FOR an Eastern Cape business, planning your first site visit to China seems daunting, but the following steps will make it easier, writes Trink MD Colin Smith (pictured).
Given the increasing presence of Chinese companies in the Eastern Cape, for local businesses the question of dealing with China is not ”should I”, but “how soon can I”.
It is daunting for local businesses who want to deal with the world’s largest economy, but the following key tips will make your venture smooth sailing:
- Getting there
Because border control between Hong Kong and mainland China remains strict, do not make the mistake of setting up base in Hong Kong as your single-entry visa will prohibit criss-crossing between the mainland and Hong Kong more than once.
Before you leave, have the contact details of the South African Embassy with you –in English and Chinese. - The mainland
There is a vast culture difference between Hong Kong and the mainland, so let the Chinese company you are visiting book your accommodation near to their offices, and arrange for transport to and from your hotel. Also never leave your hotel without the establishment’s business card which has its location in the local vernacular. - Presentation
Do not scrimp and save on business cards –your Chinese hosts will judge you on this. Business cards are exchanged formally at first introductions. When they inspect it closely, do not say a word. When they present theirs, take it with both hands and do not look up at them until you have inspected it. - Etiquette
Be careful not to decline offers of tea or lunch, as it is a symbolic gesture of goodwill. It is also customary for your hosts to refill your cup when you are done –to try and stop them is considered an insult. Also be sure to only drink bottled water, and be sure to pack antidiuretics. - Mind your manners
The Chinese love doing business around the dining table. Although your hosts will never let you pay for a meal, offering to do so shows great respect. Remember to take an African curio gift for your host. While the Chinese generally do not prefer alcohol, a bottle of Amarula is often welcomed.
If you have a complaint or concern regarding business, never do this at the beginning of a meal, but rather towards the end –your hosts will appreciate your patience. - Final payment
When you eventually do make an actual payment to your Chinese supplier, only pay funds to a Chinese mainland or Hong Kong bank and never to any other country.
The Chinese can only help with fraud if the money was paid into a Chinese mainland bank. If you ever have issues with payment, you can contact the Chinese Consulate in Pretoria –they are very helpful when it comes to trade relations with South Africa.