"If five years ago, we told the business that you had to sell inside the market, many Hong Kong businessmen would not agree, saying that I was too busy to finish.

He Jianrong is the chief representative of Hongkong TDC and is also the Secretary General of the Guangdong branch of Hongkong chamber of Commerce.

In the face of the sharp decline in international market demand and the obvious obstruction of enterprise exports, it has become the consensus of foreign trade enterprises to pform the domestic market.

For the 6 Hong Kong enterprises currently active in Guangdong, what are the progress of their pformation and what problems are encountered in the process? Yesterday, this newspaper made an exclusive interview with He Jianrong.

　　港商銷往內(nèi)地產(chǎn)品占境外總銷售額兩成

In December 15th, the Hongkong export outlook released by Hongkong's TDC pointed out that Hongkong's exports will have negative growth in 2009, and the total value of exports is expected to decline by 6%. This is the first time that Hongkong's exports have suffered negative growth since 2001.

Hongkong's TDC has lowered its forecast for export growth from 7% to 5.5% in 2008.

The latest Hongkong TDC export index shows that Hongkong enterprises are pessimistic about their export prospects, and export confidence index has dropped from 49.1 in the first quarter of this year to 22.3 in the fourth quarter.

But at the same time, China's market prospects are still bright compared with other consumer products, benefiting from the Chinese government's constant stimulus package to stimulate domestic demand.

According to a survey conducted by the Hongkong Trade Development Council (TDC), the products sold by the Hong Kong businessmen to the mainland, including domestic products manufactured in the mainland, account for more than 20% of the total overseas sales of Hong Kong businessmen.

Only 38% of the products sold by Hong Kong businessmen to the mainland are consumer goods, which reflects that there is much room for growth in sales of these products.

　　轉(zhuǎn)型企業(yè)改變最大的是心態(tài)

"In the past, some small and medium-sized manufacturing enterprises had a single business model, relying solely on the European and American markets or one or two big buyers to put all their capacity up.

This way of operation has been able to maintain rapid growth in the past, but in the next few years, when the consumption patterns of Europe and the United States change, they must adjust their status by themselves.

He Jianrong said.

He Jianrong believes that the biggest change faced by Hong Kong funded enterprises comes from mentality.

"Hong Kong enterprises, or local enterprises in Guangdong, tend to do export sales because they are simple, so long as they control the cost and management well, do not worry about the order.

But to develop new markets and control production costs, we should also consider the establishment of distribution networks, marketing and brand building, and the strengthening of company operations.

In the domestic market, the mode of payment is different from overseas. We should learn to systematize the risk management and customer relationship, and have a better estimation of the company's cash flow and resources input.

These are all things that enterprises need to start thinking about immediately.

At the same time, from the simplest processing to three foreign-funded enterprises, the tax arrangements for enterprises are also a great test.

"Formerly pure exporting enterprises are accustomed to paying taxes by importers, and now they are domestic importers, and they are importers.

Guangdong's local government has introduced many policies to encourage enterprises to pform, but taxes and procedures are not the same everywhere, so enterprises should communicate more with the government.

The impact of the financial crisis on different industries and products is also different. Enterprises must do a good job in market research, learn to foster strengths and circumvent weaknesses, and avoid seriously affected areas and industries.

He Jianrong also mentioned that expanding domestic sales is the market behavior of enterprises, but the government's encouragement and assistance are indispensable, especially the opening of methods and directions, such as the retail level, the entry threshold of wholesale market, etc. the government's assistance to enterprises is very important.

　　建設內(nèi)地渠道從零開始

At present, Hongkong TDC has launched a series of support measures, involving HK $120 million, to help enterprises find buyers, such as providing subsidies to trade fairs and subsidizing trade buyers.

At the same time, they are trying to develop different ways to promote and access channels.

From the September beauty salon fair in Guangzhou, the Canton Fair in October to the Hongkong fashion shopping exhibition held in Hangzhou in November, the domestic sales exhibition of Hongkong enterprises in Guangzhou next March, the Canton Fair next year April, and the Hongkong fashion shopping exhibition, which will be held in Wuhan and Chongqing next year, respectively.

They also plan to open the first overseas design gallery in Beijing Oriental Plaza in June next year to promote Hongkong products.

"For some enterprises, it is now from scratch.

Many suppliers of raw materials have been living in Guangdong for many years, but they have a low awareness of the domestic market.

He Jianrong said that when assisting enterprises to develop channels for the mainland market, it is the content of research to find partners, investigate local policies and regulations, and "test the water" to the market, including the figure of the local people, the color of preferences, and the ability to accept prices.

The choice of urban layout is also strategic.

"Who should not want to enter the first tier cities or first class department stores according to their own capabilities? But if there is not enough resources, boldly investing will not necessarily achieve the desired purpose.

Small and medium-sized enterprises should start with two or three line cities and seek cooperation with mainland experienced and capital dealers. "

　　轉(zhuǎn)內(nèi)銷關鍵是決心問題

"In fact, after twenty or thirty years of common development, Guangdong's port enterprises still have great feelings for Guangdong.

Many executives told me that in the past, Guangdong had given them great opportunities for development. Now they all have a way of overcoming difficulties and trying to keep them running effectively.

He Jianrong said that the powerful measures introduced by Guangdong and the central government have even helped Hong Kong enterprises feel more strongly than Hongkong.

They will also fully cooperate with the government's policies to help find out ways to fill vacancy in Guangdong and Hong Kong enterprises, so as to maintain better operation of enterprises.

He believes that the most important thing in domestic marketing is the determination of entrepreneurs.

"Some enterprises have such concerns, but in fact, domestic marketing laws and regulations are constantly improving. Now the mainland market environment is more than before? Script src=>