Now is a
good time for Chinese investment in Russia, and all conditions have been created for the development of Russian-Chinese trade.
In the previous article we wrote how better to
implement investment projects in Russia. The first step to start doing business with Russia is market research. It is necessary to determine the qualitative and quantitative indicators of the market: what is the market capacity, what are the trends, who is the buyer, what are his interests, which sales channels work better and other issues. A good market research will help you understand in which direction it is better to start, what are the legislative restrictions and who are the main partners.
After identifying your main partners, you need to establish contact and conduct
negotiations in Russia. Experience shows that the most effective channel for establishing relationships with partners is personal meetings. If you write letters to large Russian corporations on e-mail, then the proposal will at best reach the middle manager, and most likely it will be considered only by a lower-level specialist. The likelihood of success in such an approach is not high, because large Russian companies get a lot of partnership proposals every day, so for your letter to reach the head you need to act differently.
The first way is to attend
events in Russiaor organize your own presentations. It is necessary to select the main industry exhibitions and main events at which your potential partners are present. Among major federal forums, we recommend the Russian Investment Forum in Sochi, the Krasnoyarsk Economic Forum, the St. Petersburg International Economic Forum and the Eastern Economic Forum. From exhibitions, we recommend Innoprom and industry exhibitions.
Organizing a company presentation in Russia is another way. In this case, the target audience is assembled from the leaders of partner companies, officials in charge of the development of this business. This method is better because it will allow you to establish closer contact with the audience and show them all the advantages of your proposal.
The second way is to open a representative office, that is, to constantly conduct business in Russia with hired employees and a local office. It is important to hire an expirienced specialist, because he has an understanding of the market and the necessary contacts.
RAUIE, as a business association existing since 2010, has a wide range of contacts in many business sectors and can help organize a representative office in Russia. This will save time and money, since it is difficult to hire a professional Russian specialist from China and control his work without knowing the specifics of the market and of the socio-cultural environment.
The next stage is advertising in Russia. In order to sell a product well in Russia, it needs to be well advertised, because the market in Russia is competitive. You need to work actively with consumers - to inform them about the product and its benefits.
There are several main channels that work in Russia - Internet marketing, traditional advertising and PR. Internet marketing today is the most effecient and cheapest channel for promotion. It's better to place adverticement on Yandex and Google, as well as on social networks (Facebook, Vkontake, Instagram). It is important to set up the advertising campaign correctly, otherwise there will be no result. For the correct setting, you also need to find the right partner in Russia. PR is associated with building an image - it is more appropriate for building contact in B2B and B2G markets where reputation is important.
Business with Russia is a great opportunity to expand the influence of Chinese companies. However, to be successful in Russia, you need to choose the right strategy and the right partners.
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You can contact:
Maxim Kuznetsov - vice-president of the RAUIE
investment@raspp.ru
WeChat: maximkuznetsov
Gao Muyang - deputy Head of trade and economic development Department
businesscn@raspp.ru
WeChat ID: Sauron_1863
