Affichage des articles dont le libellé est distribution foreign product china. Afficher tous les articles
Affichage des articles dont le libellé est distribution foreign product china. Afficher tous les articles

mercredi 18 janvier 2023

Sharing experience working with Chinese Dealers



We got you covered here; we have 10 years of experience working with Chinese Dealers, and will avoid you waist too much time in research, sharing you here our top 2 don’ts or problems:


watchin this video maybe first 




NEVER  send emails

Chinese distributors never read emails. NEVER


Emails in China are part of history.


We can see your surprised face from here. How do they communicate if they don’t use emails then?


The magic word: WeChat


WeChat is a social platform launched in 2011 by the Chinese company Tencent. This "super app", which is very popular in China, offers a multitude of functions to its users as well as to companies: instant messaging, exchange of audio and video content, payment by telephone, geolocation services, online store, blog, etc. Thanks to mini programs integrated in WeChat, the user can do everything on the web, without having to leave the application.

It is so integrated into Chinese society, that going out without your phone/WeChat would make your life almost impossible.



Above all, WeChat is the number one way to communicate with you Chinese friends, family, coworkers, Business Partners…everyone in your Chinese life use WECHAT 


 The Super app is always at your best friends for connections between Chinese people easy.

The distribution of WeChat users by age

22.3% of users are under 24,

13.7% of users are between 25 and 30 years old,

22% of users are between 31 and 40 years old,

19.2% of users are between 41 and 50 years old,

22.7% of users are over the age of 51,

98.5% of people aged 50 to 80 who have a smartphone in China use WeChat.

If you come to China and meet new people here, the first reflex for them is not asking for a business card but adding you on WeChat to keep in touch.


You can easily understand that if you don’t have a WeChat, you will be seen as an alien.


Stop using emails now, what you urgently need now is a WeChat account.


Don’t Reply or reply too slow

Chinese distributors expect a fast reply. 



We know that each country/culture has its own conception/vision of what is considered a fast or a slow reply.


No matter your origin, if you ever come to China, you would be amazed at how fast things go here. Not only in terms of development, but also in terms of responsiveness to all kinds of services.


Same with customer support, live chat is everywhere, if you have any questions, you have always an instant reply.


When you communicate on WeChat, people answer instantly as well (unless they are busy).


https://find-distributors.asia/7-mistakes-brands-do-when-dealing-with-chinese-distributors/



lundi 26 décembre 2022

How to find and deal with Vietnamese Distributors

 Vietnam is a booming Country 




These are some tips to keep in mind when working with local distributors

Check that your distributor is able to manage your local sales before you sign up for partnership. Before you sign up for a partnership, here are some key points.

Capabilities in the logistical and sales networks

A distributor must have sufficient distribution channels to be able to sell enough products. It is also important to know the retailers to which the distributor sells the products.

These items must be included in the distribution agreement. They include the number of shops they have/sell their brands to, current brands they distribute, typical customers, and the annual sales volume.

You should check if the distributor is active on local eCommerce platform. Also, look at buyer reviews and delivery times. Also, make sure to review the warranty and customer service.

Certain products may require special storage conditions. All products require cold storage. International companies should also make sure that their local distributors are qualified to supply these facilities to end-users.

Geographic coverage

Distributors may be focused on specific regions. This is particularly true for larger countries like China and Vietnam. Before a distributor can be selected, it is necessary to conduct a market analysis.

To plan the most effective market penetration strategy, companies must have a good understanding of the market. This includes an in-depth knowledge of the market, including consumer trends and applicable regulations. This can be done by either accessing public data or consulting a professional market research agency that is familiar with the local market.

It is a smart idea for foreign brands to partner with local distributors if they are looking to establish a Vietnamese presence. This can lead to a lower initial investment, lower compliance risks, and the elimination or creation of your own sales and marketing department.

It is important that you point out the disadvantages of working with distributors. Every additional layer between the manufacturer and consumer reduces profit margins.

Although distributors may have the experience and networks to generate immediate sales, they might not be in your best interests. This could cause problems if the distributor already sells one of your competitors' products.

Before you decide on a distributor, make sure to check their sales and marketing skills. This includes reviewing sales history and creating a waterproof contract.


It is not easy to manage registrations and it can make it difficult for you to sell your products locally. To ensure all paperwork is in order, both the seller and distributor must manage the registration process.

