今では中国はビジネスをする大きい場所であるが、新市場を書き入れることに危険がある。 ビジネスをそこにする前に取るべき5つのステップはここにある:

1. あなたのプロダクトを注意深く選びなさい
プロダクトのほとんどどのクラスでも中国で購入することができる間、完全に経済的でか戦略的な意味を成しなさい。 価値加えよりもむしろ原料の内容に結ばれる価値のある大半があるプロダクトは家の近くでおそらく購入されるべきである。 このモデルのよい例は浴室および食器棚の区分である。 Particleboardおよびベニヤはキャビネットの価値のほとんどを表す。 これらの原料は最も頻繁に北アメリカに、そうとの起きる 米国の10%以下の中国の労働率。 標準、キャビネットはまだより少しを家庭で要した。 この市場のよりよい演劇は高い値密度があるキャビネットハードウェアを購入することである。

2. あなたの製造者を知りなさい
あなたあなたの製造者間の物理的な、文化的な間隔は中国で交換するとき拡大される。 一般に、代理人および代表を通した新しい製造者との従事はただの開始である。 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.