Export To China

Table of Contents:
Primer
Export Bank of the U.S.
Export.gov
Small Business Administration
American Chamber of Commerce in China
International Trade Association
U.S. Department of Agriculture
National Institute for Standards and Technology

China News

Primer (back to top):

Exporting to a country like China can be daunting especially if you have no strategy and patience.  I found out about this the hard way. I had a business trip to China in 1998 and was very eager to jump right in to the fray at my first convention.  Although I have Asian heritage, I was also Western educated and was anxious to close a deal the moment I got to the convention.  I was stonewalled many times.  Unlike American business negotiations where you can close a deal with a stranger sometimes on the first meeting (think selling a house or buying a car), I have come to learn that you must first develop the relationship before any real business can be done.  And this often means having multiple points of contact before in person and through communication (i.e., phone, email, etc.).  This can result in having visit multiple times before closing a deal and you must understand that patience will be the key.  The good news is the Chinese consumer is demanding more and more products and services and they not necessarily produced in China.  For one thing, there is a perception there that many American products have higher quality such as the Harley or other made in America brands.  There are also American companies that have established operations in China to resell to the Chinese consumers such as Wal-Mart.  

Before you want to export to China we recommend that you ask yourself if your company is ready to head abroad and are you doing it for the right reasons.  In other words does your company have the products or services the Chinese would want?  You are exporting to a country is the leader in the world in manufacturing for many lines of hard goods.  Chances are China can produce hard finished goods at 50% the rate you can in the U.S.  However, China definitely has an insatiable appetite for raw materials and also a distinct lack of services.  We believe services will be the largest growth industry in China for the next two decades as the Chinese government is trying to now focus on the average standard of living as exposed to pure industrialization.

To make sure you are ready for exporting to China you should read our basic export strategy guidelines first.

Resources:

Export Bank of the U.S. (back to top) - Yes, there is financial assistance for companies that seek to export their products to developing nations. The U.S. Government has set up an extensive bank to help with such an endeavor.  The Export Bank has over a dozen branches.

Export.gov (back to top) - U.S. government agency that provides general online resources for U.S. exporters.

Small Business Administraion (back to top) - The SBA has been many entrepreneur's best friend especially when entering a foreign market the size of China's.  Through our experience they have been great in providing us not only finances but also invaluable conseling as well.  The SBA has 107 branches called Small Business Development Centers that provide export assistance to small businesses such as counseling, training, managerial and trade finance.  There is also the Service Corps of Retired Executives (SCORE) which has been a great resource to us.  You will find executives of all backgrounds and there will be someone who can help you with China.  Finally there is the Export Legal Assistance Network (ELAN) which provides free legal consultations for new export businesses. 

American Chamber of Commerce in China (back to top) - We have come to discover that this local chapter can be a valuable resource for doing business in China.  You can call them for more information here in the U.S. at 1-800-USA-TRADE.

International Trade Association (back to top) - The most valuable service we found here is that you can find out about export seminars and attend them.  These export seminars are fantastic when we were beginners at this game.  Although most of these seminars are not entirely devoted to China, you can bet they will have a few lectures and key discussions on China.  If not, then that seminar is not worth attending.  Check out the lists, we have discovered there are thousands of these seminars happening across the U.S. every year.

U.S. Department of Agriculture (back to top) - If you wish to send agricultural products to China be sure to visit the U.S. Department of Agriculture.  The Trade Assistance and Promotion Office (TAPO) is the office that handles exporters of agricultural products.  With "Mad Cow" disease (BSE), Avian Flu and SARS happening in the early 2000s it is a good idea to check what products can be shipped.  The rise of bioengineered food products will surely cause more international discourse as well.  You can also call TAPO at (202) 720-7420, fax them at (202) 690-4374 or go to the U.S. Department of Agriculture.

National Institute for Standards and Technology (back to top) - NIST provides foreign foreign standards and certification systems for U.S. Product and Services write the National Center for Standards and Certificates Information, National Institute for Standards and Technology, Administration Building, A629, Gaithersburg, MD 20899; telephone 301-975-4040. NIST maintains a World Trade Organization (WTO) hotline (301)-975-4041 with a recording that reports on the latest notifications of proposed foreign regulations that may affect trade.

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