It is not always easy to find distributors in China. Indeed, it is another country, another culture, another language. You do not know who to contact, what a distributor wants, how he works…so read carefully this guide and everything will be easier for you.


Since there have been different food scandals recently, Chinese customers watch out very carefully for the food reputation on social networks or e-commerce and consequently, distributors too. Therefore, your products need to have a good reference on these websites so that food distributors accept your products. This happens for all other products as well. You will not get any help from them to promote your brand: they will only sell your products. If Chinese customers do not like them anymore, distributors will not care and will take your products off their shelves.


We are the top and most visible Web & Marketing Agency for China you will find on the web. Our Services: E-Commerce, Search Engine Optimization, Advertising, Weibo, WeChat, WeChat Store & PR.

In addition, distributors have so many opportunities to sell other kinds of products: they do not need to promote your brand or go the extra mile since they can choose another product whenever they wish.

Read: Why won’t distributors invest in the brands they distribute?


The trust issue in China does not only concern fashion or cosmetics.

Because of the food scandals that occurred in China, consumers are getting more and more interested in food coming from abroad. Some foreign food products are considered luxury goods… that is why you can find imported products in almost every Chinese supermarket.

It is not a big problem for distributors to change the products they sell because, in the end, it will still be imported products to Chinese consumers’ eyes.



As we said before, distributors in China really do not care about your products, even if they have been selling your products for years and years. If your brand has some troubles, they will switch straight away to another similar brand. They only want to buy products that have big potential on the Chinese market and get benefits out of them. They have no emotions so do not expect them to help you!

In order to avoid any problem, you need to show them that your product gets the interest of consumers and in order to do that, you have to manage your own marketing.

Chinese customers need to discover your products and make their own opinion about them. Only after this, they will buy them. Since they are very connected, bet on digital marketing. It is the perfect way for you to communicate about your product and brand, convince them, and keep them updated about your news.

They want to know every detail of every product and they do not want to miss any promotion or offer. Consequently, do not hesitate to advertise your products with photos and videos on social networks such as WeChat or on e-commerce platforms like Taobao, Tmall, and for instance.

These tips will enable you to draw the attention of distributors in China and your products will become more popular.

E-commerce platforms: Tmall, Yihaodian, and JD: A Comparison of China’s Top E-Commerce Platforms for Foreign Enterprises

So, concretely, what do you need to do?

Here’s a quick review of the actions you should take in order to find a Chinese distributor in 2020

In order to find reliable distributors, it is important to:

  • Have a Chinese friendly website, hosted in China or near China (so your content will be uploaded quickly);
  • Be present in social media, such as Wechat, Xiaohongshu, Zhihu in order to build a good relationship with them, communicate with them, and listen to their expectations and what they really need;
  • Build an e reputation;
  • Engage your customers in your products awareness
  • The website must also be adaptable to mobile phones because Chinese people mainly used phones to surf the Internet,

Let’s enter more in detail.




Nowadays a company willing to enter the Chinese market must be able to understand how Chinese buy and which channels are their favorite if they want to be successful.

Understanding the preferences and mindset of consumer groups is crucial to successfully expanding a brand into China and here are the key points to better understand it. The Internet is nowadays the main source of information when it comes to checking brand information.

Baidu Seo Balance Australian Water

A Chinese consumer, but also a distributor, must be able to find you on Baidu, the Chinese most used search engine, with 70% of queries and more than one billion mobile active users.

Use Baidu platform in all its forms because Baidu clearly rewards those who use the platform in all its forms, from Baike (Baidu Wikipedia) to Baidu Zhidao (Q&A website), to its social network Baidu Tieba (keyword-based discussion forum), Baidu Shopping or Baidu video platforms.

Combine SEO & SEM: To achieve success in Baidu marketing campaigns, it is very effective to create a strategy that combines SEO and SEM, as both have a very significant weight in the visibility results attributed by the algorithm of the platform. Through SEM it is possible to sponsor sites with targeted campaigns. In this way, your brand’s site will get a better online reputation, an increase in visitors, and of course a higher market return.




WeChat for companies can be seen as an email & community management marketing tool.


Show off your product in a beautifully designed H5. Light and easy to share they are ideal for your product listing and to reach out to distributors. When joining Food Fair, having a QR code that allows people to access your Wechat Brochure is a must and tells much about your understanding of China to a potential partner.

H5 benefits are:
  • Easy to share;
  • Interactive;
  • Cost-efficient;
  • Show the potential partner or distributors in China that you understand the market;
  • A good alternative to PDF
H5 for Gma customer Scapa, a french wine group

The equivalent of email marketing but with more advanced options. 4 times a month share your content to neuter your follower. But also:

  • Set up a menu to guide your follower.
  • Create a mini-program to entertain/ facilitate taking actions such as buying your products

Wechat groups are an effective way to grow your presence on WeChat. Wechat being a close social media, joining and managing as many groups as possible is the most cost-efficient way for you to gain followers.


