{"id":3562,"date":"2019-04-21T10:18:21","date_gmt":"2019-04-21T15:18:21","guid":{"rendered":"https:\/\/idea-intl.com\/exhibits\/?p=3562"},"modified":"2021-10-06T05:50:54","modified_gmt":"2021-10-06T10:50:54","slug":"exhibiting-in-china-depends-on-relationships-and-local-expertise","status":"publish","type":"post","link":"https:\/\/idea-intl.com\/exhibits\/china-jp\/exhibiting-in-china-depends-on-relationships-and-local-expertise\/","title":{"rendered":"Exhibiting in China Depends on Relationships and Local Expertise"},"content":{"rendered":"\n
\"AMETEK
AMETEK Exhibit at MedTec China by Idea International, Inc.<\/figcaption><\/figure><\/div>\n\n\n\n

China is the world\u2019s most viable market with an exploding growth rate of from 8- 9.5% a year. There are 386 billion people in China with a Gross Domestic Product (GDP) of 12.14Trillion. As members of the WTO, China has the world\u2019s largest trading power. According to the Global Association of the Exhibition Industry, 46 percent of worldwide exhibition-venue growth in recent years has been in China through a combination of new exhibit venues and expansions to existing facilities.<\/p>\n\n\n\n

The message is clear: China is\npositioning itself to become the global marketplace, the destination where\npeople go to do business. Moreover, along with rising salaries and the\nurbanization of the country comes a demand for consumer goods.<\/p>\n\n\n\n

Over the past century, Chinese\nsociety has been transformed\u2014and with this transformation comes a robust\nbusiness culture and economy. Yet China also has maintained the more or less\ntraditional cultural distinctions in various regions of the country and the\nmany different languages spoken. There are 292 languages spoken in China today,\nalthough 70% of the population speak Mandarin.  Some of the things that remain the same are\nthe respect for titles and authority, the concept of saving face, societal\nprestige, and conversation that is non-confrontational.<\/p>\n\n\n\n

Relationship building in China\nbaffles westerners who tend to be more direct and who want to know the name of\nthe actual decision maker. Before embarking on any business venture in China,\nbut particularly face-to-face initiatives, understanding the culture is\nimperative. Initial meetings might be held with mid-level managers who are\ngathering information to be delivered to upper level managers. Another meeting\nmight be scheduled so that C-level executives can meet.<\/p>\n\n\n\n

In China, personal relationships\nare critical, and sometimes partners may not be completely truthful about\nproblems or potential problems if they feel it may have a negative impact on\nthe personal relationship. Chinese partners may also be under pressure from\ngovernment or party bureaucrats (as well as business associates) to compromise\nethical standards. You must deal with a Chinese person of influence when\nproblems arise. You need excellent contacts among officials at the local,\nprovincial, and central levels of governments to manage the issue. If your\ncontacts feel you are sufficiently trustworthy, and if they can get their\nnetwork of contacts to trust you, there is a chance you will succeed. <\/p>\n\n\n\n

The Chinese want to do business\nwith people they trust. But there is no real trust unless a person is in their\ncircle. At first, they don\u2019t know if you will be a good partner. Show respect\nby keeping some distance. Focus on building the relationship before talking\nbusiness. Do not go for a big profit on your first contract. <\/p>\n\n\n\n

The urban environments of\nChongqing, Shanghai, Beijing, and Guangzhou account for populations in the\nmillions but also for the rise of technology and the interest in trade shows.\nChina is seeking to attract global brands while the rest of the world is\nattempting to build sales in China\u2014the perfect storm. When companies come to\nChina to participate in a trade show, patience is a virtue because the Chinese in\nestablishing relationships. If an exhibitor is looking for a one-show quick\nhit, they should choose another country because the Chinese build relationships\nthrough exhibits, events, and activations.<\/p>\n\n\n\n

The Chinese need to know that your\nmessage has been crafted especially for them. When you are creating a brand\nmessage for a trade show, you need to prove that you understand the differences\nunique to the Chinese market. In doing so, you are making your brand relevant\nand engaging with the markets in China.<\/p>\n\n\n\n

The Chinese trade show industry is\npoised for unprecedented growth, more so than that of the rest of the world.\nWhile the traditional centers are in Beijing, Shanghai and Guangzhou, other\nareas are opening exhibition centers to take advantage of this growth and also\nthe world-wide interest in China.<\/p>\n\n\n\n

What do you need to know to exhibit\nin this exciting market?<\/p>\n\n\n\n