1. Preparation
Trademark Registration
The most important step when you enter China market
China’s trademark law follows a first-to-file system and therefore does not recognize international trademarks if they are not registered in Mainland China.
What does that mean?
In Europe, your IP rights are protected if you can prove that you created the content of the trademark (the image, the word or alike); BUT in China, your IP rights are only protected if you were the first one to file trademark registration.
It usually takes 12-18 months before your IP rights are fully protected, so you should file an application at least A FEW MONTHS before talking to anyone in the market or bringing your product to an exhibition in China.
When filing an application with LITAO, we will:
- Perform preliminary trademark search
- Analyze your products and services and identify relevant classification
- Provide an optimal, business-centric solution for your IP protection
- Closely monitor the process and submit timely updates
We work with China‘s leading IP Protection Agency and can also consult on Trademark Appeals, Copyrights, Patents and alike.
Case Study
You can find an example of what LITAO has done in the past and how it helped our client‘s business.
We can provide a free preliminary trademark search for you. Reach out to us to determine if your trademark is still available in China.
1. Preparation
Customs Compliance
Necessary when planning to import food, cosmetics or chemicals
Imported foods, cosmetics and chemicals have to comply with China’s national standards which often differ significantly from Western standards.
What does that mean?
For instance, any food products may have up to 15 ingredients, and depending on the proportion and specification of the ingredients, the product will fall into a particular food category.
For example, a product with the same specifications could be categorized as ‘chocolate with biscuit pieces’ in the West and labeled as ‘chocolate’ but fall under the ‘biscuit’ category in China and be labeled as ‘cookie.’ Moreover, some ingredients might not be compliant in the selected category, and some words on the packaging won’t be allowed by China’s advertising laws.
Sounds complex?
That’s because it is.
Incorrect labeling can cause serious, irreparable damage at customs. Even if your shipment is cleared through customs if someone notices the non-compliant label in the future, they could file a lawsuit and collect compensation up to 20.000 EUR.
When LITAO works on Customs Compliance with you, we will:
- Conduct pre-market research by analyzing product ingredients and selecting an appropriate national standard
- Propose required changes to product formulation
- Review your packaging and identify any potential misalignments with China’s advertising laws
- Design a Chinese compliant label for imported products
- Provide Customs clearance and inspection suggestions
We partner with China’s leading regulatory advisory firm, and can also consult on organic food certification, acquiring import permits for new food ingredients, etc.
Case Study
You can find an example of what LITAO has done in the past and how it helped our client‘s business.
We can provide a free assessment of your case with suggestions about required steps and timeline. Reach out to us to determine if your product is compliant in China.
1. Preparation
Virtual Office
When you want to show your partners you are serious about China
We offer you an address in the Shanghai city center where you can hold meetings when visiting China and a local landline, which you can use on your business card and email signatures.
What does that mean?
When you want to sell your products and services in China, you need to prove that you will be ready to perform required adaptations and that you are capable of providing your partners business support for developing the China market.
The Chinese prefer to work with companies with some local presence. For the first few years it is not necessary to register a subsidiary, but having a virtual office and a Chinese landline for correspondence can help you stand out from your competitors.
When you approach LITAO about building your local presence in China, LITAO will:
- Offer you an office address in the Shanghai city center, which will help you build a premium image for your business partners
- Set up a China based landline, which is transferred to your foreign phone
- Provide a correspondence address and a conference room for business meetings
- We can also attend meetings and represent your company in China to support your business expansion
We provide tailored, cost-effective solutions for your business needs. We can also offer you a part-time China based assistant or help you set up your subsidiary in Shanghai.
Case Study
You can find an example of what LITAO has done in the past and how it helped our client‘s business.
We can provide a free assessment of your case with suggestions about required steps and timeline. Reach out to us to determine if your product can benefit from a virtual office.
2. B2B Strategy
Competitor Analysis
An essential step to establish your unique selling point
Often when you start thinking about the China market, you don‘t really know what the market is and how it works. We help you understand your opportunities by reviewing the existing competition.
What does that mean?
Usually because of the difference in size and brand awareness your market position in China will be radically different compared to your native market, so you will have to start from scratch.
