How do I find a real buyer in China?

I.INTERNAL ASYMMETRY OF THE TRADING STRUCTURE

The main thing to understand when working with China is that most Chinese customers are not end users, but intermediaries.

1. Multi-level structure of the procurement chain

The Chinese market chain for the export of Russian raw materials looks like this: factory → purchasing department of a large trading company/state-owned enterprise → small and medium-sized forwarders, intermediaries, individual agents. Most of the contacts you actively communicate with are information brokers. They don't have their own capital, stable monthly consumption, or logistical capacity. They just post requests everywhere and resell them at a premium. With price fluctuations, problems with payments or customs, such "partners" disappear.

2. The special structure of the supply of raw materials

In such items as potash fertilizers, aluminum ingots, crude oil, and methanol, large purchases are concentrated from several large state-owned enterprises listed on the stock exchange, as well as from leading trading groups. They do not leave contacts on foreign websites and do not conduct private negotiations — they work through tenders, agencies and long-term framework contracts. Those who actively communicate online are small trading companies that are unable to provide stable quotas; they can place orders only sporadically.

II. THE IMPACT OF SANCTIONS AND PAYMENT RISKS ON CUSTOMER BEHAVIOR

1. Strict banking controls

Chinese banks have introduced extremely strict procedures for verifying Russian transactions. Many legitimate factories and trading companies do not want to enter into contracts or make payments directly to Russian legal entities, fearing secondary sanctions, account blocking and inspections. Therefore, they use shell companies in Hong Kong, Central Asia, and Southeast Asia, which makes direct contact with the final payer difficult.

2. Proactive compliance with regulatory requirements

The legal and risk management departments of Chinese companies often prohibit employees from communicating directly with Russian suppliers. Even if there is a real need, they are extremely cautious in the early stages and do not provide complete documents (licenses, customs codes, information about the factory), which makes it difficult to determine the authenticity of the buyer.

III. SERIOUS INFORMATION FRAGMENTATION;

The situation is complicated by the fact that supply and demand are in different market segments: Russian exporters use some channels, while Chinese buyers use completely different ones, and the intersection between them is minimal.

1. Language and platform isolation

Russian suppliers are used to Yandex, VK, and local B2B platforms, while Chinese buyers are used to 1688, Baidu, WeChat industry groups, customs data, and offline chambers of commerce. There is almost no intersection between the sides. If you post information on Russian—language resources, there are almost no real factories there; if you go to Alibaba International, there is high competition and a lot of spam from intermediaries.

2. Lack of reputable two-way channels

At official exhibitions and chambers of commerce, the number of contacts is limited, they are focused on large businesses. Unofficial channels are overflowing with intermediaries without a background check. 90% of the free contact groups consist of information resellers.

IV. DISAGREEMENTS ON THE TERMS OF TRANSACTIONS

During negotiations, it often turns out that the terms of the deal do not match the expectations of Chinese buyers, and as a result, a significant part of the real demand is eliminated even at the discussion stage.

Real Chinese consumer factories usually have fixed requirements.:

• Payment is made only after verification at the port/ in an internal warehouse or by letter of credit (Russian suppliers often insist on partial prepayment).
• The priority is long—term, stable monthly deliveries with consistent quality and fixed logistics (Russian companies often offer spot shipments).
• The division of responsibility for tariffs, certification, and licenses often becomes a stumbling block.

Due to the discrepancy in terms, real buyers may be mistaken for unscrupulous ones.

V. THE DIFFICULTY OF IDENTIFYING REAL AND UNSCRUPULOUS BUYERS

Intermediaries can provide a license, but they do not have import rights, data on the movement of funds and warehouses. They request large volumes, but refuse to show customs declarations for 3 months, avoid video inspections and do not disclose end users. They are only interested in price, not technique or quality.

Simple criteria for quick verification:

1. 1.
   Request Chinese import customs declarations with the same HS code for the last 3-6 months (with anonymization).
2. 2.
   Make sure that the partner's license includes the import of the necessary goods and that they have the appropriate permits.
3. 3.
   Specify stable monthly demand and annual purchase plan.
4. 4.
   Check the possibility of payments in yuan and the willingness to provide bank details.
5. 5.
   Ask for a video tour of the warehouse or production.

VI. HOW DOES AKTAWA HELP TO SOLVE THESE PROBLEMS?

We work directly with verified importers and end consumers in China, cutting out intermediaries at the search stage. The platform provides tools for verifying counterparties, helps negotiate terms of transactions, and organizes secure cross-border payments. We accompany the transaction from request to delivery, so that you do not waste time negotiating with information brokers.

Are you ready to enter the real Chinese market? Contact us. We will help you find reliable partners and conclude contracts with minimal risks.