Indirect Sales & Business Partners in China: How to identify, approach, select and secure them

Internationalisation is a challenging venture for businesses with limited resources, as it is the case of the SMEs. Lack of time, funds, practical experience, and human resources are some of these factors that usually discourage entrepreneurs. 

The challenge increases when we talk about distant countries such as China where the language limitation, the diverse business practices and etiquettes or the difficulties locating qualified and suitable business partners may lead to negative experiences.  In order to avoid this, It is critical for SMEs planning to enter the Chinese market to understand what they are hoping to achieve in China, as it is through knowing this that they will be able to select the most suitable sales channel and appropriate partner. 

For SMEs, an easier way to enter the China market is through a business partner as they possess the knowledge and contacts to promote foreign products and overcome the barriers we just mentioned. However, finding a dedicated, reliable, professional and credit-worthy partner requires effort. 

This workshop has been conceived for those SMEs who would like to start doing business in China by engaging a third party. Our expert will share practical information that will help participating companies identify, approach, select and secure a suitable partner.  

Agenda: 

MODULE 1: SALES CHANNELS 

• Difference between B2B and B2C models 

• The role of agents, distributors, importers and business partners 

• CBEC 

MODULE 2: WHERE TO FIND LISTS OF AGENTS, DISTRIBUTORS 

• The role of trade associations, industrial associations (including CCPIT), chambers of commerce 

• The role of trade fairs 

• Which is the most suitable method when approaching partners? 

MODULE 3: SELECTING AND SECURING PARTNERS 

• Considerations for you and expectations of the partner 

• Background check and due diligence 

• Do's and don'ts 

• IP protection when working with partners ~ China IP SME Helpdesk