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Jingdong book

中东市场开发实战

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中东市场开发实战

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《中东市场开发实战》是由中国海关出版社出版的。
有步骤、有细节、有技巧、有宏观把握的中东西市场开发宝典。
由中国海关出版社倾情打造的中国第一个外经贸图书品牌,致力于给中国的外贸人带来最专业、最实用、最时尚、最轻松的非凡阅读体验。
Content Description

《中东市场开发实战》以对中东贸易的介绍,开拓中东市场的常规步骤及技巧,如何在迪拜投资注册公司,以及与中东贸易环节中必须注意的七大关键点为主要内容编写。《中东市场开发实战》的重要价值在于:首先,作者将实践中开发中东市场的失败教训及好的经验拿出来与读者分享,以便企业获取最直接的借鉴;其次,分析适宜中东市场的产品类型及开拓技巧,为企业提供捷径:最后,为读者解读中东贸易的最新政策及法律规定,让企业在明晰大环境的前提下进行市场开发。
《中东市场开发实战》是市场上第一本以中东贸易市场开发为主要内容的图书,目的在于使有志于开拓中东市场的企业更快地进入经贸合作的正轨。
Catalogue

序我眼中的迪拜市场
Part 1 你对中东贸易了解多少
迪拜在中东贸易中的地位
迪拜市场的贸易特点
迪拜的3类进口商
迪拜的3类供应商
迪拜的传统市场和新兴市场
迪拜传统市场——木须巴扎市场
迪拜新兴市场——龙城
阿联酋主要行业市场分析
Part 2 开拓中东贸易市场的常规步骤及技巧
如何进行前期的市场调研
如何进行前期的市场推广
结交中东客户的途径有哪些
如何寻找当地贸易代理商
中东地区的常规销售渠道有哪些
迪拜海关的清关与出关常见问题
如何与中东商人洽谈生意
开拓中东市场的误区及注意点
Part 3 如何在迪拜投资注册公司
如何选择合适的公司类型
如何在迪拜杰贝·阿里自由区注册公司
如何在中东地区注册商标
如何做好公司运营初期的预算方案
迪拜投资注册公司的误区及风险规避
Part 4 中东贸易环节中必须注意的七大关键点
中东商人的采购习惯
中东商人的结算方式
中东地区越来越重视知识产权
中东地区常见的商业纠纷
中东习俗禁忌
中东商务礼仪
贸易政策
跋思考与总结
附录
附录一:迪拜进出13数据
附录二:迪拜与中国间的主要贸易产品列表
附录三:当地常用电话号码及网站地址
附录四:2009年迪拜&阿布扎比主要展会列表
附录五:阿联酋、伊朗、沙特阿拉伯口岸通关指南
Book Abstract

