10 steps to access china fmcg market - avaleht - eas · barcode scan multiplier = price tag in ¥...
TRANSCRIPT
A project financed by the European Union
Implementing Partners
10 Steps to Access China FMCG marketJune 15 2017 Tallinn
1 Reflect internally on the expertise of the
company in exporting to foreign markets
1In-house debate
Involve all stakeholders (Finance Marketing Sales Plant Exports etc)bull English speaking staffbull Expertise in exporting to
foreign marketsbull Exports outside the EUbull Materials website technical
sheets available in Englishbull Staff dedicated to exportsbull Have you been in China
beforebull Other relevant questions of
internal use onlyhellip
lsquoChina is a very demanding market Ifthe company obtains a high number ofnegative answers in its self-evaluationwe suggest to acquire expertise firstby exporting to closer more matureor easier countries starting at thesame time a mid-term plan to getready for Chinarsquo
2 Register your Trademark(s)
2Help and practical knowledge
1 European Union - China IPR SME Helpdesk
httpwwwchina-iprhelpdeskeu
2 Browse Taobao marketplace in searchfor your brand name
bull China legal system favours the firstto file a trademark Copycatsreplicas and squatters of brandsare not unusual
bull If convinced that your brand nameis an asset adopt a strategic viewproceeding to register in Chinayour trademark
bull Learn about the effect of Daigou (代购) your brand may be at riskperhaps your brand is already onsale in China check it out
bull Chinese tourists and Chinesestudents abroad may be talkingabout your brand and you donrsquotknow it More than 100 millionChinese go abroad yearly
3 Find out if your products or services can be
exported to China
3Help and practical knowledge
Register wwweusmecentreorgcn
bull Market Reportsbull Guidelinesbull Newsletterbull FAQ
+
Certain products are subject to partialor complete restrictions which can becountry specific or company specificEg
bull An EU country can export oranges toChina but not cherries
bull An EU country can export pork toChina but not poultry
bull An EU country cannot export dairybull Scrap materials exporters to China
require a certain Licence prior toexport
bull Certain medical devices need ofapproval
bull A cosmetic sold in China may requireto be tested on animals
bull Games and books subject to heavyrestrictions
4 Check which products of your category
made in China are available for Chinese
consumers Check the prices
4 Help and practical knowledge
Market Reports
Product Directory
All TMALL amp Taobao(in English)
Unless there is a substantialdifference in
bull Qualitybull Innovationbull Design
a significant impact of the name ofthe brand or a strong associationwith the country of origin Chineseconsumer will tend to buy local ineach of categories Find out thedomestic prices
5 Check which products of your category
imported into China are available for Chinese
consumers Check the prices
5Help and practical knowledge
Market ReportsCase StudiesGuidelinesWebinarsOnline Training
All TMALL amp Taobao(in English)
ImportedPrice litre
¥167
Domestic
Price litre ¥36
WeChat Search Barcode scan
Multiplier = Price tag in ¥
EXW price in euro
Eg Wine sector multiplier = 35
Besides the local manufacturers you will encounter in China most of your international competitors Find the prices on the shelves in yen the Chinese currency Identify a foreign competitor leader in China to set a benchmark for the price tag
6 Learn the Market size Learn the possible sales
channels
6Help and practical knowledge
bull A market of markets
bull Omni-channelbull On Tradebull Off Tradebull Onlinebull Cross-Borderbull O2Obull Transition to
mobile is done
bull WeChat shopsbull Live streamingbull KOLbull 100+ cities with
more than 1 million population
bull Daigoubull 33 online sales
start at cellphone
MARKET REPORT
FREE TRADE ZONE TRAINING
GUIDELINES
ONLINE SALESTRAINING
There are several aspects of theFMCG Chinese market quitedifferent from the EU A fastchanging market a deepergranularity is a pre-requisiteThe following aspects need tobe weighed
7 Find the right Fair or Exhibition to attend in
China optimum for your product category
7 Help and practical knowledge
bull Product categorybull Price build-upbull City or Regionbull Market Saturationbull ExpectationsGoalsbull Budgetbull B2B matchmakingbull Promo Materialsbull Technical Sheetsbull Sales Channel
bull Country Informationbull Contract at handbull Price listbull T amp Crsquosbull Samplesbull Shipping planbull Interpretersbull Staffingbull Retail store checkbull Follow-up plan
EU SME CentreExhibition Database
Select and Prepare Choosing theright Exhibition for your productcategory is not a banality It hasto be based on your previousanalysis Preparing thoroughly inadvance the participation isparamount The aspects toconsider are many Eg
8 Learn regulations Learn from the
experience of others before you in China
8Help and practical knowledge
bull Chinarsquos GB standardsbull General normative for the
categorybull Specific normative for the productbull Correct labelling in Chinesebull Customs taxes duties excisesbull Right Agent at Customsbull Real expertise of Importerbull Customs documentationbull Outbound payment proceduresbull Follow the law at all times
Import regulations are often a source oftroubles when exporting to China Ifcorrectly informed is possible to eludesuch problems A large portion ofdifficulties has to do with lack ofknowledge of Customs proceduresrather than with the normative
9 Learn possible entry modes in the Chinese
market
9 Help and practical knowledge
bull Long-term viewbull General Tradebull Cross-Border Tradebull Importers searchbull On Tradebull Off Tradebull Onlinebull Company in Chinabull Representative
Office
bull Manage expectations
bull Consider B2B matchmaking
bull Draft a Budgetbull Follow-up of
distributorsbull Follow the marketbull Follow consumers
behaviour
There are several ways toaccess Chinas market Noneof them fits with everythingIt depends on your strategysales channels budgetexpectations competitionconsumers and above allthe fast pace of a changingChina
10 Draft a Business Plan Including a PampL
Establish expectations Establish a budget
10Draft a formal statement ofbusiness goals in ChinaAttainable Draft actions forreaching the goals Include thecost of each action andresources critical successfactors metrics and atimeframe Do not trustintuition stick to facts
bull Have a mid-term visionlsquoStarting selling in China as of 2018 In3 years time reach product orders of aminimum of 750000 EUR per yearrsquo
bull Get ready for China firstbull Have a budget and a planbull Have metrics of progressbull Stick to the planbull Follow China marketbull Persistence is key also networking
Category Honey Brand KALNA Country LatviaExercise I
Draft a formal statement of business goalsin ChinaHoney amp ChocolateAttain Gourmet product Draft actions for
reaching the goals Include the cost of eachaction and resources critical successfactors metrics and a timeframe Do nottrust intuition stick to facts
Exercise I
TAOBAO BAIDU
TRADEMARK OFFICE
Exercise I
Information about the latest regulations for imported honeyat EU SME Centre Chinas official list of authorized countries toexport honey
Potential problem Latvia is not in the list Action verify latestupdate
Exercise I
Domestic honey EUR 45kg
Exercise I
ImportedEUR 24kg
ImportedEUR 45kg
Exercise I
Commodity Unit Country Quantity ValueYear-on-Year Year-on-Year
Quantity plusmn Value plusmnavrgkg
US$
Honey2015
kilogram
New Zealand 2039188 47488440 -44 353 233
Australia 562673 7208398 468 499 128
Germany 324051 2703849 24 -45 83
Thailand 587009 2556053 18 148 44
Russia 553261 1585346 1081 902 29
Canada 165066 1489675 23 113 90
Spain 194248 1323078 -91 -116 68
United States 139358 1179136 -101 195 85
France 135075 1069097 -31 -353 79
Malaysia 550550 1026600 202 -453 19
Brazil 93350 575194 138 1781 62
China 264302 541705 2533 2741 20
Kirghizia 96776 513144 44 641 53
Taiwan 69838 483136 162 169 69
Romania 91808 464362 161 1742 51
Switzerland 41881 458802 573 494 110
Turkey 73016 424393 852 695 58
Mexico 73857 362007 -247 -121 49
Greece 31905 324972 21 13 102
United Kingdom 28876 303930 305 83 105
average 77
Exercise I
Exercise I
Exercise I
- General Trade vs Cross-Border Trade- The role of Free Trade Zones
Do you want to start with honey via cross-border trade
- Other Entry Options
Exercise I
1 Reflect internally on the expertise of the
company in exporting to foreign markets
1In-house debate
Involve all stakeholders (Finance Marketing Sales Plant Exports etc)bull English speaking staffbull Expertise in exporting to
foreign marketsbull Exports outside the EUbull Materials website technical
sheets available in Englishbull Staff dedicated to exportsbull Have you been in China
beforebull Other relevant questions of
internal use onlyhellip
lsquoChina is a very demanding market Ifthe company obtains a high number ofnegative answers in its self-evaluationwe suggest to acquire expertise firstby exporting to closer more matureor easier countries starting at thesame time a mid-term plan to getready for Chinarsquo
2 Register your Trademark(s)
2Help and practical knowledge
1 European Union - China IPR SME Helpdesk
httpwwwchina-iprhelpdeskeu
2 Browse Taobao marketplace in searchfor your brand name
bull China legal system favours the firstto file a trademark Copycatsreplicas and squatters of brandsare not unusual
bull If convinced that your brand nameis an asset adopt a strategic viewproceeding to register in Chinayour trademark
bull Learn about the effect of Daigou (代购) your brand may be at riskperhaps your brand is already onsale in China check it out
bull Chinese tourists and Chinesestudents abroad may be talkingabout your brand and you donrsquotknow it More than 100 millionChinese go abroad yearly
3 Find out if your products or services can be
exported to China
3Help and practical knowledge
Register wwweusmecentreorgcn
bull Market Reportsbull Guidelinesbull Newsletterbull FAQ
+
Certain products are subject to partialor complete restrictions which can becountry specific or company specificEg
bull An EU country can export oranges toChina but not cherries
bull An EU country can export pork toChina but not poultry
bull An EU country cannot export dairybull Scrap materials exporters to China
require a certain Licence prior toexport
bull Certain medical devices need ofapproval
bull A cosmetic sold in China may requireto be tested on animals
bull Games and books subject to heavyrestrictions
4 Check which products of your category
made in China are available for Chinese
consumers Check the prices
4 Help and practical knowledge
Market Reports
Product Directory
All TMALL amp Taobao(in English)
Unless there is a substantialdifference in
bull Qualitybull Innovationbull Design
a significant impact of the name ofthe brand or a strong associationwith the country of origin Chineseconsumer will tend to buy local ineach of categories Find out thedomestic prices
5 Check which products of your category
imported into China are available for Chinese
consumers Check the prices
5Help and practical knowledge
Market ReportsCase StudiesGuidelinesWebinarsOnline Training
All TMALL amp Taobao(in English)
ImportedPrice litre
¥167
Domestic
Price litre ¥36
WeChat Search Barcode scan
Multiplier = Price tag in ¥
EXW price in euro
Eg Wine sector multiplier = 35
Besides the local manufacturers you will encounter in China most of your international competitors Find the prices on the shelves in yen the Chinese currency Identify a foreign competitor leader in China to set a benchmark for the price tag
6 Learn the Market size Learn the possible sales
channels
6Help and practical knowledge
bull A market of markets
bull Omni-channelbull On Tradebull Off Tradebull Onlinebull Cross-Borderbull O2Obull Transition to
mobile is done
bull WeChat shopsbull Live streamingbull KOLbull 100+ cities with
more than 1 million population
bull Daigoubull 33 online sales
start at cellphone
MARKET REPORT
FREE TRADE ZONE TRAINING
GUIDELINES
ONLINE SALESTRAINING
There are several aspects of theFMCG Chinese market quitedifferent from the EU A fastchanging market a deepergranularity is a pre-requisiteThe following aspects need tobe weighed
7 Find the right Fair or Exhibition to attend in
China optimum for your product category
7 Help and practical knowledge
bull Product categorybull Price build-upbull City or Regionbull Market Saturationbull ExpectationsGoalsbull Budgetbull B2B matchmakingbull Promo Materialsbull Technical Sheetsbull Sales Channel
bull Country Informationbull Contract at handbull Price listbull T amp Crsquosbull Samplesbull Shipping planbull Interpretersbull Staffingbull Retail store checkbull Follow-up plan
EU SME CentreExhibition Database
Select and Prepare Choosing theright Exhibition for your productcategory is not a banality It hasto be based on your previousanalysis Preparing thoroughly inadvance the participation isparamount The aspects toconsider are many Eg
8 Learn regulations Learn from the
experience of others before you in China
8Help and practical knowledge
bull Chinarsquos GB standardsbull General normative for the
categorybull Specific normative for the productbull Correct labelling in Chinesebull Customs taxes duties excisesbull Right Agent at Customsbull Real expertise of Importerbull Customs documentationbull Outbound payment proceduresbull Follow the law at all times
Import regulations are often a source oftroubles when exporting to China Ifcorrectly informed is possible to eludesuch problems A large portion ofdifficulties has to do with lack ofknowledge of Customs proceduresrather than with the normative
9 Learn possible entry modes in the Chinese
market
9 Help and practical knowledge
bull Long-term viewbull General Tradebull Cross-Border Tradebull Importers searchbull On Tradebull Off Tradebull Onlinebull Company in Chinabull Representative
Office
bull Manage expectations
bull Consider B2B matchmaking
bull Draft a Budgetbull Follow-up of
distributorsbull Follow the marketbull Follow consumers
behaviour
There are several ways toaccess Chinas market Noneof them fits with everythingIt depends on your strategysales channels budgetexpectations competitionconsumers and above allthe fast pace of a changingChina
10 Draft a Business Plan Including a PampL
Establish expectations Establish a budget
10Draft a formal statement ofbusiness goals in ChinaAttainable Draft actions forreaching the goals Include thecost of each action andresources critical successfactors metrics and atimeframe Do not trustintuition stick to facts
bull Have a mid-term visionlsquoStarting selling in China as of 2018 In3 years time reach product orders of aminimum of 750000 EUR per yearrsquo
bull Get ready for China firstbull Have a budget and a planbull Have metrics of progressbull Stick to the planbull Follow China marketbull Persistence is key also networking
Category Honey Brand KALNA Country LatviaExercise I
