Seling to Asian Middle Class? Your Numbers are UP!

Trade stats from the Ports of Los Angeles and Long Beach show this gateway to Asia is handling 20% more outbound cargo than last year. This is good news if you’re a) making and selling the products that are in demand by growing middle classes in Asia; and b) if you make your money by transporting, packing and certifying said goods. Local economies that service and support global ports shares the wealth of a market uptick, handling the products that flow through those ports. More tonnage equals more revenue.

Eastbound products signal recovery in export sector

As of September — the most recent month for which statistics are available — the state ports exported more than $12.3 billion to foreign markets, an increase of 19% over the year before, through its harbors and airports. (See LA Times report) We’re all climbing out of the trade hole together – manufacturers, resellers, logistics teams.

Yes, imports into said ports are still down, but remember what a sales pro you are: take the export growth uptick and run with it to counter sales decreases. If you are in charge of building global sales channels to reach consumers in these markets, make sure you’ve got an eye on your partners there. Unlike the EU and North America, these markets have less ground to regain after the 2008 recession, and consumers are moving fast to increase their living standards by buying coveted US goods.

Before you ship your containers Eastbound, get on a plane and visit your targeted countries. Recruit and train channel partners in person… back up the high quality claims about your products with high quality partnership management. Remember that global tech giants like Cisco claim more than 75% of their annual revenue through channel partners. If it works for them, it can work for your company.

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Google, China, Censorship & e-Commerce

In a recent post on Forbes.com, Andy Greenberg presented a timely and thorough explanation of all that’s at stake for the world’s largest online commerce engine, in the world’s largest country… much at stake for international business strategists who are advising their clients to enter China and tap the fast-growing middle-class consumer sector.

The U.S. government, advocating on Google’s behalf, is moving forward with a sound strategy: “…It is also becoming increasingly apparent that censorship has implications for trade between nations. A Google official in 2010 pointed out that free trade principles should clearly apply to the Internet…”

Who better to support in the fight for free and open trade than Google, who’s enabling businesses of all sizes and locations to build and sustain a global trade strategy?

Read more here: http://blogs.forbes.com/andygreenberg/2010/11/18/congress-commission-echoes-google-chinas-censorship-is-trade-barrier/?boxes=Homepagechannels

Most Successful Imports to China? Finished Goods

Most successful, yes … but certainly harder to attain, as a great deal of imports to the country are raw materials or components. A notably successful import strategy to China includes finished consumer packaged goods, specialty/gourmet foods, household wares and — here’s a long shot — apparel. Or, value-add goods such as specialty components for the automotive, maritime, or heavy equipment manufacturing sectors.

Systems and process control hardware and software, and the professional services they require, are also primo targets for companies around the world that wish to open up new markets in China. Same goes for pharmaceuticals, construction equipment, mass transit systems, civil engineering, architectural and urban planning services, agricultural goods and processing equipment, IT services.

Whether for an industrial product or service, or a popular consumer item, the rules of brand management apply: Brand equity must convey a “made only here” image that captures the attention of customers and consumers in China who value quality and durability.

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