American companies seek niche openings
Print Edition
Cameron Weker, principle commercial officer of the United States Consulate General in Shanghai shares with Shanghai Daily his thoughts on the past, present and future business opportunities for American companies in China.
Q: American companies have been among the first to trade in China, especially Shanghai, does that make your job easier?
A: You would think so. The history is there, as the American Chamber of Commerce is celebrating its 100th anniversary in China this year.
But one thing that is constant in recent years in China, and especially in Shanghai, is change. So we are constantly trying to adapt with the change.
What is fascinating is that the economic and commercial relationship really is the linchpin to our bilateral relationship. What is happening in both of our economies really means that we have to work a lot harder in order for the US companies to provide Chinese consumers with what they want, and vice versa.
Q: Can you elaborate on the types of changes you face and your strategy?
A: Ten years ago, China was more of a bulk market, and there were many opportunities. The domestic competition, frankly, was not as high as it is now.
Today, we face greater domestic competition, higher Chinese innovation, research and development, and those market opportunities are a little bit more niche. So the change going from the bulk to niche opportunities has really forced US and other foreign companies to look at the market a little bit differently.
The importance of having local partners is more critical than ever.
Q: American companies have many areas of expertise, what are some of the industries US companies will have great space to develop in China in the next few years?
A: When we look at a market, and certainly from my position, we are really trying to achieve joint prosperity. We are trying to encourage business that is certainly beneficial for US companies, but also for China and consumers of China.
Starting with energy. The government has a very high-profile campaign on anti-pollution, which is having an impact on the environment, and in turn having an impact on the health care of Chinese citizens.
Energy, environment and health — we want to promote more US companies coming over with products, technologies and services to address the stated concerns of the Chinese government and the demands of Chinese consumers.
Q: What are some of the challenges for these companies when competing in the Chinese market?
A: A lot of the challenges will come down to the Chinese government’s political will — whether the government is really going to support these programs and to provide guidance to provincial and municipal level officials to make these changes.
US companies are able and willing to come here to investigate the issues and to develop solutions needed, but it is going to require the continued attention and the will of the Chinese government to implement the changes they are talking about.
Q: What are some of the strengths of US companies in this market compared with other foreign competitors?
A: First thing I will say, good for China.
The more competition the better the products that are going to be available for China because companies are going to be competing against each other, and not necessarily on price, but on quality.
I like to say we are happy to compete on a level playing field with any company, whether Chinese or foreign, and literally, let the best company win and let the consumers decide what is the best solution. We do feel US companies are well positioned to compete on a level playing field.
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