Global Sourcing. Procurement in China

Inhaltsverzeichnis (Table of Contents)

• 1 Introduction
  • 1.1 Problems and Objectives
  • 1.2 Structure
• 2 Procurement Market China
  • 2.1 Basic Information
    • 2.1.1 Geographical Data
    • 2.1.2 Economic Data
  • 2.2 The Significance of China as a Procurement Market
  • 2.3 Procurement Regions
    • 2.3.1 Pearl River Delta
    • 2.3.2 Yangtze River Delta
    • 2.3.3 Beijing-Tainjin Bohai Bay Triangle
    • 2.3.4 North-Eastern Lowlands - Liaoning Region
    • 2.3.5 The Inner Regions
  • 2.4 Chinese Companies
    • 2.4.1 A Division of 6 Classes
      • 2.4.1.1 National Champions
      • 2.4.1.2 Dedicated Exporters
      • 2.4.1.3 Competitive Networks
      • 2.4.1.4 Technology Upstarts
      • 2.4.1.5 Emerging Companies
      • 2.4.1.6 Scrap Companies
    • 2.4.2 Forms of Ownership of Chinese Companies
  • 2.5 Products Suitable for Industrial Procurement in China
• 3 First Contact to Potential Suppliers
  • 3.1 Possibilities of Contact Initiation
    • 3.1.1 Trade Promotion Office in the Embassies
    • 3.1.2 Chinese Representative Offices in Germany
    • 3.1.3 Chinese National Foreign Trade Companies
    • 3.1.4 Industry and Commercial Companies in China
    • 3.1.5 Fairs
    • 3.1.6 Seminars and Symposiums
    • 3.1.7 International Procurement Offices
    • 3.1.8 Internet
    • 3.1.9 Magazines and Technical Periodicals
    • 3.1.10 Business Partners, Acquaintances and Friends
  • 3.2 Exhibition Market China
    • 3.2.1 Trade Fair Visit within the Context of a Purchasing Strategy in China
    • 3.2.2 Trade Fairs in the Consciousness of Chinese Companies
    • 3.2.3 Trade Fair Industry and Trade Fair Centres
    • 3.2.4 Successful Trade Fair Visit for Purchasers
  • 3.3 Initiating Business – from First Contact to Business Relations
• 4 Quality Management
  • 4.1 Quality Management in International Procurement
  • 4.2 Quality Consciousness in China
    • 4.2.1 Development of Quality Management in the PR China
    • 4.2.2 Quality Consciousness Today
  • 4.3 Practical Quality Assurance Measures
    • 4.3.1 Supplier Certification
    • 4.3.2 Assessment of the Supplier by Audit
    • 4.3.3 Quality Agreement
    • 4.3.4 Quality Support
• 5 Transportation Logistics
  • 5.1 Introduction
  • 5.2 Logistics Companies in China
  • 5.3 Traffic Carriers in China
    • 5.3.1 Road Traffic
    • 5.3.2 Rail Traffic
    • 5.3.3 Aviation
    • 5.3.4 Inland Waterway Transportation
    • 5.3.5 Sea-going Vessel Transportation
  • 5.4 Checklist for the Selection of a Logistics Service Provider
• 6 Chinese Negotiations
  • 6.1 Roots of Chinese Culture
  • 6.2 Basic Values
    • 6.2.1 Personal Connections - Guanxi
    • 6.2.2 Face (Lien and Mien-tzu)
    • 6.2.3 Hierarchy
  • 6.3 Further Important Aspects
    • 6.3.1 Patience
    • 6.3.2 Significance of Business Cards
    • 6.3.3 Different Contractual Understanding
    • 6.3.4 Minutes of Meeting
    • 6.3.5 Translator
    • 6.3.6 Gifts
    • 6.3.7 Business Meals

  Frequently Asked Questions

  Why is China becoming the most important procurement market?

  China offers a massive supply base and competitive production costs, making it a key market for companies looking to improve their competitive position.

  What are the main risks of sourcing in China?

  The book identifies five major problem areas: lack of market transparency, difficulty in establishing contacts, underdeveloped infrastructure, quality issues, and unusual negotiating strategies.

  What does "Guanxi" mean in Chinese business?

  Guanxi refers to personal connections and networks, which are fundamental to successful business relations and negotiations in China.

  How can companies ensure product quality in China?

  Practical measures include supplier certification, on-site audits, clear quality agreements, and ongoing quality support.

  Which regions in China are best for industrial procurement?

  Key regions include the Pearl River Delta, the Yangtze River Delta, and the Beijing-Tianjin Bohai Bay Triangle.

  What is the significance of "Face" (Mien-tzu) in negotiations?

  "Face" relates to a person's reputation and social standing; causing someone to "lose face" can severely damage business relationships.