Introduction
China is
destined to be the biggest market of many
types of products and services. For many of
us, it is a market that we cannot afford to
ignore. While there are tremendous marketing
opportunities in China, there are also many
dangers and difficulties associated with
penetrating this gigantic market.
This course is designed for companies,
especially small and medium enterprises that
have products suitable for China market but
are limited by their resources to develop
this potential. It will explore issues
associated with exporting to China, by
gaining market entry through local
distributors.
Objectives To enable
participants to market one’s products into
China through distributors.
Benefit At the end of the
seminar, participants will be able to
acquire skills and knowledge to penetrate
the China markets.
Course Outline!
-
Market research
methods to estimate China market
potential
• Secondary sources of information
• Websites
• Field market surveys
-
How to decide
which part of China to start?
• Market characteristics
• Segmentation
-
Functions of
distributors
• How to design your distribution
channel
• Determine the distributor functions
-
Sources of
distributors
• Where and how to find them
• Types of distributors in China
-
Distributor
agreement
• Key points to watch out
• Sample contracts
-
Motivating your
distributors
• Use of power
• Rewards
• Support
• Training
-
Contentious issues
• Payment and collection
• Image
• Support
• Settling disputes
• Future partnership
• Intellectual property
-
Cultural
characteristics of the Chinese
• Do’s and Don’ts in China
-
Many case studies
of many industries will be presented for
discussion.
Methodology
Lecture, class and group
discussions, examples and cases will be
used.
Who Should
Attend? All personnel who
are new to the China market and have
products suitable to be marketed there.
Testimonials
“This is a good seminar
that is hardly found in Singapore.”
Gina Low, Channel Specialist, GE Fanuc
Automation Asia Pacific Pte Ltd
“Overall Gary has done
well.”
Anthony Ng, President/CEO, Caldecott
Productions International Pte Ltd
“It was well conducted
and presented in an appropriate manner. I
enjoyed it thoroughly and thank you very
much.” Gehan Ellepola, MJF Exports Ltd
“There is a good
diversity of industry experience from the
participants which added value to the
learning process.”
Mr Leong Kok Hoe, Regional Manager, Deutz
Asia Pacific (Pte) Ltd
Duration One
Day
Post your comments at
amin@aiminlines.co.th
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