There are some disadvantages to working with local distributors

While there are many advantages to working with Vietnamese distributors, you should be aware of potential disadvantages and risks. Let's take a look at some of the most well-known ones.

It is difficult to control the sales process.

You have no control over marketing, sales, customer support, warranty activities, and partnership with a distributor. You need to be in close contact with your distributor to maximize sales and meet consumer expectations.

Distributors often don't meet their expectations, regardless of whether they are acting intentionally or not. Distributors may demand exclusivity or deliberately keep sales volumes low to benefit other brands. It is important to set minimum sales quotas on a quarterly basis, in order to avoid these situations.

If you only work with local distributors, and don't have a direct relationship to retailers, it can be more difficult. It is easier to assume the role of retailer if the distributor does this. This is especially true for B2B products, as well as non-FMCG products. Manufacturers have greater visibility into sales processes and more negotiation power.


source Gma-Asia

jeudi 15 août 2019

5 Rules for a good distribution in China


The potential problems of this traditional distribution model in China



First of all, it's true that distributors in China can help you sell, but they can not help you grow. In fact, the distributor has little loyalty to the brand, especially if its sales in China are modest or if it is a brand still relatively new in the market.


Just Sales Channel 


 Remember that having a distributor is just a sales channel, but does not provide a long-term strategy. Many international brands are satisfied with their distributors, but this is because they generally have much more control over marketing activities and can communicate with local conditions.







They will often enjoy a stronger position in the market, long-term relationships with distributors and the benefits of advertising and word of mouth in the domestic market. It's easier for the relationship to be win-win.

Working with wholesale agents or Chinese distribution companies is the first step to exporting to China. The creation of your own subsidiary is often troublesome because of the many regulations. Due to the size of the country, your Chinese sales agent or distributor may be much larger than your own business and require a different approach than you are used to.

Distribution Channel management includes wholesalers, e-commerce websites, catalog sales, consultants, direct sales and retailers.




Advertising and other marketing methods would then attract the attention of the buyer. However, the best promotion or marketing will not be sold if the product is sold or distributed in the wrong place. Send feedback History Saved Community
I am going to link all the above to the distribution relationships in China, or at least you should be, since the title of this message is "Sell in China: Is your distributor your friend?" Well, there it is.


That's because on my return flight from China , I read a very good article from Forbes magazine, written by Frank Lavin, CEO of Export Now, a US-based company that helps "brands succeed in the Chinese digital space. The article is titled Sell to China: Is Your Distributor agood partner?




West VS CHINA



And it discusses the "disconnect" between Western Brands and their Chinese distribution partner. This article stimulated this post. it begins the article with the following example of this disconnect: A global sports equipment company has recently been frustrated by its sales in China. explained this website



The company was growing strongly thanks to the tennis racquets it manufactures, but its badminton sales were a disappointment.


Logistic and Support 

Why contrasting fortunes? Because the brand's distribution partner in China refused to stock the company's badminton equipment.

potential problems of this traditional model in China First of all, it's true that distributors can help you sell, but they can not help you grow. In fact, the distributor has little loyalty to the brand, especially if its sales in China are modest or if it is a brand still relatively new in the market. Remember that having a distributor is just a sales channel, but does not provide a long-term strategy.
source https://www.chinalawblog.com/2018/12/selling-to-china-is-your-distributor-your-friend.html



Many international brands are satisfied with their distributors, but this is because they generally have much more control over marketing activities and can communicate with local conditions. They will often enjoy a stronger position in the market, long-term relationships with distributors and the benefits of advertising and word of mouth in the domestic market. It's easier for the relationship to be win-win. Working with wholesale agents or Chinese distribution companies is the first step to exporting to China. The creation of your own subsidiary is often troublesome because of the many regulations. Due to the size of the country, your Chinese sales agent or distributor may be much larger than your own business and require a different approach than you are used to. Channel management includes wholesalers, e-commerce websites, catalog sales, consultants, direct sales and retailers. Advertising and other marketing methods would then attract the attention of the buyer. However, the best promotion or marketing will not be sold if the product is sold or distributed in the wrong place. Send feedback History Saved Community
"Do not blame me," protested the distributor. "Badminton is not popular in China." The distributor thought that if he stocked his stocks, he would not be sold to the country's pros shops.

