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    What is the best strategy for selling into China; reps, direct sales from the US or other countries, or local people?

  1. I'm doing this now in three companies. With one we are using reps; with one we are using a distributing agent; and the third set up a local office. So the answer is all three. It depends upon what the product is; who you are selling to; and how much capital you have to spend. For most companies it is best to put your toe in the water first, meaning start with a rep or agent. There are challenges with setting up a local office such understanding the local culture and repatriating your money. When it comes to China, don't jump directly off the diving board.

    Another word of caution. Be careful how you choose a rep or agent. Look for experience and reputation that can provide the confidence you need. You’ll then learn as you go.