China ahora es un gran lugar para hacer negocio pero incorporar cualquier nuevo mercado tiene sus riesgos. Aquí están cinco pasos a tomar antes de hacer negocio allí:

1. Escoja sus productos cuidadosamente
Mientras que casi cualquier clase del producto se puede comprar en China, sentido económico o estratégico de no toda la marca. Los productos que tienen una mayoría de su valor ataron a su contenido de la materia prima más bien que a la valor-adición se deben comprar probablemente cerca de hogar. Un buen ejemplo de este modelo es el segmento del gabinete del baño y de la cocina. El Particleboard y las chapas representan la mayor parte de el valor en gabinetes. Estas materias primas originan lo más a menudo posible en Norteamérica, tan incluso con Tarifas de trabajo chinas en menos el de 10% de los E.E.U.U. la norma, gabinetes todavía costó menos en el país. Un juego mejor en este mercado es comprar el hardware del gabinete, que tiene una densidad más alta del valor.

2. Conozca a su surtidor
La distancia física y cultural entre usted y su surtidor se magnifica al negociar en China. Como regla general, el acoplamiento con un nuevo surtidor a través de sus agentes y representantes es solamente un comienzo. To minimize the gulf and establish a productive relationship, you need to hold face-to-face meetings with members of the prospective suppliers’ management teams. It is essential to interview key executives, tour their facilities, ask for and check references.
The corporate structure and ownership of companies in China can often be murky and at times beyond comprehension. A useful start to your due diligence exercise can occur when arriving at the factory. Does the name on the sign match the name on the quotation? There may be a logical reason why it doesn’t, but it pays to find out.

3. Build a relationship steeped in communication
While most Chinese suppliers employ at least one proficient English speaker, their mother tongue remains Mandarin (and often a second Chinese dialect). There are significant culture-based differences in communications styles around the world. In China, the boldly stated response of "yes" or "no problem" often means "I acknowledge your question" or "we’ll try it once." A productive approach when meeting to review specifications, discuss scale-up plans and negotiate pricing is to proceed slowly. Speak slowly, avoid slang, jargon and contractions, and pause often to review key points. It is also useful to collaborate on a meeting summary, written on the white board before leaving the conference room. If you decide to move ahead with a new supplier, we recommend assigning a communications specialist within your organization. Learning to navigate one another’s organization chart, phone tree and mix of personalities is a daunting task, in both directions. Your communications specialist should be the go-to person, who can field all questions related to the procurement project.

4. It’s all in the terms
Special attention should be paid to commercial and shipping terms, usually referred to as "Incoterms". If you’re accustomed to doing business domestically, most often the goods are shipped EXW (Ex-Works) or FOB (Free On Board). In Asia, the range of shipping methods is much broader, as is the responsibility matrix associated with the associated terms. It’s your responsibility to understand when the title to the goods changes hands and which party is responsible for each element of the freight charges. Discuss which Incoterm is most appropriate for your company and model the costs and risks before sealing the deal.