Responsability 


This is not how relations between manufacturers and distributors are supposed to work. In the traditional model, the distributor assumes responsibility for marketing the products and developing the business. It is the distributor who establishes partnerships with wholesalers and retailers, supplying them with the latest lines, stocking their stocks, and can in return benefit from a 50% higher margin.

Lavin then notes that in the West, the relationship between the distributor and the brand owner is more advantageous for all parties, the two companies collaborating to create the brand. This is not generally the case in China, however, as Chinese firms tend to focus more on short-term profits:

In China, however, these conditions rarely apply. The brand is often new on the market, does not generate (yet) high turnover, and the distributor can process between 40 and 200 different brands. Why should they care about yours, especially if other brands are growing faster?*


Marketing and frustrating situation 





You could end up in a frustrating chicken-egg relationship. The distributor does not want to promote your product if it is not a winner, but the only way to make it a winner is to expand its distribution.

My favorite answer is the following and I put it in almost every speech I made, as was the case in my two speeches in China:
or distribution contracts, that is to say clearly what your distributor is required to do and the penalties if it does not do so. In particular, it means being able to sell through additional channels if your Chinese distributor is not working diligently enough for you. Or as Lavin says from the business point of view:

Is your distributor your friend? NO.



Kind of. However, the best approach in China could be to cultivate the distributor relationship for your high volume items and rely on ecommerce for the full product line, new product launches and customer engagement activities. . Distributors are more likely to help you when they see you have an e-commerce strategy. The best way to cultivate a friendship with this distributor is also to cultivate a friendship with e-commerce.

vendredi 28 décembre 2018

3main challenges for Food Distribution in China


It is particularly advisable for food companies to sell their food and beverage products in China through distributors and resellers. China's food safety regulations, import laws, and food and beverage distribution systems can be extremely complex, and someone like JD.com will probably be better able to navigate these countries in China.

2 very nice video about Food Distribution in China 



E-Commerce for food e Distribution in China




But it's more than just saying "yes" to a company like JD.com to sell your food or drinks in China. Even if you end up using an established Chinese food or beverage distributor for your products, you must at least do the following:


A Chinese Food Distributor 


With a portfolio of over 60 International leading brands from 10 countries, we supply international and local retail chains, Supermarket, Specialized imported Store Chains, and online e-Commerce platforms, top hotels, restaurants. We are an agent for importing goods to China.


Food Distribution 


Make sure your agreement with your distributor / reseller protects your reputation in China and elsewhere. Make sure your contract does not bind you to your distributor or reseller if sales are poor. Be sure to protect your intellectual property (especially your trademarks) from both your distributor / reseller and from China and elsewhere. For many US food and beverage companies, relationships with companies such as JD.com are perfectly logical, as long as they are well done. Many people wonder why food imports have increased significantly in China in recent years.

Many know that the middle class is growing rapidly. With a population of about 1.4 billion people, it is natural for a large part of the population to tend to appreciate foreign products over time, along with the increase in wealth.

Food Problems in China 

Food Safety

Add to that the food scandals that China has experienced in recent years, even deaths. With (almost) everyone walking around with 24/7 internet access, this information is spreading rapidly.

In simple terms: Chinese people have become more critical and suspicious, which has led more people to look for products to buy abroad.

The Chinese younger generation takes over imported Food 


In addition, young and middle-aged people have begun to appreciate foreign food. If you go for Friday dinner, your friends may ask you if you're ready to dine at the nearby Yakiniku Japanese restaurant, or if you have American mini-burgers.

The trend is changing in China, offering great opportunities for foreign exporters.

Read also

  1. https://www.austrade.gov.au/Australian/Export/Export-markets/Countries/China/Industries/Food-and-beverage
  2. http://distribution-in-china.blogspot.com/2018/10/guide-to-effectively-distribute-your.html
  3. http://distribution-in-china.blogspot.com/2018/05/wechat-new-way-to-distribute-your.html

samedi 13 octobre 2018

Guide To Effectively Distribute Your Products In China

in recent years, China has liberalized its distribution system to provide full foreign trade and distribution rights to foreign companies in most industrial sectors. The new laws removed previous restrictions on size requirements for commercial and distribution companies, opening the door for competition for small businesses.