Draft a formal statement of business goalsin ChinaHoney amp ChocolateAttain Gourmet product Draft actions for
reaching the goals Include the cost of eachaction and resources critical successfactors metrics and a timeframe Do nottrust intuition stick to facts
Exercise I
TAOBAO BAIDU
TRADEMARK OFFICE
Exercise I
Information about the latest regulations for imported honeyat EU SME Centre Chinas official list of authorized countries toexport honey
Potential problem Latvia is not in the list Action verify latestupdate
Exercise I
Domestic honey EUR 45kg
Exercise I
ImportedEUR 24kg
ImportedEUR 45kg
Exercise I
Commodity Unit Country Quantity ValueYear-on-Year Year-on-Year
Quantity plusmn Value plusmnavrgkg
US$
Honey2015
kilogram
New Zealand 2039188 47488440 -44 353 233
Australia 562673 7208398 468 499 128
Germany 324051 2703849 24 -45 83
Thailand 587009 2556053 18 148 44
Russia 553261 1585346 1081 902 29
Canada 165066 1489675 23 113 90
Spain 194248 1323078 -91 -116 68
United States 139358 1179136 -101 195 85
France 135075 1069097 -31 -353 79
Malaysia 550550 1026600 202 -453 19
Brazil 93350 575194 138 1781 62
China 264302 541705 2533 2741 20
Kirghizia 96776 513144 44 641 53
Taiwan 69838 483136 162 169 69
Romania 91808 464362 161 1742 51
Switzerland 41881 458802 573 494 110
Turkey 73016 424393 852 695 58
Mexico 73857 362007 -247 -121 49
Greece 31905 324972 21 13 102
United Kingdom 28876 303930 305 83 105
average 77
Exercise I
Exercise I
Exercise I
- General Trade vs Cross-Border Trade- The role of Free Trade Zones
Do you want to start with honey via cross-border trade
- Other Entry Options
Exercise I
1In-house debate
Involve all stakeholders (Finance Marketing Sales Plant Exports etc)bull English speaking staffbull Expertise in exporting to
foreign marketsbull Exports outside the EUbull Materials website technical
sheets available in Englishbull Staff dedicated to exportsbull Have you been in China
beforebull Other relevant questions of
internal use onlyhellip
lsquoChina is a very demanding market Ifthe company obtains a high number ofnegative answers in its self-evaluationwe suggest to acquire expertise firstby exporting to closer more matureor easier countries starting at thesame time a mid-term plan to getready for Chinarsquo
2 Register your Trademark(s)
2Help and practical knowledge
1 European Union - China IPR SME Helpdesk
httpwwwchina-iprhelpdeskeu
2 Browse Taobao marketplace in searchfor your brand name
bull China legal system favours the firstto file a trademark Copycatsreplicas and squatters of brandsare not unusual
bull If convinced that your brand nameis an asset adopt a strategic viewproceeding to register in Chinayour trademark
bull Learn about the effect of Daigou (代购) your brand may be at riskperhaps your brand is already onsale in China check it out
bull Chinese tourists and Chinesestudents abroad may be talkingabout your brand and you donrsquotknow it More than 100 millionChinese go abroad yearly
3 Find out if your products or services can be
exported to China
3Help and practical knowledge
Register wwweusmecentreorgcn
bull Market Reportsbull Guidelinesbull Newsletterbull FAQ
+
Certain products are subject to partialor complete restrictions which can becountry specific or company specificEg
bull An EU country can export oranges toChina but not cherries
bull An EU country can export pork toChina but not poultry
bull An EU country cannot export dairybull Scrap materials exporters to China
require a certain Licence prior toexport
bull Certain medical devices need ofapproval
bull A cosmetic sold in China may requireto be tested on animals
bull Games and books subject to heavyrestrictions
4 Check which products of your category
made in China are available for Chinese
consumers Check the prices
4 Help and practical knowledge
Market Reports
Product Directory
All TMALL amp Taobao(in English)
Unless there is a substantialdifference in
bull Qualitybull Innovationbull Design
a significant impact of the name ofthe brand or a strong associationwith the country of origin Chineseconsumer will tend to buy local ineach of categories Find out thedomestic prices
5 Check which products of your category
imported into China are available for Chinese
consumers Check the prices
5Help and practical knowledge
Market ReportsCase StudiesGuidelinesWebinarsOnline Training
All TMALL amp Taobao(in English)
ImportedPrice litre
¥167
Domestic
Price litre ¥36
WeChat Search Barcode scan
Multiplier = Price tag in ¥
EXW price in euro
Eg Wine sector multiplier = 35
Besides the local manufacturers you will encounter in China most of your international competitors Find the prices on the shelves in yen the Chinese currency Identify a foreign competitor leader in China to set a benchmark for the price tag
6 Learn the Market size Learn the possible sales
channels
6Help and practical knowledge
bull A market of markets
bull Omni-channelbull On Tradebull Off Tradebull Onlinebull Cross-Borderbull O2Obull Transition to
mobile is done
bull WeChat shopsbull Live streamingbull KOLbull 100+ cities with
more than 1 million population
bull Daigoubull 33 online sales
start at cellphone
MARKET REPORT
FREE TRADE ZONE TRAINING
GUIDELINES
ONLINE SALESTRAINING
There are several aspects of theFMCG Chinese market quitedifferent from the EU A fastchanging market a deepergranularity is a pre-requisiteThe following aspects need tobe weighed
7 Find the right Fair or Exhibition to attend in
China optimum for your product category
7 Help and practical knowledge
bull Product categorybull Price build-upbull City or Regionbull Market Saturationbull ExpectationsGoalsbull Budgetbull B2B matchmakingbull Promo Materialsbull Technical Sheetsbull Sales Channel
bull Country Informationbull Contract at handbull Price listbull T amp Crsquosbull Samplesbull Shipping planbull Interpretersbull Staffingbull Retail store checkbull Follow-up plan
EU SME CentreExhibition Database
Select and Prepare Choosing theright Exhibition for your productcategory is not a banality It hasto be based on your previousanalysis Preparing thoroughly inadvance the participation isparamount The aspects toconsider are many Eg
8 Learn regulations Learn from the
experience of others before you in China
8Help and practical knowledge
bull Chinarsquos GB standardsbull General normative for the
categorybull Specific normative for the productbull Correct labelling in Chinesebull Customs taxes duties excisesbull Right Agent at Customsbull Real expertise of Importerbull Customs documentationbull Outbound payment proceduresbull Follow the law at all times
Import regulations are often a source oftroubles when exporting to China Ifcorrectly informed is possible to eludesuch problems A large portion ofdifficulties has to do with lack ofknowledge of Customs proceduresrather than with the normative
9 Learn possible entry modes in the Chinese
market
9 Help and practical knowledge
bull Long-term viewbull General Tradebull Cross-Border Tradebull Importers searchbull On Tradebull Off Tradebull Onlinebull Company in Chinabull Representative
Office
bull Manage expectations
bull Consider B2B matchmaking
bull Draft a Budgetbull Follow-up of
distributorsbull Follow the marketbull Follow consumers
behaviour
There are several ways toaccess Chinas market Noneof them fits with everythingIt depends on your strategysales channels budgetexpectations competitionconsumers and above allthe fast pace of a changingChina
10 Draft a Business Plan Including a PampL
Establish expectations Establish a budget
10Draft a formal statement ofbusiness goals in ChinaAttainable Draft actions forreaching the goals Include thecost of each action andresources critical successfactors metrics and atimeframe Do not trustintuition stick to facts
bull Have a mid-term visionlsquoStarting selling in China as of 2018 In3 years time reach product orders of aminimum of 750000 EUR per yearrsquo
bull Get ready for China firstbull Have a budget and a planbull Have metrics of progressbull Stick to the planbull Follow China marketbull Persistence is key also networking
Category Honey Brand KALNA Country LatviaExercise I
Draft a formal statement of business goalsin ChinaHoney amp ChocolateAttain Gourmet product Draft actions for
reaching the goals Include the cost of eachaction and resources critical successfactors metrics and a timeframe Do nottrust intuition stick to facts
Exercise I
TAOBAO BAIDU
TRADEMARK OFFICE
Exercise I
Information about the latest regulations for imported honeyat EU SME Centre Chinas official list of authorized countries toexport honey
Potential problem Latvia is not in the list Action verify latestupdate
Exercise I
Domestic honey EUR 45kg
Exercise I
ImportedEUR 24kg
ImportedEUR 45kg
Exercise I
Commodity Unit Country Quantity ValueYear-on-Year Year-on-Year
Quantity plusmn Value plusmnavrgkg
US$
Honey2015
kilogram
New Zealand 2039188 47488440 -44 353 233
Australia 562673 7208398 468 499 128
Germany 324051 2703849 24 -45 83
Thailand 587009 2556053 18 148 44
Russia 553261 1585346 1081 902 29
Canada 165066 1489675 23 113 90
Spain 194248 1323078 -91 -116 68
United States 139358 1179136 -101 195 85
France 135075 1069097 -31 -353 79
Malaysia 550550 1026600 202 -453 19
Brazil 93350 575194 138 1781 62
China 264302 541705 2533 2741 20
Kirghizia 96776 513144 44 641 53
Taiwan 69838 483136 162 169 69
Romania 91808 464362 161 1742 51
Switzerland 41881 458802 573 494 110
Turkey 73016 424393 852 695 58
Mexico 73857 362007 -247 -121 49
Greece 31905 324972 21 13 102
United Kingdom 28876 303930 305 83 105
average 77
Exercise I
Exercise I
Exercise I
- General Trade vs Cross-Border Trade- The role of Free Trade Zones
Do you want to start with honey via cross-border trade
- Other Entry Options
Exercise I
2 Register your Trademark(s)
2Help and practical knowledge
1 European Union - China IPR SME Helpdesk
httpwwwchina-iprhelpdeskeu
2 Browse Taobao marketplace in searchfor your brand name
bull China legal system favours the firstto file a trademark Copycatsreplicas and squatters of brandsare not unusual
bull If convinced that your brand nameis an asset adopt a strategic viewproceeding to register in Chinayour trademark
bull Learn about the effect of Daigou (代购) your brand may be at riskperhaps your brand is already onsale in China check it out
bull Chinese tourists and Chinesestudents abroad may be talkingabout your brand and you donrsquotknow it More than 100 millionChinese go abroad yearly
3 Find out if your products or services can be
exported to China
3Help and practical knowledge
Register wwweusmecentreorgcn
bull Market Reportsbull Guidelinesbull Newsletterbull FAQ
+
Certain products are subject to partialor complete restrictions which can becountry specific or company specificEg
bull An EU country can export oranges toChina but not cherries
bull An EU country can export pork toChina but not poultry
bull An EU country cannot export dairybull Scrap materials exporters to China
require a certain Licence prior toexport
bull Certain medical devices need ofapproval
bull A cosmetic sold in China may requireto be tested on animals
bull Games and books subject to heavyrestrictions
4 Check which products of your category
made in China are available for Chinese
consumers Check the prices
4 Help and practical knowledge
Market Reports
Product Directory
All TMALL amp Taobao(in English)
Unless there is a substantialdifference in
bull Qualitybull Innovationbull Design
a significant impact of the name ofthe brand or a strong associationwith the country of origin Chineseconsumer will tend to buy local ineach of categories Find out thedomestic prices
5 Check which products of your category
imported into China are available for Chinese
consumers Check the prices
5Help and practical knowledge
Market ReportsCase StudiesGuidelinesWebinarsOnline Training
All TMALL amp Taobao(in English)
ImportedPrice litre
¥167
Domestic
Price litre ¥36
WeChat Search Barcode scan
Multiplier = Price tag in ¥
EXW price in euro
Eg Wine sector multiplier = 35
Besides the local manufacturers you will encounter in China most of your international competitors Find the prices on the shelves in yen the Chinese currency Identify a foreign competitor leader in China to set a benchmark for the price tag
6 Learn the Market size Learn the possible sales
channels
6Help and practical knowledge
bull A market of markets
bull Omni-channelbull On Tradebull Off Tradebull Onlinebull Cross-Borderbull O2Obull Transition to
mobile is done
bull WeChat shopsbull Live streamingbull KOLbull 100+ cities with
more than 1 million population
bull Daigoubull 33 online sales
start at cellphone
MARKET REPORT
FREE TRADE ZONE TRAINING
GUIDELINES
ONLINE SALESTRAINING
There are several aspects of theFMCG Chinese market quitedifferent from the EU A fastchanging market a deepergranularity is a pre-requisiteThe following aspects need tobe weighed
7 Find the right Fair or Exhibition to attend in
China optimum for your product category
7 Help and practical knowledge
bull Product categorybull Price build-upbull City or Regionbull Market Saturationbull ExpectationsGoalsbull Budgetbull B2B matchmakingbull Promo Materialsbull Technical Sheetsbull Sales Channel
bull Country Informationbull Contract at handbull Price listbull T amp Crsquosbull Samplesbull Shipping planbull Interpretersbull Staffingbull Retail store checkbull Follow-up plan
EU SME CentreExhibition Database
Select and Prepare Choosing theright Exhibition for your productcategory is not a banality It hasto be based on your previousanalysis Preparing thoroughly inadvance the participation isparamount The aspects toconsider are many Eg
8 Learn regulations Learn from the
experience of others before you in China
8Help and practical knowledge
bull Chinarsquos GB standardsbull General normative for the
categorybull Specific normative for the productbull Correct labelling in Chinesebull Customs taxes duties excisesbull Right Agent at Customsbull Real expertise of Importerbull Customs documentationbull Outbound payment proceduresbull Follow the law at all times
Import regulations are often a source oftroubles when exporting to China Ifcorrectly informed is possible to eludesuch problems A large portion ofdifficulties has to do with lack ofknowledge of Customs proceduresrather than with the normative
9 Learn possible entry modes in the Chinese
market
9 Help and practical knowledge
bull Long-term viewbull General Tradebull Cross-Border Tradebull Importers searchbull On Tradebull Off Tradebull Onlinebull Company in Chinabull Representative
Office
bull Manage expectations
bull Consider B2B matchmaking
bull Draft a Budgetbull Follow-up of
distributorsbull Follow the marketbull Follow consumers
behaviour
There are several ways toaccess Chinas market Noneof them fits with everythingIt depends on your strategysales channels budgetexpectations competitionconsumers and above allthe fast pace of a changingChina
10 Draft a Business Plan Including a PampL
Establish expectations Establish a budget
