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山东斯汀
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[个人文集]
头衔: 海归准将
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性别:  年龄: 51
加入时间: 2005/09/14
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来自: 某国驻华使馆
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作者：山东斯汀 在 海归酒吧 发贴, 来自【海归网】 http://www.haiguinet.com
James Chan, Ph.D., created the phrase "The China Formula" to help Americans understand China in one word.
Dr. Chan is President of the Philadelphia-based, independent consultancy, Asia Marketing and Management (AMM). AMM specializes in advising U.S. manufacturers, trade associations, and information companies in building business relationships in China and in exporting American-made products and services in China and Asia
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The CHINA Formula for American Exporters by James Chan
https://www.youtube.com/watch?v=p8g5ZKdbKAs#
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My name is James Chan,I'm living and working for the philadelphia ,I've been in the philadelphia for 25 years.And I also have been running a consultancy based in #$city for 25years.The name of my consultancy is Asia marketing and management.And the focus is to help companies build business relationships in China.And more specificly specifically ,my specialty is to help American companies export 100percent American -made products and services to the Chinaes market.
I have tried over the past 25 years to balance our trade deficit with China.You know ,I am succeeding slowly ,but I am not giving up.Well ,that's what I want to do .But I am very happy doing what I do.because The first thing I would like to share with you in terms of my 25years helping companies export,is that it can be done ,there is money to be made .
But for companies that want to do that ,and want to be successful,people really need to kind of know 5 very important pieces of the Chinese mindset,which I ,for the ease of your\make it easy for you to remember ,I called it the CHINA formula,which is the aqualequal name of China ,C H,I,N,A.
I'm going to use my next 4minutes to describe what is China why it is important to keep in mind .If you want to succeed ,making the Chinese spend money on you .
The first one is C ,which stands for confidence .
All my clients (to)who do export and are very profitable ,have (very) confidence in their products and services .We all know ,when we walk into the China market ,there are pirates ,there are people who want to duplicate our products . My clients are people who either invent the products or they invent the services.
No matter people are trying to pirate our things ,our procedures ,our know-how ,and technology,they just don't do it very well .So ,this is confidence .
So if you don't have the confidence,you are not China-ready,in terms of exporting to the Chinese market .There is another thing about confidence that you need to know .When you are exporter,you need to find distributors and agencies and sales people in China who want to work for you ,who have to work fo you .But it's not enough just to find people and throw money at them .Because you can(not)always throw money at people ,but what if they don't have confidence ?
that your products get sold.so the word confidence here also means.you have to find people and make them feel confident.then helping you is not 1 year or 2 year deal.
it's not enough to have confidence and the next word is H.hungerH stands for hunger my clients the best clients that I have are people who feel hungry.they're motivated to sell to China when companies are fat and happy they don't go overseas.so if you don't have the hunger. you're not ready. the word hunger also refers to the customers in China.we don't sell to anyone in China.they only sell to people who are hungry for our products.when I say hungry I mean people who really desire.what we can do and price noramlly is not a barrier.
let's go to the third one for the I.I stands for insider.any company that succeed in selling to the Chinese has to have one or more insiders and these insider can be a customer, can be a agent ,can be your friend ,can be your employee's mother in-laws husband's brother .Somebody who is trusting of you ,who feels comfortable with you ,who is willing to tip you off.Without an insider in that marketplace,you are going nowhere.So one of things I do for my client is to help them find and then groom those insiders .We don't call them spies,because we are not in defense of military.But ,you know ,they are insiders.
The next word in the fomula for N is 'NO'.To succeed selling to the Chinese ,you have to have the courage and ability ,and timing to say no to your customer.If you keep saying yes ,If you are only willing to sell to anybody who throws money at you ,you get pirated.,you won't be able to establish your brand recognition.
Finally ,A,for acceptance.A stands for acceptance.There is one thing many westerners don't think about when they walk into China .The Chinese have vast what they really really want from the West .It's acceptance.If you want to sell anything to the Chinese ,or for that matter ,build relationships with the Chinese ,you must make your customers ,your contacts ,your associates ,your parters feel you are not walking in,it's ------,it's a --- ---.You are walking in ,you are accepting them .And that will help you tremendously find insiders in building relationships .
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作者：山东斯汀 在 海归酒吧 发贴, 来自【海归网】 http://www.haiguinet.com
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 大家了解James Chan吗？看看他如何给老外演讲的？ -- 山东斯汀 - (5968 Byte) 2009-1-07 周三, 21:23 (1215 reads)
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