Tips To Distribute Your Products In China


 The outright ban on foreign-invested enterprises importing, exporting and distributing goods in China has improved, but the licensing and approval process remains difficult, time consuming and is extremely opaque. A standard commercial license is usually issued by the municipal administrations of industry and commerce.

The distribution rights of these industries are often approved by a higher authority, such as a municipal or provincial trade commission. This effectively adds another layer of bureaucratic hurdles to US companies.

Special trade zones, such as the China Pilot Shanghai Free Zone, launched in 2013, and the Tianjin, Fujian and Guangdong Free Trade Zones, are currently experimenting with regulatory reform and sectoral pilot projects that could increase market opportunities.

distribution and sales channels for international companies. In principle, all free zones are supposed to have the same rules, each with its own specialty (Guangdong, support trade with Hong Kong and Macao, Fujian, promote trade with Taiwan, Tianjin, strengthen economic integration in the north between Tianjin / Beijing / Hebei and Shanghai - focus on innovation).

International companies expressed disappointment with the speed and scope of regulatory reforms, but congratulated the Free Zone's administrators for their increased responsiveness and communication in certain industrial sectors, particularly with regard to customs clearance. Sales channels available to foreign companies selling in China include trading companies, distributors and local agents. Commercial companies holding import / export rights facilitate customs formalities; distributors establish sales channels and manage inventories and inventories; and local agents sell products to consumers

Sales and distribution networks in China evolve

With the increasing privatization of distribution channels, sales in China have increased exponentially. Retail sales alone increased from 4.3 billion yen ($ 520 billion) in 2001 to 12.5 billion yen ($ 1.8 trillion) in 2009, with annual growth of about 12, 5%. Last year, retail sales grew 16.9% over 2008, despite the global economic slowdown, according to the PRC's National Bureau of Statistics. A PRC Ministry of Commerce official (MOFCOM) said in November 2009 that China's retail sector is expected to grow by 16 percent in 2010. A report published in April 2010 by the Boston Consulting Group indicated that "Increasing the number of middle-class and wealthy households would double consumer purchasing power in nearly a quarter of China's cities and counties over the next decade." to reach 70% of this segment, it must be present in nearly 240 sites, and in more than 400 by 2020.



Many companies are marketing their brands beyond the big cities to meet growing demand. More than 160 cities in China have at least one million inhabitants. Some companies, such as Adidas-Salomon AG and Nike, Inc., have already implemented strategies to enter small towns. These developments and forecasts imply that Chinese companies will have to significantly expand and strengthen their distribution and logistics capabilities, either on their own or through third party suppliers. In addition, the Chinese government's efforts to boost consumption will reinforce these trends.

Logistics is changing


In recent years, the Chinese government has invested heavily in the country's logistics infrastructure. China has spent nearly 40 percent of its 2008 economic stimulus package (1.5 trillion yen [$ 219 billion]) on developing public infrastructure. In 2009, China built or upgraded 156,000 rural stores and 1,100 distribution centers across the country, according to China. China now has 420,000 rural stores that cover 75% of communes and 50% of administrative villages.

Over the past decade, China has invested in improving infrastructure in the cities of the interior, with a focus on building large cities within major logistics and distribution centers. For example, Wuhan in Hubei becomes the multimodal logistics center of central China. The city has one of China's largest inland ports, carrying up to 40 million tons of cargo a year, with shipping routes serving 14 countries. National highways and railway lines connect Wuhan to other major Chinese cities. In May 2010, the Wuhan government announced an investment of 14.6 billion yen ($ 2.1 billion) in Wuhan Tianhe International Airport, which will increase the airport's cargo capacity to 400,000 tons per year. Many large multinational companies, such as Coca-Cola Co. and Kimberly-Clark Corp., have made the city a key strategic distribution center. Other inland cities developing similar centers include Anhui, Chengdu, Sichuan; Heilongjiang, Chongqing; Xian, Shaanxi; YUnnan and Zhengzhou, Henan.


Tips for connect with Distributors 


Alibaba can change the distribution in China. 




