Doing Business in China

Import Export Businesses Hunting for Exports manufactures products basic market research

A surprisingly small percentage of domestic producers export their wares. So your marketing goal is to convince the huge remainder that they can increase profits by exporting--with your guidance--to specific target countries. You can accomplish this with direct mail and cold calls. If you're starting with imports, don't ignore this section--you'll work in basically the same manner.

Before you initiate contact with any manufacturer, you'll need to do some basic market research:

What products are hot sellers in the domestic marketplace? Focus your attention on products that you know well or use yourself, or that are bestsellers in their market niches.
Are these products hot sellers in your target countries?
If not, are there situations or markets that would put these products in great demand if the products were available?
Who manufactures these products?
What is the selling price of each product--and of competing products or brands--domestically and in your target countries?