Past Events
Thursday 29 November 2018

How to Grow your Business in China: Sales and distribution

Date and time: 

Thursday 29 November. Online at: 07:00-08.30 EST (New York), 12:00-13:30 GMT (UK), 20:00-21:30 CST (Beijing), 13:00-14:30 CET (Europe)


If you were unable to join the webinar live, you may register and pay to receive a recording for viewing at a time to suit you. Please contact  Rates are displayed below.



The third in our series of three webinars, this event aims to convey critical information for academic publishers who want to grow their business in China. China is a big potential market for international publishers – in terms of a growing number of papers (for many years China has been the nation with the world’s second highest paper output after the US), but also with regards to a growing need for education and access to knowledge in the English language. That said, China is different from other key markets, due to specific regulations for content distribution (editorially, logistically) and for the use of internet resources (social marketing, SEO)

This webinar aims to advise sales and distribution staff, and enable them to operate in, and engage successfully with, the Chinese market, whether this is via outsourcing or managing the process oneself. 

  • Online products: how to make sure that your online presence and product are optimal for the Chinese market (e.g. search-engine-optimization, discoverability in library catalogs, local hosting and speed, integration with local reference management systems etc)
  • Print products: how to optimize your printing and distribution strategy for the Chinese market in terms of speed, cost and quality (e.g. print-on-demand, local or regional)
  • Customer service: what is the impact of a local presence in China (or in that time-zone) vs doing billing and access control from  headquarters in Europe or North America. What are local librarians looking for from customer service?. Local nuances around invoicing and the role of local subscription agents. 


Chair: Michael Evans, CEO, Charlesworth Group
Michael Evans is the CEO of the Charlesworth Group. Charlesworth is a publishing services company specialising in the academic and professional sectors, providing agency sales representation, author services and consultancy services mainly within the Chinese market. Michael has over 25 years’ experience working within the publishing and software industries. He has worked for Charlesworth for over 6 years and has extensive knowledge of the Chinese publishing market, both through Charlesworth and during his time as the Asian Managing Director for LexisNexis, establishing their first office in China back in 2000. Michael previously practised as a Barrister in the UK.
 Michael Evans photo
Jerry Zhu, Chief Representative and Regional Sales Manager, China, ProQuest
Biography: This is my 12th year with ProQuest as sales manager. I am responsible for operations in China including sales, marketing, strategic planning and office administration. ProQuest owns the longest product line in the academic publishing industry. Its business is spread across four main platforms: ProQuest Information Service Platform which contains over 30,000 resources including journals, magazines, newspapers, Dissertations and Thesis, A & I database; Ebook Central platform (1 million+ titles from over 1500 publishers); Video Platform (Alexander Street) and Government Information Platform (Congressional and Historical Vault). Besides, with the acquisition of Exlibris, we also step into the library system and discovery service.As well, this year is my 20th year in online information business starting with Factiva, who provides the business and financial information. After 4 years with Factiva, I joint Elsevier when academy publishing market start to take off in 2002.
jerry zhu
James Pan, Regional Account Director (East Asia), OUP
Biography: James Pan is the East Asia Director with Oxford University Press’ Academic Division, managing business in Greater China, Japan, and Korea since 2014. Prior to coming to OUP, James was Regional Sales Director for Elsevier S&T Division in China and Hong Kong SAR, and China Sales Director for Wolters Kluwer’s Medical Research. As one of the early local pioneers from international publishers, James started serving the academic research community since 2001 with Elsevier and has gained solid understanding of market dynamics, customer behavior, and research development in China and the wider East Asia market.
photo James Pan
Barry Clarke, Managing Director, Asia Pacific, T&F
I grew up in Norwich, and whilst at school I represented Norfolk in athletics. I studied Zoology at Cambridge University. My first managerial position in publishing was as a sales manager for Proquest covering the UK and the Middle East. I moved to Singapore in 1991, and worked for World Scientific and then APA Publications before being asked to run a book distribution business owned by Ashgate Publishing. In 1998 the Singapore operation was acquired by Taylor & Francis, and I was appointed Managing Director. I then established branch offices and recruited staff in Malaysia, Hong Kong, Beijing, Taipei, Seoul, and Tokyo, whilst overseeing the sales and marketing operations in the region and building editorial teams.
photo Barry Clarke

Who should attend:

Sales managers, distribution staff,  business development and senior management staff. Those with responsibility for finding/managing agency partners.  This event will be equally relevant to those from small and larger organisations and to those publishing  both books and journals and in online and print. It will also be useful for STM and HSS publishers, with a special urgency for HSS, where awareness of sensivities in China, with regards to certain types of content or topic must be heeded.

Registration and booking: 

Member Offer! Book all three webinars in this series and you will get the 3rd half price. See overview of all three. 

Not an ALPSP member?  Want to take advantage of the reduced member rates? Click here to find out how your organization can join ALPSP

ALPSP Members    £60 + VAT per person, per webinar
Non-Member         £100 + VAT per person, per webinar

For all enquiries please contact: Susie Brown


Upcoming Dates for this event

  • Thu 29 Nov 2018
  • Thu 29 Nov 2018
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