The development of effective sales and distribution channels is essential for companies targeting the Chinese market. When developing sales and distribution channels, companies must take into account Guanxi Networks and personal relationships are an important part of a successful distribution strategy in China (see Marketing and Sales to Chinese Enterprises). Chinese "networks" are often small and exclusive, especially at the local level, where they can only be composed of a handful of decision-makers.
Developing personal relationships with these people is particularly important for the development of distribution channels. Distribution Partners Businesses need to analyze potential distribution partners, paying particular attention to significant material movements in China, as poor inventory positioning and stockouts can damage the brand's reputation.
Effectiveness In many cases, responsibility for distribution operations initially lies with the distributor without identifying clear procedures or objectives. Companies that use material flow mapping, particularly in rural China, with relatively sophisticated logistics, inventory-in-transit and distribution capabilities, are likely to be more efficient and able to deliver the materials themselves. goods on time and with a minimum of loss or damage. Mapping helps identify each part of the supply chain and which actor is responsible for what.
By graphically mapping material flows, companies can more accurately assess metrics that directly affect service levels and costs.
Use Ebusiness Solution - Tmall B2D : how to connect with 85000 distributors online it is possible.
you have this plateform that can change the game.









Source

  1. Export
  2. B2D
  3. ChinaBusiness






samedi 10 mai 2014

The Distribution Strategy of Fil Control !

The Distribution Strategy of Fil Control !


Fil control the world wide of specialist of spare parts in textile industry has a news strategy to developp in China. more information about Filcontrol

Positionning : High Quality ! 

Textile market is boomin and the sales of Filcontrol offer to his customers an exclusive range of textile machinery spare parts, which is very durable, affordable and available in specific dimensions.

This table is known for efficiency which is basically applicable in the textile industry . Our spare parts textile machinery working longer and are available in various specifications to meet the diverse needs of our customers.


History of the Brand

More value of 20 years of experience in the manufacture of spare parts for textile machines gives our products a touch excellence. We sell our products worldwide through our sales and our network of agents.

Leader of the Field 

Many world famous manufacturer of textile machines already trust in the control wire for many years : Oerlikon - FADIS - Savio - RATTI - ICBT - VERDOL - NSC SCHLUMBERGER - Aiki - BELMONT - GALAN - HAIYUAN - HONGYUAN - CORAL - Taitan - KAIGONG - PACIFIC - JINGWEI GROUP Control over -

World wide distribution 

In Asia, India, in Europe, in USA ... Fil control has developped a network of agent ready to expanse his business. 
World textile Textile manufacturers face numerous challenges in today's textile industry. At a time when high quality , efficient production is essential to compete on a global scale, the attention to detail in plant maintenance and engineering means less downtime, less waste and meeting exceeding the standards of quality .


Focused of China


The summer of 2013 brought a feast of data for skeptics pessimistic about the economic outlook in China. GDP and profit growth in the number two global economy slowed. Orders for manufactured goods were weak. Concerns about bad credit environment excess capacity were commonplace. And the major indices of the bottom trawling China four years, a bad omen for the future. Such a slowdown contributed to the collection of sadness in other emerging economies in Asia and elsewhere , the easy financing that helped fuel their growth begins to tighten. But in fact, the history of China's growth remains strong in industries that have received relatively less attention from the government, where private entities have gained significant footholds . ( Stock indices that reflect disproportionately acts in state-owned companies can be misleading. ) Textiles and clothing trade - long Chinese pillar but fragmented between many producers , is indicative. After initial gains of the end of quotas following the entry into the World Trade Organization China in 2001 , the industry has slipped during the global financial crisis (where China has also lost some cost advantages wage ), but now he clawed his way back. Production of Chinese textile firms 'ladder' (meaning with sales of over $ 3.3 million ) increased by 13.3% during the first six months of 2013 compared to a year earlier to 488 billion, according to a national trade group .

Chinese exports of textiles and clothing increased by 12 % in the first half of the year to $ 127 billion , despite rising domestic wages and tepid global consumption. But demand and production at home is adding punch : the overseas shipments have generated 37% of fabric and yarn sales in 2002 now account for only 16 %.


dimanche 20 octobre 2013

China is the Largest solar market in Asia

China is the Largest solar market in Asia,


And it plans to add more production projects in areas where electricity can be distributed to customers who live nearby. The government intends to expand the total capacity of these projects to 20 gigawatts by 2015, Wu Xinxiong, director of the National Energy Administration, said in a speech published on the website of the agency.


This compares to only 2 gigawatts at the end of last year, according to data compiled by us.

distribution in China


Increasing the distribution short, China can avoid overloading networks have struggled to absorb the recent growth of solar and wind power generation, which are both intermittent sources of energy as the peak of favorable weather .



