One of Australia’s oldest dairy companies approached The Silk Initiative to help determine if it should enter China with a yogurt or protein-based dairy product. They gave TSI the leeway and resources to explore, conceptualize, and build any brand or product of our choosing.


The Silk Initiative used advanced analytics to help define a winning space for this client. Key to identifying this space were consumer purchasing behaviours and how well Brand Australia played in the psyche of Chinese shoppers.


Through this work four target segments emerged. Some gravitated towards healthy living, while others preferred only domestic brands. What stood out was a desire among consumers for novelty. The Silk Initiative then worked with our client to capitalize on unique Australian flavours that were not only new but resonated well with Chinese palates.


Our innovative solutions not only developed an entirely new range of products, but also pack designs driving growth of the brand in China. The biggest learning from this engagement was that brands can no longer rely solely on their provenance or established brand story. Instead of just a buzzword, innovation is a critical element in developing a successful brand strategy for China.

Bringing Australia's Oldest Dairy to the World's Oldest Country


Number 9, Lane 584 Middle Huaihai Rd, Huangpu District, Shanghai. PRC
Tel: (+86) 21 53098757

North America

Tom Sommers
Tel: (+1) 513 607 8136

Hong Kong
Washington, D.C.
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© 2018 by The Silk Initiative.