Durch Eric Castro

Allgemeines sprechend, beschäftigen Kaufleute von China Außenhandel entsprechend internationalen Richtlinien und Regelungen. Dann haben unterschiedliche Völker unterschiedliche Gewohnheiten und Gewohnheiten. Dieses ist der gleiche Fall in ihren kommerziellen Tätigkeiten. Wir schlagen vor, daß Sie mehr Aufmerksamkeit auf die folgenden Ausgaben lenken sollten, wenn Sie Ihr Geschäft in China beginnen oder in China handeln.

1. Hauptgewicht auf Forschung des makroökonomischen Klimas, Außenhandelentwicklung und Dynamik der Marktbewegung.

Da aller Sie den Wert des Kennens des Marktes Ihres Produktes kennen, bevor Sie in ihn erhalten, ist es im Falle des chinesischen Marktes besonders wichtig. Obgleich jeder weiß, daß China ein sehr großer Markt in Bevölkerung und Gegend ausgedrückt ist, dennoch, es einen großen geographischen Unterschied in per capita Einkommen und per capita Verbrauch ausgedrückt gibt. Das per capita Einkommen von Ostküstenbereichen Allgemeines zu sprechen ist grösser als innere Teile und gleichmäßiges weit grösseres als die ländlichen Westgebiete. Folglich ist die vollständige Marktforschung im Entscheidungsprozeß Ihrer China Marktdurchdringungsstrategie entscheidend.

2. Vereinbaren Sie Marketing- und Verkaufsstrategie mit chinesischen Eigenschaften.

Nehmen Sie McDonald's zum Beispiel, nach langatmiger Marktforschung, sie feststellt, daß die meisten Eltern von China immer Interessen ihrer Kinder anfangs setzen und manchmal sie sie sogar verderben. So wird seine Strategie zum chinesischen Jugendlichalter hergestellt. Their promoting means including TV Ads, leaflets and Birthday Party arrangements are all targeted to the children from China, as they know when kids decide to have burger, their parents will take them to McDonalds’s. This shows that it is essential to know the market and people’s behavior in this market.

3. Conduct comprehensive research on the credit standing of local partners.

As not all Chinese companies have sound financial standing, especially some firms may show blue in their accounting book, but the actual situation will not be as healthy as the book shows, so it is very important to visit your local partner before you commit yourself to the cooperation.

4. Understand fully the regulations and restrictions of import and export commodities.

The Chinese government organizations such as Ministry of Foreign China Trade and Economic Co-operation (MOFTEC) may provide this information. Please make sure you read through and fully understand them. MOFTEC has got a web site, which is www.moftec.gov.cn

5. Understand trade practices prevailing in China, such as payment terms and settlement of currency.

(1) Payment terms

Most China trading firms or mills can only accept payment in US Dollars and they would always ask for L/C at sight terms when you try to buy goods from Chinese supplier. Some firms now can try to accept L/C at 60 or 90 days, which gives the client, here certain length of finance credits.

(2) Shipment arrangement

Most client here would like to use sea shipment as it is more cost effective, only those items which need quick response to the marketing changes, such as fashion items, clients require shipment by air but usually shipment by air from China is very expensive. If it is sea shipment, the usual length from any Chinese port to any European Main Port is 4-6 weeks. So when you buy goods from China, you should also take time into consideration and make sure you can get your goods on time.

(3) Price terms

For visible China trading business, there are certain price terms (ex-works, FOB, CNF, CIF etc.) that are used for doing business with another country. For doing business with China, most Chinese firms tend to offer you price on CNF or CIF terms which means that the price they offer should include freight and/or insurance charges. Occasionally, if the buyer can make shipping arrangement, he could ask China to quote on FOB Terms.

(4) Quality issues

Quality control is a very tough task when you think of doing business with China. In order to achieve consistency in quality, most firms would like to pay frequent visits to the mill or employ quality control people locally if the quality requirement of the goods they need is of quite high standard.

6. Understand the importance of relationships in formulating effective business with China.

Building up close and cooperative relationship with your Chinese partner in both business and non-business environment is crucial to the success of your China business. You might have already heard a lot about this from media and newspaper. Here let me say, in certain sense it is true. People from China usually look for long-term, trustful relationship rather than short-term profit gearing.

This article was researched and produced by Posicionarte for China Trading Company , 2007

About the author
Author Bio: Eric Castro Mattas, is chief editor of Posicionarte researching and producing articles for China Trading Company. If you need products from China please visit www.chinatrading-company.com