10Draft a formal statement ofbusiness goals in ChinaAttainable Draft actions forreaching the goals Include thecost of each action andresources critical successfactors metrics and atimeframe Do not trustintuition stick to facts
bull Have a mid-term visionlsquoStarting selling in China as of 2018 In3 years time reach product orders of aminimum of 750000 EUR per yearrsquo
bull Get ready for China firstbull Have a budget and a planbull Have metrics of progressbull Stick to the planbull Follow China marketbull Persistence is key also networking
Category Honey Brand KALNA Country LatviaExercise I
Draft a formal statement of business goalsin ChinaHoney amp ChocolateAttain Gourmet product Draft actions for
reaching the goals Include the cost of eachaction and resources critical successfactors metrics and a timeframe Do nottrust intuition stick to facts
Exercise I
TAOBAO BAIDU
TRADEMARK OFFICE
Exercise I
Information about the latest regulations for imported honeyat EU SME Centre Chinas official list of authorized countries toexport honey
Potential problem Latvia is not in the list Action verify latestupdate
Exercise I
Domestic honey EUR 45kg
Exercise I
ImportedEUR 24kg
ImportedEUR 45kg
Exercise I
Commodity Unit Country Quantity ValueYear-on-Year Year-on-Year
Quantity plusmn Value plusmnavrgkg
US$
Honey2015
kilogram
New Zealand 2039188 47488440 -44 353 233
Australia 562673 7208398 468 499 128
Germany 324051 2703849 24 -45 83
Thailand 587009 2556053 18 148 44
Russia 553261 1585346 1081 902 29
Canada 165066 1489675 23 113 90
Spain 194248 1323078 -91 -116 68
United States 139358 1179136 -101 195 85
France 135075 1069097 -31 -353 79
Malaysia 550550 1026600 202 -453 19
Brazil 93350 575194 138 1781 62
China 264302 541705 2533 2741 20
Kirghizia 96776 513144 44 641 53
Taiwan 69838 483136 162 169 69
Romania 91808 464362 161 1742 51
Switzerland 41881 458802 573 494 110
Turkey 73016 424393 852 695 58
Mexico 73857 362007 -247 -121 49
Greece 31905 324972 21 13 102
United Kingdom 28876 303930 305 83 105
average 77
Exercise I
Exercise I
Exercise I
- General Trade vs Cross-Border Trade- The role of Free Trade Zones
Do you want to start with honey via cross-border trade
- Other Entry Options
Exercise I
2Help and practical knowledge
1 European Union - China IPR SME Helpdesk
httpwwwchina-iprhelpdeskeu
2 Browse Taobao marketplace in searchfor your brand name
bull China legal system favours the firstto file a trademark Copycatsreplicas and squatters of brandsare not unusual
bull If convinced that your brand nameis an asset adopt a strategic viewproceeding to register in Chinayour trademark
bull Learn about the effect of Daigou (代购) your brand may be at riskperhaps your brand is already onsale in China check it out
bull Chinese tourists and Chinesestudents abroad may be talkingabout your brand and you donrsquotknow it More than 100 millionChinese go abroad yearly
3 Find out if your products or services can be
exported to China
3Help and practical knowledge
Register wwweusmecentreorgcn
bull Market Reportsbull Guidelinesbull Newsletterbull FAQ
+
Certain products are subject to partialor complete restrictions which can becountry specific or company specificEg
bull An EU country can export oranges toChina but not cherries
bull An EU country can export pork toChina but not poultry
bull An EU country cannot export dairybull Scrap materials exporters to China
require a certain Licence prior toexport
bull Certain medical devices need ofapproval
bull A cosmetic sold in China may requireto be tested on animals
bull Games and books subject to heavyrestrictions
4 Check which products of your category
made in China are available for Chinese
consumers Check the prices
4 Help and practical knowledge
Market Reports
Product Directory
All TMALL amp Taobao(in English)
Unless there is a substantialdifference in
bull Qualitybull Innovationbull Design
a significant impact of the name ofthe brand or a strong associationwith the country of origin Chineseconsumer will tend to buy local ineach of categories Find out thedomestic prices
5 Check which products of your category
imported into China are available for Chinese
consumers Check the prices
5Help and practical knowledge
Market ReportsCase StudiesGuidelinesWebinarsOnline Training
All TMALL amp Taobao(in English)
ImportedPrice litre
¥167
Domestic
Price litre ¥36
WeChat Search Barcode scan
Multiplier = Price tag in ¥
EXW price in euro
Eg Wine sector multiplier = 35
Besides the local manufacturers you will encounter in China most of your international competitors Find the prices on the shelves in yen the Chinese currency Identify a foreign competitor leader in China to set a benchmark for the price tag
6 Learn the Market size Learn the possible sales
channels
6Help and practical knowledge
bull A market of markets
bull Omni-channelbull On Tradebull Off Tradebull Onlinebull Cross-Borderbull O2Obull Transition to
mobile is done
bull WeChat shopsbull Live streamingbull KOLbull 100+ cities with
more than 1 million population
bull Daigoubull 33 online sales
start at cellphone
MARKET REPORT
FREE TRADE ZONE TRAINING
GUIDELINES
ONLINE SALESTRAINING
There are several aspects of theFMCG Chinese market quitedifferent from the EU A fastchanging market a deepergranularity is a pre-requisiteThe following aspects need tobe weighed
7 Find the right Fair or Exhibition to attend in
China optimum for your product category
7 Help and practical knowledge
bull Product categorybull Price build-upbull City or Regionbull Market Saturationbull ExpectationsGoalsbull Budgetbull B2B matchmakingbull Promo Materialsbull Technical Sheetsbull Sales Channel
bull Country Informationbull Contract at handbull Price listbull T amp Crsquosbull Samplesbull Shipping planbull Interpretersbull Staffingbull Retail store checkbull Follow-up plan
EU SME CentreExhibition Database
Select and Prepare Choosing theright Exhibition for your productcategory is not a banality It hasto be based on your previousanalysis Preparing thoroughly inadvance the participation isparamount The aspects toconsider are many Eg
8 Learn regulations Learn from the
experience of others before you in China
8Help and practical knowledge
bull Chinarsquos GB standardsbull General normative for the
categorybull Specific normative for the productbull Correct labelling in Chinesebull Customs taxes duties excisesbull Right Agent at Customsbull Real expertise of Importerbull Customs documentationbull Outbound payment proceduresbull Follow the law at all times
Import regulations are often a source oftroubles when exporting to China Ifcorrectly informed is possible to eludesuch problems A large portion ofdifficulties has to do with lack ofknowledge of Customs proceduresrather than with the normative
9 Learn possible entry modes in the Chinese
market
9 Help and practical knowledge
bull Long-term viewbull General Tradebull Cross-Border Tradebull Importers searchbull On Tradebull Off Tradebull Onlinebull Company in Chinabull Representative
Office
bull Manage expectations
bull Consider B2B matchmaking
bull Draft a Budgetbull Follow-up of
distributorsbull Follow the marketbull Follow consumers
behaviour
There are several ways toaccess Chinas market Noneof them fits with everythingIt depends on your strategysales channels budgetexpectations competitionconsumers and above allthe fast pace of a changingChina
10 Draft a Business Plan Including a PampL
Establish expectations Establish a budget
10Draft a formal statement ofbusiness goals in ChinaAttainable Draft actions forreaching the goals Include thecost of each action andresources critical successfactors metrics and atimeframe Do not trustintuition stick to facts
bull Have a mid-term visionlsquoStarting selling in China as of 2018 In3 years time reach product orders of aminimum of 750000 EUR per yearrsquo
bull Get ready for China firstbull Have a budget and a planbull Have metrics of progressbull Stick to the planbull Follow China marketbull Persistence is key also networking
Category Honey Brand KALNA Country LatviaExercise I
Draft a formal statement of business goalsin ChinaHoney amp ChocolateAttain Gourmet product Draft actions for
reaching the goals Include the cost of eachaction and resources critical successfactors metrics and a timeframe Do nottrust intuition stick to facts
Exercise I
TAOBAO BAIDU
TRADEMARK OFFICE
Exercise I
Information about the latest regulations for imported honeyat EU SME Centre Chinas official list of authorized countries toexport honey
Potential problem Latvia is not in the list Action verify latestupdate
Exercise I
Domestic honey EUR 45kg
Exercise I
ImportedEUR 24kg
ImportedEUR 45kg
Exercise I
Commodity Unit Country Quantity ValueYear-on-Year Year-on-Year
Quantity plusmn Value plusmnavrgkg
US$
Honey2015
kilogram
New Zealand 2039188 47488440 -44 353 233
Australia 562673 7208398 468 499 128
Germany 324051 2703849 24 -45 83
Thailand 587009 2556053 18 148 44
Russia 553261 1585346 1081 902 29
Canada 165066 1489675 23 113 90
Spain 194248 1323078 -91 -116 68
United States 139358 1179136 -101 195 85
France 135075 1069097 -31 -353 79
Malaysia 550550 1026600 202 -453 19
Brazil 93350 575194 138 1781 62
China 264302 541705 2533 2741 20
Kirghizia 96776 513144 44 641 53
Taiwan 69838 483136 162 169 69
Romania 91808 464362 161 1742 51
Switzerland 41881 458802 573 494 110
Turkey 73016 424393 852 695 58
Mexico 73857 362007 -247 -121 49
Greece 31905 324972 21 13 102
United Kingdom 28876 303930 305 83 105
average 77
Exercise I
Exercise I
Exercise I
- General Trade vs Cross-Border Trade- The role of Free Trade Zones
Do you want to start with honey via cross-border trade
- Other Entry Options
Exercise I
3 Find out if your products or services can be
exported to China
3Help and practical knowledge
Register wwweusmecentreorgcn
bull Market Reportsbull Guidelinesbull Newsletterbull FAQ
+
Certain products are subject to partialor complete restrictions which can becountry specific or company specificEg
bull An EU country can export oranges toChina but not cherries
bull An EU country can export pork toChina but not poultry
bull An EU country cannot export dairybull Scrap materials exporters to China
require a certain Licence prior toexport
bull Certain medical devices need ofapproval
bull A cosmetic sold in China may requireto be tested on animals
bull Games and books subject to heavyrestrictions
4 Check which products of your category
made in China are available for Chinese
consumers Check the prices
4 Help and practical knowledge
Market Reports
Product Directory
All TMALL amp Taobao(in English)
Unless there is a substantialdifference in
bull Qualitybull Innovationbull Design
a significant impact of the name ofthe brand or a strong associationwith the country of origin Chineseconsumer will tend to buy local ineach of categories Find out thedomestic prices
5 Check which products of your category
imported into China are available for Chinese
consumers Check the prices
5Help and practical knowledge
Market ReportsCase StudiesGuidelinesWebinarsOnline Training
All TMALL amp Taobao(in English)
ImportedPrice litre
¥167
Domestic
Price litre ¥36
WeChat Search Barcode scan
Multiplier = Price tag in ¥
EXW price in euro
Eg Wine sector multiplier = 35
Besides the local manufacturers you will encounter in China most of your international competitors Find the prices on the shelves in yen the Chinese currency Identify a foreign competitor leader in China to set a benchmark for the price tag
6 Learn the Market size Learn the possible sales
channels
6Help and practical knowledge
bull A market of markets
bull Omni-channelbull On Tradebull Off Tradebull Onlinebull Cross-Borderbull O2Obull Transition to
mobile is done
bull WeChat shopsbull Live streamingbull KOLbull 100+ cities with
more than 1 million population
bull Daigoubull 33 online sales
start at cellphone
MARKET REPORT
FREE TRADE ZONE TRAINING
GUIDELINES
ONLINE SALESTRAINING
There are several aspects of theFMCG Chinese market quitedifferent from the EU A fastchanging market a deepergranularity is a pre-requisiteThe following aspects need tobe weighed
7 Find the right Fair or Exhibition to attend in
China optimum for your product category
7 Help and practical knowledge
bull Product categorybull Price build-upbull City or Regionbull Market Saturationbull ExpectationsGoalsbull Budgetbull B2B matchmakingbull Promo Materialsbull Technical Sheetsbull Sales Channel
bull Country Informationbull Contract at handbull Price listbull T amp Crsquosbull Samplesbull Shipping planbull Interpretersbull Staffingbull Retail store checkbull Follow-up plan
EU SME CentreExhibition Database
Select and Prepare Choosing theright Exhibition for your productcategory is not a banality It hasto be based on your previousanalysis Preparing thoroughly inadvance the participation isparamount The aspects toconsider are many Eg
8 Learn regulations Learn from the
experience of others before you in China
8Help and practical knowledge
bull Chinarsquos GB standardsbull General normative for the
categorybull Specific normative for the productbull Correct labelling in Chinesebull Customs taxes duties excisesbull Right Agent at Customsbull Real expertise of Importerbull Customs documentationbull Outbound payment proceduresbull Follow the law at all times
Import regulations are often a source oftroubles when exporting to China Ifcorrectly informed is possible to eludesuch problems A large portion ofdifficulties has to do with lack ofknowledge of Customs proceduresrather than with the normative
9 Learn possible entry modes in the Chinese
market
9 Help and practical knowledge
bull Long-term viewbull General Tradebull Cross-Border Tradebull Importers searchbull On Tradebull Off Tradebull Onlinebull Company in Chinabull Representative
Office
bull Manage expectations
bull Consider B2B matchmaking
bull Draft a Budgetbull Follow-up of
distributorsbull Follow the marketbull Follow consumers
behaviour
There are several ways toaccess Chinas market Noneof them fits with everythingIt depends on your strategysales channels budgetexpectations competitionconsumers and above allthe fast pace of a changingChina
10 Draft a Business Plan Including a PampL
Establish expectations Establish a budget
10Draft a formal statement ofbusiness goals in ChinaAttainable Draft actions forreaching the goals Include thecost of each action andresources critical successfactors metrics and atimeframe Do not trustintuition stick to facts
bull Have a mid-term visionlsquoStarting selling in China as of 2018 In3 years time reach product orders of aminimum of 750000 EUR per yearrsquo
bull Get ready for China firstbull Have a budget and a planbull Have metrics of progressbull Stick to the planbull Follow China marketbull Persistence is key also networking
Category Honey Brand KALNA Country LatviaExercise I
Draft a formal statement of business goalsin ChinaHoney amp ChocolateAttain Gourmet product Draft actions for
reaching the goals Include the cost of eachaction and resources critical successfactors metrics and a timeframe Do nottrust intuition stick to facts
Exercise I
