That it is good to sell the equipment and the
goods in Russia you should:
1. The agent your
factory in Russia.
You should have the agent
from Russia which lives in Russia, speaks Russian, and well understands
the clients. Your agent should have good advertising in the Internet on
Russian. If you to sell the equipment - the best
man. Clients from Russia always have many questions on the equipment and
about technology. Your agent should know well process manufacture your
agent will solve questions:
a) Search a kind
and model the equipment which are searched by the client.
b) To receive
payment from the client from Russia in national currency and to send
payment on your factory in USD. Clients from Russia like to buy in
national currency. It is easier and faster for the client.
It is necessary
to learn and specify the price for delivery the goods and payment
customs the duty for everyone a kind cargo from China in Russia. The
agent your factory should solve these questions for your client.
When your cargo
to arrive in Russia, your agent should help to send cargo in a city the
Client. Russia the big country, but cargoes to arrive in Moscow or
St.-Petersburg. To send inside the country the knowledge and experience
the agent is necessary.
e) Trust. Your
factory can receive payment forward, only if the client has trust to
your agent. From the moment payment to the moment reception cargo is
time to wait. It can make 1-2 months. It is important, that the client
had trust to the agent.
2. The information on your goods.
If you wish to sell successfully your goods in Russia you should read
very attentively. Features of China - sale the goods on an exhibition.
Features Russia - goods sale through the Internet. In Russia much
beginning and average businessman whom time is not present to go on an
exhibition and to choose the equipment. To find the new equipment the
client to search in the Internet. It is a lot of client from Russia to
search for equipment on Russian.
Well to present your goods in Russia it is necessary:
a) Your agent should have the detailed description of the
characteristic each model the equipment on Russian. It is desirable,
that the agent the eyes saw each machine, saw a principle work, quality
of a detail and quality finished goods. If the agent saw your factory -
it can give the recommendation and guarantee quality of the equipment.
b) Equipment photos. It is the big problem - many factories in
China have only one photo the equipment and this bad quality. That the
client from Russia to make decision to buy the goods from Russia, it
should receive not less than 5-6 pieces a photo about the different
parties. It is necessary to see each parts the equipment and details a
design. If the client can see it it to buy. The factory should have many
photo each equipment to give the client.
c) Video. The factory should have video
about work each machine. Video the film should contain - survey all
parts the equipment from different directions. Demonstration work the
equipment in operating conditions with reception finished goods. Video
should see the agent and understand as the equipment works. The agent
should make a little short video to give on the website and to send the
client on email.
3. Advertising your goods in Russia.
To sell it is
more than goods in Russia it is necessary to pay for their advertising.
Except the equipment from China on this market there is an equipment
from the USA, Europe, India and Korea. The goods from these countries
have higher quality, guarantees and excellent service. From China the
low price, but bad quality have the goods only and there is no service
and repair. The companies competitors to pay for advertising and to
withdraw many clients in Russia. To win and well to sell - it is
necessary to help to buy the agent advertising.
The best and effective ways advertising for
a) Advertising in the Internet - creation
is a lot of page on Russian about each kind the equipment or the goods
b) Participation in an exhibition to
Russia, representation a paper the catalogue and CD a disk the
representative each potential client in Russian.
c) To Help to bring your agent the
representative the client in China to time the big exhibition or on
factory. To pay the price the ticket aboard the plane for the agent.
4. The price which pays the client
from Russia for the equipment from China.
Many factories have very
good prices for the equipment and clients cannot find in Russia. Idle
time - the factory does not know the answer what final price when the
client to receive the equipment in Russia.
China from Russia separates the big distance. And
any goods from China add in the price when to be sent in Russia. The
more the weight your equipment, the the big sum the client from Russia
should pay for delivery. That the factory to understand:
1) Price delivery + customs the duty from China
in Russia by air - 14 USD for 1 kg of weight.
2) Price delivery + customs the duty from China in Russia on the sea
- 7 USD for 1 kg of weight.
If the price the equipment low - but the equipment has the big
weight. That the price in Russia which it is necessary to pay to the
client it is very high. Well to sell the equipment in Russia it is
necessary to reduce weight any equipment and any goods. The more low
weight, the more low the goods price in Russia. It will give many
For example - the price the machine 3000 USD (it
is the good and low price) and is many clients from Russia which wish to
receive the equipment under this price. But weight the car makes 700 kg.
Means if the client delivers cargo in Russia on the sea it should to pay
3000 USD to factory and 700 kg X 7 USD = 4900 USD. The Total price will
make already 7900 USD. It is a big price and the client to refuse to
buy. Much to sell it is necessary to think as to lower gross weight the
Many factories in China conduct decrease the
price. And it is necessary to reduce weight the equipment. Because so
the final price for the client from Russia will decrease. If your
equipment costs 3000 USD and has weight of 700 kg, and at your
competitor the price 2900 USD, but gross weight of 1000 kg. The client
from Russia will buy that from you. Because the total price delivery + a
payment customs will be more low.
The author - Roman
5 years I represent some factories from China in Russia and Europe.