Part 1 你对中东贸易了解多少
迪拜在中东贸易中的地位
美丽迷人的城市景观、现代化的交通手段,让人丝毫察觉不到身在沙漠;面积与我国广州市区相仿,2006年创造出了460多亿美元的国民经济生产总值,其中贸易与石油的比重分别为22%和5%。这就是迪拜,阿联酋第二大酋长国,漂在油海上,却是靠贸易打下中东“经济中心”的坚固地基。
迪拜是阿联酋7个酋长国中的一个,位手阿拉伯半岛东端,“五海三洲”的中点。它是中东第一大港,每天通过迪拜转口的集装箱达到几万个,来自世界160多个国家的商人常年穿梭于迪拜与本国,从事商品贸易。通常,进口到迪拜的货物75%转口非洲市场,20%转口周边海湾国家及欧美国家,5%直接在阿联酋消费。通过迪拜转口的货物可到达15亿消费者的手中。
迪拜在阿联酋贸易和商业活动中的地位比上海之于中国更胜一筹。迪拜政府一直实行开放的自由贸易政策,没有贸易壁垒,无外汇管制及其管理机构,可以从得到授权的银行无限制地获得外汇,没有征收公司或企业的利润税和营业税的规定,没有所得税、增值税、消费税和中间环节的各种税收,利润可以自由汇出。除烟、酒等极个别商品外,其他大部分商品只是象征性征收5%的关税。
迪拜市场的贸易特点
迪拜市场以批发为主,转口贸易、现货交易和订货贸易并存。产品质量和价格分级如下:
(1)质量好、价格高的名牌产品在市场上的份额在10%~15%,以欧美、日本产品为主;这类产品的利润可以达到20%左右。但这类市场主要由国际财团和大公司控制。
(2)质量中等、价格一般的产品占65%~85%的市场份额,以韩国、中国台湾地区、中国内地生产的轻工、机电、服装、Et用等常规产品为主;这类产品的利润可以达到8%~12%;常常由厂家和中小型贸易公司来经营操作。
(3)质量差、价格低的产品占5%~10%的份额,主要以印度和中国家庭作坊式企业生产的一般消耗品为主,这类产品的利润仅仅为3%~4%;以购买库存的形式来完成,主要由生产企业和购买商一次交易完成,中间贸易商很难操作。
迪拜的3类进口商
(1)来自沙特阿拉伯、科威特、巴林、叙利亚、黎巴嫩等国的商人,常年在迪拜和周边国家以店铺和连锁店的形式来经营。他们的进口量通常占迪拜市场总进口量的55%~65%,产品主要来自欧洲、韩国、中国台湾地区、中国内地等,85%~95%的进口交易采用国际订单和国际信用证,现货交易占5%~15%,现金结算。这种商人受穆斯林的饮食和独特生活习惯的影响,一般不直接到中国采购,而是通过迪拜或进口国的贸易公司来完成进货。
(2)来自印度、巴基斯坦、孟加拉国等国的商人,主要以小型贸易公司和中小型贸易连锁店的形式来经营;他们祖祖辈辈在中东国家生活,基本上突破了语言障碍。他们的进口量占迪拜市场总进口量的25%~30%,产品以中国内地、中国台湾地区、韩国等为主。这类商人压价比较厉害,他们通常利用中国工厂和中国商人之间的价格竞争得利;部分商人已经驻扎到中国内地,采集商业情报后,再向工厂压价,这使得通过他们采购的中国产品普遍质量较差,价格较低。他们的主要进口交易形式为50%订货和国际信用证,50%现金从中国直接购买,不经过中间贸易商。
(3)来自非洲的商人,常年在迪拜进行现金采购。迪拜75%的货物转口到这些商人的国家;由于非洲的国际结算和商业信誉比较差,这类商人在迪拜均以美元或迪拉姆结算。他们一般不到中国采购,而是从迪拜的批发商或码头直接接货,然后转回非洲;这些非洲商人是迪拜市场的主要客户。
迪拜的3类供应商
(1)欧美和日本的生产厂家,通常供应高附加值的产品,价格和利润比较稳定,质量优良。他们以代理和经商的形式与当地商人合作;这类企业的信誉和口碑都比较好,进口商也比较重视与这类供应商的关系。
(2)中国台湾地区、韩国、新加坡、马来西亚、部分中国内地企业,通常供应附加值中等的产品,价格和质量相对比较稳定,利润在10%左右。迪拜的大部分货物,如轻工、电器、家具等均来自这类供应商。他们常驻迪拜,以订货和现货并存的形式与当地进口商合作,信誉一直较好。
(3)中国的大部分家庭作坊式企业,印度的一些小企业,主要供应价格低廉、质量较差的产品。这类供应商常不遵守市场规律,为追求一时利润,盲目降价,大量倾销劣质产品,造成市场的恶性循环,自身信誉受损,最后被迫退出迪拜市场。这种做法也给其他中国企业带来负面影响。
迪拜的传统市场和新兴市场
市场的概念很难有明确的界定:有形的市场可能显见于熙熙攘攘的客流,密密匝匝的货物;无形的市场则隐身于大笔的资金流以及物流当中。与其他地区相比,中东的市场多偏向于有形的现货交易。
谈到现货交易,就不能不提到迪拜的传统批发市场——木须巴扎(Murshid Bazar)。早在20世纪八九十年代,迪拜当局就摈弃了单一的石油经济政策,而是采用多元化发展政策,用工业、贸易、旅游以及金融业的全面发展来带动整个城市和国家的发展。因此迪拜的社会环境相当开明,商业环境也十分宽松。而与迪拜相比,其他穆斯林国家在商业和贸易方面的限制仍然很多,同时因为基础设施和物流体系尚不健全,周边国家的商人都先把货物进到迪拜,然后再转口到自己国家,或者直接到迪拜的专业市场购买现货。久而久之,旧迪拜市中心拿莎广场(Nasa Square)西侧的批发市场,也就是木须巴扎市场逐渐兴盛起来,成为会聚各国商人和各种货物的一个中转站。此外,近几年来,在拿莎广场的北部以及东北部也逐渐发展起一些专业市场。因此,迪拜市场在某种意义上来说就是中东市场的一个代表和缩影;而就涵盖的范围和人口来说,中东市场可以囊括阿拉伯半岛、南亚次大陆、西亚、北非以及
俄罗斯等国家和地区,受益人口可达15亿。
中东的专业交易“市场”与国内市场的概念并不相同。这里的“市场”没有明显的标志,没有专门的市场监督管理部门;只是经营者自发地聚集在一处或者一条街上而出名的,因此,迪拜的木须巴扎市场并没有明确的地理范围。这些街边店铺尽管大小不同、装修各异,但是无论对买卖双方还是对整个地区的贸易经济来说,都发挥了至关重要的作用。
中东和北非的商人热衷于现货交易,客商往往会在一地采购多类商品,因此,商品和资金在木须巴扎市场中的流动非常频繁。为了满足客商的多种需求,店铺经营户往往会在商店里陈列样式繁多的商品,因而中东的店铺有一个特别的名字——Showroom。一旦有一间showroom,客商就会不请自来。所以尽管市场中的店铺租金越来越高,想在这里开设门面的商人还是多得挤破脑袋。同时,为了节省成本,经营户也会在费用相对低廉的沙迦以及阿治曼等地租用仓库。
与数以千计显露在外的店铺相比,还有数以万计的办公室隐藏在市场或者城市的各个角落。一些规模较大的店铺不仅设有分店,还会有带正规办公室的总部。在灯具市场,不少店铺都采用“楼下开店、楼上办公”的形式;也有一些中间商因为只为固定的客商代作采购,规模和人手都不够,所以一间办公室对他们来说就足够了。这里所说的主要是针对店铺,并不包括商务楼中的办公室。
下面我将对迪拜传统批发市场中的建筑建材、汽摩配件、电子电器、五金机械、灯具插座、礼品文具、纺织服装、鞋类箱包以及美容用品九大行业,以及新兴市场——迪拜龙城,进行概括性的介绍,希望能对有志在中东开创一片天地的企业以帮助和启迪。
迪拜传统市场——木须巴扎市场
2008年金融危机爆发以前,迪拜无疑是世界上最具魅力的房地产市场。作为一个商业场所,凭借其华丽的建筑、高回报、高增长率、免税环境以及其他许多优势,迪拜吸引着来自世界各地的投资者。随着经济危机的到来,资金的断链,众多投资者都从美梦中醒来,理智地看待投资机会,并且根据目前市场供求关系的转变而调整投资策略。预计在短期内,迪拜不再会有大手笔的项目启动,但是已出台的项目仍将继续建造,而且从长期来看,不论从文化,还是从经济方面衡量,迪拜仍然还是房产投资者的理想之地。
当前迪拜出台的新项目较少,而老项目的继续仍需大批量的建筑材料,这预示着当地建材市场仍蕴涵商机。
Introduction

