Our collection of resources based on what we have learned on the ground

How to Start Selling in China: China Business Master Class



On February 6th, 2020 Maria Kotova, Head of UK and Ireland Business Development at Dezan Shira & Associates,  provided insight on How to Start Selling in China as part of the China Business Master Class Series in London, United Kingdom.

After several decades of rapid growth, China is now firmly established as the second largest global economy after the US. As the country makes its gradual transition to a consumer-led economy, new opportunities are emerging for UK exporters across a number of different sectors. China has become a top-ten export market for UK firms, and despite the slowdown in China’s headline growth figure, UK exports to China have almost doubled over the past five years. 

But where to start? China can often seem an unfamiliar and daunting place, especially to companies with limited resources to tackle such a large and complex market. Understanding the nature of the market opportunity is essential. 

 In this session you will learn about how firms start selling in China, what are the common pitfalls and how to develop China as a sustainable market opportunity. We will cover topics such as:

  • Overview of China’s business environment, trends, and threads;
  • Common market entry barriers for UK firms;
  • What industry sectors provide new opportunities for UK firms?
  • Different market entry models:
    1. Direct sales;
    2. Selling through a distributor;
    3. Selling through an E-commerce model;and, 
    4. Setting up a local subsidiary.
  • What are the key considerations for setting up a trading company?
  • Case studies used to provide examples.

The UK & Ireland Desk at Dezan Shira is dedicated to providing support to British businesses and helping them navigate the complicated regulatory landscape in China and anticipate potential legal risks in the ever-changing business environment. Our team provides expert advice to ensure our clients maintain control of their Asian operations.

Return to search



Type of resource


Subscribe to receive latest insights directly to your inbox

Subscribe Now