How to Sell to China Now

With robust economic growth, the Chinese business sector is poised for a 2012 “buying binge” that could benefit small U.S. companies, says James Chan, president of Asia Marketing & Management, a Philadelphia consultancy. Chan was born in Canton (now Guangzhou) and educated in Hong Kong and the U.S., and he has been advising American exporters since 1981. He says he has never seen such an opportune time for small business to target the Chinese market. “This is a new frontier, filled with both real opportunities and new risks,” he says. Chan spoke about both with Smart Answers columnist Karen E. Klein. Edited excerpts of their conversation follow.

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