TAOBAO BAIDU
TRADEMARK OFFICE
Exercise I
Information about the latest regulations for imported honeyat EU SME Centre Chinas official list of authorized countries toexport honey
Potential problem Latvia is not in the list Action verify latestupdate
Exercise I
Domestic honey EUR 45kg
Exercise I
ImportedEUR 24kg
ImportedEUR 45kg
Exercise I
Commodity Unit Country Quantity ValueYear-on-Year Year-on-Year
Quantity plusmn Value plusmnavrgkg
US$
Honey2015
kilogram
New Zealand 2039188 47488440 -44 353 233
Australia 562673 7208398 468 499 128
Germany 324051 2703849 24 -45 83
Thailand 587009 2556053 18 148 44
Russia 553261 1585346 1081 902 29
Canada 165066 1489675 23 113 90
Spain 194248 1323078 -91 -116 68
United States 139358 1179136 -101 195 85
France 135075 1069097 -31 -353 79
Malaysia 550550 1026600 202 -453 19
Brazil 93350 575194 138 1781 62
China 264302 541705 2533 2741 20
Kirghizia 96776 513144 44 641 53
Taiwan 69838 483136 162 169 69
Romania 91808 464362 161 1742 51
Switzerland 41881 458802 573 494 110
Turkey 73016 424393 852 695 58
Mexico 73857 362007 -247 -121 49
Greece 31905 324972 21 13 102
United Kingdom 28876 303930 305 83 105
average 77
Exercise I
Exercise I
Exercise I
- General Trade vs Cross-Border Trade- The role of Free Trade Zones
Do you want to start with honey via cross-border trade
- Other Entry Options
Exercise I
3Help and practical knowledge
Register wwweusmecentreorgcn
bull Market Reportsbull Guidelinesbull Newsletterbull FAQ
+
Certain products are subject to partialor complete restrictions which can becountry specific or company specificEg
bull An EU country can export oranges toChina but not cherries
bull An EU country can export pork toChina but not poultry
bull An EU country cannot export dairybull Scrap materials exporters to China
require a certain Licence prior toexport
bull Certain medical devices need ofapproval
bull A cosmetic sold in China may requireto be tested on animals
bull Games and books subject to heavyrestrictions
4 Check which products of your category
made in China are available for Chinese
consumers Check the prices
4 Help and practical knowledge
Market Reports
Product Directory
All TMALL amp Taobao(in English)
Unless there is a substantialdifference in
bull Qualitybull Innovationbull Design
a significant impact of the name ofthe brand or a strong associationwith the country of origin Chineseconsumer will tend to buy local ineach of categories Find out thedomestic prices
5 Check which products of your category
imported into China are available for Chinese
consumers Check the prices
5Help and practical knowledge
Market ReportsCase StudiesGuidelinesWebinarsOnline Training
All TMALL amp Taobao(in English)
ImportedPrice litre
¥167
Domestic
Price litre ¥36
WeChat Search Barcode scan
Multiplier = Price tag in ¥
EXW price in euro
Eg Wine sector multiplier = 35
Besides the local manufacturers you will encounter in China most of your international competitors Find the prices on the shelves in yen the Chinese currency Identify a foreign competitor leader in China to set a benchmark for the price tag
6 Learn the Market size Learn the possible sales
channels
6Help and practical knowledge
bull A market of markets
bull Omni-channelbull On Tradebull Off Tradebull Onlinebull Cross-Borderbull O2Obull Transition to
mobile is done
bull WeChat shopsbull Live streamingbull KOLbull 100+ cities with
more than 1 million population
bull Daigoubull 33 online sales
start at cellphone
MARKET REPORT
FREE TRADE ZONE TRAINING
GUIDELINES
ONLINE SALESTRAINING
There are several aspects of theFMCG Chinese market quitedifferent from the EU A fastchanging market a deepergranularity is a pre-requisiteThe following aspects need tobe weighed
7 Find the right Fair or Exhibition to attend in
China optimum for your product category
7 Help and practical knowledge
bull Product categorybull Price build-upbull City or Regionbull Market Saturationbull ExpectationsGoalsbull Budgetbull B2B matchmakingbull Promo Materialsbull Technical Sheetsbull Sales Channel
bull Country Informationbull Contract at handbull Price listbull T amp Crsquosbull Samplesbull Shipping planbull Interpretersbull Staffingbull Retail store checkbull Follow-up plan
EU SME CentreExhibition Database
Select and Prepare Choosing theright Exhibition for your productcategory is not a banality It hasto be based on your previousanalysis Preparing thoroughly inadvance the participation isparamount The aspects toconsider are many Eg
8 Learn regulations Learn from the
experience of others before you in China
8Help and practical knowledge
bull Chinarsquos GB standardsbull General normative for the
categorybull Specific normative for the productbull Correct labelling in Chinesebull Customs taxes duties excisesbull Right Agent at Customsbull Real expertise of Importerbull Customs documentationbull Outbound payment proceduresbull Follow the law at all times
Import regulations are often a source oftroubles when exporting to China Ifcorrectly informed is possible to eludesuch problems A large portion ofdifficulties has to do with lack ofknowledge of Customs proceduresrather than with the normative
9 Learn possible entry modes in the Chinese
market
9 Help and practical knowledge
bull Long-term viewbull General Tradebull Cross-Border Tradebull Importers searchbull On Tradebull Off Tradebull Onlinebull Company in Chinabull Representative
Office
bull Manage expectations
bull Consider B2B matchmaking
bull Draft a Budgetbull Follow-up of
distributorsbull Follow the marketbull Follow consumers
behaviour
There are several ways toaccess Chinas market Noneof them fits with everythingIt depends on your strategysales channels budgetexpectations competitionconsumers and above allthe fast pace of a changingChina
10 Draft a Business Plan Including a PampL
Establish expectations Establish a budget
10Draft a formal statement ofbusiness goals in ChinaAttainable Draft actions forreaching the goals Include thecost of each action andresources critical successfactors metrics and atimeframe Do not trustintuition stick to facts
bull Have a mid-term visionlsquoStarting selling in China as of 2018 In3 years time reach product orders of aminimum of 750000 EUR per yearrsquo
bull Get ready for China firstbull Have a budget and a planbull Have metrics of progressbull Stick to the planbull Follow China marketbull Persistence is key also networking
Category Honey Brand KALNA Country LatviaExercise I
Draft a formal statement of business goalsin ChinaHoney amp ChocolateAttain Gourmet product Draft actions for
reaching the goals Include the cost of eachaction and resources critical successfactors metrics and a timeframe Do nottrust intuition stick to facts
Exercise I
TAOBAO BAIDU
TRADEMARK OFFICE
Exercise I
Information about the latest regulations for imported honeyat EU SME Centre Chinas official list of authorized countries toexport honey
Potential problem Latvia is not in the list Action verify latestupdate
Exercise I
Domestic honey EUR 45kg
Exercise I
ImportedEUR 24kg
ImportedEUR 45kg
Exercise I
Commodity Unit Country Quantity ValueYear-on-Year Year-on-Year
Quantity plusmn Value plusmnavrgkg
US$
Honey2015
kilogram
New Zealand 2039188 47488440 -44 353 233
Australia 562673 7208398 468 499 128
Germany 324051 2703849 24 -45 83
Thailand 587009 2556053 18 148 44
Russia 553261 1585346 1081 902 29
Canada 165066 1489675 23 113 90
Spain 194248 1323078 -91 -116 68
United States 139358 1179136 -101 195 85
France 135075 1069097 -31 -353 79
Malaysia 550550 1026600 202 -453 19
Brazil 93350 575194 138 1781 62
China 264302 541705 2533 2741 20
Kirghizia 96776 513144 44 641 53
Taiwan 69838 483136 162 169 69
Romania 91808 464362 161 1742 51
Switzerland 41881 458802 573 494 110
Turkey 73016 424393 852 695 58
Mexico 73857 362007 -247 -121 49
Greece 31905 324972 21 13 102
United Kingdom 28876 303930 305 83 105
average 77
Exercise I
Exercise I
Exercise I
- General Trade vs Cross-Border Trade- The role of Free Trade Zones
Do you want to start with honey via cross-border trade
- Other Entry Options
Exercise I
4 Check which products of your category
made in China are available for Chinese
consumers Check the prices
4 Help and practical knowledge
Market Reports
Product Directory
All TMALL amp Taobao(in English)
Unless there is a substantialdifference in
bull Qualitybull Innovationbull Design
a significant impact of the name ofthe brand or a strong associationwith the country of origin Chineseconsumer will tend to buy local ineach of categories Find out thedomestic prices
5 Check which products of your category
imported into China are available for Chinese
consumers Check the prices
5Help and practical knowledge
Market ReportsCase StudiesGuidelinesWebinarsOnline Training
All TMALL amp Taobao(in English)
ImportedPrice litre
¥167
Domestic
Price litre ¥36
WeChat Search Barcode scan
Multiplier = Price tag in ¥
EXW price in euro
Eg Wine sector multiplier = 35
Besides the local manufacturers you will encounter in China most of your international competitors Find the prices on the shelves in yen the Chinese currency Identify a foreign competitor leader in China to set a benchmark for the price tag
6 Learn the Market size Learn the possible sales
channels
6Help and practical knowledge
bull A market of markets
bull Omni-channelbull On Tradebull Off Tradebull Onlinebull Cross-Borderbull O2Obull Transition to
mobile is done
bull WeChat shopsbull Live streamingbull KOLbull 100+ cities with
more than 1 million population
bull Daigoubull 33 online sales
start at cellphone
MARKET REPORT
FREE TRADE ZONE TRAINING
GUIDELINES
ONLINE SALESTRAINING
There are several aspects of theFMCG Chinese market quitedifferent from the EU A fastchanging market a deepergranularity is a pre-requisiteThe following aspects need tobe weighed
7 Find the right Fair or Exhibition to attend in
China optimum for your product category
7 Help and practical knowledge
bull Product categorybull Price build-upbull City or Regionbull Market Saturationbull ExpectationsGoalsbull Budgetbull B2B matchmakingbull Promo Materialsbull Technical Sheetsbull Sales Channel
bull Country Informationbull Contract at handbull Price listbull T amp Crsquosbull Samplesbull Shipping planbull Interpretersbull Staffingbull Retail store checkbull Follow-up plan
EU SME CentreExhibition Database
Select and Prepare Choosing theright Exhibition for your productcategory is not a banality It hasto be based on your previousanalysis Preparing thoroughly inadvance the participation isparamount The aspects toconsider are many Eg
8 Learn regulations Learn from the
experience of others before you in China
8Help and practical knowledge
bull Chinarsquos GB standardsbull General normative for the
categorybull Specific normative for the productbull Correct labelling in Chinesebull Customs taxes duties excisesbull Right Agent at Customsbull Real expertise of Importerbull Customs documentationbull Outbound payment proceduresbull Follow the law at all times
Import regulations are often a source oftroubles when exporting to China Ifcorrectly informed is possible to eludesuch problems A large portion ofdifficulties has to do with lack ofknowledge of Customs proceduresrather than with the normative
9 Learn possible entry modes in the Chinese
market
9 Help and practical knowledge
bull Long-term viewbull General Tradebull Cross-Border Tradebull Importers searchbull On Tradebull Off Tradebull Onlinebull Company in Chinabull Representative
Office
bull Manage expectations
bull Consider B2B matchmaking
bull Draft a Budgetbull Follow-up of
distributorsbull Follow the marketbull Follow consumers
behaviour
There are several ways toaccess Chinas market Noneof them fits with everythingIt depends on your strategysales channels budgetexpectations competitionconsumers and above allthe fast pace of a changingChina
10 Draft a Business Plan Including a PampL
Establish expectations Establish a budget
10Draft a formal statement ofbusiness goals in ChinaAttainable Draft actions forreaching the goals Include thecost of each action andresources critical successfactors metrics and atimeframe Do not trustintuition stick to facts
bull Have a mid-term visionlsquoStarting selling in China as of 2018 In3 years time reach product orders of aminimum of 750000 EUR per yearrsquo
bull Get ready for China firstbull Have a budget and a planbull Have metrics of progressbull Stick to the planbull Follow China marketbull Persistence is key also networking
Category Honey Brand KALNA Country LatviaExercise I
Draft a formal statement of business goalsin ChinaHoney amp ChocolateAttain Gourmet product Draft actions for
reaching the goals Include the cost of eachaction and resources critical successfactors metrics and a timeframe Do nottrust intuition stick to facts
Exercise I
TAOBAO BAIDU
TRADEMARK OFFICE
Exercise I
Information about the latest regulations for imported honeyat EU SME Centre Chinas official list of authorized countries toexport honey
Potential problem Latvia is not in the list Action verify latestupdate
Exercise I
Domestic honey EUR 45kg
Exercise I
ImportedEUR 24kg
ImportedEUR 45kg
Exercise I
Commodity Unit Country Quantity ValueYear-on-Year Year-on-Year
Quantity plusmn Value plusmnavrgkg
US$
Honey2015
kilogram
New Zealand 2039188 47488440 -44 353 233
Australia 562673 7208398 468 499 128
Germany 324051 2703849 24 -45 83
Thailand 587009 2556053 18 148 44
Russia 553261 1585346 1081 902 29
Canada 165066 1489675 23 113 90
Spain 194248 1323078 -91 -116 68
United States 139358 1179136 -101 195 85
France 135075 1069097 -31 -353 79
Malaysia 550550 1026600 202 -453 19
Brazil 93350 575194 138 1781 62
China 264302 541705 2533 2741 20
Kirghizia 96776 513144 44 641 53
Taiwan 69838 483136 162 169 69
Romania 91808 464362 161 1742 51
Switzerland 41881 458802 573 494 110
Turkey 73016 424393 852 695 58
Mexico 73857 362007 -247 -121 49
Greece 31905 324972 21 13 102
United Kingdom 28876 303930 305 83 105
average 77
Exercise I
Exercise I
Exercise I
- General Trade vs Cross-Border Trade- The role of Free Trade Zones
Do you want to start with honey via cross-border trade
- Other Entry Options
Exercise I
4 Help and practical knowledge
Market Reports
Product Directory
All TMALL amp Taobao(in English)
Unless there is a substantialdifference in
bull Qualitybull Innovationbull Design
a significant impact of the name ofthe brand or a strong associationwith the country of origin Chineseconsumer will tend to buy local ineach of categories Find out thedomestic prices
5 Check which products of your category
imported into China are available for Chinese
consumers Check the prices
5Help and practical knowledge
Market ReportsCase StudiesGuidelinesWebinarsOnline Training
All TMALL amp Taobao(in English)
ImportedPrice litre
¥167
Domestic
Price litre ¥36
WeChat Search Barcode scan
Multiplier = Price tag in ¥
EXW price in euro
Eg Wine sector multiplier = 35
Besides the local manufacturers you will encounter in China most of your international competitors Find the prices on the shelves in yen the Chinese currency Identify a foreign competitor leader in China to set a benchmark for the price tag
