Foreign trade, as the name suggests, is the business done with other foreign countries. In China, most foreign trade business are focus on costal city, like Shanghai, Guangzhou, Shenzhen, Xiamen, Ningbo and so on, the reasons I think are :1) There are many factories located in these cities, which can offer a big production for exporting . 2)

These cities are near sea ports, which facilitate to transport goods to destination countries. 3) Some of these cities were open to world in early period when China carried out reform and open policy, and then many foreign businessmen came to these cities to seek better business chance and cheaper products.

One of my friends worked in foreign trade field. She told me her work experiences to deal with different foreigners. Americans, once they choose your products and have a reasonable price, they will place an order without any hesitate as well as make payment.

Northern Europeans, they pay more attention on quality than price, often set some standards of importing like CE, ROHS, REACH, etc. Especially the Germans, they always have very strict requirements on quality. While, the Southern Europeans, such as businessmen from Span, Portugal, they will hope to get products with low prices.

Indians always want products in good quality but with very low price. They often try to bargain goods price lower and lower, even much lower than the product cost. So most foreign trade sales staffs don’t very like to transact with Indians, and they sometimes call Indians “Asan” which is a little derogatory.

Japanese also attach great importance to quality. Like garments and textiles, Japanese require needle detection on each cargo before leaving factory in order to guarantee finished products without any needle. For Africa countries, take Nigeria as an example.

Nigeria dealers often write an email like this, “We are very interested in your products and we want to visit your factory, but our passport is expired, can you apply to your local government to let us go China for transaction?” But in fact, they lie and just want to access to China through this way. While, even if for a real deal, they require a very very low price, which is not second to Indians.

How to get customer resources in foreign trade? As far as I know, there are two ways:1) B2B website: like,,,, etc. Although, doing business through a website is cost efficiently.

But, the competitions in b2b transactions are very sharp and the situation of customers from b2b is not clear. 2) Fairs: Business companies can go to fairs to get customers.

A famous fair in China is Canton Fair, where many foreigners will visit and have a fact-to -face meet with manufacturers or traders, so the customer’s situations will be clearer. Or companies can go abroad where holds fairs to sellers and buyers from all over the world, too.

Though the fees of joining fairs are high, customers there are seemed much more sincerely and in a greater number. Which way to choose, it depends on the strength of the company. Big companies often tend to join fairs to get customers.

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