Expanding into Asia can completely change the game for your brand. It’s exciting, full of potential, and offers access to some of the world’s fastest-growing consumer markets.
That’s if you get it right.
Too many European FMCG brands underestimate how complex these markets really are. The opportunity is massive, but so are the cultural, regulatory, and logistical challenges that can trip up even the most experienced exporters.
Over the years, I’ve seen the same mistakes play out again and again, all avoidable with the right preparation and mindset. So, let’s look at five of the most common ones and, more importantly, what you can do instead.
1. Assuming It Will Be Easy
It’s easy to get dazzled by Asia’s size and growth. Huge markets, fast-moving consumers, rising spending power… what could go wrong?
Quite a lot, actually. A big market doesn’t automatically mean it’s easy to crack. In fact, it usually means the opposite. You’ll be competing with both local and global players, many of whom already have deep roots and a strong grasp of cultural and regulatory nuances.
What to do instead: Be ready for the long game. Set realistic expectations, invest in research, and bring enough energy, money, and team bandwidth to see it through. Success in Asia takes persistence, not luck.
2. Underestimating Timelines
If you’re used to quick project turnarounds in Europe, Asia will test your patience. From regulatory approvals and product tweaks to building relationships, everything takes longer.
And that’s not a bad thing; it’s just how business works here. Trust takes time, and business is built on trust. Add in long supply chains, complex logistics, and unique infrastructure challenges (hello, Indonesia’s 17,000 islands), and you’ll quickly realise there’s no shortcut.
What to do instead: Double whatever timeline you’ve written in your plan. Then add a little extra for good measure. Use that time to get to know your partners, fine-tune your offer, and adapt your processes. You’ll thank yourself later.
3. Neglecting Relationships and Culture
In much of Asia, business happens between people, not companies. Deals are built on relationships, trust, and connection, not just on price or product features.
If you rush into business without first building rapport, you’ll struggle to make progress. And if you ignore cultural cues like saving face, indirect communication, or respect for hierarchy, you can easily offend your counterpart without meaning to.
What to do instead: Slow down and get genuinely curious about the culture you’re entering. Invest time in relationships, even if it means more tea, drinking sessions, or karaoke than you expected. Those shared experiences are the foundation of long-term success.
4. Bringing Arrogance Instead of Confidence
This one makes me cringe every time. I’ve seen brands walk into Asia assuming their “European quality” automatically makes them superior. It doesn’t.
Your local partners and customers will pick up on that attitude immediately. Yes, be proud of your product, but leave the arrogance at home. Many Asian manufacturers produce at world-class levels, and local brands often have insights about HOW to succeed that you can learn from.
What to do instead: Lead with curiosity and respect. Show confidence in your brand without dismissing others. Be humble enough to adapt and listen – you’ll earn far more trust that way.
5. Failing to Protect Your Intellectual Property
This might sound boring, but IP protection is non-negotiable. Many Asian markets work on a “first to file” system, which means whoever registers your trademark first owns it.
I’ve seen brands lose their name, their logo, and their online presence simply because they didn’t take a few minutes to register their IP locally. Don’t be that brand.
What to do instead: Register your trademarks and patents before you even start market activities. Work with local experts to ensure your IP protection covers every country you plan to sell in, including in the local alphabet or characters. It’s a small investment that can save you a world of pain later.
Final Thoughts
Asia can be an incredibly rewarding region for European FMCG and mum and baby brands, but only if you come prepared. Success here isn’t about luck or speed; it’s about respect, patience, and the right partnerships.
Get your strategy right, build genuine relationships, and work with distributors who share your values and vision, and you’ll give your brand the best possible chance to thrive long term.
If you’d like support finding the right distributor or shaping your Asia strategy, you can book a free discovery call with me here.
Or start by taking my APAC Distributor Evaluation Scorecard, a quick, free diagnostic that helps you assess your current (or potential) distributor and see where you stand.