That means you will have to build a completely new market entry strategy that is suitable for your business size and capacity. That’s why we focus on tailored and customizable market research solutions.
We can identify your key direct and indirect competitors and will tell you how you can stand out in the market. The research is conducted in Chinese and reported in English. We will provide you with weekly updates and follow-up on your questions if any.
When you work with LITAO on a competitor analysis, LITAO will:
- Survey available Chinese industry reports and draw insights
- Perform research on ecommerce channels and identify the best-performing brands
- Visit up to 10 offline channels and report on competitors’ performance and pricing
- Build 5 in-depth case studies of successful market penetration
- Provide recommendations on how your brand can stand out
We will start by asking you to fill out a questionnaire and assess your market feasibility, then we will draft a market research outline and assign four multilingual members of our Market Research team to analyze opportunities and provide in-depth insights.
Case Study
You can find an example of what LITAO has done in the past and how it helped our client‘s business.
We can provide a free assessment of your case with suggestions about required steps and timeline. Reach out to us to determine if your product can benefit from a competitor analysis.
2. B2B Strategy
Expert Interviews
Getting advice from market insiders
The business culture in China is quite different, but usually our clients understand how different it is only when it is too late. There are a lot of business opportunities that locals are aware of, but they are not the same as what you imagine.
What does that mean?
Often your business partner will not discuss anything money-related until they trust you. There are many products coming to the market every day, so the serious business ventures are looking for brands that are willing to operate in China long-term.
We have a network of trusted advisors, industry experts and partners who we can engage to analyze your business model, market opportunities and commercial direction. Their insights help you understand how your product is perceived in China.
Alternatively, if you come unprepared and unaware, it could take you years before you complete your learning curve which we can help you complete in just a few weeks.
When you contract LITAO to perform expert interviews for your business opportunities, LITAO will:
- Analyze your needs and provide you with potential subject matter expert profiles
- Develop a questionnaire addressing your business case
- Conduct private interviews and summarise findings
- Present findings and gather feedback
- If needed, we will follow-up with the expert about questions that emerge
We usually talk to experts who have been working in the specific industry for 10-15 years. Often if the client follows the expert’s advice, we can even partner with the identified expert for the initial steps in China market entry.
Case Study
You can find an example of what LITAO has done in the past and how it helped our client‘s business.
We can provide a free assessment of your case with suggestions about required steps and timeline. Reach out to us to determine if your product can benefit from expert insights.
2. B2B Strategy
List of 10 Importers
We will provide you a list of trusted, pre-screened business partners
Our clients come to the exhibitions in China seeking buyers every year, but when they meet potential buyers, they don’t really know how to qualify Chinese prospects and leads. They are then left with hundreds of Chinese business cards and no hope for any transaction.
So how does it work?
In the West we are used to finding information about a potential partner on Google. Do a quick screening by ourselves and get a good idea about a particular company, but it is not always like that in China.
In order to find a trustworthy business partner in China you need to have a network of trust. LITAO has developed a database of over 10.000 potential business partners in China. We can analyze your business opportunity and seek out the best fit for your particular situation.
When you contract LITAO to build a list of business partners for you, LITAO will:
- Analyze your needs and provide you with otential partner profiles
- Engage our network and collect feedback
- Create a tailored list of business partners for your expansion in China
- Provide you with detailed descriptions and contact details
We will connect you to your potential partners on WeChat and set up B2B meetings. We will also provide you with suggested communication points and follow-up on engagement as needed.
Case Study
You can find an example of what LITAO has done in the past and how it helped our client‘s business.
We can provide a free assessment of your case with suggestions about required steps and timeline. Reach out to us to determine if your product can benefit from a list of qualified Chinese partners.
3. B2B Engagement
Company Profile
We will create your China sales deck & teach you how to use it
LITAO analyzed over 500 Company Profiles from China and the West and built a unique service, helping you fast-forward your sales process in China.
What is a Company Profile and how does it work?
The Company Profile (公司介) is a document made up of ±25 slides, which is shared over WeChat with your B2B contacts or used to introduce yourself during B2B meetings in China.
