This week’s Founder Focus is by far the most unconventional Irish abroad success story I’ve ever read about, never mind being lucky enough to interview.

Meet Alan Coughlan, Founder and CEO of Lansil Global, who moved to China to teach English in 2010 and, in a short few years, bootstrapped an e-commerce supply chain solution juggernaut that today employs 120 people across the globe, turning over 40 million USD in revenue last year.

What’s the secret to this insane success story in one of the world’s most competitive economies??

Well, you’ll have to read on to find out for yourself.

But here is a sneak peak 👀

• Alan talks about his journey from Cork to China after flunking University.

• How his first shipment of Chinese bikes to Ireland flopped, and the lessons he learned to then found Lansil Global.

• The unique challenges of starting a business as an immigrant in China, and the cultural differences he navigated along the way. 🤝

Alan Coughlan Snapshot 🤳

Can you tell me about yourself, where you are from, and why you moved to China?

I'm originally from Cobh in Cork. I didn’t do well in my leaving cert but got into CIT (Cork Institute of Technology) to study business. I failed my first year at CIT, flunking 11 out of 12 exams. The university didn't want me to do the summer repeats, so they told me to repeat the year. I found a way to do the repeats, passed the 11 exams within two weeks, and moved on.

I wasn't particularly enthusiastic about college. I didn't see the point of reading business cases and answering exam questions, but I enjoyed college life. After finishing my degree with a 2:2, I had limited options for pursuing a master's in Ireland. My dad suggested trying China, as the economy was booming then. I applied to a few colleges, got accepted, and within a few months, I moved to China in 2010.

What are your earliest memories of the idea for your business? What was the first idea, and where did it come from?

While in China, I noticed the vast array of products being manufactured and sold. It has always been in my mind that China is making everything. I had a dream about selling bicycles with a buddy from college, which led me to visit a bicycle factory.

I was fascinated by the process and decided to buy some bikes and try selling them in Ireland. The project failed, but it sparked the idea that I could source and sell products globally from China. This led me to start helping others with sourcing, eventually expanding into fulfilment warehouses.

Did you speak Chinese when you first moved to China?

No, I didn't speak Chinese initially. I picked up a few words while in Shanghai, but it wasn't until I decided to start visiting factories that I got serious about learning the language. I hired a Chinese teacher for two hours every morning for two months, which allowed me to communicate basics like pricing and quality. However, during the three years I couldn't travel to China due to COVID-19, my Chinese language skills deteriorated significantly.

You’ve been going for 9+ years now. What are some of your most memorable milestones to date?

Hitting revenue milestones like 1 million, 10 million, and 40 million were significant. Passing the 100-staff mark was also a big achievement for me. The last few years have been our most important in terms of revenue, growing steadily every year.

We have also expanded globally, and setting up new locations has stretched me, but it has been very satisfying to watch these hubs grow after two years of hard work to get them up and running.

What were the biggest challenges in starting a Chinese business as an Irish emigrant?

One of the main challenges was the lack of a support network or organisations to guide me. Starting a business in China meant competing with thousands of similar companies. Factories often questioned the necessity of my services, which was discouraging.

The language barrier was also significant, as many factories didn't have English-speaking staff. Additionally, navigating cultural differences, such as work hours and holidays, posed challenges in managing a Chinese workforce.

How did the cultural differences affect your business operations?

Significant cultural differences existed, particularly regarding work hours, holidays, and the hierarchical nature of Chinese businesses. For example, the founding team initially worked seven days a week. Later, we realized that this was unsustainable. However, the excitement of growing the business at the time necessitated this resilience.

Funnily enough, many potential hires hesitated about our flexible work hours and less hierarchical structure, which isn’t very common in China. Over time, we developed more structured training programs and adapted our management style to fit local expectations better.

Can you tell me about your plans for Lansil in the next few years? What are your biggest priorities?

We’re celebrating our 10th anniversary in March next year, a significant milestone that means we are no longer a startup!

Our plans include opening a new warehouse in Texas next year, expanding our footprint in the US, and possibly opening a warehouse in Europe, likely in Holland or Germany. We also aim to enhance our services and grow our online presence through marketing, as we've just started investing in this area.

Check out some of Lansil Global’s impressive results in this 2023 year-in-review:

Who are some people/organisations that helped you on your Chinese entrepreneurial journey?

I didn't receive much help from organisations or individuals. I mainly focused on getting customers and growing the business. I didn't have a business plan or know any competitors, which kept me focused on my goals and our customers.

How did you finance your business?

I bootstrapped the business from the start. I began small, doing one deal at a time while teaching English to support myself. Eventually, I quit teaching to focus on the business full-time, relying on my savings and putting everything I earned back into the business.

Is there any specific advice you’d give an Irish person thinking about starting a business abroad?

Just go for it and stick it out for at least two years. Many people give up too quickly. My business didn't take off until about 2.5 years in. It requires intense focus, hard work, and sacrifices, but the feeling of success and seeing your company grow is worth it. To build your business, be prepared to sacrifice personal time and relationships in the early years.

Finally, What Does being an Irish Founder Abroad mean to you?

I’m proud to be an Irish founder abroad, though I don't think about it in that context often. Being a founder is fulfilling, and my Irish heritage adds a layer of pride.