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Marketing, Sales and Customer SupportWesterners seeking to sell products and/or services in China are assessing a spectacular opportunity. Unfortunately, the opportunity for spectacular failure is just as real as the opportunity for spectacular success. Misunderstanding one's opportunities or assuming that proven Western business approaches will work when applied in China are common, but avoidable mistakes. "Awakening Dragons" author Piset Wattanavitukul quoted a Japanese businessman this way: "...We understand Chinese a lot better than those Westerners. That's why we have more successes than the American and the European...". At Chinafacturing Solutions, we are convinced that Western companies can achieve sizeable and profitable sales in China. In a simplistic sense, we recommend starting your due diligence exercises by focusing on the answers to two questions:
Westerners frequently make fundamental mistakes in the early stages of their efforts to do business in China by assuming that the answers to these questions in China are the same as they are in their successful home markets. You must develop a thorough answer to each question specifically within the context of China. Assuming that your Western experiences are transferable is almost always a mistake. To assure success, start with a "clean sheet of paper" to detemine how to sell your product or service to a Chinese market. Avoidable mistakes become missed market opportunities or reduced profitability. Finding your best market opportunities and optimizing your operational strategies and tactics within Chinese realities will result in the successful achievement of your sales and profit objectives. For more specific recommendations see What Is My Targeted Market?:
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