Zhihu to build your e-reputation:

Zhihu is the most popular social Q&A platform among Chinese apps. To make a comparison we can define it as the Chinese parallel of Yahoo Answers and Quora. Its success is based on the authority of the content published by its users.

What makes it an interesting app for brands is first of all its audience, made up of educated users with a high purchasing power. Furthermore, in terms of SEO optimization, it must be taken into account that the keywords searched on search engines such as Baidu and Sogou are always linked to Zhihu.

The app can therefore be used for lead generation, content marketing, KOL marketing (thanks to the top contributors, considered particularly reliable) and to build your e-reputation.

Read more about Zhihu Marketing


PR is one of the most cost-effective solutions. It is a basic of marketing where the right people talk about you. PR is a good way to build your credibility.

In China recommendations mostly come from locals because Chinese people mostly trust Chinese people. Word of mouth in China is the key, that’s why it is important a presence on Chinese forums and to do PR.

Complete your PR efforts and strengthen your credibility using forums (like Zhihu) and KOLs to talk about you. KOLs and communities are powerful and widely listen to the Chinese internet, in fact, their opinion matters the most.


Tmall B2D is a platform where you can connect with 85,000 Chinese distributors. Tmall B2D gives brands great visibility on the current market. It helps to:

  • connect brands and 85000 distributors
  • manage service and logistics
  • manage distributor
  • conduct secure payments

Any entrepreneur can choose his distributor on the Tmall app. However, it is not easy to choose the right distributor for you when one has no expertise of distributors in China and is not in China.

In addition, the platform is in Chinese, therefore it is better to be accompanied by professionals in this first step.


An agency like Gma can help you in all the processes to make your products famous.

We can:

  • Help with Seo, Sem, Content Marketing, Recommendations;
  • Localize your content marketing;
  • Provide an H5 Wechat Brochure, which is an electronic brochure that is easy to share on WeChat. It contains the listing of products (in Chinese);
  • Help using Lead Generation, Lead Generation is the set of marketing actions that aim to acquire and generate interesting contacts. Drawing up a list of contacts is possible through a careful lead generation strategy, which can use advertising and acquisition tools.

gma agency

Contact us if you are looking for a distributor in China!

Read more about Distribution in China :



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  1. Chinese wholesalers can reach many customers overseas if they offer payment methods like Paypal. This is very secure and is a popular payment method.

  2. This is the best way to sell in China. Digital in China is everywhere. The biggest spenders in the world is Chinese because of the large population and the increase of salary. In addition, Chinese want to have the same lifestyle as western. This is the reason why they like foreign product. However, it should be a well-known brand. Foreign brand should use digital to promote their product.

    1. Thank you for your comment. You are right 100% right Stephanie. Distribution in China today is a headache or very expensive, and convince local Distributors in China can be a key to success , a key to sell your products /brands everywhere in China.

  3. Promoting digitally is the best way to make yourself known. The number of connected people is in the hundreds of millions. The most important for brands is to make themselves known in order to be able to sell their products.

    1. That s 100% true Marie. Be know before start introducing your Product, it is 100times easier.
      Who wants to distribute a unknown Brand in China ? Seriously ?
      Big risk of lost
      => Solution start to communicate and show that Chinese Consumers love your products

  4. Good Morning!!!

    My name is Alexandre and I live in Brazil !!!!

    I am building a cosmetic products export company !!!

    I would like to know if you can help me giving ascessory for better information of Chinese import companies of cosmetic products.

    I have several products with good prices to export to the Chinese market but I need someone to help me to enter the domestic market of China.

    Please feel free to contact me on my mobile phone by whatssap 055-11-97267-9248 or by email.

    Thank you…

    1. Dear Alexandre:

      Can you please introduct more information about your company and products to me

      I am looking for some products to sell in local chinese market.

      Looking forward to hearing from you soon.

      Best regards,
      Julian Zhu

      1. Hi Julian, I may have a SEA product that has received a good response by my Chinese counterparts and believe it will do well in the Chinese market. Let’s have a chat to see how we can work together 🙂

  5. Hi! We operate a modern organic coconut products factory, We are interested in working with interested chinese importers/distributors to market our products in china. Please do let me know if you are in touch with any interested parties on my personal email. I’ll send all required company and product info once we are in touch

  6. Hi, I am a chinese business man, have worked as a business development manager for years. Now, I am looking for some good products from other country to distribute in the Chinese market.

