China Access: An Insider’s Guide to Doing Business in and with China (ebook)

When you visit a factory in China, ask one more question: “Who are your neighbors?”

The factory tour shows you what the machines can make. A walk down the road can show you who makes the molds, where parts are tested, and how quickly you could get a new sample if the first one doesn’t fit.

When I take international entrepreneurs to visit Chinese companies, the conversation often comes back to a simple question: Where does my business fit in? You might want to find a supplier, build a product with a Chinese partner, or sell to Chinese customers. Your opportunity might be closer to home: a Chinese company entering your country may need exactly the customers, contacts, and local knowledge you already have.

I wrote China Access for people making those decisions. Its 38 short chapters cover market opportunities, Chinese business culture, how companies and local governments work together, and the practical steps involved in getting a deal started. You can read it cover to cover or go straight to the decision in front of you.

A few places to start

• A Chinese company is entering your market. Chapter 6 looks at what it may need beyond a distributor, from local hiring to after-sales service, and where your business could play a part.
• Someone has introduced you to a potential partner. Chapter 14 explains guanxi, favors, and face through everyday situations, including why telling the person who introduced you how the meeting went can matter more than bringing a gift.
• Two Chinese cities want your project. Chapter 20 explains why local governments compete for investment and what to compare beyond the subsidies: suppliers, skilled workers, and who can actually help you get started.
• You’re ready to place an order or appoint a distributor. Chapter 36 walks through comparing the full cost of a purchase, testing a product with Chinese buyers, and trying one region or sales channel before granting nationwide rights.

About the author

Yuanpu Huang (Yuan) is a Shanghai-based entrepreneur and the founder of EqualOcean and MagicOasis. He has spoken one-on-one with more than 3,000 Chinese entrepreneurs, including the founders of Meituan, Pinduoduo, and Unitree.

Yuan shares his observations on Instagram at @YuanUnpacksChina and leads China Innovation Journey, taking international founders and investors to meet the people behind Chinese companies. Visiting business delegations regularly invite him to speak about Chinese culture, business, and innovation. He holds an MBA from NYU Stern.