The Company Profile is essentially equivalent to a website in the West, but it is considered to be very private in China and can only be personally delivered from one decision-maker to another, after initial personal contact.
After a B2B meeting the Company Profile may be shared with the board or the owner of the Chinese Company, instead of meeting minutes - so this is pretty much the only way for you to make sure you leave the impression you want.
There will probably be no follow-up email, or follow-up call; and you will be left wondering until the next meeting if it was worth your effort. But if done right, the next meeting will bring you business.
When you contract LITAO to create your Company Profile for China, LITAO will:
- Review existing information about your company and your product
- Provide you with a list of questions and potential direction for storytelling
- Work closely with you to create the content
- Engage an in-house designer to complete the English version for your approval
- Translate the Company Profile to Chinese
We can also help you upload the Company Profile on your company’s WeChat account and identify the information that could be useful to upload on your company’s website or Chinese Wikipedia page. Any globally available information in Chinese about your company will help you show your commitment to the China market and will be appreciated by your B2B partners.
Case Study
You can find an example of what LITAO has done in the past and how it helped our client‘s business.
We can provide a free assessment of your case with suggestions about required steps and timeline. Reach out to us to determine how to create your Company Profile.
3. B2B Engagement
Chinese Naming
Your start in building a chinese brand personality
While you can have an amazing brand name in your native market, often it doesn’t resonate with Chinese consumers simply because it is not Chinese.
So how does it work?
To stand out in the market and show commitment, we suggest creating a competitive Chinese name of your company or brand before you engage your business partners. That immediately signifies that the China market is strategically important for your company and differentiates you from the competition.
You want to make sure you leave the desired impression you want, so it’s better to have a Chinese name created and trademarked before approaching potential buyers.
When you contract LITAO to create a Chinese name for your brand, LITAO will:
- Analyze your needs and provide you with otential partner profiles
- Engage our network and collect feedback
- Create a tailored list of business partners for your expansion in China
- Provide you with detailed descriptions and contact details
We can also help you with any translation or interpretation needs – we understand that the business challenges in China are beyond the language, but here is where we can start.
Case Study
You can find an example of what LITAO has done in the past and how it helped our client‘s business.
We can provide a free assessment of your case with suggestions about required steps and timeline. Reach out to us to determine how to create your company's Chinese name.
3. B2B Engagement
Road Trip
Tailored and guided tripartite B2B meetings
In China WHO YOU ARE usually is equal to WHO YOU KNOW, or – for the purpose of business meetings – who introduces you as a reliable partner. Even if you have a solid B2B list, you will only have one chance to make a lasting impression.
So how does it work?
LITAO has collaborated with multiple chambers of commerce, industry associations, universities, research institutions, special economic development zones, and other governmental bodies for the past 6 years and has gained a strong reputation for bringing quality projects to China and quality products to Chinese consumers.
We will engage our network to see what the white spaces in the market look like right now, will identify the best-performing players and will focus on communicating the advantages of the emerging opportunity to the partners who are experienced and ready for a new cross-cultural partnership.
When you contract LITAO to facilitate a Road Trip for you, LITAO will:
- Identify potential partners and confirm the ideal partner profiles with you
- Conduct control meetings, providing you an overview & initial feedback
- When confirmed, schedule tripartite meetings
- During the meeting, help you express your established communication points accurately in Chinese
- Develop a detailed report with an outline for next steps and partnership feasibility evaluation
We usually recommend to schedule a road trip to China for B2B meetings at the same time as an industry exhibition. Especially interesting are the exhibitions further away from the Tier 1 cities (Shanghai, Guangzhou, Beijing).
We recommend having 5 meetings during the first road trip, ideally reflecting different market opportunities or product applications.
During the COVID-19 period when the borders are closed, we are able to help you hold hybrid meetings: we will visit your partners in person, and you can join us online.
Case Study
You can find an example of what LITAO has done in the past and how it helped our client‘s business.
We can provide a free assessment of your case with suggestions about required steps and timeline. Reach out to us to understand what partners could be available for you in China.
