Por Eric Castro

Generalmente hablando, los comerciantes de China se ocupan de comercio exterior según reglas y regulaciones internacionales. Entonces diversa gente tiene diversos costumbres y hábitos. Éste es el mismo caso en sus actividades comerciales. Sugerimos que usted preste más atención a las ediciones siguientes cuando usted comienza su negocio en China o negocia en China.

1. Énfasis en la investigación del ambiente macroeconómico, el desarrollo del comercio exterior, y la dinámica del movimiento del mercado.

Pues usted todo sabe la importancia de saber el mercado de su producto antes de que usted consiga en él, es especialmente importante en caso del mercado chino. Aunque cada uno sabe que China es un mercado enorme en términos de población y territorio, con todo hay una gran diferencia geográfica en términos de per capita renta y per capita consumición. Generalmente el discurso per capita de la renta de áreas costeras del este es piezas internas mayor que y lejos mayor que uniforme las áreas rurales del oeste. Por lo tanto el estudio de mercados cuidadoso es crucial en el procedimiento de toma de decisión de su estrategia penetrante del mercado de China.

2. Estipule la estrategia de la comercialización y de las ventas con características chinas.

Tómela a McDonald's por ejemplo, después de la investigación de mercados muy larga, realiza que la mayor parte de los padres de China ponen siempre los intereses de sus niños al principio e incluso los estropean a veces. Su estrategia se adapta tan a las adolescente-edades chinas. Sus medios que promueven incluyendo anuncios de la TV, prospectos y arreglos todos de la fiesta de cumpleaños se apuntan a los niños de China, pues saben cuándo los cabritos deciden comer la hamburguesa, sus padres los llevarán a McDonalds' S. Esto demuestra que es esencial saber el comportamiento del mercado y de la gente en este mercado.

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