سألت [كلين] [فريدمن] للصين [إإكسبرت دفيس]
يتحرّك إلى الصين تحدي كبيرة. الذي يكون يذهب أن [أدفيز] أنت فوق ما إذا أن يستأجر أو اشتريت منزل, كيف أن يبني شبكة, وأين أن يجد ال [شمبر وف كمّرس]? قد كان [كلين] [فريدمن] في الصين منذ 1998 ويعرف كلّ حول هذا أشياء. لاثنان ونصف سنون الآن, يركض هو يتلقّى يكون ه خاصّة شركة - الصين خبيرة دوليّة محدودة - في ماذا هو يدعو `يحصل الناس يبدأ': استعملت يساعد أنت خبرتك إلى الجيّدة في الصين.
عرفت السوق
يبدو يعلمبنفسي قبل يتحرّك إلى بلد مختلفة منطقيّة. مهما قد التقى [كلين] [فريدمن] كثير [إإكسبتس] وشركات أنّ قد [فيلد] في تحضيرهم. خصوصا في القطاعات حيث تكنولوجيا يكون متورّطة: "يحضر هم منتوجاتهم عالي الجودة إلى مجتمعة أنّ يكون أعدّت أن يقبل `جيّدة بكفاية', [رثر ثن] آخر التطوّرات. بلد في أيّ ال [أفرج ينكم] يكون هكذا منخفضة أنّ لا يتلقّى الناس ببساطة [ديسبوسبل ينكم]. [أف كورس], في وقت سيكون هم يهمّ في [سوبريور قوليتي], غير أنّ حاليّا يفضّل هم أن ينسخ تكنولوجياك, جعلت هو [شبر] لذلك يجعل هو يستعصي لشركتك أن ينافس على هذا [بلي فيلد] غير مستو.
[يين] [ينغ]
"أنت أيضا يضطرّ [بر ين ميند] أنّ الصين بلد كبيرة جدّا, مع [ا لوت] التنوع. استقطابيّة على الأرجح الطريق جيّدة أن يميّز [شن-فيب].
يعني أنّ سيكون أنت أبدا يمكن إلى تماما `مزلاج' هو. Huge differences range from North to South, from countryside to city, from rich to poor, from today to tomorrow. Remember, it is as complicated as it is Yin Yang: different sides do not necessarily fight each other, they are usually complementary.”
Seniority
More particulars in doing business with the Chinese? “I know a company that had contacts with a government agency, but did not maintain their relationship very well. All of a sudden, they had to deal with changed legislation and contracts; slowly but surely they were losing control over their company. In most cases, a contract is of no use. Entertaining a close personal relationship with your business partner is crucial. However, this demands time, support and experience. Do not send a junior to China to represent your company. You need all the experience you have got. And the most important ingredient for having success in business in China, is a smile on your face.”
Dry the Cup!
Speaking of ‘faces’, the biggest China-howler Colin can think of can occur daily. “The Chinese have an alcoholic drink called Baijiu (lit. white wine). It looks like water, but normally has an alcohol content of not less than 65%. ‘Ganbei!’ they say, toast after toast after toast, downing the drinks in one go. And because you are the foreigner, everybody will toast you and you will end up drinking a lot more than they do. Be warned though, drinking Baijiu should not be taken lightly. DO NOT try to keep up with the Chinese! They will understand if you point out that you are not used to this drink, and by doing so you will survive dinner and drinks just fine. Do not sacrifice your liver for business.
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Printer friendly version of the interview “Ask Colin Friedman for China Expert advice.”
English 
Chinese 
October 6th, 2007 at 2:32 pm
Hi Colin,
how r u hope so good and fine? very interesting information i get but not enough for me. I wanna open import & export comany here, so i don’t know what to do just making mind and break it no way out. My main focus on business is Ginger and Garlic but also other products. Right now in Shandong provence, Tai’an city. So wanna established compnay here. So what to do ?? what kind of documentation i need ? Most importent i m from pakistan. I know the custom here in china with little ciness. so sir i m waiting ur answer with full hope. thanks alot.
take care ur self and cheers
Nick
October 8th, 2007 at 9:40 am
Hello Colin,
it has been my dreams and is still my dream to travel to China and establish an import and export busniess, sourcing and clearing and forwarding business. Well i must note that i am coming from West Africa.I must also say that i do not have much money to start up these business. the info i found on Ask Colin is invaluable knowledge and am grateful to God that there are nice and generous people like you with such a brilliant career. Please accept me as an admirer and kindly furnish me if possible with more info of my concerns.
Cheers
Alagie Mama Faal
October 19th, 2007 at 12:31 pm
Hello Colin,
Apparently, I am in China, to be more specific Guangzhou, and after reading about you and your experience, I thought you might help me in a way.
I came here 8 months ago, yes to live and open a business in china is tough and challenging. me and my partner established an office at the same time show room for Spare Parts in Guangzhou, mainly specialized in BMW & BENZ car parts under a name brand. For me it was a new experience, as my experience was in Hotel industry, marketing, PR, Media (TV) I almost have 13 years of experience in the middle east and UAE. To be honest with you those 8 months were like 8 years for me.
Now after lots of misunderstandings, I wanna leave the company, but at the same time I want to open another business for my own. I seeking your advice as what kind of business… especially for guangzhou area.
Awaiting your prompt feedback on the above.
PS. By the way I’m a female 35 years old.
Best regards,
Reena
October 23rd, 2007 at 10:31 am
Hi! I am interested in operating a video conference business in China and would be most grateful for any advice. I have venues in Sydney with AV set up and wish to duplicate in China.
Thankyou and wait a reply.
Best regards
Julie Edwards
January 5th, 2008 at 10:29 am
Hi,
It is interesting to read the article. However, as a local Chinese dealing with Chinese and Westeners in different industries, I doubt about the following sentences:
“A country in which the average income is so low that people simply do not have a disposable income
Entertaining a close personal relationship with your business partner is crucial.”
Things are changing so fast, and so many varieties in China, it is risky to make any statement and take it as true about China!!!
regards,
Heysu
January 11th, 2008 at 1:49 am
Colin Friedman,
Good morning. We had an American buyer’s rep. in China. He has started his own business and we are seeking another American buyer’s rep. in Shanghai. Do you know how we could find someone an American in Shanghai familiar with our traveling needs (American tastes) when we come into town as well as providing this service with the Western sytle of communication?
Please confirm. Thank you.
Sincerely,
Jay Elder
Aon International Trading, L.L.C.
Atlanta, Georgia U.S.A.
January 24th, 2008 at 6:40 am
Thanks for sharing. From a Chinese perspective, I would generally agree what Colin said. However, simply taking these things as rules is not recommended. 5 years ago in Shenzhen, I have no difficulty to find a spot parking my car since there wasn’t so many cars, but now, I avoid driving cars, because there are so many cars flushing on the road, instead I take subway, taxi or even bus. People would love to buy BMW or Mercedes-Benz even the price is much much higher than those in US. This article helps for a foreigner to have a general sense of China’s business environment.
March 13th, 2008 at 2:34 pm
Dear Colin,
Very good article, but I must agree with Heysu about your comment concerning the disposable income. The last I read was that the Chinese savings rate was the highest in the world at about 50%.
Benjamin
March 14th, 2008 at 10:38 pm
Yes, China is a large country with various regional taste and flavor. Any generalization of Chinese culture or business practice/protocol does not make any sense. Things are constantly changing. The majority of Chinese (80% not living in cities) do not have a whole lot disposable income; however, elite population (white collar middle class, executives and private business owners,corrupt officials) do spend a lot!