4. B2B Sales & Marketing
Brand Ambassador & Sales
Your dedicated, bilingual sales representative in China
Some companies hire a full-time China sales representative and soon find out that it is just as hard to manage a China sales representative remotely as it is to communicate with Chinese B2B partners.
So what can you do?
By outsourcing your B2B sales management and brand representation needs to LITAO, you will have a multi-cultural team working for you on your brand development in China. We will assign one person to be your key contact for Chinese B2B partners, but the whole team will contribute to communication and business management on a daily basis.
This is the most efficient and cost-effective solution for the first few years in the China market, before you’re ready to set up your own office.
When you contract LITAO to work on representing your brand in China, LITAO will:
- Hold a briefing to understand your needs and expectations
- Build a monthly activity plan and confirm with you
- Will engage B2B leads and negotiate your contracts
- Hold B2B and B2C product presentations
- Attend industry events
- Provide you bi-weekly reports on B2B engagement and suggested follow-up actions
We can also help you with other ad hoc assistance. Depending on your business maturity, it is sometimes important to visit warehouses, attend exhibitions, hold training or inspect deliveries. We also have experience in supply chain management and QC.
Especially during the COVID-19 pandemic , it is important to continue face to face interactions in China, as local players are developing their quality and consumer loyalty. If you have any questions, please reach out!
Case Study
You can find an example of what LITAO has done in the past and how it helped our client‘s business.
We can provide a free assessment of your case with suggestions about required steps and timeline. Reach out to us to understand what partners could be available for you in China.
4. B2B Sales & Marketing
WeChat B2B Marketing
Building your digital B2B reputation in China
While in the West companies use websites, in China most companies choose to upload all relevant business information to their WeChat company account. 80% of new contacts on WeChat come from business engagements, and it is now becoming the preferred search engine for business needs. So if you’re not on WeChat, it is clear you don’t know China that well.
So what can WeChat help your company achieve?
Any marketing engagement should be closely linked to your sales objectives. With your first step in China your objective will be to leave a lasting first impression, and communicate your brand’s uniqueness and reason for existence without any errors in translation. Secondly, as WeChat is the primary communication tool, using your company’s account will help you connect with your business partners and communicate information about your products, team or achievements.
We will research what your competitors are doing and find a way for you to stand out and engage with your potential users.
When you contract LITAO to work on representing your brand in China, LITAO will:
- Register your WeChat Official Account
- Provide you with a 6-month WeChat strategy
- Publish WeChat articles 4 times a month
- Engage up to 50 WeChat B2B groups, allowing you to reach up to 2000 interested business representatives
- Report monthly - including potential leads, qualitative business feedback and marketing KPIs
WeChat B2B marketing is the first step to build your B2B brand reputation, but usually it is not enough. We can also help you adjust your website, launch a Zhihu or Weibo account and engage with your B2B network closely via digital channels.
Case Study
You can find an example of what LITAO has done in the past and how it helped our client‘s business.
We can provide a free assessment of your case with suggestions about required steps and timeline. Reach out to us to understand what you can do digitally in the China market.
4. B2B Sales & Marketing
China Brand Launch
Present your products to your B2B partners by hosting an impressive event
Meeting someone in person just once can make a life-long memory. We help you make a life-long memory for your business partners.
How do we do it?
We prepare communication points that align with your business direction, and build a visually stimulating, culturally aligned B2B engagement opportunity face to face. Your partners have to learn about your product, but also understand that you will help them with whatever needs may arise. An offline event can help you facilitate better relationships and build closer connections.
When you contract LITAO for your China brand launch, LITAO will:
- Curate an invitee list of local industry influencers and government representatives
- Provide on-site interpreters and facilitate B2B interactions
- Prepare required communication materials for the brand: visual designs, leaflets, posters, gift packets, etc.
- Introduce your business idea in a visually convincing format
- Present you with feedback and suggestions for future development
We can also provide required PR management services and invite local media channels to attend the event, host interviews with the press and industry-focused platforms.
Case Study
You can find an example of what LITAO has done in the past and how it helped our client‘s business.
We can provide a free assessment of your case with suggestions about required steps and timeline. Reach out to us to understand what you can achieve by holding an offline brand launch in China.