How to Market Finnish Forest Machines to China
Liu, Hanyun (2011)
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The aim of the thesis is to find out how a Chinese company becomes an importer by researching the process of Qingdao Tongrun applied to become a distributor of Finland AFM-Forest. The research question is how a Chinese company can become an agency or a distributor of Finnish Companies. The purpose is to describe the negotiation process between a Finnish and Chinese company for a dealership in China and compare and discuss the negotiated agreement with the ICC model contract. The literature has been applied about choosing export channel, international trade negotiation and ICC Model Distributorship Contract. And interviews have been done many times by various ways. The thesis was limited in the scope of the primary stage of the business. The result is the China forest cover is on the top five in the world and the man-made forest is on the top and it was keeping growing every year. But the forests were mainly in the South and the North East of China. These indicated the development direction of harvest head machines business. Companies can choose agency or distributorship as the ways to corporate with foreign companies. The negotiation is important for the business life. It should be good to refer ICC Model contract to sign international trade contracts. After compared and analyzed the signed contract with ICC Model Contract, there were still some terms that Qingdao Tongrun expected to be contained in the contracts.