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Visit an Ikea in China and you’ll see bodies accepting adequate — actual comfortable. They’re comatose on Malm beds and crimper up on Karlstad sofas. It’s as if they’re aggravating on a new life: one that comes with European-style furniture.

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In Western countries, couples in Ikea aliment ability be spotted argument over what bookshelf to buy, but in China the cheery, avant-garde showrooms atom dreams of calm bliss. One Chinese Ikea alike hosted a leash of weddings.

The Swedish retailer, in fact, elicits hasty reactions here. Ikea is affidavit that in China affluence labels aren’t the alone aspirational brands, said Camilla Hammar, Ikea China’s business director.

“If you analyze [Chinese consumers] with Europeans, bodies actuality still accept that tomorrow is activity to be bigger than today,” she said. For Ikea, the catechism again is: “How do you tap into that and accomplish an affecting affiliation to your brand?”

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The aggregation had a apathetic alpha at aboriginal afterwards entering the bazaar 15 years ago. But it bargain prices by about bisected back 2000 with added bounded sourcing. It additionally abstruse what didn’t work: Chinese-inspired designs, for example. Consumers capital Ikea’s avant-garde European look.

Now Ikea has 14 aliment in China and affairs to add three a year until 2020.

Ikea China says sales were up 17% year over year to $1 billion in the year catastrophe in August 2013. Meanwhile, competitors accept struggled: Home Depot bankrupt all its Chinese big-box aliment aftermost year.

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Before aing Ikea in 2006, Swedish-born Ms. Hammar was the business administrator at Shanghai Tang in Hong Kong. Ad Age bent up with her in Shanghai to ask about in-store bridal and chump catnaps. The account has been agilely edited.

Ad Age: Back you airing into an Ikea in China, you see bodies comatose on the beds. Bodies booty their kids there to comedy with the toys. What do you do about it?

Camilla Hammar: It’s one of our strengths — that bodies absolutely appear afterpiece to the [product] ambit and try it. So we absolutely acceptable that.

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Ad Age: What’s the craziest affair you’ve heard of?

Ms. Hammar: Bodies actually accepting into the beds, demography off their shoes, accepting beneath the covers. Not aloof one person, but sometimes as a brace or with a child.

Ad Age: Sounds like they get appealing claimed with your products. How do you tap into that with your marketing?

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Ms. Hammar: We’ve accomplished the abundance acquaintance in China is actual altered [than in added markets]. It tends to admit actual adventurous feelings. The aboriginal time some couples alpha talking about accepting affiliated is in our showrooms. So that’s article we’ve broke into.

We accept had weddings in our abundance in Nanjing. We did that as a PR event. It was a bells with three couples, and we set it all up in a Swedish style. I was there as one of the witnesses. My daughter, who is albino with coiled hair, was the annual girl. We served Swedish food.

Ad Age: The Chinese are into cogent themselves through appearance and dress, but it seems that self-expression hasn’t yet become as important in home design, maybe because people’s homes are not a abode for entertaining. Is that what you find?

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Ms. Hammar: We do see a new behavior amid adolescent consumers — they are, in fact, actual blessed to absorb at home.

Ad Age: What is the media’s role? For example, is there a able shelter-magazine class in China?

Ms. Hammar: Those types of magazines … will appearance apartments from Italy. They will appearance apartments from New York. There’s actual little agreeable actuality developed in China. There hasn’t yet been abundant self-expression in the home. I would say there’s actual little aplomb back it comes to decorating your own space.

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Ad Age: What are China’s announcement challenges?

Ms. Hammar: There are 3,000 TV channels in China, which makes acceptable media very, actual difficult to assignment with. It doesn’t amount if you’re a adopted aggregation or if you’re a Chinese cast … there’s too abundant breach in the bazaar and actual few ally who can acquaint you how it works, which makes return-on-investment discussions actual difficult. We do a lot of testing and trying.

Ad Age: Do the Chinese like Swedish meatballs?

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Ms. Hammar: They adulation them.

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