6 Learn the Market size Learn the possible sales
channels
6Help and practical knowledge
bull A market of markets
bull Omni-channelbull On Tradebull Off Tradebull Onlinebull Cross-Borderbull O2Obull Transition to
mobile is done
bull WeChat shopsbull Live streamingbull KOLbull 100+ cities with
more than 1 million population
bull Daigoubull 33 online sales
start at cellphone
MARKET REPORT
FREE TRADE ZONE TRAINING
GUIDELINES
ONLINE SALESTRAINING
There are several aspects of theFMCG Chinese market quitedifferent from the EU A fastchanging market a deepergranularity is a pre-requisiteThe following aspects need tobe weighed
7 Find the right Fair or Exhibition to attend in
China optimum for your product category
7 Help and practical knowledge
bull Product categorybull Price build-upbull City or Regionbull Market Saturationbull ExpectationsGoalsbull Budgetbull B2B matchmakingbull Promo Materialsbull Technical Sheetsbull Sales Channel
bull Country Informationbull Contract at handbull Price listbull T amp Crsquosbull Samplesbull Shipping planbull Interpretersbull Staffingbull Retail store checkbull Follow-up plan
EU SME CentreExhibition Database
Select and Prepare Choosing theright Exhibition for your productcategory is not a banality It hasto be based on your previousanalysis Preparing thoroughly inadvance the participation isparamount The aspects toconsider are many Eg
8 Learn regulations Learn from the
experience of others before you in China
8Help and practical knowledge
bull Chinarsquos GB standardsbull General normative for the
categorybull Specific normative for the productbull Correct labelling in Chinesebull Customs taxes duties excisesbull Right Agent at Customsbull Real expertise of Importerbull Customs documentationbull Outbound payment proceduresbull Follow the law at all times
Import regulations are often a source oftroubles when exporting to China Ifcorrectly informed is possible to eludesuch problems A large portion ofdifficulties has to do with lack ofknowledge of Customs proceduresrather than with the normative
9 Learn possible entry modes in the Chinese
market
9 Help and practical knowledge
bull Long-term viewbull General Tradebull Cross-Border Tradebull Importers searchbull On Tradebull Off Tradebull Onlinebull Company in Chinabull Representative
Office
bull Manage expectations
bull Consider B2B matchmaking
bull Draft a Budgetbull Follow-up of
distributorsbull Follow the marketbull Follow consumers
behaviour
There are several ways toaccess Chinas market Noneof them fits with everythingIt depends on your strategysales channels budgetexpectations competitionconsumers and above allthe fast pace of a changingChina
10 Draft a Business Plan Including a PampL
Establish expectations Establish a budget
10Draft a formal statement ofbusiness goals in ChinaAttainable Draft actions forreaching the goals Include thecost of each action andresources critical successfactors metrics and atimeframe Do not trustintuition stick to facts
bull Have a mid-term visionlsquoStarting selling in China as of 2018 In3 years time reach product orders of aminimum of 750000 EUR per yearrsquo
bull Get ready for China firstbull Have a budget and a planbull Have metrics of progressbull Stick to the planbull Follow China marketbull Persistence is key also networking
Category Honey Brand KALNA Country LatviaExercise I
Draft a formal statement of business goalsin ChinaHoney amp ChocolateAttain Gourmet product Draft actions for
reaching the goals Include the cost of eachaction and resources critical successfactors metrics and a timeframe Do nottrust intuition stick to facts
Exercise I
TAOBAO BAIDU
TRADEMARK OFFICE
Exercise I
Information about the latest regulations for imported honeyat EU SME Centre Chinas official list of authorized countries toexport honey
Potential problem Latvia is not in the list Action verify latestupdate
Exercise I
Domestic honey EUR 45kg
Exercise I
ImportedEUR 24kg
ImportedEUR 45kg
Exercise I
Commodity Unit Country Quantity ValueYear-on-Year Year-on-Year
Quantity plusmn Value plusmnavrgkg
US$
Honey2015
kilogram
New Zealand 2039188 47488440 -44 353 233
Australia 562673 7208398 468 499 128
Germany 324051 2703849 24 -45 83
Thailand 587009 2556053 18 148 44
Russia 553261 1585346 1081 902 29
Canada 165066 1489675 23 113 90
Spain 194248 1323078 -91 -116 68
United States 139358 1179136 -101 195 85
France 135075 1069097 -31 -353 79
Malaysia 550550 1026600 202 -453 19
Brazil 93350 575194 138 1781 62
China 264302 541705 2533 2741 20
Kirghizia 96776 513144 44 641 53
Taiwan 69838 483136 162 169 69
Romania 91808 464362 161 1742 51
Switzerland 41881 458802 573 494 110
Turkey 73016 424393 852 695 58
Mexico 73857 362007 -247 -121 49
Greece 31905 324972 21 13 102
United Kingdom 28876 303930 305 83 105
average 77
Exercise I
Exercise I
Exercise I
- General Trade vs Cross-Border Trade- The role of Free Trade Zones
Do you want to start with honey via cross-border trade
- Other Entry Options
Exercise I
5 Check which products of your category
imported into China are available for Chinese
consumers Check the prices
5Help and practical knowledge
Market ReportsCase StudiesGuidelinesWebinarsOnline Training
All TMALL amp Taobao(in English)
ImportedPrice litre
¥167
Domestic
Price litre ¥36
WeChat Search Barcode scan
Multiplier = Price tag in ¥
EXW price in euro
Eg Wine sector multiplier = 35
Besides the local manufacturers you will encounter in China most of your international competitors Find the prices on the shelves in yen the Chinese currency Identify a foreign competitor leader in China to set a benchmark for the price tag
6 Learn the Market size Learn the possible sales
channels
6Help and practical knowledge
bull A market of markets
bull Omni-channelbull On Tradebull Off Tradebull Onlinebull Cross-Borderbull O2Obull Transition to
mobile is done
bull WeChat shopsbull Live streamingbull KOLbull 100+ cities with
more than 1 million population
bull Daigoubull 33 online sales
start at cellphone
MARKET REPORT
FREE TRADE ZONE TRAINING
GUIDELINES
ONLINE SALESTRAINING
There are several aspects of theFMCG Chinese market quitedifferent from the EU A fastchanging market a deepergranularity is a pre-requisiteThe following aspects need tobe weighed
7 Find the right Fair or Exhibition to attend in
China optimum for your product category
7 Help and practical knowledge
bull Product categorybull Price build-upbull City or Regionbull Market Saturationbull ExpectationsGoalsbull Budgetbull B2B matchmakingbull Promo Materialsbull Technical Sheetsbull Sales Channel
bull Country Informationbull Contract at handbull Price listbull T amp Crsquosbull Samplesbull Shipping planbull Interpretersbull Staffingbull Retail store checkbull Follow-up plan
EU SME CentreExhibition Database
Select and Prepare Choosing theright Exhibition for your productcategory is not a banality It hasto be based on your previousanalysis Preparing thoroughly inadvance the participation isparamount The aspects toconsider are many Eg
8 Learn regulations Learn from the
experience of others before you in China
8Help and practical knowledge
bull Chinarsquos GB standardsbull General normative for the
categorybull Specific normative for the productbull Correct labelling in Chinesebull Customs taxes duties excisesbull Right Agent at Customsbull Real expertise of Importerbull Customs documentationbull Outbound payment proceduresbull Follow the law at all times
Import regulations are often a source oftroubles when exporting to China Ifcorrectly informed is possible to eludesuch problems A large portion ofdifficulties has to do with lack ofknowledge of Customs proceduresrather than with the normative
9 Learn possible entry modes in the Chinese
market
9 Help and practical knowledge
bull Long-term viewbull General Tradebull Cross-Border Tradebull Importers searchbull On Tradebull Off Tradebull Onlinebull Company in Chinabull Representative
Office
bull Manage expectations
bull Consider B2B matchmaking
bull Draft a Budgetbull Follow-up of
distributorsbull Follow the marketbull Follow consumers
behaviour
There are several ways toaccess Chinas market Noneof them fits with everythingIt depends on your strategysales channels budgetexpectations competitionconsumers and above allthe fast pace of a changingChina
10 Draft a Business Plan Including a PampL
Establish expectations Establish a budget
10Draft a formal statement ofbusiness goals in ChinaAttainable Draft actions forreaching the goals Include thecost of each action andresources critical successfactors metrics and atimeframe Do not trustintuition stick to facts
bull Have a mid-term visionlsquoStarting selling in China as of 2018 In3 years time reach product orders of aminimum of 750000 EUR per yearrsquo
bull Get ready for China firstbull Have a budget and a planbull Have metrics of progressbull Stick to the planbull Follow China marketbull Persistence is key also networking
Category Honey Brand KALNA Country LatviaExercise I
Draft a formal statement of business goalsin ChinaHoney amp ChocolateAttain Gourmet product Draft actions for
reaching the goals Include the cost of eachaction and resources critical successfactors metrics and a timeframe Do nottrust intuition stick to facts
Exercise I
TAOBAO BAIDU
TRADEMARK OFFICE
Exercise I
Information about the latest regulations for imported honeyat EU SME Centre Chinas official list of authorized countries toexport honey
Potential problem Latvia is not in the list Action verify latestupdate
Exercise I
Domestic honey EUR 45kg
Exercise I
ImportedEUR 24kg
ImportedEUR 45kg
Exercise I
Commodity Unit Country Quantity ValueYear-on-Year Year-on-Year
Quantity plusmn Value plusmnavrgkg
US$
Honey2015
kilogram
New Zealand 2039188 47488440 -44 353 233
Australia 562673 7208398 468 499 128
Germany 324051 2703849 24 -45 83
Thailand 587009 2556053 18 148 44
Russia 553261 1585346 1081 902 29
Canada 165066 1489675 23 113 90
Spain 194248 1323078 -91 -116 68
United States 139358 1179136 -101 195 85
France 135075 1069097 -31 -353 79
Malaysia 550550 1026600 202 -453 19
Brazil 93350 575194 138 1781 62
China 264302 541705 2533 2741 20
Kirghizia 96776 513144 44 641 53
Taiwan 69838 483136 162 169 69
Romania 91808 464362 161 1742 51
Switzerland 41881 458802 573 494 110
Turkey 73016 424393 852 695 58
Mexico 73857 362007 -247 -121 49
Greece 31905 324972 21 13 102
United Kingdom 28876 303930 305 83 105
average 77
Exercise I
Exercise I
Exercise I
- General Trade vs Cross-Border Trade- The role of Free Trade Zones
Do you want to start with honey via cross-border trade
- Other Entry Options
Exercise I
5Help and practical knowledge
Market ReportsCase StudiesGuidelinesWebinarsOnline Training
All TMALL amp Taobao(in English)
ImportedPrice litre
¥167
Domestic
Price litre ¥36
WeChat Search Barcode scan
Multiplier = Price tag in ¥
EXW price in euro
Eg Wine sector multiplier = 35
Besides the local manufacturers you will encounter in China most of your international competitors Find the prices on the shelves in yen the Chinese currency Identify a foreign competitor leader in China to set a benchmark for the price tag
6 Learn the Market size Learn the possible sales
channels
6Help and practical knowledge
bull A market of markets
bull Omni-channelbull On Tradebull Off Tradebull Onlinebull Cross-Borderbull O2Obull Transition to
mobile is done
bull WeChat shopsbull Live streamingbull KOLbull 100+ cities with
more than 1 million population
bull Daigoubull 33 online sales
start at cellphone
MARKET REPORT
FREE TRADE ZONE TRAINING
GUIDELINES
ONLINE SALESTRAINING
There are several aspects of theFMCG Chinese market quitedifferent from the EU A fastchanging market a deepergranularity is a pre-requisiteThe following aspects need tobe weighed
7 Find the right Fair or Exhibition to attend in
China optimum for your product category
7 Help and practical knowledge
bull Product categorybull Price build-upbull City or Regionbull Market Saturationbull ExpectationsGoalsbull Budgetbull B2B matchmakingbull Promo Materialsbull Technical Sheetsbull Sales Channel
bull Country Informationbull Contract at handbull Price listbull T amp Crsquosbull Samplesbull Shipping planbull Interpretersbull Staffingbull Retail store checkbull Follow-up plan
EU SME CentreExhibition Database
Select and Prepare Choosing theright Exhibition for your productcategory is not a banality It hasto be based on your previousanalysis Preparing thoroughly inadvance the participation isparamount The aspects toconsider are many Eg
8 Learn regulations Learn from the
experience of others before you in China
8Help and practical knowledge
bull Chinarsquos GB standardsbull General normative for the
categorybull Specific normative for the productbull Correct labelling in Chinesebull Customs taxes duties excisesbull Right Agent at Customsbull Real expertise of Importerbull Customs documentationbull Outbound payment proceduresbull Follow the law at all times
Import regulations are often a source oftroubles when exporting to China Ifcorrectly informed is possible to eludesuch problems A large portion ofdifficulties has to do with lack ofknowledge of Customs proceduresrather than with the normative
9 Learn possible entry modes in the Chinese
market
9 Help and practical knowledge
bull Long-term viewbull General Tradebull Cross-Border Tradebull Importers searchbull On Tradebull Off Tradebull Onlinebull Company in Chinabull Representative
Office
bull Manage expectations
bull Consider B2B matchmaking
bull Draft a Budgetbull Follow-up of
distributorsbull Follow the marketbull Follow consumers
behaviour
There are several ways toaccess Chinas market Noneof them fits with everythingIt depends on your strategysales channels budgetexpectations competitionconsumers and above allthe fast pace of a changingChina
10 Draft a Business Plan Including a PampL
Establish expectations Establish a budget
10Draft a formal statement ofbusiness goals in ChinaAttainable Draft actions forreaching the goals Include thecost of each action andresources critical successfactors metrics and atimeframe Do not trustintuition stick to facts
bull Have a mid-term visionlsquoStarting selling in China as of 2018 In3 years time reach product orders of aminimum of 750000 EUR per yearrsquo
bull Get ready for China firstbull Have a budget and a planbull Have metrics of progressbull Stick to the planbull Follow China marketbull Persistence is key also networking
Category Honey Brand KALNA Country LatviaExercise I
Draft a formal statement of business goalsin ChinaHoney amp ChocolateAttain Gourmet product Draft actions for
reaching the goals Include the cost of eachaction and resources critical successfactors metrics and a timeframe Do nottrust intuition stick to facts
Exercise I
TAOBAO BAIDU
TRADEMARK OFFICE
Exercise I
Information about the latest regulations for imported honeyat EU SME Centre Chinas official list of authorized countries toexport honey
Potential problem Latvia is not in the list Action verify latestupdate
