Management Consulting in Asia, China, India and Japan | LHI Asia Market Entry
GROW A BUSINESS IN ASIA

Lancaster was founded to give on-the-ground support in Asia to foreign enterprises

Our Team
  • 17 Years of supporting foreign businesses in Asia
  • US Fortune 500 executive experience
  • More than 90 projects executed in China, India, Japan and Southeast Asia
Our Advice
  • Grounded in local market reality
  • Results Driven
  • Executable

See examples of our work in the Market Entry, Growth & Profitability, Turnaround sections.

ABOUT LANCASTER HOLDINGS
Photo of Alex Claypool

 Alex Claypool


 Managing Director


Alex has started-up, turned around and grown businesses in the US, China, India, Japan, Singapore and Belgium for US Fortune 500 corporations and US private equity firm portfolio companies.  Alex leverages his expertise in start-ups and turnarounds to consult for foreign businesses entering China, and for those
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Photo of Alex Claypool

Alex Claypool


Managing Director

Alex has started-up, turned around and grown businesses in the US, China, India, Japan, Singapore and Belgium for US Fortune 500 corporations (Danaher Corporation, The Stanley Works) and US private equity firm portfolio companies.

As founder and Managing Director of the US business Lancaster Holdings International, LLC (LHI) and the Chinese business Lancaster Investment Consulting (Shanghai) Co. Ltd. (LKS), Alex leverages his expertise in start-ups and turnarounds to consult for foreign businesses entering China, and for those having difficulty achieving profitability in Asia.

Alex attended Rikkyo University (Tokyo), the London School of Economics, has a BA from Washington & Lee University and an MBA from the University of Michigan. He is a board member of XnI Consultancy Services Pvt. Ltd., a consulting firm in Delhi, India, and he is an active member of the American Chamber of Commerce in Shanghai. He has lived ten of the last 17 years in Asia and Europe, and currently resides with his wife and two sons in Shanghai.

 
Photo of Li Xiao

 Li Xiao


 General Manager


Li Xiao has worked for the US Fortune 500 Danaher Corporation in the industrial market; Millward Brown, one of the world’s largest advertising and research firms and the Swedish Trade Council (STC).
While at the STC, Li led the business establishment process for more than a dozen businesses entering China.
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Photo of Li Xiao

Li Xiao


General Manager

Li Xiao has worked for the US Fortune 500 Danaher Corporation in the industrial market; Millward Brown, one of the world’s largest advertising and research firms and the Swedish Trade Council (STC). While at the STC, Li led the business establishment process for more than a dozen businesses entering China. Most recently, Li worked directly for an Indian multinational and was responsible for setting up their new China business in Changzhou, China.

Li has a diploma from the Swedish Institute Management Program (Corporate Social Responsibility) and a BA from East China University of Science and Technology. Li currently resides in Shanghai with his wife, daughter and son.

 
Photo of Martin Daffner

 Martin Daffner


 Strategy and Innovation Director


Marty has 20 years of experience building and managing R&D and Innovation organizations in the US, EU and AP. His multi-regional experience in both B2C and B2B industries has provided Marty with a broad perspective on the role that innovation plays in driving growth and business development.
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Photo of Martin Daffner

Martin Daffner


Strategy and Innovation Director

Marty has 20 years of experience building and managing R&D and Innovation organizations in the US, Europe and Asia Pacific. His multi-regional experience in both B2C and B2B industries has provided Marty with a broad perspective on the role that innovation plays in driving growth and competitive advantage in both mature and emerging markets.

In 2006, Marty moved to China to start up the Asia Pacific Innovation Center for Avery Dennison. After successfully bringing that organization to strong profitability and grooming his successor, Marty built teams and drove global projects with TE Connectivity and most recently Cisco. Marty’s expertise is in building teams and processes that profitably drive Product Development and R&D creating competitive advantage within retail and distribution focused business models. Marty has a MS in Chemical Engineering from Georgia Institute of Technology and an MBA from the University of Southern California. He is the Chairman of the Technology and Innovation Committee for the American Chamber of Commerce in Shanghai and an active member of the Australian Chamber as well. Marty currently lives in Shanghai with his wife and two young boys.

 

LHI and LKS were founded to give on-the-ground support in Asia to small and medium-sized foreign enterprises that are: newly entering the market, in need of more resources and support, or that are in a distressed/turnaround situation. In our 17 years of supporting businesses in Asia, we have executed more than 90 start-up, commercialization, sourcing and turnaround projects in China, India, Japan and Southeast Asia.

Differentiation: Our business leadership background differentiates us from career consultants and government agencies. It is the driver behind our desire to execute and create value for our clients.


