China is a great place to do business - if you know the ‘rules’ 中国是一个伟大的地方去做生意-如果你知道'规则'

By Jack Daniels 由杰克丹尼尔斯

Now that the commercial and industrial infrastructure of Mainland China has reached a stable and sustainable level, many companies are considering establishing purchasing programs there. 现在的商业和工业基础设施，中国大陆已达到一个稳定和可持续的水平，很多公司都在考虑设立采购程序。 Drawn by the opportunity to lower costs, broaden supplier bases and localize supply for Asia-Pacific region manufacturing sites, there is a flood of RFQs rushing into China. 画的机会，以降低成本，有利于扩大供应基地和供应的本地化，为亚太地区的制造场所，有一个洪水的求购信息蜂拥进入中国。

China is now a great place to do business but entering any new market has its risks.中国现在是一个伟大的营商地方，但进入任何新的市场有其风险。 Here are five steps to take before doing business there:这里有五个步骤，才做生意有：

1. Pick your products carefully 1 。挑选你的产品，仔细
While almost any class of product can be purchased in China, not all make economic or strategic sense.而几乎任何类别的产品可以在中国购买，并非所有的经济或战略意义。 Products which have a majority of their value tied to their raw material content rather than the value-add probably should be purchased close to home.产品，其中有过半数其价值绑他们的原料含量，而不是价值增加大概应购买住家附近。 A good example of this model is the bath and kitchen cabinet segment.一个很好的例子，这个模型是洗澡和厨房内阁部分。 Particleboard and veneers represent most of the value in cabinets.刨花板和单板代表大部分的价值在机柜。 These raw materials most often originate in North America, so even with Chinese labor rates at less than 10% of the US norm, cabinets still cost less at home.这些原料最常起源于北美，因此，即使是与我国劳动率不到百分之十的美国规范，橱柜仍在成本较低在家中。 A better play in this market is to purchase cabinet hardware, which has a higher value density.更好地发挥在这个市场是购买内阁硬件，它具有更高价值的密度。

2. Know your supplier 2 。了解你的供应商
The physical and cultural distance between you and your supplier is magnified when trading in China.物质和文化之间的距离，你和你的供应商是放大了的时候，在国内证券市场。 As a general rule, engaging with a new supplier through their agents and representatives is only a start.作为一般规则，搞了一个新的供应商，通过他们的代理人和代表的仅仅是一个开端。 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.尽量减少海湾和建立一个富有成果的关系，你需要进行面对面与议员举行会议的准供应商的管理团队。 It is essential to interview key executives, tour their facilities, ask for and check references.这是至关重要的面试关键执行官，游览设施，询问和检查的参考作用。
The corporate structure and ownership of companies in China can often be murky and at times beyond comprehension.企业的调整和所有制结构的公司在中国的人往往可以不明朗及有时让人无法理解。 A useful start to your due diligence exercise can occur when arriving at the factory.一个很有用的开始，以你的尽职调查工作，可以发生时，到达工厂。 Does the name on the sign match the name on the quotation?这个名字对登录名称匹配就报价？ There may be a logical reason why it doesn’t, but it pays to find out.有可能是一个逻辑上的原因，它没有，但它自付找出答案。

3. Build a relationship steeped in communication 三，建立一个关系沉浸在沟通
While most Chinese suppliers employ at least one proficient English speaker, their mother tongue remains Mandarin (and often a second Chinese dialect).虽然大多数中国供应商雇用至少有一名精通英语母语，母语仍然是国语（往往是第二个汉语方言） 。 There are significant culture-based differences in communications styles around the world.有显着的文化为基础的差异，在通信方式在世界各地。 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.在中国，大胆声明的回应"是"或"没问题"往往意味着"我承认你的问题"或"我们会尝试一次" ，一个有成效的做法，当会议，以审查的规格，规模，讨论后续计划和谈判定价是进行缓慢。 Speak slowly, avoid slang, jargon and contractions, and pause often to review key points.说话缓慢，避免俚语，行话和子宫收缩，稍停，往往审查要点。 It is also useful to collaborate on a meeting summary, written on the white board before leaving the conference room.这也是有益的合作的会谈纪要，写在白板前离开会议室。 If you decide to move ahead with a new supplier, we recommend assigning a communications specialist within your organization.如果你决定向前迈进了一个新的供应商，我们建议指派一位通讯专家，在你的组织。 Learning to navigate one another’s organization chart, phone tree and mix of personalities is a daunting task, in both directions.学习浏览彼此的组织结构图，电话植树，并结合个性，是一项艰巨的任务，在这两个方向。 Your communications specialist should be the go-to person, who can field all questions related to the procurement project.你的通信专家，应该是一流的人，谁又能领域的所有问题，涉及到采购项目。

4. It’s all in the terms 第四，它的所有条款
Special attention should be paid to commercial and shipping terms, usually referred to as "Incoterms".特别要注意，以商业及航运条件，通常被人们称为"术语解释" 。 If you’re accustomed to doing business domestically, most often the goods are shipped EXW (Ex-Works) or FOB (Free On Board).如果您习惯于做生意从国内看，最经常的货物是运EXW术语（出厂价）或离岸价（免费船上） 。 In Asia, the range of shipping methods is much broader, as is the responsibility matrix associated with the associated terms.在亚洲地区，各种船舶方法，是广泛得多，这是因为责任矩阵与相关条款。 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.这是你的责任了解当货物的所有权变动的双手和哪一方负责每个元素的运费。 Discuss which Incoterm is most appropriate for your company and model the costs and risks before sealing the deal.讨论哪些术语是最适合你的公司和模型的费用和风险，然后密封处理。

5. 5 。 Be patient 忍耐
Most Chinese suppliers are building their businesses for the long haul.大多数中国供应商也建立了自己的企业为长途。 They’ve made significant investments in machinery, waste-treatment equipment, MIS and training.他们已经取得了重大的投资，在机械，废物处理设备， MIS系统和培训。 They’re not fly-by-night counterfeiters.他们没有苍蝇逐夜假冒者。 If you put in the time and build a relationship, or "guanxi" in Mandarin, you will have a dedicated and loyal partner that will move mountains for you when you’re in a jam.如果你把在仅有的时间内，建立一个关系，或"关系" ，在国语，你将有一个专门的和忠诚的伙伴，将移山为您当您在一个果酱。
If you enter China with your eyes open and are willing to learn about local business culture and build it into your plan, building a strong procurement program can be a reliable and important element in your overall strategy.如果你进入中国，你的眼睛打开，并愿意了解当地的企业文化建设成为你的计划，建设一个强大的采购计划，可以是一个可靠的和重要的组成部分，在你的整体策略。

Jack Daniels, 杰克丹尼尔斯， www.eastbridgepartners.com www.eastbridgepartners.com