Networking: The Missing Link in Iran's Handicraft Exports to China

ISFAHAN – A handicrafts activist said successful entry into the Chinese market requires identifying customers suited to the product, production flexibility, and export planning.

According to Mehr reporter, Amin Khoshnawaz, on Wednesday evening, in the networking workshop for handicrafts activists, which was organized by the Deputy of Handicrafts and Traditional Arts of the General Department of Cultural Heritage, Tourism and Handicrafts of Isfahan province and with the presence of handicrafts artists of the province, at the world base of Chehelston Palace Museum, he explained his experiences of economic activity and professional cooperation related to the Chinese market and stated: The experience of more than 15 years of activity and business trips to China shows that the expansion of communication and networking are effective factors. It is in the growth of businesses and can create opportunities beyond the initial goal of being in a foreign market.

Referring to the experience of accompanying business delegations in specialized events in China, he added: Attending international exhibitions and gatherings, in addition to providing the opportunity to negotiate with buyers and suppliers, is an opportunity to learn about production methods, new technologies, experiences of other countries, and solutions for increasing productivity and developing exports. Capacities that may seem outside the main topic of the business trip at first glance, but later lead to the formation of new economic cooperation.

Emphasizing the necessity of a broader view of business communication, this handicrafts activist said: One of the points I have learned in the experience of being in the Chinese market is that economic activists should enter specialized meetings and events with a clear purpose and preparation, but not limit themselves to the result they had in mind from the beginning.

Khoshnawaz continued: A handicraft artist may enter an event with the aim of finding a buyer or presenting his product, but during the same attendance, he meets another designer, producer or economic operator, which provides a different basis for cooperation. Sometimes, the communication between the activists of a trade union leads to the recognition of complementary capacities and the formation of new deals or collaborations.

Stating that effective networking is not only limited to direct communication with the end customer, he clarified: the exchange of experience among producers and getting to know each other's technical and business solutions can help solve production problems, increase quality and productivity, and even identify new export routes; Therefore, the value of attending an international event should not be measured solely by the number of potential customers or direct negotiations.

Referring to the capacity of the Chinese market for Iranian products, this crafts activist said: The size of this market should not lead to the idea that its success requires access to a large part of the country's population. Even focusing on a small segment of consumers in accordance with the type of product and target market can create a significant opportunity for a business.

He added: Entering foreign markets requires export planning, understanding the audience and preparation to adapt to market conditions. Instead of relying on the general perception of the size of the Chinese market, handicraft operators should identify customers suitable for their product and have a plan to establish stable relationships and gradually develop the market.

Emphasizing the necessity of flexibility in creative industries, Khoshnawaz noted: the characteristic of this field is its dynamism and changeability; Therefore, while maintaining the identity and authenticity of their products, artists and producers must be ready to update their supply methods, respond to market needs, and explore new opportunities for cooperation.

Describing one of the experiences related to Isfahan handicrafts, he said: About 10 years ago, during an exhibition in China, one of the Isfahan activists present in the trade delegation negotiated with a Chinese party about Khatam products. In this interaction, the issue of product durability in wet environment was also raised as one of the technical issues.

Referring to the importance of such experiences, this handicrafts activist said: This example shows that entering a foreign market is not limited to product introduction and finding a buyer, but technical issues, maintenance conditions, and the expected features of the destination market may also become important in the negotiation and cooperation process. Paying attention to these details and using the capacity of professional communication can help to identify obstacles and examine suitable solutions.

Referring to the lesser-known capacities in international trade, Khoshnawaz considered the development of cultural exports as one of the fields that can be explored for Iran's economic activists and stated: In the field of publishing, some of the books published in Iran, despite having valuable content, may not be reprinted. While it is possible to check the supply of their copyrights in foreign markets, including China.

He added: Transferring copyrights and offering works in other markets can, in addition to generating income, provide the basis for the entry of new financial resources into the publishing industry. Limited experiences in this field have shown that international communication can create paths for the supply of Iranian cultural content abroad.

In the end, this handicrafts activist emphasized the necessity of taking seriously networking, planning for exports and avoiding limiting communication to short-term goals and said: using communication opportunities, readiness to learn and flexibility in facing the needs of the market, can help develop sustainable cooperation and expand economic opportunities for handicrafts activists.