∗ Lancaster Investment Consulting (Shanghai) Co. Ltd. (LKS) is the China based consulting business for the US Lancaster Holdings International, LLC (LHI)
∗ LKS is a vetted business service provider and listed on the US Department of Commerce website for supporting US businesses in China.

INDUSTRIES WE HAVE SERVED

Automotive
Aftermarket
Consumer Hand
Tools
Electronic
Components
Industrial
Distribution
Safety
Equipment
Automotive
Components
Consumer Paper
Products
Healthcare Pulp & Paper Surveying
Equipment
Automotive
Manufacturing
Construction Hydraulics Industrial Hand
Tools
Steel
Aerospace Food & Beverage
ASIA MARKET ENTRY
FEASIBILITY STUDY/STRATEGIC ASSESSMENT

FEASIBILITY STUDY  /  STRATEGIC ASSESSMENT
Feasibility Study:  Market (size & trend), Channel (distribution, end customers), Competition (price, product), Suppliers (material, machines, labor), Government (regulations).
Strategic Assessment: We compile the above information and provide actionable steps to create a defendable position.

DIFFERENTIATION: We develop an actionable plan based on a clearly defined positioning and differentiation statement.

ZONE EVALUATION/SITE SELECTION

START UP ASSISTANCE
We work together with clients to start up manufacturing operations or commercial activities in China. We advice on the best incorporation model and find the most suitable location. We also follow through with government licensing and administration matters, as well as recruiting of key employees or business partners.

DIFFERENTIATION: Our Site Evaluation requires strategically prioritizing Sales (Customers/Service Network) vs. Suppliers (Cost/Capability). Tactics then include the evaluation of rental, logistics, white and blue collar costs, licensing and recruiting.

ADMINISTRATION/LICENSING

BUSINESS INCUBATOR OFFICE (BIO)
We recruit and administratively manage employees that are dedicated to your business and managed by your team overseas until you have the scale in China to open your own office.

DIFFERENTIATION:  We don’t just rent a desk. Our BIO is different than other office support programs as we actively engage in the operations of the clients business and management of their personnel to ensure that their business is growing and on a trajectory to stand on its own in 1 to 3 years.

ACQUISITION TARGET SEARCH/ADVISORY

ACQUISITION TARGET SEARCH / ADVISORY
We find acquisition targets and negotiate for clients interested in entering Asia through the addition of existing businesses.

DIFFERENTIATION:   Acquisitions of small and medium-sized enterprises are not as common in Asia as in the US or Europe. We approach owners of potential targets by educating them on how acquisitions work, possible deal structures and what that means to them. This approach has allowed us to draw out several candidates that are either without a successor, have shareholder dissent or the owner wishes to immigrate abroad.

We have a successful track record of creating business strategy and executing on geographic expansion into Asia. We have started organizations from scratch as well as through market entry acquisitions.

Market Entry Services Include:
  • Feasibility Study /Strategic Assessment
  • Start Up Assistance
  • Business Incubator Office
  • Acqusition Search / Advisory

ASIA TURNAROUND

Most turnaround firms consist of finance people turned operators; LHI is the reverse. While cash generation is the key to any turnaround, we believe the financials are symptoms of problems best solved by good operators.

Turnaround Services Include:
  • Interim Management
  • Execution of Divestitures
  • Turnaround Plan Development

Interim Management

INTERIM MANAGEMENT
We step in as interim CEO or COO for distressed businesses.
DIFFERENTIATION: Our leaders have been tested in multiple industries and multiple countries to bring around businesses in difficult financial situations. This cross-border and multiple industry experience allows us to bring innovative solutions to new industries and geographies.

Divestiture

DIVESTITURES
Buyer Identification:  We find buyers and negotiate the divestiture of businesses in Asia.
DIFFERENTIATION: We quickly identify and qualify adjacent industry candidates, suppliers and customers that may have the interest and ability to close a deal.

Assessment

TURNAROUND PLAN DEVELOPMENT
Deal Consulting:  We generate detailed turnaround plans for companies in difficult situations.
DIFFERENTIATION: We not only understand the obvious cost reductions in SGA and factory productivity, we also understand what it takes to implement the changes and create a future for the business.

ASIA GROWTH & PROFITABILITY

We have built brands, sales teams, after-sales service teams and distribution networks across several industries in China, India and Southeast Asia. We have executed on more than 20 sourcing projects for European and US firms.

Growth & Profitability Services Include:

Sales and Marketing SALES AND MARKETING
We find, qualify and recommend customers, distributors and sales people for foreign businesses and manage commercial activities in China on behalf of our clients.
DIFFERENTIATION:
We have not only consulted, but have also actually built and led commercialization teams in China, Southeast Asia and India that have results.

