Navigating China Guide (2012) - New Zealand Trade and Enterprise

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???? CONTENTS 1 Introduction to Navigating China 1.1 Opportunities and challenges 1.2 Am I ready for China? 1.3 New Zealand-China trade and the Free Trade Agreement 1.4 China - an overview from culture to government 2 Researching the market 2.1 Research 2.2 Market visits 2.3 Business etiquette for visits 3 Entering the market 3.1 Typical models for entering the market Case Study: Commtest and Pan Pac 3.2 Choosing a location 3.3 Hong Kong and Taiwan as ‘Wider China’ options 3.4 Protecting intellectual property Case Study: Hayes 3.5 Building relationships Case Study: Waikato University 3.6 Negotiations and meetings 3.7 Chinese culture and business 3.8 Dealing with government and local authorities 3.9 Using and managing consultants 3.10 Doing due diligence and avoiding scams 4 Selling in China 4.1 Using agents and distributors 4.2 Direct sales 4.3 Online sales 4.4 Marketing Case Study: Comvita, Air New Zealand and Digipost 4.5 Getting your products into China 5 Setting up a base in China 5.1 Finding premises 5.2 Human Resources 5.3 Accounting and auditing 6 Navigating China 6.1 Getting paid and repatriating profits 6.2 Getting legal advice and resolving disputes 6.3 Taxes and tax breaks 6.4 Managing logistics 6.5 Day-to-day communications 6.6 Language and interpreters 6.7 Business ethics and corporate responsibility 7 Manufacturing in China 7.1 Pros and cons of manufacturing in China 7.2 Options of manufacturing in China Case Study: phil&teds 7.3 Finding a manufacturer and location Case Study: Atrax ii
This booklet provides practical advice for kiwi businesses looking to set-up or expand in China. As much as possible, the advice comes from kiwi business people and experts with hands-on experience of doing business in China. 1
Page 1: NAVIGATING CHINA For New Zealand Bu
Page 5 and 6: is somewhere between half a million
Page 7 and 8: KIWI LESSONS - LOCAL EXECUTION IS V
Page 9 and 10: For China, and the rest of the worl
Page 11 and 12: Telecommunications China’s teleco
Page 14 and 15: 2. RESEARCHING THE MARKET 2.1 RESEA
Page 16 and 17: 2.2 MARKET VISITS Visiting the mark
Page 18 and 19: However, cold calling (for self int
Page 20 and 21: • Seek advice on the choice of ch
Page 22: If the Chinese side is hosting a di
Page 25 and 26: Testing the waters New Zealand comp
Page 27 and 28: much higher than this. The authorit
Page 29 and 30: Other options • Coat-tailing - ta
Page 31 and 32: closely with them at all levels, on
Page 33 and 34: KEY LEARNINGS • thoroughly resear
Page 35 and 36: It is also important to put IP issu
Page 37 and 38: Administrative enforcement The main
Page 39 and 40: 3.5 BUILDING RELATIONSHIPS Building
Page 41 and 42: WAIKATO UNIVERSITY CASE STUDY My cu
Page 43 and 44: Meetings Understanding meeting prot
Page 45 and 46: Deep guanxi is a strong feeling of
Page 47 and 48: Entertaining Evening banquets are n
Page 49 and 50: On it’s website, NZTE has a list
Page 51 and 52: • ask for details on the company
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KIWI LESSON - BEWARE OF OVERPROMISI
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Before signing a contract with a di
Page 57 and 58:
KIWI LESSON - LOGISTICS ARE STILL A
Page 59 and 60:
You should also build into your pri
Page 61 and 62:
Trade media CATEGORY Food and Bever
Page 63 and 64:
“Recommendations are a company’
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Chinese television personality and
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• registration information and qu
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agreement was missing (should be A8
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How to make contact with ‘half-pa
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Accounting records must be kept in
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If you have a long-standing relatio
Page 77 and 78:
These foreign exchange controls are
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translations in all cases - it’s
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Using e-logistics China faces a num
Page 83 and 84:
6.6 LANGUAGE AND USING INTERPRETERS
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Things to avoid: • leaving senten
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7. MANUFACTURING IN CHINA 7.1 PROS
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BUSINESS MODELS Least Cost and oper
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Finding and building a relationship
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ATRAX CASE STUDY Sourcing from Chin
Page 96 and 97:
Protecting intellectual property In
Page 98:
The contents of this brochure are t
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Navigating China Guide (2012) - New Zealand Trade and Enterprise

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