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Chris Wingo Articles

Written by: Chris Wingo

Insights from a another sales effort in China - Click To Read Article
Forgetting Chinese are very different from ourselves, Americans attempt selling to Chinese as they do with other Americans. When they fail to succeed, they can only return home befuddled by what may have gone wrong. Here is a story about a real-life sales situation in China, one that I hope will give you more insights to add to your quiver.

Doesn't Add Up: US export price vs. Chinese end-user price - Click To Read Article
Any company selling in China knows that "price" is always an issue; even when not really an issue, it's still an issue. That's just cultural and, hey, why not. Even the worst negotiation training courses in the west teach "always flinch at the seller's price". What we learn in school, the Chinese do very naturally. The main point is price is an issue in China. With price such an issue, why do US exporters overlook the fact that their export price and Chinese end-user price are two very different things in China. This simple oversight is costing them valuable sales.

Doesn't add up: US export price versus Chinese end-user price - Click To Read Article
When selling in China, price is always an issue. This is why it is critical to analyze and understand the export price versus Chinese end-user price when planning to export sell to China. To the Chinese, "landed" price is what really counts. Landed price is total cost paid to import and obtain your product. So what's the difference between your export price and what the Chinese end-user pays for your product? This article details a simple yet revealing example.

Tied Up and Gagged by China's New Labor Law - Click To Read Article
I feel the new Chinese labor law has us tied up and gagged all in the name of protecting "the employee". Unfortunately, the inability to quickly part with an underperforming employee is hurting our company and all our other employees. Another Chinese case of spend a dollar to save a dime, or as they say in China, 因小失大.

Hiring in China: Do Your Due Diligence. - Click To Read Article
When doing business in China, you have have to take care each step of the way. Whether your are looking for business partners, involved in technology transfers, selling to Chinese customers or simply trying to hire a manager for your China operation, due diligence is something you have to take seriously. Entrepreneurs must be extremely cautious since we like moving fast and often follow our gut along the way. This generally works but when your gut is wrong on a "China decision" the risks are high and resulting problems can be ten-fold more complicated. Here's my story where in hiring my business development manager, my gut failed me ... don't think I'll do that again!

Low-Price Buyers Drive Poor Chinese Product Quality - Click To Read Article
Overall, Chinese manufacturers have come a long way in moving up the product quality ladder. While some produce at world-class levels other continue to produce substandard products. On major factor in poor Chinese product quality is the western buyer's push for lower and lower prices.

Is it Time for You to Start Selling in China? - Click To Read Article
China is still filled with opportunities for companies with the right products, especially those that support the government’s “strategic needs”. Now could be a good time for your company to consider entering China.

Know Your Product's Value before Attempting Export Sales to China - Click To Read Article
Export selling is not a "slam-dunk" proposition and most products from abroad cannot compete in China. Before spending to much time and money on selling your product in China, there are a few things you should consider and do to ensure you have a chance at success. Herein, we touch on the most important ones.

Facing the Facts about Face in China - Click To Read Article
In China, the concept "face" influences all levels of society and business. It is similar to the western concept of pride yet different. As a westerner I feel pride once I accomplish something I've been working on, often whether others know of my accomplishment or not. Of course if others acknowledge my achievement, it serves to elevate my feeling of personal satisfaction. On the other hand, "face" is definitely a "public opinion" oriented concept, one that depends upon the respect and acknowledgement of another or others. So it's not so much "what I know about me" as much as it is "what others believe about me."

Ten Tips for Selling B2B in China - Click To Read Article
As the world economy struggles to recover, China continues grow due to strategic infrastructure investments by the Chinese government. Companies with products or technologies that support the government's agenda may have major opportunities. But, selling in China is filled with challenges and expert guidance is advisable. As a beginning, we offer ten key point (tips) for your consideration.

My Friend on the Street in Shanghai - Click To Read Article
It's the smallest gestures that often go the farthest toward helping another and oneself in the process. This is a story of a "poor" fellow on the streets of Shanghai who made my day by allowing me to help make his.

SHANGHAI - GATEWAY TO BUSINESS IN CHINA - Click To Read Article
With the sixth largest economy in the world, continued annual growth of nearly 10% and a 1.3 billion people strong population, Big Dragon China has developed a reputation as the “great new market”. A majority of multi-nationals are already in China while small to mid-size firms around the globe are rallying to get on board. Succeeding in China, however, is not without challenge and many companies fail. To be successful, a company must act intelligently. Intelligence means seeking expert advice, ensuring the opportunity is real and entering China through a developed regional market or “gateway” if you will. For most products and services, our gateway of choice is Shanghai.





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