Stanley Chao: 'You must absolutely make sure your products cannot be copied in China.'
Conclusion
I must admit that some prior knowledge of China is required to answer these questions, but it certainly can be done with some on-line research, a few phone calls to colleagues already doing business in China or a visit to a regional trade show in the United States where many Chinese companies exhibit. If the results are positive, then by all means take the next step, spend some money, and do a market study by actually visiting China and meeting potential partners, distributors and just about anybody associated with your business. You should get the full picture after such a comprehensive visit. I wish you all the best in your China endeavors.
Stanley Chao is managing director at All In Consulting, which assists companies in their Asia and China selling and outsourcing strategies. He has worked in China for over 20 years, speaks Mandarin and Japanese, and resides in Los Angeles, commuting to China monthly. This article is based on his new book, “Selling to China: A Guide to Doing Business in China for Small- and Medium-Sized Companies.”
