Hunting a Chinese customer

Hunting a Chinese customer


A record number of 33 Polish companies came up this year at China International Import Expo (CIIE) in Shanghai. Thanks to contacts and investments in the big Chinese market, our companies are gaining opportunities to sell what they can only dream of in Europe.

China is now the 20th most important market for Polish exporters – after an increase in turnover of 33.9 percent to a record level of 650 million euro. It is no wonder that the Polish exhibition was at CIIE in three trade pavilions: Food, cosmetics and trade with services. The separate exhibition was prepared in the National Theatre.

-Famed almost one fifth of the annual export sales revenue I generate in China, being the only Polish producer in Poland to supply operating tables and hospital beds,- Marek Suczyk stresses, Vice President of Famed Żywiec, which showed up on CIIE.

According to Chinese data, the second edition of the CIIE involved as many as 150 000 retailers and buyers worldwide, the largest global companies. It is worth pointing out that the World Trade Organization, the United Nations Conference on Trade and Development and the United Nations Organization for Industrial Development are partners of the event.

The event is accompanied by discussion panels devoted to e.g. developing economic cooperation between China and the rest of the world. -China is a difficult market with a very high barrier to entry,-Adrian Ostrowski stresses, financial analysts. In the case of health services and equipment for hospitals, this includes, for example, costly and long-term certification of medical equipment by the Chinese administrations.

– Competition is huge, both in the form of the world’s largest players and many local companies. As a result, the market is polarized between premium products and local products, which are also of good quality – Marek Suczyk stresses.

In his opinion, Chinese customers are very demanding, they can pay a lot for the products they ordered, but instead they expect the highest quality in terms of equipment and handling.

– Although it is not a market for everyone, companies that dream of a strong global position should try to find themselves in China. To succeed, you need to be patient – Marek Suczyk adds.

It is also worth promoting at trade fairs and exhibitions, as China is the second largest economy, as well as the second largest importer and consumer in the world.

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