Exercise I
Domestic honey EUR 45kg
Exercise I
ImportedEUR 24kg
ImportedEUR 45kg
Exercise I
Commodity Unit Country Quantity ValueYear-on-Year Year-on-Year
Quantity plusmn Value plusmnavrgkg
US$
Honey2015
kilogram
New Zealand 2039188 47488440 -44 353 233
Australia 562673 7208398 468 499 128
Germany 324051 2703849 24 -45 83
Thailand 587009 2556053 18 148 44
Russia 553261 1585346 1081 902 29
Canada 165066 1489675 23 113 90
Spain 194248 1323078 -91 -116 68
United States 139358 1179136 -101 195 85
France 135075 1069097 -31 -353 79
Malaysia 550550 1026600 202 -453 19
Brazil 93350 575194 138 1781 62
China 264302 541705 2533 2741 20
Kirghizia 96776 513144 44 641 53
Taiwan 69838 483136 162 169 69
Romania 91808 464362 161 1742 51
Switzerland 41881 458802 573 494 110
Turkey 73016 424393 852 695 58
Mexico 73857 362007 -247 -121 49
Greece 31905 324972 21 13 102
United Kingdom 28876 303930 305 83 105
average 77
Exercise I
Exercise I
Exercise I
- General Trade vs Cross-Border Trade- The role of Free Trade Zones
Do you want to start with honey via cross-border trade
- Other Entry Options
Exercise I
6 Learn the Market size Learn the possible sales
channels
6Help and practical knowledge
bull A market of markets
bull Omni-channelbull On Tradebull Off Tradebull Onlinebull Cross-Borderbull O2Obull Transition to
mobile is done
bull WeChat shopsbull Live streamingbull KOLbull 100+ cities with
more than 1 million population
bull Daigoubull 33 online sales
start at cellphone
MARKET REPORT
FREE TRADE ZONE TRAINING
GUIDELINES
ONLINE SALESTRAINING
There are several aspects of theFMCG Chinese market quitedifferent from the EU A fastchanging market a deepergranularity is a pre-requisiteThe following aspects need tobe weighed
7 Find the right Fair or Exhibition to attend in
China optimum for your product category
7 Help and practical knowledge
bull Product categorybull Price build-upbull City or Regionbull Market Saturationbull ExpectationsGoalsbull Budgetbull B2B matchmakingbull Promo Materialsbull Technical Sheetsbull Sales Channel
bull Country Informationbull Contract at handbull Price listbull T amp Crsquosbull Samplesbull Shipping planbull Interpretersbull Staffingbull Retail store checkbull Follow-up plan
EU SME CentreExhibition Database
Select and Prepare Choosing theright Exhibition for your productcategory is not a banality It hasto be based on your previousanalysis Preparing thoroughly inadvance the participation isparamount The aspects toconsider are many Eg
8 Learn regulations Learn from the
experience of others before you in China
8Help and practical knowledge
bull Chinarsquos GB standardsbull General normative for the
categorybull Specific normative for the productbull Correct labelling in Chinesebull Customs taxes duties excisesbull Right Agent at Customsbull Real expertise of Importerbull Customs documentationbull Outbound payment proceduresbull Follow the law at all times
Import regulations are often a source oftroubles when exporting to China Ifcorrectly informed is possible to eludesuch problems A large portion ofdifficulties has to do with lack ofknowledge of Customs proceduresrather than with the normative
9 Learn possible entry modes in the Chinese
market
9 Help and practical knowledge
bull Long-term viewbull General Tradebull Cross-Border Tradebull Importers searchbull On Tradebull Off Tradebull Onlinebull Company in Chinabull Representative
Office
bull Manage expectations
bull Consider B2B matchmaking
bull Draft a Budgetbull Follow-up of
distributorsbull Follow the marketbull Follow consumers
behaviour
There are several ways toaccess Chinas market Noneof them fits with everythingIt depends on your strategysales channels budgetexpectations competitionconsumers and above allthe fast pace of a changingChina
10 Draft a Business Plan Including a PampL
Establish expectations Establish a budget
10Draft a formal statement ofbusiness goals in ChinaAttainable Draft actions forreaching the goals Include thecost of each action andresources critical successfactors metrics and atimeframe Do not trustintuition stick to facts
bull Have a mid-term visionlsquoStarting selling in China as of 2018 In3 years time reach product orders of aminimum of 750000 EUR per yearrsquo
bull Get ready for China firstbull Have a budget and a planbull Have metrics of progressbull Stick to the planbull Follow China marketbull Persistence is key also networking
Category Honey Brand KALNA Country LatviaExercise I
Draft a formal statement of business goalsin ChinaHoney amp ChocolateAttain Gourmet product Draft actions for
reaching the goals Include the cost of eachaction and resources critical successfactors metrics and a timeframe Do nottrust intuition stick to facts
Exercise I
TAOBAO BAIDU
TRADEMARK OFFICE
Exercise I
Information about the latest regulations for imported honeyat EU SME Centre Chinas official list of authorized countries toexport honey
Potential problem Latvia is not in the list Action verify latestupdate
Exercise I
Domestic honey EUR 45kg
Exercise I
ImportedEUR 24kg
ImportedEUR 45kg
Exercise I
Commodity Unit Country Quantity ValueYear-on-Year Year-on-Year
Quantity plusmn Value plusmnavrgkg
US$
Honey2015
kilogram
New Zealand 2039188 47488440 -44 353 233
Australia 562673 7208398 468 499 128
Germany 324051 2703849 24 -45 83
Thailand 587009 2556053 18 148 44
Russia 553261 1585346 1081 902 29
Canada 165066 1489675 23 113 90
Spain 194248 1323078 -91 -116 68
United States 139358 1179136 -101 195 85
France 135075 1069097 -31 -353 79
Malaysia 550550 1026600 202 -453 19
Brazil 93350 575194 138 1781 62
China 264302 541705 2533 2741 20
Kirghizia 96776 513144 44 641 53
Taiwan 69838 483136 162 169 69
Romania 91808 464362 161 1742 51
Switzerland 41881 458802 573 494 110
Turkey 73016 424393 852 695 58
Mexico 73857 362007 -247 -121 49
Greece 31905 324972 21 13 102
United Kingdom 28876 303930 305 83 105
average 77
Exercise I
Exercise I
Exercise I
- General Trade vs Cross-Border Trade- The role of Free Trade Zones
Do you want to start with honey via cross-border trade
- Other Entry Options
Exercise I
6Help and practical knowledge
bull A market of markets
bull Omni-channelbull On Tradebull Off Tradebull Onlinebull Cross-Borderbull O2Obull Transition to
mobile is done
bull WeChat shopsbull Live streamingbull KOLbull 100+ cities with
more than 1 million population
bull Daigoubull 33 online sales
start at cellphone
MARKET REPORT
FREE TRADE ZONE TRAINING
GUIDELINES
ONLINE SALESTRAINING
There are several aspects of theFMCG Chinese market quitedifferent from the EU A fastchanging market a deepergranularity is a pre-requisiteThe following aspects need tobe weighed
7 Find the right Fair or Exhibition to attend in
China optimum for your product category
7 Help and practical knowledge
bull Product categorybull Price build-upbull City or Regionbull Market Saturationbull ExpectationsGoalsbull Budgetbull B2B matchmakingbull Promo Materialsbull Technical Sheetsbull Sales Channel
bull Country Informationbull Contract at handbull Price listbull T amp Crsquosbull Samplesbull Shipping planbull Interpretersbull Staffingbull Retail store checkbull Follow-up plan
EU SME CentreExhibition Database
Select and Prepare Choosing theright Exhibition for your productcategory is not a banality It hasto be based on your previousanalysis Preparing thoroughly inadvance the participation isparamount The aspects toconsider are many Eg
8 Learn regulations Learn from the
experience of others before you in China
8Help and practical knowledge
bull Chinarsquos GB standardsbull General normative for the
categorybull Specific normative for the productbull Correct labelling in Chinesebull Customs taxes duties excisesbull Right Agent at Customsbull Real expertise of Importerbull Customs documentationbull Outbound payment proceduresbull Follow the law at all times
Import regulations are often a source oftroubles when exporting to China Ifcorrectly informed is possible to eludesuch problems A large portion ofdifficulties has to do with lack ofknowledge of Customs proceduresrather than with the normative
9 Learn possible entry modes in the Chinese
market
9 Help and practical knowledge
bull Long-term viewbull General Tradebull Cross-Border Tradebull Importers searchbull On Tradebull Off Tradebull Onlinebull Company in Chinabull Representative
Office
bull Manage expectations
bull Consider B2B matchmaking
bull Draft a Budgetbull Follow-up of
distributorsbull Follow the marketbull Follow consumers
behaviour
There are several ways toaccess Chinas market Noneof them fits with everythingIt depends on your strategysales channels budgetexpectations competitionconsumers and above allthe fast pace of a changingChina
10 Draft a Business Plan Including a PampL
Establish expectations Establish a budget
10Draft a formal statement ofbusiness goals in ChinaAttainable Draft actions forreaching the goals Include thecost of each action andresources critical successfactors metrics and atimeframe Do not trustintuition stick to facts
bull Have a mid-term visionlsquoStarting selling in China as of 2018 In3 years time reach product orders of aminimum of 750000 EUR per yearrsquo
bull Get ready for China firstbull Have a budget and a planbull Have metrics of progressbull Stick to the planbull Follow China marketbull Persistence is key also networking
Category Honey Brand KALNA Country LatviaExercise I
Draft a formal statement of business goalsin ChinaHoney amp ChocolateAttain Gourmet product Draft actions for
reaching the goals Include the cost of eachaction and resources critical successfactors metrics and a timeframe Do nottrust intuition stick to facts
Exercise I
TAOBAO BAIDU
TRADEMARK OFFICE
Exercise I
Information about the latest regulations for imported honeyat EU SME Centre Chinas official list of authorized countries toexport honey
Potential problem Latvia is not in the list Action verify latestupdate
Exercise I
Domestic honey EUR 45kg
Exercise I
ImportedEUR 24kg
ImportedEUR 45kg
Exercise I
Commodity Unit Country Quantity ValueYear-on-Year Year-on-Year
Quantity plusmn Value plusmnavrgkg
US$
Honey2015
kilogram
New Zealand 2039188 47488440 -44 353 233
Australia 562673 7208398 468 499 128
Germany 324051 2703849 24 -45 83
Thailand 587009 2556053 18 148 44
Russia 553261 1585346 1081 902 29
Canada 165066 1489675 23 113 90
Spain 194248 1323078 -91 -116 68
United States 139358 1179136 -101 195 85
France 135075 1069097 -31 -353 79
Malaysia 550550 1026600 202 -453 19
Brazil 93350 575194 138 1781 62
China 264302 541705 2533 2741 20
Kirghizia 96776 513144 44 641 53
Taiwan 69838 483136 162 169 69
Romania 91808 464362 161 1742 51
Switzerland 41881 458802 573 494 110
Turkey 73016 424393 852 695 58
Mexico 73857 362007 -247 -121 49
Greece 31905 324972 21 13 102
United Kingdom 28876 303930 305 83 105
average 77
Exercise I
Exercise I
Exercise I
- General Trade vs Cross-Border Trade- The role of Free Trade Zones
Do you want to start with honey via cross-border trade
- Other Entry Options
Exercise I
7 Find the right Fair or Exhibition to attend in
China optimum for your product category
7 Help and practical knowledge
bull Product categorybull Price build-upbull City or Regionbull Market Saturationbull ExpectationsGoalsbull Budgetbull B2B matchmakingbull Promo Materialsbull Technical Sheetsbull Sales Channel
bull Country Informationbull Contract at handbull Price listbull T amp Crsquosbull Samplesbull Shipping planbull Interpretersbull Staffingbull Retail store checkbull Follow-up plan
EU SME CentreExhibition Database
Select and Prepare Choosing theright Exhibition for your productcategory is not a banality It hasto be based on your previousanalysis Preparing thoroughly inadvance the participation isparamount The aspects toconsider are many Eg
8 Learn regulations Learn from the
experience of others before you in China
8Help and practical knowledge
bull Chinarsquos GB standardsbull General normative for the
categorybull Specific normative for the productbull Correct labelling in Chinesebull Customs taxes duties excisesbull Right Agent at Customsbull Real expertise of Importerbull Customs documentationbull Outbound payment proceduresbull Follow the law at all times
Import regulations are often a source oftroubles when exporting to China Ifcorrectly informed is possible to eludesuch problems A large portion ofdifficulties has to do with lack ofknowledge of Customs proceduresrather than with the normative
9 Learn possible entry modes in the Chinese
market
9 Help and practical knowledge
bull Long-term viewbull General Tradebull Cross-Border Tradebull Importers searchbull On Tradebull Off Tradebull Onlinebull Company in Chinabull Representative
Office
bull Manage expectations
bull Consider B2B matchmaking
bull Draft a Budgetbull Follow-up of
distributorsbull Follow the marketbull Follow consumers
behaviour
There are several ways toaccess Chinas market Noneof them fits with everythingIt depends on your strategysales channels budgetexpectations competitionconsumers and above allthe fast pace of a changingChina
10 Draft a Business Plan Including a PampL
Establish expectations Establish a budget
10Draft a formal statement ofbusiness goals in ChinaAttainable Draft actions forreaching the goals Include thecost of each action andresources critical successfactors metrics and atimeframe Do not trustintuition stick to facts
bull Have a mid-term visionlsquoStarting selling in China as of 2018 In3 years time reach product orders of aminimum of 750000 EUR per yearrsquo
bull Get ready for China firstbull Have a budget and a planbull Have metrics of progressbull Stick to the planbull Follow China marketbull Persistence is key also networking
Category Honey Brand KALNA Country LatviaExercise I
Draft a formal statement of business goalsin ChinaHoney amp ChocolateAttain Gourmet product Draft actions for
reaching the goals Include the cost of eachaction and resources critical successfactors metrics and a timeframe Do nottrust intuition stick to facts
Exercise I
TAOBAO BAIDU
TRADEMARK OFFICE
Exercise I
Information about the latest regulations for imported honeyat EU SME Centre Chinas official list of authorized countries toexport honey
Potential problem Latvia is not in the list Action verify latestupdate
Exercise I
Domestic honey EUR 45kg
Exercise I
ImportedEUR 24kg
ImportedEUR 45kg
Exercise I
Commodity Unit Country Quantity ValueYear-on-Year Year-on-Year
Quantity plusmn Value plusmnavrgkg
US$
Honey2015
kilogram
New Zealand 2039188 47488440 -44 353 233
Australia 562673 7208398 468 499 128
Germany 324051 2703849 24 -45 83
Thailand 587009 2556053 18 148 44
Russia 553261 1585346 1081 902 29
Canada 165066 1489675 23 113 90
Spain 194248 1323078 -91 -116 68
United States 139358 1179136 -101 195 85
France 135075 1069097 -31 -353 79
Malaysia 550550 1026600 202 -453 19
Brazil 93350 575194 138 1781 62
China 264302 541705 2533 2741 20
Kirghizia 96776 513144 44 641 53
Taiwan 69838 483136 162 169 69
Romania 91808 464362 161 1742 51
Switzerland 41881 458802 573 494 110