China Solar System 

 Next year, China will add 6 gigawatts of distributed solar power, or power plants that are scattered rather than a central hub, Wu said. More than 80 percent of this capacity will be in the regions around Shanghai, Guangzhou and Beijing. These areas have electricity demand higher than other cities, Wang Min Nan, a Beijing-based Bloomberg New Energy Finance analyst, said today by phone. "It is not necessary to transmit energy over long distances," she said. China aims to reach 35 gigawatts of total solar capacity in 2015, according to Wu's speech posted yesterday. The country introduced a subsidy of 0.42 yuan (7 cents) one kilowatt hour in August for projects under 6 megawatts connected networks up to 10 kV. China Development Bank Corp. will establish funding agencies and local investment to advance the planned plants...


 source :
China media
Facebook

http://distribution-in-china.blogspot.com/ 

vendredi 11 octobre 2013

The big problems of the distribution in China

The big problems of the distribution in China 


Container manufacturers , ports and logistics companies have been pouring millions of dollars into the development of cold chain facilities to meet the expected demand for fresh produce and seafood demand as the global economy recovers .

Logistic in China is always a problem




Poor local distribution on the continent , however, could affect shippers' access to consumers in the world 's second largest economy , traders said .
While officials of the box as Singamas Container aim to double the sales of their special containers , including refrigerated those over the next two to three years, and port and logistics business operators to enhance supply chain to ensure the free movement of fresh produce , problems arise when he leaves cold storage .
"

Fresh Products

Very few trucks on the continent are equipped to supply chilled, so most of the fresh produce containers are not kept in a regulated on its way to market " atmosphere , said Kurt Huang, general manager of Shanghai Freight Hongshen forwarding. "Even with those [ who are equipped ] , there are unscrupulous drivers Turn off the power during the journey to save fuel , inflicting heavy losses on the owners of the cargo. "
If the trip was short , the damage was limited , Huang said, but an inspection by quarantine officers and personalized - which may leave sensitive goods exposed for days - more accustomed to certain wholesalers continent leaving boxes of perishable goods under the sun added to the toll and the goods would then spend several hours travel retailer in improper condition . China !

Jiang Zhangjie , a fruit importer based Anhui , said a growing number of new inexperienced operators in the business and the lack of a distribution network meant regulated product quality is at risk of being compromised . "Many of these newcomers just want to make money quickly ," said Jiang. " They did not invest in the future because it increase the price of their products and reduce their competitiveness. "
www.tsa.gov/

While Asian fresh produce exports fell nearly 6 percent to $ 18.6 billion U.S. last year , according to the United Nations , Asian imports jumped 12 percent to 28 billion U.S. dollars, the China accounting for nearly 70 percent of the increase, followed by Japan , South Korea , Thailand and India. via

Transportation problems

Although the U.S. Department of Agriculture forecasts a decline of $ 2 billion in the value of U.S. agricultural exports to China next year , analysts believe the strengthening of trade links between China and the emerging economies , creating over free trade zones and higher wages will continue to support the country's demand .
Anthony Wong Foo Wah , former chairman of the Hong Kong Logistics Association , said he wanted to bring the logistics know-how and expertise of the city in the continent by setting up an area of ​​chain cold in every major provinces - which involves the storage , packaging, distribution and even a wholesale market - but he said the shortage of land was as much a problem again in Hong Kong. source

"Municipal governments while their reserve land for projects such as residential developments , shopping centers and hotels because they are money - spinners that generate quick income for them . We have a low priority


jeudi 10 octobre 2013

How to adapt your product for the Chinese market !

How to adapt your product for the Chinese market ! 



Selling ​​in China today is no exception to this saying as it is true that society, the Chinese cultural system are complex.

The values ​​of Chinese Confucianism is a braiding , Taoism, and communism ... capitalism , with whom he must now deal . However, among the 250 million Chinese accessing the consumer middle class relatively unified behavior seems to emerge . Even non-existent in 1985, the middle class (" zhong chan ") is under development and is expected to represent 70% of China's population by 2025 .