我眼中的迪拜市场
(沈一强,思诺博集团迪拜中国贸易促进中心执行总经理,中东贸易咨询专家,对中东市场的熟悉和认知,使很多进入中东市场的企业受益。
——编者按)
1999年初,我和我的同事已经开始为进军阿拉伯联合酋长国做前期准备工作,同年9月抵达阿联酋正式开展工作。
当时落脚在阿联酋其中一个酋长国阿治曼,了解当地市场情况。现在回想起来,当时的第一感觉就是生存环境恶劣,主要是夏天太炎热,白天气温甚至超过40摄氏度,似乎不大适宜人类居住;但同时也隐约感觉到中国商人的大好机会到了,因为当时也看到了石油,这个支撑整个地区经济的强大动力,给民众带来了巨大财富。在当地,空调已经成为生活必需品;蔬菜、瓜果的自给率达到了60%以上,在大型超市里可以购买到来自世界各地的新鲜蔬菜;当地的车辆普及率非常高,平均每家拥有车辆在1.5辆以上;几乎所有的当地家庭都是居住在别墅区而旧城区则出租给外国人。

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Yami 30-days Return

Yami-China FC

Yami has a consolidation warehouse in China which collects multiple sellers’ packages and combines to one order. Our Yami consolidation warehouse will directly ship the packages to your door. Cross-store free shipping over $69.

Return Policy

You may return products within 30 days upon receiving the products. Sellers take responsibilities for any wrong shipment or missing items. Packing needs to be unopened for any other than quality issues return. We promise to pack carefully, but because goods are taking long journey to destinations, simple damages to packaging may occur. Any damages not causing internal goods quality problems are not allowed to return. If you open the package and any quality problem is found, please contact customer service within three days after receipt of goods.

Shipping Information

Yami Consolidation Service Shipping Fee $9.99(Free shipping over $69)

Sellers in China will ship their orders within 1-2 business days once the order is placed. Packages are sent to our consolidation warehouse in China and combined there. Our Yami consolidation warehouse will directly ship the packages to you via UPS. The average time for UPS to ship from China to the United States is about 10 working days and it can be traced using the tracking number. Due to the pandemic, the delivery time may be delayed by about 5 days. The package needs to be signed by the guest. If the receipt is not signed, the customer shall bear the risk of loss of the package.

Sold by JD@CHINA

Service Guarantee

Free shipping over 69
Genuine guarantee

Shipping

Yami Consolidated Shipping $9.99(Free shipping over $69)


Seller will ship the orders within 1-2 business days. The logistics time limit is expected to be 7-15 working days. In case of customs clearance, the delivery time will be extended by 3-7 days. The final receipt date is subject to the information of the postal company.

Yami Points information

All items are excluding from any promotion or points events on Yamibuy.com

Return Policy

You may return product within 30 days upon receiving the product. Items returned must be new in it's original packing, including the original invoice for the purchase. Customer return product at their own expense.

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About the brand

Jingdong book

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About the brand

Jingdong book