Criteria one should use to select one or more distributors in China.

Introduction With the dramatic development of the Chinese economy over the last 20 years, more and more multinational organizations are eager to establish a presence in this great potential market opportunity. To be able to distribute the products or services in China would be a significant market expansion for any company. The one way to immediately gaining access to and ultimately capturing this sizeable market is by selecting a right distributor who already has the experience …

…in China. In the sections above, some important criterions in the selection of a distribution partner in China have been outlined. The importance of each factor will vary based on the nature of the product being distributed and the type of business involved. The key success factors will be to have a great understanding of the uniqueness of the markets in China and using the right guidelines in the evaluation of a distributor for partnership.