China market readiness is not about company size
It is about commercial foundations
Most companies that fail in China were not too small or too early. They were not honestly assessed before they committed. This page is that assessment.
1 out of 2 SME export attempts have failed due to
Know-how
Lack of export and cultural skills
Costs
Export costs were normally higher than expected
Network
Lack of international network
What readiness means for China
01
A validated product
The product can perform commercially in the market - not as a concept or a pilot, but as a commercial reality with paying customers, verified margins, and a clear value proposition. Products that are still proving themselves domestically need to be an extraordinary technology or brand to be ready for the cost and complexity of China entry.
02
A realistic China business case
The company has a working hypothesis about which segment, channel, geography, and commercial arrangement makes entry viable. "China is a big market" is not a China thesis. A thesis is a specific claim: this product, for this customer type, through this channel, in this region, at this price point.
03
Management commitment
The decision-making authority and capacity to act on what the entry process reveals - including a no-go recommendation - must be present. Entry processes that cannot get a decision re-made within a reasonable timeframe cannot move at the speed the market requires.