    Thanks in advanced.

    Julian Zhu

    1. Hi Julian Zhu, I have a few products that I am selling, it ranges from textiles, food and garlands. Please do connect with me

    2. Hi Julian Zhu,

      I have a company that sells organic Scandinavian clothes and are very interested in exporting to China through a partnership.

      Contact me here if you could have interest in hearing more about us:


    3. We are looking for a distributor for our products.

      Please let me know if you would be interested. The product has a great potential!

    4. Hello Zhu

      I´m living in Spain and wanna find some agent or distributor company to sell products made in Spain in China.
      Best regards


  7. We are the manufacturers of Automatic weather monitoring station. We are looking for channel partner as a authorized distributor for China market.

  8. We are a Local Chinese Food Distributors and would like to represent Foreign Popular Brand to the Chinese Market.
    Please contact me for further information

    1. HI Eddy Ma, we are produce fish chips/crackers from Malaysia. our traditional recipe chips come together with our souce. our place is the best area in Malaysia produce fish chips. Kindly email me your details. tq

      1. Hi

        I am interested in your product and would like to introduce it to the local market here in South Africa.Kindly contact me at bathabile.bov
        Thank yiu

    2. Hi Julian,

      Send me an email to connect or my US phone at 650-922-5218. We represent the multiple US health food, snacks, and baby food .

    3. Hi Eddy MA, we are manufacturer for Kaya Durian and Kaya Pandan (bread spread) from Malaysia. Due to good feedback received from China consumers during our Canton Fair exhibition, we would like to export and market our food products to China.

      1. I guess you can read this article , and contact us if you are interested to market your Food product in China 🙂

  9. We are a dynamically developing Russian company that produces whole grain crispbreads, corn and rice cookies, brittles and sweets.

    We use only natural ingredients – selected grains of wheat, corn, rice, buckwheat, oats, barley.

    Our company offers customers the highest quality products with a unique taste, which have a great demand not only in Russia, but also in the CIS countries.

    We are looking for direct buyers and distributors in Europe and China.

  10. Letter of Inquiry on Your Product
    I am writing to inquire about the availability of your products for onward distribution in Nigeria markets. I have seen your products on your website and I am very interested in doing business with your organization. I would appreciate if you can send me product lines so as to request for samples after fulfilling my regulatory requirements locally.
    I have confidence in your organization’s products. I am very interested to learn more about your product especially the product information ie prices, product configuration / proposition-colors / carton, life span, delivery time, minimum order quantity MOQ and discounts etc. analgesics (pain relievers), but which also have antipyretic properties.
    Wortmann FL Nigeria Ltd is a marketing and distribution company that has just come on board more than one year, we have a sense of creativity, sound understanding of distribution terrain in Nigeria and a strong drive for innovation, good knowledge of route-to-market in Nigeria, we are very disciplined and well organized in taking brands from current realities to created future. At the same time we can quickly identify situations that require unorthodox and out of the box thinking.
    Our company has a firm market position, so we have sufficient knowledge of the market condition and consumer demand in the country. I have a team of highly trained and experienced professionals who are working hard to maintain the sales throughout the year. Therefore, I can assure you that our company will provide best services and assistance to help you to resell the products in Nigerian marketing environment.
    We would like to discuss our vision and possible alignment with your company for product distribution and sales in Nigeria.
    Looking forward to hearing from you.
    Udoka Nduka
    International marketing consultant. B.Sc.MA. NIM.

  11. Hello
    I am a distributer in Pakistan and I want some cosmetics products who is interested plz contact me

  12. Good stuff, thanks I have a Cream from Andaluxia, and would like to find distributors in China. Can I do it like this ?

  13. Hello Oliver

    I´m living in Spain and wanna find some agent or distributor company to sell products made in Spain in China.
    Do you still working with goods in China ?

    1. Hello Oswaldo,

      Thanks for reaching out,
      yes, our agency still operates in China.
      We invite you to contact-us here and we will introduce you to our distribution expert for China.

      Looking forward to hearing from you 🙂

  14. The Chinese distributor had control of the company but he did not have the ability to integrate the technology to meet market expectations, as a Pure-Player e-merchant knows how to do, following the example of his partner Alibaba .

    The growing strength of selling through the digital channel in the Chinese market has lifted the performance of the Hangzhou-based company, with its net profit growing by +143% year-on-year and its share price by +44, 89% since the beginning of the year.

    This boom in e-commerce in China, including in food (+15%), the flagrant imbalance between the 2 partners of SunArt, has become unsustainable for Auchan. Especially since Alibaba has made no secret in recent years of its ambition to trade in “physical stores”, in particular via its Hema Fresh brand.

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