In the dynamic world of international trade, opportunities often arise from bold steps into new markets. Such was the case for businesses from Haining, a city known for its innovative industries, as they embarked on their first-ever self-organized overseas exhibition in Almaty, Kazakhstan. The event, held on August 16, 2024, marked a significant milestone for Haining enterprises, showcasing their products and exploring new avenues in Central Asia.
Setting the Stage: The Almaty Trade Promotion Conference
The Haining-Kazakhstan Economic and Trade Exchange and Promotion Conference, held at a hotel in Almaty, was more than just an exhibition; it was a gateway to new opportunities. With nearly 60 professional buyers from Kazakhstan attending, the event was a bustling hub of business interactions. Companies from various sectors, including textiles, solar energy, PVC building materials, and food packaging, displayed their products and engaged in meaningful discussions with potential clients.
Among the exhibitors was Zhejiang HuaQing Packaging Materials Co., Ltd., a company specializing in mid-to-high-end decorative films and flexible packaging bags used in industries such as construction, personal care, food, and pharmaceuticals. For Xu Siyin, Assistant General Manager of Zhejiang HuaQing, this event was an exciting yet nerve-wracking experience. It was her first time participating in an overseas promotion organized by the local government, and she understood the importance of face-to-face interactions in building international business relationships.
A Promising Start: Zhejiang HuaQing Packaging’s Journey
The story of Zhejiang HuaQing Packaging Materials Co., Ltd. at the Almaty conference is a testament to the power of direct engagement. On the morning of August 17, 2024, Xu Siyin found herself deep in conversation with two Kazakhstani businesspeople, a meeting that stemmed from an initial encounter at the previous day’s exhibition. Armed with brochures and product samples, Xu introduced the company’s customizable food packaging solutions, capturing the interest of her potential clients.
As a company primarily focused on domestic sales, Zhejiang HuaQing had only recently begun exploring international markets. Recognizing the challenges and opportunities that come with expanding abroad, Xu Siyin saw the government-organized promotion event as an invaluable opportunity. The two-hour session proved fruitful, with one local buyer expressing keen interest in the company’s customizable packaging products. Sensing a strong potential for collaboration, Xu boldly invited the client to visit the company’s facilities in Haining, hoping to seal the deal with a personal touch.
For Xu, success on this overseas trip meant more than just signing a contract; it was about understanding the global market landscape, deepening communication, and laying the groundwork for future business. “As long as we gain one customer, the trip is worth it,” she reflected.
Navigating New Markets: Insights from Industry Veterans
While Xu Siyin represented the fresh face of Zhejiang HuaQing in international markets, seasoned professionals like Song Jianrong, General Manager of Haining Lida Warp Knitting Co., Ltd., brought years of experience to the table. Song’s company, specializing in warp-knitted fabrics, had participated in various international trade fairs, but the Almaty conference offered a unique opportunity to assess the Central Asian market firsthand.
Song’s approach was methodical; he aimed to gain a deep understanding of the latest market trends while exploring new business opportunities. The bustling atmosphere of the exhibition exceeded his expectations, and his proactive engagement with attendees led to a positive response. In fact, the demand for his business cards was so high that he quickly ran out.
One of the key takeaways from the event for Song was the strong interest from local buyers in visiting Haining. Some even expressed a desire to participate in what Song termed the “Haining Invitation,” where foreign clients would tour the company’s showrooms and production lines to gain a closer understanding of the technology and craftsmanship behind the products. This approach, according to Song, is crucial for securing orders and expanding market share.
Exploring Potential: Zhejiang Kesun New Energy Co., Ltd.
For Zhejiang Kesun New Energy Co., Ltd., the Almaty conference was more than just an exhibition—it was a strategic exploration of potential growth areas. The company, which specializes in solar thermal products and primarily focuses on exports, has established a strong presence in markets such as South America and North America. However, the company’s General Manager, Xu Shenhao, saw Central Asia as a promising new frontier.
Xu approached the event with a clear objective: to gauge the potential of the Central Asian market and identify new customer segments. Having led his team on seven overseas trips in the past six months, Xu was no stranger to the challenges of international expansion. His philosophy was simple but effective: persistence is key. “If it doesn’t work the first time, we’ll keep coming back until the customer is convinced and signs the order,” he remarked.
Over the course of the two-day conference, Xu noticed a growing sensitivity to pricing among Kazakhstani buyers, yet he also recognized that they valued the technological advantages of Chinese products. This observation reinforced his belief that Zhejiang Kesun’s products, with their superior quality and competitive pricing, were well-positioned to capture market share in Central Asia. “Our products have a clear advantage, and factories in Southeast Asia simply can’t compete,” Xu noted with confidence.
The Path Ahead: Seizing Opportunities in Central Asia
The success of Haining’s first overseas self-organized exhibition in Kazakhstan underscores the importance of proactive engagement in international markets. For the participating companies, the event was not just about showcasing products but also about building relationships, understanding market dynamics, and positioning themselves for long-term success.
For Zhejiang HuaQing Packaging Materials Co., Ltd., the Almaty conference provided a platform to introduce its customizable packaging solutions to a new audience, paving the way for future business opportunities. The experience also highlighted the importance of adaptability and the willingness to engage in face-to-face negotiations, even in unfamiliar territories.
Haining Lida Warp Knitting Co., Ltd.’s experience at the conference demonstrated the value of firsthand market research and the benefits of inviting potential clients to experience the production process up close. Song Jianrong’s strategic approach of combining market exploration with direct client engagement proved to be a winning formula, leading to unexpected but welcome interest from local buyers.
Zhejiang Kesun New Energy Co., Ltd. exemplified the persistence and determination needed to succeed in new markets. By identifying the specific needs and preferences of Kazakhstani buyers, Xu Shenhao was able to tailor his approach, ensuring that his company’s products stood out in a competitive market.
Conclusion: A Bright Future for Haining Enterprises
The Haining-Kazakhstan Economic and Trade Exchange and Promotion Conference marked a significant step forward for Haining enterprises as they ventured into the Central Asian market. The positive outcomes from the event are a testament to the resilience and adaptability of these companies, which continue to thrive despite the challenges of expanding internationally.
As the global market evolves, the lessons learned from this event will undoubtedly serve as a valuable guide for Haining businesses looking to seize new opportunities abroad. By maintaining a focus on innovation, quality, and customer engagement, these companies are well-positioned to navigate the complexities of international trade and achieve sustained growth in the years to come.
Looking ahead, Haining enterprises are poised to continue their journey into new markets, armed with the experience and insights gained from their successful foray into Central Asia. The road to international success is paved with challenges, but with the right strategy and a commitment to excellence, Haining businesses are ready to conquer new frontiers and secure their place on the global stage.