Domestic demand and local talent

Most foreign representative offices are localized to better cater to the demand of Chinese customers and investors. Chief representatives of these offices usually come from two distinct backgrounds: Former officials of foreign governmental departments, and Chinese citizens who have studied and worked in the appropriate foreign country.

"Chief representatives must be Chinese citizens or have a Chinese background, plus at least nine years experience of working in overseas trade," said Zou Zishu, chief representative of Pennsylvania's Department of Community and Economic Development, who is based in Beijing.

Following graduation, Zou worked at an export-import company in Beijing between 1988 and 1999. His understanding of Chinese import demand was much more developed than rookie traders. "Many products sell very well in the US and produce high profits, but that doesn't necessarily apply in the Chinese market," he said.