Middle classes and new codes

For now, it is mostly made ​​up of urban households living in large eastern cities : Beijing , Shanghai , Guangzhou, but also Chongqing , Harbin, the central cities that develop. This concept of middle class is not at all derogatory to the Chinese, as it is the desire to lie " in the middle" and fits well with this reluctance to differentiate themselves in a country of " market socialism" , according to the expression of Deng Xiaoping. According to the observatory Obs China , conducted by the Institute of Studies Think Out , "the middle class is not only extended, it dictates the socio-cultural changes and shapes the society as a whole ." Ideograms used brand

  • Guerlain / Lan Jiao : precious orchid
  • Volkswagen / Da Zhong : the people
  • Ikea / Yi Jia : pleasant, family
  • Carrefour / Jia Le Fu : family, happy, happiness

In marketing , companies operating in China must deploy values, symbolic of the middle class to own distinctive codes. A middle class that needs social identity , legible and also educational brands because consumers are still starting out , even if the younger generations , the " over 35 " and " 15-24 years" , already evidence of some expertise in procurement , requiring " products without any imperfection and innovative products , not only in terms of design," as stated by Catherine Sfez , head of the China studies institute Sorgem .

... and unfortunate connotations

Google / Gu Ge agricultural product
Nissan / Lan Niao : lazy bird
For foreign brands, fully understand the Chinese consumer is able to sell at a price of 2 to 100 times higher than that of domestic products. For the Chinese consumer is fascinated by international brands. Regarding the luxury (" she shi ") , he even worships some international brands like new idols , like this buying hysteria around Vuitton leather goods brand . A brand with its famous beige brown monogram, ostensibly neutral shades , perfectly understood the expectation of the Chinese public , an "aesthetic of bland " perceived as serene and calm ...

Market Research : Keep it simple and illustrated !

Catherine Sfez is responsible for studies in China for Sorgem . His team organizes "small Chinese lunches " to understand the market and make the right decisions . Her advice to those who would use the Western marketing techniques ? Adapt. "In China , she says , qualitative studies are in their infancy or superficial , or they allow brands to explain the failures or successes and structuring positions . Technical study , the " projective " mode is very relevant because it frees the individual speech . The Chinese do not have the habit of giving their opinion , but they have a lot of ease to speak when asked to respond to images. "
Still , sometimes , exercise is tricky. With a consumer who oscillates between frugality and fun to eat , attraction for foreign and economic nationalism , this " Chinese pride " that drives him to buy Chinese. But for a potential market of 1.3 billion people , the game is worth the candle . Lap of best practices to address the Chinese business .

Three ( first ) key for sale

- A brand name well translated

A Chinese name is required . To choose is to balance the characteristics of the product, the brand values ​​... and pronunciation, plurisyllabiques words are difficult to pronounce and remember for a Chinese explain This website


An advertisement in line with the value system 

The advertisement must include the Confucian and Taoist values ​​. The objective sought by these currents of thought is the "maintenance of harmony." Implying display social success, family values, and avoid figures rebels and forward-thinking are not role models in China. The Chinese are very receptive to the realism of the product, the most important to them is not what is seen , but what gives rise to advertising as emotion. You need to really understand Chine. See tips to understand China

- Legitimate brands

Old and successful brands is the only way to overcome copies or arbitration "price" in China. They help establish a social identity , unite a community and contribute to building a culture. To be avoided : brands " provocation " against the current culture of Chinese discipline , or " seduction too active ," contrary to the traditional values ​​of modesty.

Han

mercredi 9 octobre 2013

What can French really sell to Chinese ?

What can French really sell to Chinese ? 




The central problem that destabilizes the past few years in France, is its disastrous performance in foreign trade : in 2011, a deficit of 70 billion euros , or 2.3 % of its GDP. It thus comes very close to the record trade deficit , which was reached in 1982, when it reached 2.5% of GDP.
This year, a disastrous record was reached, therefore , essentially a stimulus policy in France was extreme and unilateral times . What is worrying now is that our execrable in foreign trade score is not articulated at all with such an excessive strength of domestic demand, but spring indeed lack of competitiveness changes we are experiencing now .


If you need further proof , we refer to our trade deficit with China, deficit reached 27.2 billion euros in 2011 . Thus, our trade deficit with China alone accounts for 39 % of our total trade deficit ( trade deficit with Germany : 24% of the total deficit ) .


