A trip to China costs an overseas buyer real money and time. If they come, they have already shortlisted you — and the quality of the visit decides whether the deal is signed, and how big it is.
1. Confirm Before They Fly
- Requirement list: models, budget range, quantity, target market, powertrain preference. Without these, the visit is blind.
- Prepare the cars: pick 3-5 matching units, fully charged, clean, with complete paperwork.
- Logistics and visas: invitation letter, hotel, transfers — send a two-day itinerary for confirmation.
- Language and materials: model sheets, quotations and payment terms in English, Russian or Arabic.
2. The Golden Two-Day Structure
| Stage | Purpose | Common mistake |
|---|---|---|
| Company introduction | Build trust, show supply capability | Talking price only |
| Vehicle inspection | Verify condition and spec | Dirty, empty or flat-battery cars |
| Test drive | Confidence in the product | No route, no insurance |
| Factory / warehouse tour | Prove supply and prep capability | Messy warehouse, unclear flow |
| Commercial negotiation | Close terms and payment | Vague payment and delivery |
3. Easily Missed Details
- Send documents first: unit list, inspection reports and conformity files ahead of arrival — buyers who arrive with questions move faster.
- Let them touch: open doors, sit inside, inspect the underside, check the VIN. Participation builds trust.
- Quote on the spot: prepare multi-currency quotes under several Incoterms (FOB/CIF) instead of "we will calculate later".
- Capture proof: photos, test videos and drive notes travel home as evidence for their partners.
- Follow up within 48 hours: send the summary and quotation two days after departure.
Shunwei Auto tip: Hosting is not entertainment — it is reducing the buyer's decision risk. Explaining certification, lead time, warranty and payment clearly beats a good dinner.
Small trick: Have the buyer pick cars in person and write down the VINs, then park those units separately. This "person-to-car binding" noticeably lifts conversion and repeat orders.
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