International Business Practice | China Case Study
T&W
China-based Shenzhen Gongjin Electronics (T&W) expanded its U.S. customer relationships, established domestic manufacturing and business infrastructure, and strengthened its ability to navigate complex cross-border operations.
China-based Shenzhen Gongjin Electronics (T&W) expanded its U.S. customer relationships, established domestic manufacturing and business infrastructure, and strengthened its ability to navigate complex cross-border operations.
Overview
Shenzhen Gongjin Electronics Co., Ltd., also known as T&W, is a Chinese designer and manufacturer of broadband and networking equipment. Founded in 1991 and headquartered in Shenzhen, China, the publicly traded company generates more than $1 billion in annual revenue and employs over 7,500 people.
T&W develops and manufactures products for telecommunications operators and equipment brands through original design manufacturing (ODM), joint-design, and contract-manufacturing arrangements.
Its capabilities span product engineering, procurement, manufacturing, testing, and delivery, with manufacturing operations in China and Vietnam. Its portfolio includes fiber broadband equipment, Wi-Fi routers and gateways, cable and DSL broadband products, 5G connectivity solutions, data communications equipment, and automotive electronics.
As demand in its domestic Chinese market remained flat or declined in some segments, T&W shifted its growth focus toward the United States. Although the company had established relationships with several U.S. OEM customers, expanding its business in this market presented significant commercial, operational, and geopolitical challenges.
Challenges
In 2020, T&W had several established U.S. OEM brand customers, but its business was under significant pressure. Some customer accounts did not survive the aftershocks of COVID-19, while revenues remained flat, margins were tight, and profitability was below expectations.
The company faced several interconnected challenges:
- Growth in new accounts: T&W needed to expand its U.S. customer base, particularly among broadband customer premises equipment (CPE) OEM brands, by leveraging its existing and planned product roadmap.
- Tariffs and geopolitical pressures: U.S. tariffs on Chinese-manufactured products were affecting T&W’s supply chain and cost structure. At the same time, geopolitical tensions between the U.S. and China created uncertainty among American OEM customers.
- Operational and supply chain requirements: T&W needed to address growing customer demands around supply chain sustainability, environmental, social, and governance (ESG) practices, and operational transparency while maintaining operational excellence.
- Outstanding accounts receivable: Delinquent U.S. customers owed T&W more than $1 million in aged receivables, requiring additional attention to collections and financial recovery.
- Contract negotiations and risk management: New and existing customer and supplier agreements needed stronger terms and conditions to mitigate risk and improve financial performance.
- U.S. manufacturing and business infrastructure: T&W needed domestic manufacturing partnerships to support Made in America initiatives, along with a formal U.S. legal entity to strengthen sourcing, talent acquisition, operations, and financial and tax capabilities.
- Executive-level guidance: Navigating these interconnected commercial, operational, and geopolitical issues required experienced U.S. industry leadership with a deep understanding of the market and its business requirements.
Goals
T&W’s objective was to accelerate growth in the U.S. market while improving profitability, strengthening operations, and establishing the infrastructure needed for sustainable expansion.
The company’s priorities included:
- Expand U.S. customer relationships: Win new broadband CPE and data communications OEM accounts by leveraging T&W’s existing capabilities and planned product roadmap.
- Improve financial performance: Increase revenues and margins, reduce operating expenses, recover outstanding receivables, and strengthen customer and supplier agreements to mitigate risk.
- Establish U.S. manufacturing capabilities: Develop domestic manufacturing partnerships to support Build America, Buy America (BABA), the Broadband Equity, Access, and Deployment (BEAD) Program, and other Made in America initiatives.
- Build a formal U.S. business presence: Establish a U.S. subsidiary and develop partnerships supporting logistics, legal, accounting, finance, and supply chain operations.
- Strengthen operational and supply chain resilience: Address tariff pressures, geopolitical uncertainty, sustainability requirements, and customer expectations for operational transparency.
- Secure experienced executive guidance: Bring senior-level U.S. industry expertise to commercial negotiations, strategic planning, operational decisions, and ongoing cross-border business challenges.
