Southern Finance and Economics All Media Reporter Liu Ningxin reports from Guangzhou

"During the three-day exhibition, even the exhibits we brought were sold out." On March 20th, Zhao Xianmei, General Manager of Beile (Guangzhou) Intelligent Information Technology Co., Ltd., returned to Guangzhou, bringing back a lot of Indonesian industry customer information and business cards of interested companies.

Zhao Xianmei told Nanfang Finance and Economics omnimedia reporters, "The company is still in a blank market in Indonesia. We prepared in advance and arrived two days before the exhibition. We visited several 10 local massage chair products stores and supermarkets to prepare for future market development."

On March 18, the 3-day "Guangdong Trade Global" 2023 Third China (Indonesia) Trade Expo was successfully concluded at the Jakarta International Convention and Exhibition Center, with 31364 buyers and a total intended turnover of 2.192 billion US dollars, announcing a strong return to offline exhibitions, which also reflects the amplification effect of the expansion market.

For many foreign trade practitioners like Zhao Xianmei, the epidemic has changed their communication mode with overseas markets. Now, offline exhibitions have restarted, and market development has also restarted. Zhao Xianmei revealed that some of the customers she met at the Indonesian exhibition are coming to Guangzhou next month to participate in the Canton Fair, and she is seeking to invite customers to negotiate offline with her company in Guangzhou.

Exploiting the Indonesian consumer market

As the largest country in Southeast Asia, Indonesia has received increasing attention from enterprises in recent years.

Since January 2 of this year, the Regional Comprehensive Economic Partnership Agreement (RCEP) has officially entered into force for Indonesia. Since then, Indonesia has implemented immediate zero tariffs on 65.1% of its products originating from China, bringing greater benefits to foreign trade enterprises.

In the eyes of the foreign trade enterprises interviewed, Indonesia is both a familiar and unfamiliar country. "It belongs to Southeast Asia, but compared to frequently visited Malaysia and Vietnam, it has its own market characteristics." Customers here in Indonesia value price performance more, and many products sold in the local market are of older styles. Many Chinese Americans have strong economic strength in Indonesia, and they also engage in trade business and identify with Chinese products. "

According to CICC‘s analysis, Indonesia‘s growth rate in recent years has mainly come from consumption and investment, especially domestic demand excavation and infrastructure projects brought about by a large population, which continue to promote Indonesia‘s economic development.

This exhibition is the largest independently held exhibition in the RCEP region in China, and it is also the first attempt by many foreign trade enterprises to open up the Indonesian consumer market.

On March 16th, 725 enterprises from 20 leeway cities in 6 provinces, including Guangdong and Zhejiang, officially launched in Jakarta, placing exhibits from China on a display area of 20000 square meters and 1000 booths, hoping to open business opportunities and meet customers.

"On the first day, there were more people, but on the second day, there were fewer people catching up with religious festivals in Indonesia. On the last day, it was the peak period, and when the traffic was heavy, there was no room to squeeze." Zhao Xianmei described the exhibition.

The foreign trade enterprises participating in the exhibition said that from the perspective of the purchaser structure, the customers of the Indonesian exhibition mainly come from the local area, while the customers from neighboring countries in Southeast Asia and Europe and the United States are relatively small. However, in addition to seeking exhibition orders during their trip, another important task is to understand the Indonesian market, enter local outlets and stores, and understand local product types and consumption habits.

Before leaving for the exhibition, Zhao Xianmei fully arranged her investigation itinerary and arrived in Indonesia two days in advance. She set out early in the morning to visit shops, ask prices, issue business cards, and invite local enterprises to visit the exhibition. "I am impressed that some enterprises have opened store outlets, but the product style is relatively old, and the products are mainly sold through online channels. Although they are in professional outlets, they still feel relatively desolate."

This in-depth research experience in the local market is very valuable, allowing enterprises to directly capture the market situation, understand the local consumption level and applicable products. Some industry customers will also take the initiative to inquire about the prices of high and low products, so that both buyers and sellers can become familiar and establish contacts.

Offline Exhibitions Gain Order and Confidence

Zhao Xianmei brought 5-6 samples of products to display, and after three days of the exhibition, all the exhibits were sold out. She also heard that Zhejiang enterprises participating in the exhibition signed orders of tens of millions of yuan during the exhibition.

The China (Indonesia) Trade Expo came into being against the backdrop of the entry into force of the RCEP Agreement and the high voice of Chinese foreign trade enterprises to expand their markets in Southeast Asia. In the previous two years, it was held online due to the impact of the epidemic.

This year, the third Indonesian exhibition will be held offline. The organizer will carry out promotional activities and invite buyers in Indonesia and neighboring countries three months in advance, and arrange offline visits by large buyers one month in advance. The organizer, the Miolant International Exhibition, has also been upgraded to the first show held at the same time for eight major professional exhibitions, namely, textile and clothing exhibition, consumer electronics exhibition, auto and motorcycle accessories exhibition, beauty salon exhibition, building materials and hardware exhibition, home appliance exhibition, home gift exhibition Industrial Machinery Exhibition.

During the three days of the exhibition, 31364 buyers arrived, including 7286 VIP buyers, 3877 bill of lading buyers, and 2734 exhibitors chose to pick up buyers to attend the exhibition.

After visiting the exhibition on the first day, the CEO of Lotte Mart Indonesia‘s procurement department stated that he was very satisfied with the overall service and the exhibition effect. The procurement director, Glang, said that this offline exhibition had a better effect than last year, and they could see the exhibits on site. During the exhibition, he came to the site every day to engage with exhibitors, and currently nearly 10 potential suppliers have been selected.

Doing foreign trade business is about dealing with people, and face-to-face contact can directly establish a trust relationship.

When communicating with other foreign trade enterprises at the exhibition, Zhao Xianmei learned that many enterprises even started doing foreign trade from scratch, and arriving in Indonesia was the first stop of "going to sea". Some enterprises were once affected by the epidemic and had difficulties in offline communication. Their original foreign trade customers gradually lost contact, but now they are ready to start again and continue to explore the foreign trade market. Indonesia is an important stop for them.

After the exhibition, orders and business opportunities continue. Zhao Xianmei said that she was combing the business card she brought back this time with her colleagues to connect with industry customers. "Every overseas market is different. After going to any market, it will take time to develop it. In the future, we will also radiate from Jakarta to the surrounding areas and continue to understand the market situation."

As for the Indonesian Chinese buyers she met at this exhibition, she learned that the other party was planning to come to Guangzhou to participate in the Canton Fair in April. She also warmly invited the other party to meet and negotiate with enterprises in Guangzhou, bringing business contacts back from Indonesia to Guangzhou.

(Author: Liu Ningxin Editor: Li Zhen)