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 concerns included the procedures for exporting vehicles, the specific import policies in Iran, how to select 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* and shared these concerns. He emphasized that many companies in the auto export sector were struggling with similar issues. The process of gathering accurate and up-to-date information about foreign markets was proving to be both time-consuming and complex.
Zhang Hao, the deputy director of the Department of Mechanical and Electrical Industry and Technology at the Ministry of Commerce, understands these challenges well. His team has been working on a nationwide initiative to collect and organize import policy information from over 100 commercial offices around the world, aiming to build a comprehensive information network for the Chinese auto industry.
This project is supported by national funding and involves a large pool of experts, associations, and companies. Zhang Hao hopes that the National Development and Reform Commission will also get involved, as he believes government coordination is essential for the growth of the industry.
Li Wanli, director of the Industrial Policy Department at the National Development and Reform Commission, agrees. He points out that while China’s commercial vehicle exports are still in their early stages, they face similar issues to those seen in the motorcycle industry—such as price competition and weak after-sales support. To address this, the government must play a more active role in providing accessible and accurate information.
The Ministry of Commerce is currently compiling a list of 100 key commodities, including automobiles, and is organizing relevant laws and standards from each target country. This includes translating and editing the documents to provide free services to enterprises. According to Zhang Jian, the ministry isn’t just compiling regulations—it's creating a practical guide, offering tailored suggestions on what materials or components should be used based on the importing country’s requirements.
However, gathering such information is no easy task. Each country has different market access systems, and regulations are often scattered across various legal documents. Language barriers and high personnel costs make it even more difficult for companies to do this independently.
While some believe the government should focus on supporting businesses within its policy framework, others argue that companies themselves should take the lead in researching foreign market conditions. Experts suggest that there needs to be a clear boundary between what the government should do and what companies are responsible for.
In developed countries, government, intermediaries, and companies often work closely together. Multinational corporations have dedicated teams that monitor and adapt to changing regulations. When new laws are introduced, governments can respond quickly because of the strong support from these companies.
Currently, many Chinese auto manufacturers rely on foreign agents and online resources to gather market information, but these sources are often incomplete and unreliable. Zhuang Yuxian, head of overseas operations at Dongfeng Motor, says that the cost of hiring foreign consultants is high, and the results are not always satisfactory. He strongly supports the idea of the government stepping in to help.
Yu Tong, director of overseas markets at Yutong Group, also sees value in government assistance. Most companies agree that understanding foreign import systems is a complex process, and without proper guidance, it can be overwhelming.
Zhu Jie, deputy general manager of marketing at Great Wall Motor, acknowledges that government-provided information is useful but not sufficient on its own. Great Wall has built its own extensive overseas database through years of experience and careful selection of local distributors.
Zhang Jian, however, highlights the difficulty of tracking future regulations and standards. He emphasizes that the process requires continuous monitoring and preparation, especially for vehicles, where changes in regulations can happen suddenly.
“We all have a long way to go in terms of experience, coping strategies, and the relationship between government and enterprises,†said Zhang Xi, highlighting the ongoing learning process for all stakeholders involved.
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