Par Eric Castro

D'une manière générale, les négociants de Chine traitent le commerce extérieur selon des règles et des règlements internationaux. Alors les différents peuples ont différentes coutumes et habitudes. C'est le même cas dans leurs activités commerciales. Nous proposons que vous devriez prêter plus d'attention aux questions suivantes quand vous commencez vos affaires en Chine ou commercez Chine.

1. Emphase sur la recherche de l'environnement macro-économique, le développement de commerce extérieur, et la dynamique du mouvement du marché.

Car vous tout savez l'importance de connaître le marché de votre produit avant que vous entriez dans lui, il est particulièrement important en cas de marché chinois. Bien que chacun sache que la Chine est un marché énorme en termes de population et territoire, pourtant il y a une grande différence géographique en termes de par habitant revenu et par habitant consommation. D'une manière générale par habitant le revenu des secteurs côtiers est est les pièces intérieures plus grandes qu'et même loin plus grand que les secteurs ruraux occidentaux. Par conséquent la recherche de marché complète est cruciale dans le processus décisionnel de votre stratégie pénétrante du marché de la Chine.

2. Stipulez la stratégie de vente et de ventes avec des caractéristiques chinoises.

Prenez-à McDonald par exemple, après étude de marché prolongée, la se rend compte que la plupart de parents de Chine mettent toujours les intérêts de leurs enfants au début et parfois elles les abîment même. Ainsi sa stratégie est conçue en fonction les de l'adolescence-âges chinois. Leurs moyens de promotion comprenant TV ADS, feuillets et arrangements tous de fête d'anniversaire sont visés aux enfants de Chine, car ils savent quand les enfants décident de prendre l'hamburger, leurs parents les porteront à McDonalds' S. Ceci prouve qu'il est essentiel de savoir le comportement du marché et des personnes sur ce marché.

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