Case Studies
Real-world examples of China market strategies that worked. Learn from companies that found their path to profitable growth.
European Specialty Coffee Brand: Finding White Space in Tier 2 Cities
Challenge
Premium European coffee roaster seeking China entry amid Luckin's 18,000-store dominance
Key Insight
Digital-first, Tier 2-focused strategy with home brewing segment targeting
Outcome
¥2.8M GMV in 6 months, 42% subscription revenue, break-even projected Month 14
Nike's Tier 2/3 Retail Expansion Strategy
Challenge
Revenue declining 4% as domestic brands Anta and Li-Ning gained share
Key Insight
70% of China's population lives in Tier 2/3 cities with lower competition
Outcome
85 new Tier 2 stores opened, gross margin improvement, China revenue stabilizing
Starbucks' Strategic Partnership with Boyu Capital
Challenge
Can't compete with Luckin's 18,000 stores and hyper-local execution model
Key Insight
Local decision-making speed and real estate relationships require local ownership
Outcome
60% stake sale, Starbucks retains brand control while Boyu drives operations
Mapping the $41 Billion China Pet Food Opportunity
Challenge
European premium pet food brand seeking entry into competitive market
Key Insight
Premium cat food for 'Fur Baby' segment through specialty retail and WeChat DTC
Outcome
420 retail stores, ¥1.8M monthly revenue, 48% gross margin, 25.7x LTV/CAC
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Every case study started with a company facing a strategic question about China. What's yours?