Worse. Goods traded between France and China consist mainly of manufactured goods so we can validly bring our trade deficit with China , € 27.2 billion , with our trade deficit in manufactured goods with the rest of the world: 42 4 billion euros in 2011 . It would be about 64 % of our trade deficit in manufactured goods that would be attributable to China .
Contrary to what is often reported , so these are our trade relations with China are more destabilizing for our trade and our economy .


Export to China 33%

Our exports to China only cover 33 % of our imports from China , when our exports to Germany still cover 81% of our imports from Germany. Obviously, there is therefore a dysfunction in our trade with China is both specific , important and disturbing .
And we know the origin : the major international organizations ( World Bank, IMF , UN ) tell us that the euro should normally be around 4.52 yuan , but China , thanks to a draconian exchange controls which it has a monopoly and that allows him to control the exchange rate of its currency, we continue to inflict euro remains stable at around 8.32 yuan, an overvaluation of 84%.
And the overvaluation of the euro is maintained by China even despite huge adversities facing since mid-2010 on the countries of the euro area.

Trade France and China

But back to the coverage of trade between France and China : the rate already exceptionally low , at 33% , is likely to reduce further because in the coming years , our industries will be subject to all kinds of adversities for export to the Chinese market.
First, our basic exports to China manufactures will continue to suffer as the exchange rate euro / yuan is also evoked by pénalisateur .

About Cars

Even in terms of auto exports , the outlook is very unfavorable , with only Germany still manages to export high -end cars ( Mercedes , Audi, BMW ) . Peugeot and Renault, he manages to get an industrial plant in China will , like other Western manufacturers in China producing standard cars they are still selling .
In terms of TGV , where France is exceptionally well positioned internationally , China has deployed an aggressive strategy to negate the Chinese imports. After purchasing from Shinkansen (Japan) and Siemens (Germany) the technology , it has track national champions , CSR and CNR , so importing the least possible TGV and barging in export. It is true that this strategy was a masterful setback with the collision took place in July 2011 between the TGV viaduct in Wenzhou on the Beijing -Shanghai line . But China has not given up and will remain closed to exports of French TGV .

About Plane

In aeronautics , where France, Germany, remains well positioned , China makes its aircraft orders and helicopters on two conditions: EADS and Boeing have to accept a transfer of technology to get orders, which undermines the long-term evolution of aircraft orders and helicopters from China . In the short term , an increasing proportion of orders sent by China to be produced locally. Thus , the outlook for our exports , both in the short and medium term , there is also disappointing.
For nuclear power plants, the Fukushima disaster disrupts the prospect of Areva export to China . Thinking about the safety of nuclear power plants that undertaken the Chinese government will delay the construction was scheduled nuclear and China, which will be part of the club now very few countries buyers nuclear power plants, will not fail to enforce vis-à -vis the same requirements as Areva against Areva and Boeing , which also limit exports.

About luxury

Are exports of luxury goods from France to China. They continue to behave very well. It purchased by the richest Chinese, French brands are the matching label "made in France " . The French luxury companies , unlike the others, so translate into actual exports the sales they make in China. This is a very good point for our exports. But of course , we can not rely on this sector alone to rectify our manufacturing trade with China products. In cosmetic France has big advantage, see this article about this Topic

see also luxury market in China

About Culture and media

And also , the Chinese government in recent years , in its super- mercantilist strategy to always control over the global manufacturing industry , has decided to not overlook the arts and crafts or fashion and luxury or cultural products and audiovisual media. We thus emerge more strategic analysis of China who rightly insist on the role of "soft power" of the country for success in these areas that are not at all marginal .
The french leader in Luxury is LMVH

These Chinese analysts welcome the decline that began in their view, the "soft power" of France , which China has long envied us and welcome also control which China is trying to seize the international market art ...
We see exchanges between France and China are not going to rebalance . At a time when , increasingly , we rightly refers to the need for reciprocity in trade between countries, China stands out and we impose a lack of reciprocity will become increasingly destabilizing and more more unbearable .


In terms of TGV , where France is exceptionally well positioned internationally , China has deployed an aggressive strategy to negate the Chinese imports. After purchasing from Shinkansen (Japan) and Siemens (Germany) the technology , it has track national champions , CSR and CNR , so importing the least possible TGV and barging in export. It is true that this strategy was a masterful setback with the collision took place in July 2011 between the TGV viaduct in Wenzhou on the Beijing -Shanghai line . But China has not given up and will remain closed to exports of French TGV .