Until now, most foreign retailers have used heavily populated Tier 1 Chinese cities such as Beijing, Shanghai, Guangzhou, and Shenzen as their initial entry points into the Chinese consumer marketplace. In contrast, over the next twenty years, retail analysts predict that a large number of foreign retailers will increasingly seek out retail sites in Tier 2 and Tier 3 Chinese cities. Bain & Co., a global management consulting firm, lists 330 Tier 2 cities in China; they have populations of 500,000 to 2 million people. There are more than 1,200 smaller countylevel communities that are considered to be Tier 3. Lang LaSalle, a global real-estate services firm, has identified 15 of China’s Tier 2 cities and 25 of its Tier 3 cities, most of which are provincial capitals, as leading candidates for retailers. What most researchers agree upon is that the relative importance of the Tier 1 cities in China will diminish over time in terms of population and spending power. China has more than 200 cities that each have a population of at least 1 million people. In contrast, there are only 35 cities this size in all of Europe. Let’s examine the expansion strategy of Coach (www. coach.com), a U.S.-based luxury leather fashion accessories designer and retailer, in China. Coach initially entered China in 2003 through licensing agreements. When Coach discovered that the locally managed retail outlets were very profitable, it purchased back these rights in 2009. Direct control of its image, expansion plans, and pricing was essential to Coach. The firm also realized that it needed to better understand the Chinese market and the important differences between Chinese and American consumers. Its research showed that Chinese consumers desire very conspicuous brand marking on all of Coach’s apparel and accessory items. Coach initially focused its attention on establishing its brand in such affluent Tier 1 cities as Beijing and Shanghai. The company then expanded into newer market locations such as Chongqing after it was firmly established in Tier 1 markets. This strategy is referred to as a “beachhead to a disperse location strategy.” Of Coach’s initial 28 Chinese stores, 12 are in Tier 1 cities and 16 are in Tier 2 cities or beyond. Coach opened 13 new stores in 2010; this represented an increase in square footage of 50 percent. It planned to open 30 new locations in 2011, representing another increase of 60 percent in square footage. Some of these stores will be Coach flagship stores to focus attention on Coach’s presence in these new provincial markets, despite their having lower profitability than Coach’s traditional stores. In a conference call with financial analysts, Coach cited the Chinese market as its “largest geographic opportunity.” Coach is seeking to more than double its sales in China, with a goal of $250 million (U.S.) as of fiscal year 2012, as compared with $100 million (U.S.) in fiscal year 2010. Coach and other retailers are hoping that the lessons learned from their Tier 1 market experiences will be applicable to Tier 2 and Tier 3 cities. These retailers further believe that as first movers into Tier 2 and Tier 3 cities, they will be able to solidify their image as innovators, secure the best retail locations, and be able to obtain sourcing agreements with the best logistics and materials suppliers. On the other hand, they will be assuming high risk to their image and profits, because they may not be as successful in these smaller market areas. Questions 1. Evaluate Tier 2 and Tier 3 cities in contrast to Tier 1 Chinese cities from the perspectives of economic base characteristics, as well as the nature of competition and the level of saturation. 2. Discuss the pros and cons of Coach’s “beachhead to a disperse location” strategy. 3. Describe the location-based advantages of being a first mover into Tier 1 and Tier 2 cites. 4. Explain the location-based disadvantages of being a first mover into Tier 1 and Tier 2 cites.