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Shanghai, China
Value Added Tax
➤ Officially, China's VAT is 17 percent, but its assessment and refundability vary among shows and venues. A 5-percent business tax may also be levied on some goods and services.
➤ Giveaways shipped into the country may be subject to a customs import tax in addition to VAT. To minimize or avoid this tax, send only small quantities and ensure their value is low.
Voltage
➤ Most exhibit halls use 220 volts, but 110-volt power can sometimes be ordered.
Garbage
➤ Trash-removal services are included in most shows' space-rental fees.
Cellphones
➤ Prepaid SIM cards are available at the airport or any China Mobile/China Unicom office. A disposable phone with a local phone number may be a better option for communicating with Chinese suppliers, as many do not have international dialing capabilities.
➤ Keep in mind that you will not have access to many social-media sites while in China.
Music
➤ Exhibitors are generally free to play music in their booths, but should get show-management approval. You may need to obtain a music license or pay to use the venue's license.
Emergency
➤ Dial 110 for the police.
➤ Dial 119 for the fire department.
➤ Dial 120 for medical assistance.
Payments
➤ Show organizers require prepayment for all services.
➤ Exhibit houses typically require a 75 to 80 percent down payment, most often paid via wire transfer. Clients who have established relationships with firms may only be required to pay 50 percent of the total bill up front, with the remainder due upon shipping or delivery.
Greetings and Culture
➤ Shaking hands is appropriate for men and women, although in Chinese culture handshakes are sometimes longer than Americans consider normal.
➤ Treat a business card with great respect. Always give and receive business cards with two hands, and read the cards completely before putting them away. Never write on a card or put it in your pocket in front of the person who presented it to you.
➤ If a Chinese businessperson speaks English, he or she will have an English name. However, it is still polite to use his or her Chinese name. In China, the last name comes first. For example, "Li Xiao" would be Mr. Li.
➤ When exhibiting in China, it is important to make friendly conversation with clients and booth visitors before discussing business matters.
Hospitality
➤ Many large exhibits feature elaborate hospitality lounges, and even smaller exhibits usually include some sort of hospitality.
➤ Snacks, candy, and hot and cold beverages are commonly served. Typical snacks include baked goods such as sponge cakes, flaky pastries, and stuffed buns.
➤ Alcohol is uncommon, but it is allowed in most venues. Check with show organizers for regulations.
➤ Toasting is important in Chinese culture. Generally the most senior host will initiate the first toast. Hold your glass in your right hand and slightly lower than the host's to clink.
➤ When meeting with clients or prospects for dinner, always let the guest take the first bite before eating your own food.
Language
➤ English is widely spoken in the Chinese business community, but exhibitors should have a translator who speaks Mandarin Chinese.
➤ Signs, literature, and business cards should be printed in both English and Mandarin. Avoid computer translations and pay for translation services or consult your exhibit house.
Staff Attire
➤ Business attire is typical for exhibitors. Men usually wear suits, and women often wear business suits or skirts.
➤ Don't wear a lot of jewelry on the show floor. Visible piercings and tattoos are also discouraged unless they are appropriate for the industry being served by the event.
➤ Men should not wear green caps, as in China that color signifies the wearer is an unfaithful spouse.
Installation and Dismantle
➤ Exhibitors do not need to use union labor, though many show organizers require that contractors fill out certain labor forms.
➤ Exhibitors may set up their own displays, but it is advisable to work with a local exhibition firm to navigate safety requirements.
➤ Make sure the exhibit company you work with has an English-speaking representative on site at all times, as most Chinese laborers will not speak English.
➤ Drayage is not typically charged in Shanghai, but some large shows have begun to do so.
General Facts and Tips
➤ Most exhibits built in China are for one-time use, and the materials may be of a lower quality than American exhibitors expect. You may need to send samples of what you want to your Chinese exhibit builder in order to obtain the caliber of materials you're used to receiving.
➤ The paint used on exhibits tends to have a chalky appearance and will require multiple coats. Americans may prefer to specify laminate finishes.
➤ Hotels often fill up completely during large shows, so make reservations six months to a year in advance.
➤ Shanghai has a variety of public transportation options, including subways, buses, maglev trains, and taxis. While the metro system is efficient, taxis or hired drivers are often the quickest way to travel in the city.
➤ Shanghai has an excellent, free English-speaking information service for foreigners. Dial 962288 from any local phone.
➤ The Chinese are very appreciative of efforts to fit into their culture. Visitors would be wise learn a few simple Chinese phrases.
Venues and Resources
➤ The National Exhibition and Convention Center ( www.neccsh.com) is the largest exhibit hall in Asia, with 16 halls and 5.4 million square feet of show and meeting space.
Shanghai International Convention Center ( www.shicc.net) has 362,000 square feet of show and meeting space.
For in-depth information on all Chinese exhibition venues, visit www.expo-china.com.
SOURCES
Fabricio Amilibia, general manager, AAG Workshop, Sáo Paulo, Brazil; Alejandro Blitstein, president, Dodecaedro Group, Buenos Aires, Argentina; Anselmo Carvalho, founder and CEO, ExpoSolutions Brasil, Sáo Paulo, Brazil; Paco Collazo Garcia, general manager, Sistemas de Exposición, Cancun, Mexico; Monika Detemple, commercial director, PromoBox Group, Sáo Paulo, Brazil; Christopher Dorn, president, Idea International Inc., Osaka, Japan; Jeff Hannah, vice president of international interiors and creative, Exhibit Concepts Inc., Vandalia, OH; Tim Matthews, owner, OX2P Creative Communications, London, United Kingdom; James Prescott, senior project manager, GLS Design Ltd., Farnham, United Kingdom; Andrew Sexton, creative director and partner, 2LK Design Ltd., Guidford, United Kingdom; Jeannine Swan, owner, Global Exhibit Management, Fort Worth, TX; Jenny Town, director of sales and marketing, Expo Partners, Shanghai, China; Mariska van Dasselaar, internal office coordinator, The Inside, Deventer, Netherlands; Xiaoyang Wang, Asia Pacific account executive, Skyline Exhibits, Shanghai, China; Jamie Zavoral-Brown, business development director North America, Bray Leino Events, Devon, United Kingdom
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