Turkey 73016 424393 852 695 58
Mexico 73857 362007 -247 -121 49
Greece 31905 324972 21 13 102
United Kingdom 28876 303930 305 83 105
average 77
Exercise I
Exercise I
Exercise I
- General Trade vs Cross-Border Trade- The role of Free Trade Zones
Do you want to start with honey via cross-border trade
- Other Entry Options
Exercise I
7 Help and practical knowledge
bull Product categorybull Price build-upbull City or Regionbull Market Saturationbull ExpectationsGoalsbull Budgetbull B2B matchmakingbull Promo Materialsbull Technical Sheetsbull Sales Channel
bull Country Informationbull Contract at handbull Price listbull T amp Crsquosbull Samplesbull Shipping planbull Interpretersbull Staffingbull Retail store checkbull Follow-up plan
EU SME CentreExhibition Database
Select and Prepare Choosing theright Exhibition for your productcategory is not a banality It hasto be based on your previousanalysis Preparing thoroughly inadvance the participation isparamount The aspects toconsider are many Eg
8 Learn regulations Learn from the
experience of others before you in China
8Help and practical knowledge
bull Chinarsquos GB standardsbull General normative for the
categorybull Specific normative for the productbull Correct labelling in Chinesebull Customs taxes duties excisesbull Right Agent at Customsbull Real expertise of Importerbull Customs documentationbull Outbound payment proceduresbull Follow the law at all times
Import regulations are often a source oftroubles when exporting to China Ifcorrectly informed is possible to eludesuch problems A large portion ofdifficulties has to do with lack ofknowledge of Customs proceduresrather than with the normative
9 Learn possible entry modes in the Chinese
market
9 Help and practical knowledge
bull Long-term viewbull General Tradebull Cross-Border Tradebull Importers searchbull On Tradebull Off Tradebull Onlinebull Company in Chinabull Representative
Office
bull Manage expectations
bull Consider B2B matchmaking
bull Draft a Budgetbull Follow-up of
distributorsbull Follow the marketbull Follow consumers
behaviour
There are several ways toaccess Chinas market Noneof them fits with everythingIt depends on your strategysales channels budgetexpectations competitionconsumers and above allthe fast pace of a changingChina
10 Draft a Business Plan Including a PampL
Establish expectations Establish a budget
10Draft a formal statement ofbusiness goals in ChinaAttainable Draft actions forreaching the goals Include thecost of each action andresources critical successfactors metrics and atimeframe Do not trustintuition stick to facts
bull Have a mid-term visionlsquoStarting selling in China as of 2018 In3 years time reach product orders of aminimum of 750000 EUR per yearrsquo
bull Get ready for China firstbull Have a budget and a planbull Have metrics of progressbull Stick to the planbull Follow China marketbull Persistence is key also networking
Category Honey Brand KALNA Country LatviaExercise I
Draft a formal statement of business goalsin ChinaHoney amp ChocolateAttain Gourmet product Draft actions for
reaching the goals Include the cost of eachaction and resources critical successfactors metrics and a timeframe Do nottrust intuition stick to facts
Exercise I
TAOBAO BAIDU
TRADEMARK OFFICE
Exercise I
Information about the latest regulations for imported honeyat EU SME Centre Chinas official list of authorized countries toexport honey
Potential problem Latvia is not in the list Action verify latestupdate
Exercise I
Domestic honey EUR 45kg
Exercise I
ImportedEUR 24kg
ImportedEUR 45kg
Exercise I
Commodity Unit Country Quantity ValueYear-on-Year Year-on-Year
Quantity plusmn Value plusmnavrgkg
US$
Honey2015
kilogram
New Zealand 2039188 47488440 -44 353 233
Australia 562673 7208398 468 499 128
Germany 324051 2703849 24 -45 83
Thailand 587009 2556053 18 148 44
Russia 553261 1585346 1081 902 29
Canada 165066 1489675 23 113 90
Spain 194248 1323078 -91 -116 68
United States 139358 1179136 -101 195 85
France 135075 1069097 -31 -353 79
Malaysia 550550 1026600 202 -453 19
Brazil 93350 575194 138 1781 62
China 264302 541705 2533 2741 20
Kirghizia 96776 513144 44 641 53
Taiwan 69838 483136 162 169 69
Romania 91808 464362 161 1742 51
Switzerland 41881 458802 573 494 110
Turkey 73016 424393 852 695 58
Mexico 73857 362007 -247 -121 49
Greece 31905 324972 21 13 102
United Kingdom 28876 303930 305 83 105
average 77
Exercise I
Exercise I
Exercise I
- General Trade vs Cross-Border Trade- The role of Free Trade Zones
Do you want to start with honey via cross-border trade
- Other Entry Options
Exercise I
8 Learn regulations Learn from the
experience of others before you in China
8Help and practical knowledge
bull Chinarsquos GB standardsbull General normative for the
categorybull Specific normative for the productbull Correct labelling in Chinesebull Customs taxes duties excisesbull Right Agent at Customsbull Real expertise of Importerbull Customs documentationbull Outbound payment proceduresbull Follow the law at all times
Import regulations are often a source oftroubles when exporting to China Ifcorrectly informed is possible to eludesuch problems A large portion ofdifficulties has to do with lack ofknowledge of Customs proceduresrather than with the normative
9 Learn possible entry modes in the Chinese
market
9 Help and practical knowledge
bull Long-term viewbull General Tradebull Cross-Border Tradebull Importers searchbull On Tradebull Off Tradebull Onlinebull Company in Chinabull Representative
Office
bull Manage expectations
bull Consider B2B matchmaking
bull Draft a Budgetbull Follow-up of
distributorsbull Follow the marketbull Follow consumers
behaviour
There are several ways toaccess Chinas market Noneof them fits with everythingIt depends on your strategysales channels budgetexpectations competitionconsumers and above allthe fast pace of a changingChina
10 Draft a Business Plan Including a PampL
Establish expectations Establish a budget
10Draft a formal statement ofbusiness goals in ChinaAttainable Draft actions forreaching the goals Include thecost of each action andresources critical successfactors metrics and atimeframe Do not trustintuition stick to facts
bull Have a mid-term visionlsquoStarting selling in China as of 2018 In3 years time reach product orders of aminimum of 750000 EUR per yearrsquo
bull Get ready for China firstbull Have a budget and a planbull Have metrics of progressbull Stick to the planbull Follow China marketbull Persistence is key also networking
Category Honey Brand KALNA Country LatviaExercise I
Draft a formal statement of business goalsin ChinaHoney amp ChocolateAttain Gourmet product Draft actions for
reaching the goals Include the cost of eachaction and resources critical successfactors metrics and a timeframe Do nottrust intuition stick to facts
Exercise I
TAOBAO BAIDU
TRADEMARK OFFICE
Exercise I
Information about the latest regulations for imported honeyat EU SME Centre Chinas official list of authorized countries toexport honey
Potential problem Latvia is not in the list Action verify latestupdate
Exercise I
Domestic honey EUR 45kg
Exercise I
ImportedEUR 24kg
ImportedEUR 45kg
Exercise I
Commodity Unit Country Quantity ValueYear-on-Year Year-on-Year
Quantity plusmn Value plusmnavrgkg
US$
Honey2015
kilogram
New Zealand 2039188 47488440 -44 353 233
Australia 562673 7208398 468 499 128
Germany 324051 2703849 24 -45 83
Thailand 587009 2556053 18 148 44
Russia 553261 1585346 1081 902 29
Canada 165066 1489675 23 113 90
Spain 194248 1323078 -91 -116 68
United States 139358 1179136 -101 195 85
France 135075 1069097 -31 -353 79
Malaysia 550550 1026600 202 -453 19
Brazil 93350 575194 138 1781 62
China 264302 541705 2533 2741 20
Kirghizia 96776 513144 44 641 53
Taiwan 69838 483136 162 169 69
Romania 91808 464362 161 1742 51
Switzerland 41881 458802 573 494 110
Turkey 73016 424393 852 695 58
Mexico 73857 362007 -247 -121 49
Greece 31905 324972 21 13 102
United Kingdom 28876 303930 305 83 105
average 77
Exercise I
Exercise I
Exercise I
- General Trade vs Cross-Border Trade- The role of Free Trade Zones
Do you want to start with honey via cross-border trade
- Other Entry Options
Exercise I
8Help and practical knowledge
bull Chinarsquos GB standardsbull General normative for the
categorybull Specific normative for the productbull Correct labelling in Chinesebull Customs taxes duties excisesbull Right Agent at Customsbull Real expertise of Importerbull Customs documentationbull Outbound payment proceduresbull Follow the law at all times
Import regulations are often a source oftroubles when exporting to China Ifcorrectly informed is possible to eludesuch problems A large portion ofdifficulties has to do with lack ofknowledge of Customs proceduresrather than with the normative
9 Learn possible entry modes in the Chinese
market
9 Help and practical knowledge
bull Long-term viewbull General Tradebull Cross-Border Tradebull Importers searchbull On Tradebull Off Tradebull Onlinebull Company in Chinabull Representative
Office
bull Manage expectations
bull Consider B2B matchmaking
bull Draft a Budgetbull Follow-up of
distributorsbull Follow the marketbull Follow consumers
behaviour
There are several ways toaccess Chinas market Noneof them fits with everythingIt depends on your strategysales channels budgetexpectations competitionconsumers and above allthe fast pace of a changingChina
10 Draft a Business Plan Including a PampL
Establish expectations Establish a budget
10Draft a formal statement ofbusiness goals in ChinaAttainable Draft actions forreaching the goals Include thecost of each action andresources critical successfactors metrics and atimeframe Do not trustintuition stick to facts
bull Have a mid-term visionlsquoStarting selling in China as of 2018 In3 years time reach product orders of aminimum of 750000 EUR per yearrsquo
bull Get ready for China firstbull Have a budget and a planbull Have metrics of progressbull Stick to the planbull Follow China marketbull Persistence is key also networking
Category Honey Brand KALNA Country LatviaExercise I
Draft a formal statement of business goalsin ChinaHoney amp ChocolateAttain Gourmet product Draft actions for
reaching the goals Include the cost of eachaction and resources critical successfactors metrics and a timeframe Do nottrust intuition stick to facts
Exercise I
TAOBAO BAIDU
TRADEMARK OFFICE
Exercise I
Information about the latest regulations for imported honeyat EU SME Centre Chinas official list of authorized countries toexport honey
Potential problem Latvia is not in the list Action verify latestupdate
Exercise I
Domestic honey EUR 45kg
Exercise I
ImportedEUR 24kg
ImportedEUR 45kg
Exercise I
Commodity Unit Country Quantity ValueYear-on-Year Year-on-Year
Quantity plusmn Value plusmnavrgkg
US$
Honey2015
kilogram
New Zealand 2039188 47488440 -44 353 233
Australia 562673 7208398 468 499 128
Germany 324051 2703849 24 -45 83
Thailand 587009 2556053 18 148 44
Russia 553261 1585346 1081 902 29
Canada 165066 1489675 23 113 90
Spain 194248 1323078 -91 -116 68
United States 139358 1179136 -101 195 85
France 135075 1069097 -31 -353 79
Malaysia 550550 1026600 202 -453 19
Brazil 93350 575194 138 1781 62
China 264302 541705 2533 2741 20
Kirghizia 96776 513144 44 641 53
Taiwan 69838 483136 162 169 69
Romania 91808 464362 161 1742 51
Switzerland 41881 458802 573 494 110
Turkey 73016 424393 852 695 58
Mexico 73857 362007 -247 -121 49
Greece 31905 324972 21 13 102
United Kingdom 28876 303930 305 83 105
average 77
Exercise I
Exercise I
Exercise I
- General Trade vs Cross-Border Trade- The role of Free Trade Zones
Do you want to start with honey via cross-border trade
- Other Entry Options
Exercise I
9 Learn possible entry modes in the Chinese
market
9 Help and practical knowledge
bull Long-term viewbull General Tradebull Cross-Border Tradebull Importers searchbull On Tradebull Off Tradebull Onlinebull Company in Chinabull Representative
Office
bull Manage expectations
bull Consider B2B matchmaking
bull Draft a Budgetbull Follow-up of
distributorsbull Follow the marketbull Follow consumers
behaviour
There are several ways toaccess Chinas market Noneof them fits with everythingIt depends on your strategysales channels budgetexpectations competitionconsumers and above allthe fast pace of a changingChina
10 Draft a Business Plan Including a PampL
Establish expectations Establish a budget
10Draft a formal statement ofbusiness goals in ChinaAttainable Draft actions forreaching the goals Include thecost of each action andresources critical successfactors metrics and atimeframe Do not trustintuition stick to facts
bull Have a mid-term visionlsquoStarting selling in China as of 2018 In3 years time reach product orders of aminimum of 750000 EUR per yearrsquo
bull Get ready for China firstbull Have a budget and a planbull Have metrics of progressbull Stick to the planbull Follow China marketbull Persistence is key also networking
Category Honey Brand KALNA Country LatviaExercise I
Draft a formal statement of business goalsin ChinaHoney amp ChocolateAttain Gourmet product Draft actions for
reaching the goals Include the cost of eachaction and resources critical successfactors metrics and a timeframe Do nottrust intuition stick to facts
Exercise I
TAOBAO BAIDU
TRADEMARK OFFICE
Exercise I
Information about the latest regulations for imported honeyat EU SME Centre Chinas official list of authorized countries toexport honey
Potential problem Latvia is not in the list Action verify latestupdate
Exercise I
Domestic honey EUR 45kg
Exercise I
ImportedEUR 24kg
ImportedEUR 45kg
Exercise I
Commodity Unit Country Quantity ValueYear-on-Year Year-on-Year
Quantity plusmn Value plusmnavrgkg
US$
Honey2015
kilogram
New Zealand 2039188 47488440 -44 353 233
Australia 562673 7208398 468 499 128
Germany 324051 2703849 24 -45 83
Thailand 587009 2556053 18 148 44
Russia 553261 1585346 1081 902 29
Canada 165066 1489675 23 113 90
Spain 194248 1323078 -91 -116 68
United States 139358 1179136 -101 195 85
France 135075 1069097 -31 -353 79
Malaysia 550550 1026600 202 -453 19
Brazil 93350 575194 138 1781 62
China 264302 541705 2533 2741 20
Kirghizia 96776 513144 44 641 53
Taiwan 69838 483136 162 169 69
Romania 91808 464362 161 1742 51
Switzerland 41881 458802 573 494 110
Turkey 73016 424393 852 695 58
Mexico 73857 362007 -247 -121 49
Greece 31905 324972 21 13 102
United Kingdom 28876 303930 305 83 105
average 77
Exercise I
Exercise I
Exercise I
- General Trade vs Cross-Border Trade- The role of Free Trade Zones
Do you want to start with honey via cross-border trade
- Other Entry Options
Exercise I
9 Help and practical knowledge
bull Long-term viewbull General Tradebull Cross-Border Tradebull Importers searchbull On Tradebull Off Tradebull Onlinebull Company in Chinabull Representative
Office
bull Manage expectations
bull Consider B2B matchmaking
bull Draft a Budgetbull Follow-up of
distributorsbull Follow the marketbull Follow consumers
behaviour
