org
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