Da Eric Castro

Generalmente parlando, i commercianti dalla Cina si occupano di commercio estero secondo le norme e le regolazioni internazionali. Allora la gente differente ha le abitudini ed abitudini differenti. Ciò è lo stesso caso nelle loro attività commerciali. Suggeriamo che dovreste prestare più attenzione alle seguenti edizioni quando iniziate il vostro commercio in Cina o commerciate in Cina.

1. Enfasi su ricerca dell'ambiente macroeconomico, su sviluppo di commercio estero e su dynamics del movimento del mercato.

Poichè tutti conoscete l'importanza di conoscere il mercato del vostro prodotto prima che entriate in esso, è particolarmente importante nel caso del mercato cinese. Anche se tutto sa che la Cina è un mercato enorme in termini di popolazione e territorio, tuttavia ci è una differenza geografica grande in termini di per capita reddito e per capita consumo. Generalmente parlare per capita il reddito delle zone costiere orientali è più grande delle parti interne e ben di più grande perfino delle zone rurali ad ovest. Di conseguenza la ricerca di mercato completa è cruciale nel processo decisionale della vostra strategia penetrante del mercato della Cina.

2. Stipuli la strategia di vendite e di vendita con le caratteristiche cinesi.

Prendala a McDonald's per esempio, dopo ricerca di mercato lunga, si rende conto che la maggior parte dei genitori dalla Cina mettono sempre inizialmente gli interessi dei loro bambini ed a volte persino li rovinano. Così la relativa strategia è adeguata a le teen-età cinesi. I loro mezzi di promozione compreso gli annunci della TV, gli opuscoli e le disposizioni tutte del partito di compleanno sono designati ai bambini dalla Cina, poichè sanno quando i capretti decidono mangiare l'hamburger, i loro genitori li prenderanno a 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