Looking for Export Opportunities in China?
The U.S. Commercial Service Can Help
By Craig Allen, Senior Commercial Officer
U.S. Embassy in Beijing
When Spancrete Machinery Corporation of Milwaukee, WI, was looking to expand its
marketshare in China, the manufacturer of machines that produce pre-cast, hollow-core
reinforced concrete floors and wall panels turned to the Commerce Department’s U.S.
Commercial Service for help. A client of the Commercial Service’s Milwaukee U.S.
Export Assistance Center, the firm made extensive use of the Gold Key Matchmaking
program and International Partner Search to establish key relationships in Shanghai and
Guangzhou. Spancrete continues to utilize Commercial Service assistance and the
services of the Export-Import Bank and Overseas Private Investment Corporation in its
worldwide exporting efforts.
Spancrete is just one of the many U.S. companies that have successfully exported to
China. Frequently, however, when it comes to pursuing the vast export opportunities in
this challenging market, American manufacturers receive many unsolicited orders or
requests for samples from Chinese companies, but are often unsure how to respond.
In most cases, potential Chinese buyers are unknown, and there are concerns about
protecting intellectual property (IPR), as well as worries about the creditworthiness of
possible buyers. For many American businesses, it is difficult to know where to start in
evaluating the latent risks―or the potential rewards―of selling to China.
Yet a file of unpursued inquiries from China also raises intriguing possibilities.
Imagine if your products could have a significant market in China. Just think if a
competent agent could be identified, one who would aggressively defend your interests.
Perhaps there are ways in which your IPR could be protected. Perhaps a segment of
China’s enormous market might be profitable for your company. And imagine if you
were able to build market share in China.
There are no stock res