Below is a reply I’ve written to someone who cannot adapt and change from the traditional. This reply is self-explanatory; it answers a lot of your queries too.

Dear .......,
Accept my best wishes for your coming trade fairs in China. But, my bet is you will only receive a lot of business cards; plenty of false hopes and empty promises. And even orders that will not be realized at the end. On top of this you will fetch a lot of follow-up work.......etc.....I know all this from experience. That's why when I do a trade show i put up a real show with Flamenco and Belly Dances because my aim is to attract the media which means 'free publicities" and to deliver the impact to the market.

In the case if you are lucky, you will find an importer having deep discussion, in fact they will ask you for money to promote your product (this is very punishing for the smaller businesses) - the serious ones generally will buy one small container or even just a couple of pallets, Just to dress up their 'menu' to show the thousands of labels they represent in hand and on the other hand you will surrender your brand or products and give them exclusivity for the whole of China. They will not promote or push your products as they have no reason to do so, unless you can support them with marketing with free goods plus $$$$$$$$$

2, Then you meet many Chinese who would like to import but the complication of importing foreign Food and Wine is very trying with very stringent rules and regulations on top of the language and cultural differences. And there is no freedom of forex for the beginners. Some do not even know how to use computers.

The last message I want to tell you is H3O will solve all these for everyone. Because, the Chinese market is asking for opportunities to encounter with foreign firms all year round inside China.

Over the years I came across so many companies which come again and again and left with frustrations, some even naively choosing the wrong partners and swore they will never touch China again.

I sincerely hope what I've said above is wrong. BUT I WILL BE RIGHT.


My Best,
John



And this was his reply

Well, based on your comments I need to see you in Hong Kong, personally we will find the way to cooperate very soon.

Let’s schedule a meeting.


cheers
XXXX



Further he wrote back:

Dear John,
I can see that you are expert on your market; your view is similar to mine.

Based on a new brand I will issue in a few weeks, what will be your need to go to the market ??

Remember, we are small company.

I hope I can see you personally instead of one of your staff.

Waiting your business ideas
XXXX