ASK YOURSELF THIS:
Why do you have 50 distributors in your home market, and think you can cover China or India with only One? Let us get you deeper into the market!

Supply ChainSOURCING
We spend time understanding our client’s objectives and find suppliers accordingly. We find both long term partners and secondary vendors that secure the supply line. We also help with following up on delivery and quality issues of current client suppliers.
DIFFERENTIATION:
Our sourcing projects have led us into a multitude of different industries and given us a broad range of experiences that we can bring to bear on your project. Vendor identification, certification and quality / delivery assurance are all processes we have honed in order to make your sourcing project move smoothly and quickly.

CLOSING YOUR CHINA BUSINESS?
UNDERPERFORMING FOREIGN BUSINESSES

After decades of growth,  the current Chinese economic situation has resulted in the majority of foreign businesses reevaluating their Chinese operations. In a number of cases, underperforming foreign businesses are choosing to exit the Chinese market altogether.

CHINESE BUSINESS EXITS

Chinese business exits are complex, costly and time consuming. Severance costs, employee lawsuits, government approvals, uncovering of potential FCPA violations, and discontinuation of business with the Chinese entity of a key customer in your home country, can all make the exit process daunting.

WHAT LANCASTER OFFERS

For those set on exiting, Lancaster can offer a lower cost, faster and less ambiguous alternative to closing down. This involves the sale of the foreign owned Chinese business to Lancaster, and / or one of our partner firms.


Contact: For further discussion, please feel free to reach out to our Managing Director, Alex Claypool, at: Exits@lancasterholdings.com

Selling to Lancaster reduces the COST, TIME and UNCERTAINTY of your China exit.

Lancaster acquisitions of US owned Chinese entities can take place in the US, SAVING YOU TIME, and allowing for US JURISDICTION.

Lancaster anticipates most businesses will have underperforming financials.

All manufacturing, distribution and retail businesses will be considered.

ASIA MARKET ENTRY
FEASIBILITY STUDY/STRATEGIC ASSESSMENT

FEASIBILITY STUDY  /  STRATEGIC ASSESSMENT
Feasibility Study:  Market (size & trend), Channel (distribution, end customers), Competition (price, product), Suppliers (material, machines, labor), Government (regulations).
Strategic Assessment: We compile the above information and provide actionable steps to create a defendable position.

DIFFERENTIATION: We develop an actionable plan based on a clearly defined positioning and differentiation statement.

ZONE EVALUATION/SITE SELECTION

START UP ASSISTANCE
We work together with clients to start up manufacturing operations or commercial activities in China. We advice on the best incorporation model and find the most suitable location. We also follow through with government licensing and administration matters, as well as recruiting of key employees or business partners.

DIFFERENTIATION: Our Site Evaluation requires strategically prioritizing Sales (Customers/Service Network) vs. Suppliers (Cost/Capability). Tactics then include the evaluation of rental, logistics, white and blue collar costs, licensing and recruiting.

ADMINISTRATION/LICENSING

BUSINESS INCUBATOR OFFICE (BIO)
We recruit and administratively manage employees that are dedicated to your business and managed by your team overseas until you have the scale in China to open your own office.

DIFFERENTIATION:  We don’t just rent a desk. Our BIO is different than other office support programs as we actively engage in the operations of the clients business and management of their personnel to ensure that their business is growing and on a trajectory to stand on its own in 1 to 3 years.

ACQUISITION TARGET SEARCH/ADVISORY

ACQUISITION TARGET SEARCH / ADVISORY
We find acquisition targets and negotiate for clients interested in entering Asia through the addition of existing businesses.

DIFFERENTIATION:   Acquisitions of small and medium-sized enterprises are not as common in Asia as in the US or Europe. We approach owners of potential targets by educating them on how acquisitions work, possible deal structures and what that means to them. This approach has allowed us to draw out several candidates that are either without a successor, have shareholder dissent or the owner wishes to immigrate abroad.

We have a successful track record of creating business strategy and executing on geographic expansion into Asia. We have started organizations from scratch as well as through market entry acquisitions.

Market Entry Services Include:
  • Feasibility Study /Strategic Assessment
  • Start Up Assistance
  • Business Incubator Office
  • Acqusition Search / Advisory

COME & MEET US HERE

We very much look forward to the opportunity to discuss your current situation
and grow your business in Asia. You can reach us at:

Lancaster Investment Consulting (Shanghai) Co. Ltd 上海兰可思投资咨询有限公司

Suite 309 No. 181, Middle Sichuan Road
Shanghai 200002
P.R. China
上海市四川中路181号309室 邮编:200002