I’m often surprised at how fast foreign brands want to make decisions when entering China. Don’t get me wrong… China is extremely fast paced, and you have to be ready to change and adapt at a moment’s notice. BUT, you have to be SMART about it.
I can’t count the number of brands that have approached me with complaints, after their teams have hastily selected a distributor (or other China partner) WITHOUT doing due diligence first.
These are large, international brands, not start ups. They should know better…
BUT, unfortunately, instead of asking the hard questions up front they chose to ram a deal through. They didn’t want to hear the answers and possibly have to move on to another candidate. They wanted to just get on with it.
ends up creating long-term problems for the brand.
Spend the time. Ask the hard questions. It may not be easy… but China’s not easy. If you want to do it right (and avoid costly mistakes) take the time to meet with potential partners, check their references, talk to their clients and DO YOUR RESEARCH before signing on the dotted line.