There are several ways toaccess Chinas market Noneof them fits with everythingIt depends on your strategysales channels budgetexpectations competitionconsumers and above allthe fast pace of a changingChina
10 Draft a Business Plan Including a PampL
Establish expectations Establish a budget
10Draft a formal statement ofbusiness goals in ChinaAttainable Draft actions forreaching the goals Include thecost of each action andresources critical successfactors metrics and atimeframe Do not trustintuition stick to facts
bull Have a mid-term visionlsquoStarting selling in China as of 2018 In3 years time reach product orders of aminimum of 750000 EUR per yearrsquo
bull Get ready for China firstbull Have a budget and a planbull Have metrics of progressbull Stick to the planbull Follow China marketbull Persistence is key also networking
Category Honey Brand KALNA Country LatviaExercise I
Draft a formal statement of business goalsin ChinaHoney amp ChocolateAttain Gourmet product Draft actions for
reaching the goals Include the cost of eachaction and resources critical successfactors metrics and a timeframe Do nottrust intuition stick to facts
Exercise I
TAOBAO BAIDU
TRADEMARK OFFICE
Exercise I
Information about the latest regulations for imported honeyat EU SME Centre Chinas official list of authorized countries toexport honey
Potential problem Latvia is not in the list Action verify latestupdate
Exercise I
Domestic honey EUR 45kg
Exercise I
ImportedEUR 24kg
ImportedEUR 45kg
Exercise I
Commodity Unit Country Quantity ValueYear-on-Year Year-on-Year
Quantity plusmn Value plusmnavrgkg
US$
Honey2015
kilogram
New Zealand 2039188 47488440 -44 353 233
Australia 562673 7208398 468 499 128
Germany 324051 2703849 24 -45 83
Thailand 587009 2556053 18 148 44
Russia 553261 1585346 1081 902 29
Canada 165066 1489675 23 113 90
Spain 194248 1323078 -91 -116 68
United States 139358 1179136 -101 195 85
France 135075 1069097 -31 -353 79
Malaysia 550550 1026600 202 -453 19
Brazil 93350 575194 138 1781 62
China 264302 541705 2533 2741 20
Kirghizia 96776 513144 44 641 53
Taiwan 69838 483136 162 169 69
Romania 91808 464362 161 1742 51
Switzerland 41881 458802 573 494 110
Turkey 73016 424393 852 695 58
Mexico 73857 362007 -247 -121 49
Greece 31905 324972 21 13 102
United Kingdom 28876 303930 305 83 105
average 77
Exercise I
Exercise I
Exercise I
- General Trade vs Cross-Border Trade- The role of Free Trade Zones
Do you want to start with honey via cross-border trade
- Other Entry Options
Exercise I
10 Draft a Business Plan Including a PampL
Establish expectations Establish a budget
10Draft a formal statement ofbusiness goals in ChinaAttainable Draft actions forreaching the goals Include thecost of each action andresources critical successfactors metrics and atimeframe Do not trustintuition stick to facts
bull Have a mid-term visionlsquoStarting selling in China as of 2018 In3 years time reach product orders of aminimum of 750000 EUR per yearrsquo
bull Get ready for China firstbull Have a budget and a planbull Have metrics of progressbull Stick to the planbull Follow China marketbull Persistence is key also networking
Category Honey Brand KALNA Country LatviaExercise I
Draft a formal statement of business goalsin ChinaHoney amp ChocolateAttain Gourmet product Draft actions for
reaching the goals Include the cost of eachaction and resources critical successfactors metrics and a timeframe Do nottrust intuition stick to facts
Exercise I
TAOBAO BAIDU
TRADEMARK OFFICE
Exercise I
Information about the latest regulations for imported honeyat EU SME Centre Chinas official list of authorized countries toexport honey
Potential problem Latvia is not in the list Action verify latestupdate
Exercise I
Domestic honey EUR 45kg
Exercise I
ImportedEUR 24kg
ImportedEUR 45kg
Exercise I
Commodity Unit Country Quantity ValueYear-on-Year Year-on-Year
Quantity plusmn Value plusmnavrgkg
US$
Honey2015
kilogram
New Zealand 2039188 47488440 -44 353 233
Australia 562673 7208398 468 499 128
Germany 324051 2703849 24 -45 83
Thailand 587009 2556053 18 148 44
Russia 553261 1585346 1081 902 29
Canada 165066 1489675 23 113 90
Spain 194248 1323078 -91 -116 68
United States 139358 1179136 -101 195 85
France 135075 1069097 -31 -353 79
Malaysia 550550 1026600 202 -453 19
Brazil 93350 575194 138 1781 62
China 264302 541705 2533 2741 20
Kirghizia 96776 513144 44 641 53
Taiwan 69838 483136 162 169 69
Romania 91808 464362 161 1742 51
Switzerland 41881 458802 573 494 110
Turkey 73016 424393 852 695 58
Mexico 73857 362007 -247 -121 49
Greece 31905 324972 21 13 102
United Kingdom 28876 303930 305 83 105
average 77
Exercise I
Exercise I
Exercise I
- General Trade vs Cross-Border Trade- The role of Free Trade Zones
Do you want to start with honey via cross-border trade
- Other Entry Options
Exercise I
10Draft a formal statement ofbusiness goals in ChinaAttainable Draft actions forreaching the goals Include thecost of each action andresources critical successfactors metrics and atimeframe Do not trustintuition stick to facts
bull Have a mid-term visionlsquoStarting selling in China as of 2018 In3 years time reach product orders of aminimum of 750000 EUR per yearrsquo
bull Get ready for China firstbull Have a budget and a planbull Have metrics of progressbull Stick to the planbull Follow China marketbull Persistence is key also networking
Category Honey Brand KALNA Country LatviaExercise I
Draft a formal statement of business goalsin ChinaHoney amp ChocolateAttain Gourmet product Draft actions for
reaching the goals Include the cost of eachaction and resources critical successfactors metrics and a timeframe Do nottrust intuition stick to facts
Exercise I
TAOBAO BAIDU
TRADEMARK OFFICE
Exercise I
Information about the latest regulations for imported honeyat EU SME Centre Chinas official list of authorized countries toexport honey
Potential problem Latvia is not in the list Action verify latestupdate
Exercise I
Domestic honey EUR 45kg
Exercise I
ImportedEUR 24kg
ImportedEUR 45kg
Exercise I
Commodity Unit Country Quantity ValueYear-on-Year Year-on-Year
Quantity plusmn Value plusmnavrgkg
US$
Honey2015
kilogram
New Zealand 2039188 47488440 -44 353 233
Australia 562673 7208398 468 499 128
Germany 324051 2703849 24 -45 83
Thailand 587009 2556053 18 148 44
Russia 553261 1585346 1081 902 29
Canada 165066 1489675 23 113 90
Spain 194248 1323078 -91 -116 68
United States 139358 1179136 -101 195 85
France 135075 1069097 -31 -353 79
Malaysia 550550 1026600 202 -453 19
Brazil 93350 575194 138 1781 62
China 264302 541705 2533 2741 20
Kirghizia 96776 513144 44 641 53
Taiwan 69838 483136 162 169 69
Romania 91808 464362 161 1742 51
Switzerland 41881 458802 573 494 110
Turkey 73016 424393 852 695 58
Mexico 73857 362007 -247 -121 49
Greece 31905 324972 21 13 102
United Kingdom 28876 303930 305 83 105
average 77
Exercise I
Exercise I
Exercise I
- General Trade vs Cross-Border Trade- The role of Free Trade Zones
Do you want to start with honey via cross-border trade
- Other Entry Options
Exercise I
Category Honey Brand KALNA Country LatviaExercise I
Draft a formal statement of business goalsin ChinaHoney amp ChocolateAttain Gourmet product Draft actions for
reaching the goals Include the cost of eachaction and resources critical successfactors metrics and a timeframe Do nottrust intuition stick to facts
Exercise I
TAOBAO BAIDU
TRADEMARK OFFICE
Exercise I
Information about the latest regulations for imported honeyat EU SME Centre Chinas official list of authorized countries toexport honey
Potential problem Latvia is not in the list Action verify latestupdate
Exercise I
Domestic honey EUR 45kg
Exercise I
ImportedEUR 24kg
ImportedEUR 45kg
Exercise I
Commodity Unit Country Quantity ValueYear-on-Year Year-on-Year
Quantity plusmn Value plusmnavrgkg
US$
Honey2015
kilogram
New Zealand 2039188 47488440 -44 353 233
Australia 562673 7208398 468 499 128
Germany 324051 2703849 24 -45 83
Thailand 587009 2556053 18 148 44
Russia 553261 1585346 1081 902 29
Canada 165066 1489675 23 113 90
Spain 194248 1323078 -91 -116 68
United States 139358 1179136 -101 195 85
France 135075 1069097 -31 -353 79
Malaysia 550550 1026600 202 -453 19
Brazil 93350 575194 138 1781 62
China 264302 541705 2533 2741 20
Kirghizia 96776 513144 44 641 53
Taiwan 69838 483136 162 169 69
Romania 91808 464362 161 1742 51
Switzerland 41881 458802 573 494 110
Turkey 73016 424393 852 695 58
Mexico 73857 362007 -247 -121 49
Greece 31905 324972 21 13 102
United Kingdom 28876 303930 305 83 105
average 77
Exercise I
Exercise I
Exercise I
- General Trade vs Cross-Border Trade- The role of Free Trade Zones
Do you want to start with honey via cross-border trade
- Other Entry Options
Exercise I
Exercise I
TAOBAO BAIDU
TRADEMARK OFFICE
Exercise I
Information about the latest regulations for imported honeyat EU SME Centre Chinas official list of authorized countries toexport honey
Potential problem Latvia is not in the list Action verify latestupdate
Exercise I
Domestic honey EUR 45kg
Exercise I
ImportedEUR 24kg
ImportedEUR 45kg
Exercise I
Commodity Unit Country Quantity ValueYear-on-Year Year-on-Year
Quantity plusmn Value plusmnavrgkg
US$
Honey2015
kilogram
New Zealand 2039188 47488440 -44 353 233
Australia 562673 7208398 468 499 128
Germany 324051 2703849 24 -45 83
Thailand 587009 2556053 18 148 44
Russia 553261 1585346 1081 902 29
Canada 165066 1489675 23 113 90
Spain 194248 1323078 -91 -116 68
United States 139358 1179136 -101 195 85
France 135075 1069097 -31 -353 79
Malaysia 550550 1026600 202 -453 19
Brazil 93350 575194 138 1781 62
China 264302 541705 2533 2741 20
Kirghizia 96776 513144 44 641 53
Taiwan 69838 483136 162 169 69
Romania 91808 464362 161 1742 51
Switzerland 41881 458802 573 494 110
Turkey 73016 424393 852 695 58
Mexico 73857 362007 -247 -121 49
Greece 31905 324972 21 13 102
United Kingdom 28876 303930 305 83 105
average 77
Exercise I
Exercise I
Exercise I
- General Trade vs Cross-Border Trade- The role of Free Trade Zones
Do you want to start with honey via cross-border trade
- Other Entry Options
Exercise I
Exercise I
Information about the latest regulations for imported honeyat EU SME Centre Chinas official list of authorized countries toexport honey
Potential problem Latvia is not in the list Action verify latestupdate
Exercise I
Domestic honey EUR 45kg
Exercise I
ImportedEUR 24kg
ImportedEUR 45kg
Exercise I
Commodity Unit Country Quantity ValueYear-on-Year Year-on-Year
Quantity plusmn Value plusmnavrgkg
US$
Honey2015
kilogram
New Zealand 2039188 47488440 -44 353 233
Australia 562673 7208398 468 499 128
Germany 324051 2703849 24 -45 83
Thailand 587009 2556053 18 148 44
Russia 553261 1585346 1081 902 29
Canada 165066 1489675 23 113 90
Spain 194248 1323078 -91 -116 68
United States 139358 1179136 -101 195 85
France 135075 1069097 -31 -353 79
Malaysia 550550 1026600 202 -453 19
Brazil 93350 575194 138 1781 62
China 264302 541705 2533 2741 20
Kirghizia 96776 513144 44 641 53
Taiwan 69838 483136 162 169 69
Romania 91808 464362 161 1742 51
Switzerland 41881 458802 573 494 110
Turkey 73016 424393 852 695 58
Mexico 73857 362007 -247 -121 49
Greece 31905 324972 21 13 102
United Kingdom 28876 303930 305 83 105
average 77
Exercise I
Exercise I
Exercise I
- General Trade vs Cross-Border Trade- The role of Free Trade Zones
Do you want to start with honey via cross-border trade
- Other Entry Options
Exercise I
Exercise I
Domestic honey EUR 45kg
Exercise I
ImportedEUR 24kg
ImportedEUR 45kg
Exercise I
Commodity Unit Country Quantity ValueYear-on-Year Year-on-Year
Quantity plusmn Value plusmnavrgkg
US$
Honey2015
kilogram
New Zealand 2039188 47488440 -44 353 233
Australia 562673 7208398 468 499 128
Germany 324051 2703849 24 -45 83
Thailand 587009 2556053 18 148 44
Russia 553261 1585346 1081 902 29
Canada 165066 1489675 23 113 90
Spain 194248 1323078 -91 -116 68
United States 139358 1179136 -101 195 85
France 135075 1069097 -31 -353 79
Malaysia 550550 1026600 202 -453 19
Brazil 93350 575194 138 1781 62
China 264302 541705 2533 2741 20
Kirghizia 96776 513144 44 641 53
Taiwan 69838 483136 162 169 69
Romania 91808 464362 161 1742 51
Switzerland 41881 458802 573 494 110
Turkey 73016 424393 852 695 58
Mexico 73857 362007 -247 -121 49
Greece 31905 324972 21 13 102
United Kingdom 28876 303930 305 83 105
average 77
Exercise I
Exercise I
Exercise I
- General Trade vs Cross-Border Trade- The role of Free Trade Zones
Do you want to start with honey via cross-border trade
- Other Entry Options
Exercise I
Exercise I
ImportedEUR 24kg
ImportedEUR 45kg
Exercise I
Commodity Unit Country Quantity ValueYear-on-Year Year-on-Year
Quantity plusmn Value plusmnavrgkg
US$
Honey2015
kilogram
New Zealand 2039188 47488440 -44 353 233
Australia 562673 7208398 468 499 128
Germany 324051 2703849 24 -45 83
Thailand 587009 2556053 18 148 44
Russia 553261 1585346 1081 902 29
Canada 165066 1489675 23 113 90
Spain 194248 1323078 -91 -116 68
United States 139358 1179136 -101 195 85
France 135075 1069097 -31 -353 79
Malaysia 550550 1026600 202 -453 19
Brazil 93350 575194 138 1781 62
China 264302 541705 2533 2741 20
Kirghizia 96776 513144 44 641 53
Taiwan 69838 483136 162 169 69
Romania 91808 464362 161 1742 51
Switzerland 41881 458802 573 494 110
Turkey 73016 424393 852 695 58
Mexico 73857 362007 -247 -121 49
Greece 31905 324972 21 13 102
United Kingdom 28876 303930 305 83 105
average 77
Exercise I
Exercise I
Exercise I
- General Trade vs Cross-Border Trade- The role of Free Trade Zones
Do you want to start with honey via cross-border trade
- Other Entry Options
Exercise I
Exercise I
Commodity Unit Country Quantity ValueYear-on-Year Year-on-Year
Quantity plusmn Value plusmnavrgkg
US$
Honey2015
kilogram
New Zealand 2039188 47488440 -44 353 233
Australia 562673 7208398 468 499 128
Germany 324051 2703849 24 -45 83
Thailand 587009 2556053 18 148 44
Russia 553261 1585346 1081 902 29
Canada 165066 1489675 23 113 90
Spain 194248 1323078 -91 -116 68
United States 139358 1179136 -101 195 85
France 135075 1069097 -31 -353 79
Malaysia 550550 1026600 202 -453 19
Brazil 93350 575194 138 1781 62
China 264302 541705 2533 2741 20
Kirghizia 96776 513144 44 641 53
Taiwan 69838 483136 162 169 69
Romania 91808 464362 161 1742 51
Switzerland 41881 458802 573 494 110
Turkey 73016 424393 852 695 58
Mexico 73857 362007 -247 -121 49
Greece 31905 324972 21 13 102
United Kingdom 28876 303930 305 83 105
average 77
Exercise I
Exercise I
Exercise I
- General Trade vs Cross-Border Trade- The role of Free Trade Zones
Do you want to start with honey via cross-border trade
- Other Entry Options
Exercise I
Exercise I
Exercise I
Exercise I
- General Trade vs Cross-Border Trade- The role of Free Trade Zones
Do you want to start with honey via cross-border trade
- Other Entry Options
Exercise I
Exercise I
Exercise I
- General Trade vs Cross-Border Trade- The role of Free Trade Zones
Do you want to start with honey via cross-border trade
- Other Entry Options
Exercise I
Exercise I
- General Trade vs Cross-Border Trade- The role of Free Trade Zones
Do you want to start with honey via cross-border trade
- Other Entry Options
Exercise I
Exercise I