エリックCastro著

一般的に、中国からの商人は国際的な規則および規則に従って外国貿易を取扱う。 それから異なった人々に異なった習慣および習慣がある。 これは商業活動の場合には同じそうである。 私達は中国のあなたのビジネスを始めるか、または中国で交換するとき次の問題にもっと注意を払うべきであることを提案する。

1. マクロ経済学の環境の研究、市場の動きの外国貿易の開発および原動力の重点。

それに得る前にすべてあなたのプロダクトの市場を知っている重要性を知っているので、それは中国の市場の場合には特に重要である。 中国は人口および領域の点では巨大な市場、けれども一人当たりの収入および一人につき消費の点ではことが皆がわかっているが大きく地理的な相違がある。 一般的に東の沿岸地域の一人当たりの収入は以上の内部の部品および均一なずっと以上西の郊外である。 従って完全な市場研究はあなたの中国の市場の鋭い作戦の決定の作成プロセスで重大である。

2. 中国の特徴のマーケティングおよび販売の作戦を規定しなさい。

中国からの親のほとんどが彼らの子供の興味を常に最初に置き、時々それらをだめにすることを例えば取得マクドナルド、長い市場研究の後で、意識する。 従って作戦は中国の十代年齢に合う。 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