IF you are thinking of wining and dining your way to a deal in China, you had better think again.
''It's not just people in the richer coastal cities, but also in the rural areas who are getting tired of being entertained,'' said Norman Sze, general manager, business advisory group, at Arthur Andersen's Shanghai office.
He said rising incomes and too many blow-outs in the past 14 years since the open-door policy had made Chinese officials and entrepreneurs blase about rich food and alcohol.
''Today, many can afford to eat out. So, it's no big deal to be wined and dined,'' said Mr Sze, adding that it was a misconception among foreign investors that lavish entertainment would guarantee sales in China.
He suggested that foreign investors could better utilise their time to convince the Chinese entrepreneurs or officials of the great market potential of their products.
''You just get in, get to know them better, and tell them what's going on. If they know your product is good and will make money, they definitely will go into a deal with you,'' said Mr Sze at a seminar yesterday organised by Asia Law & Practice Seminars.
But, while blow-outs are out, kickbacks are still in.