Solutions
T&W engaged TechCXO Partner Joe Wytanis in 2020 as a trusted executive advisor for its U.S. business, reporting directly to the company’s President and Chief Executive Officer and Chief Sales Officer. Drawing on more than 40 years of industry leadership experience, Joe worked across commercial development, manufacturing, financial management, and cross-border operations to address T&W’s growth priorities.
Key initiatives included:
Expanding U.S. broadband OEM relationships: Joe engaged several new broadband OEM accounts, positioned T&W’s capabilities and product roadmap, and pursued new product opportunities to grow the company’s U.S. customer base.
Developing data communications opportunities: Joe engaged U.S. OEM data center accounts serving hyperscalers, positioning T&W for product prototype buildouts with the potential to progress to full-scale manufacturing.
Establishing U.S. manufacturing capabilities: To support Build America, Buy America (BABA), the Broadband Equity, Access, and Deployment (BEAD) Program, and other Made in America initiatives, Joe coordinated with a U.S. electronics manufacturer to establish domestic manufacturing capabilities for T&W.
Building U.S. business infrastructure: Joe helped establish a U.S. subsidiary with banking capabilities and developed partnerships with third-party logistics providers, law firms, accounting and finance firms, and supply chain sustainability and risk management specialists.
Strengthening commercial agreements and collections: With full authorization to represent T&W in U.S. contract negotiations, Joe worked to secure favorable terms and conditions in customer and supplier agreements. He also negotiated settlements with delinquent customers for outstanding payments on shipped products.
Supporting financial planning and strategic decisions: Joe developed financial models and scenario analyses, including evaluations related to potential mergers and acquisitions, to support T&W’s business planning and decision-making.
Navigating geopolitical and regulatory challenges: Joe continues to help T&W address cross-border business issues, including Uyghur Forced Labor Prevention Act (UFLPA) requirements, U.S. Customs and Border Protection (CBP) detainments, and other geopolitical matters affecting its operations.
Joe Wytanis helped T&W turn its U.S. growth strategy into action, from winning new OEM business to establishing the manufacturing partnerships and business infrastructure needed to serve American customers.
Interim & Fractional CEO | COO | CPO
Joe brings more than 40 years of executive leadership experience spanning product development, sales, business development, operations, and internationally sourced manufacturing. He helps technology companies expand into new markets, establish manufacturing and strategic partnerships, navigate geopolitical challenges, and drive sustainable revenue and profit growth.
Outcome
T&W has achieved significant progress in expanding its U.S. business since engaging TechCXO in 2020. Through new customer relationships, domestic manufacturing capabilities, and stronger business infrastructure, the company has increased revenues, improved margins, reduced operating expenses, and strengthened its position in the U.S. market.
One of the most significant results has been growth in T&W’s U.S. broadband OEM business. Joe helped secure several new product opportunities, including one OEM brand account that generated $62 million in revenue in 2025, with revenue projected to reach $102 million by year-end 2026. The company has also won prototype buildout opportunities with data communications OEM accounts serving hyperscalers, creating the potential for future mass production business.
Beyond customer growth, T&W has established U.S. manufacturing capabilities through a domestic electronics manufacturing partner, along with a U.S. subsidiary that includes banking capabilities. Partnerships with logistics, legal, accounting, finance, and supply chain specialists have further strengthened its ability to support U.S. customers and manage cross-border operations.
T&W has also strengthened its commercial and financial position through improved contract terms, negotiated settlements of delinquent receivables, and more sophisticated financial planning. These improvements complement the company’s growing U.S. presence and provide additional support for future business decisions.
The engagement continues, with Joe helping T&W navigate geopolitical and regulatory challenges while pursuing additional opportunities for sustainable growth in the U.S. market.
U.S. market momentum
New broadband OEM business, data communications opportunities, domestic manufacturing capabilities, and a formal U.S. subsidiary have given T&W a stronger commercial and operational foundation for continued growth.
Operational resilience
Improved contract terms, successful receivables settlements, strategic partnerships, and ongoing executive guidance have helped T&W strengthen financial performance and navigate the complexities of operating across U.S. and Chinese markets.