Mr. Wang, the overseas export manager of a commercial vehicle company, found himself facing several challenging questions from the company’s leadership when the firm began exporting its products to Iran. These queries revolved around the export procedures, Iran's vehicle import policies, how to identify reliable local agents, and which models would be most suitable for the market.
On June 21, during the "2006 China Commercial Vehicle Export Forum," Mr. Wang met with a reporter from the *Financial Times*. He shared these concerns publicly, highlighting the difficulties companies face in navigating foreign markets. The reporter soon discovered that Mr. Wang was not alone in his struggles—many other auto export firms were grappling with similar issues.
Collecting accurate and timely information about foreign regulations is no easy task. Zhang Hao, deputy director of the Department of Mechanical and Electrical Industry and Technology at the Ministry of Commerce, understands this well. His team has been working to gather import policy data from over 100 commercial offices worldwide, aiming to build a comprehensive information network for the Chinese automotive industry.
This initiative is supported by national funding and involves a vast pool of experts, including industry associations and companies. Zhang Hao believes that collaboration with the National Development and Reform Commission could further strengthen this effort. Li Wanli, director of the Industrial Policy Department at the commission, agrees, emphasizing that while China’s commercial vehicle exports are still in their early stages, they face challenges similar to those in the motorcycle sector—such as price competition and underdeveloped after-sales support.
To address these issues, the Ministry of Commerce is compiling a list of 100 key export commodities, organizing relevant laws and standards from target countries, translating them, and offering free services to enterprises. Zhang Jian, another official, explained that the project goes beyond mere regulation compilation—it includes practical guidance on product specifications and local requirements.
However, the process is complex. Each country has different market access systems, and regulations are often scattered across multiple legal documents. Language barriers and high personnel costs make it even harder for companies to gather this information independently.
Despite the challenges, many businesses welcome government efforts. According to reports, most Chinese auto manufacturers currently rely on foreign agents and online sources for market information, but these channels are often incomplete or unreliable. Zhuang Yuxian, head of overseas operations at Dongfeng Motor, expressed hope that the government could provide more reliable and accessible support.
While some experts argue that the government should focus on encouraging and supporting businesses rather than directly managing information collection, others believe that the government plays a crucial role in providing a foundation for companies to operate effectively. In developed countries, government, intermediaries, and corporations often work closely together, allowing for quick responses to regulatory changes.
Zhang Jian noted that foreign companies typically have dedicated teams to monitor import regulations, integrating this research into their R&D, production, and sales strategies. This level of coordination is something China is still developing.
Great Wall Motor, for example, has built a strong overseas database through years of experience. However, even with such resources, the company still relies heavily on local partners to provide critical market insights. As Zhang Xi, an official, pointed out, there is still much to learn in terms of experience, strategy, and the balance between government and corporate roles.
Overall, while the government’s efforts are seen as beneficial, the road ahead remains long and complex.
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