A typical Horsten case study

This case study highlights a project that Horsten has been supporting since 2016—an example of how we deliver tangible value to our European clients. What began as basic trade management services evolved into a comprehensive engagement, enabling the client to successfully navigate the challenges that many foreign companies face when entering and operating in China

Project background

Our client is a European family-owned SME in the textiles sector. The company operates a small manufacturing facility in Europe, primarily for final assembly and quality control, while also sales, customer service, and R&D are managed from its European headquarters. For many years, the client has sourced most of its semi-finished and finished products from Chinese suppliers. Its end customers are mainly international clothing brands.

By the early 2010s, global market dynamics began to shift. The client’s international business expanded, and opportunities also emerged in the Chinese domestic market. However, without any prior experience in China—and lacking a local presence—the client faced several risks. Most important among them was the concern that Chinese suppliers might establish direct relationships with Chinese customers, undermining the European company’s position.

Cooperation with Horsten

Following in-depth discussions, Horsten appointed one of its project managers as the client’s part-time representative in China. This approach provided the client with a dedicated, on-the-ground presence without the cost and complexity of hiring a full-time local employee. It proved to be a cost-effective, low-risk solution, allowing the company to grow steadily in China while maintaining strategic oversight and operational control.

Horsten initially provided administrative, financial, and logistics support, ensuring smooth operations and protecting the client’s business interests. Once the project demonstrated strong commercial potential, the decision was made to establish a wholly owned legal entity in China. With the support of Horsten’s China team, the entity was successfully incorporated, and Horsten continues to manage accounting, financial reporting, and compliance. In parallel, the dedicated project manager remains responsible for trade facilitation and logistics support.

Horsten’s added value

Through Horsten’s involvement, the client has been able to expand in China under controlled and cost-efficient conditions. The company maintained strong relationships with its Chinese suppliers, while simultaneously securing sales opportunities in China and other global markets.

The Horsten team in Belgium serves as the bridge between the China operations and the client’s European headquarters. Horsten representatives from Belgium frequently travel to China to follow up on the project, ensuring smooth communication and alignment. As a result, the client avoids the common challenges and misunderstandings that often arise when European companies work directly with Chinese teams or partners.

Horsten International is a family-owned consulting firm from Belgium, specializing in China. With more than 25 years of experience, we combine deep expertise in guiding European companies doing business in China with hands-on involvement in trading projects and ventures, where we have acted as co-founder and co-shareholder.  With offices in both Belgium and China, Horsten provides European clients with trusted, on-the-ground support—ensuring that costly mistakes are avoided and that their products and business interests are fully safeguarded in China. Our teams in Belgium and China function as an extended back office, delivering comprehensive support in logistics, operations, legal compliance, HR, regulatory affairs, and marketing—tailored to the client’s specific project needs.