Hong Kong - Country Commercial Guide
Market Entry Strategy-Hong Kong & Macau

Generalizes on the best strategy to enter the market, e.g., visiting the country; importance of relationships to finding a good partner; use of agents.

Last published date: 2021-03-03

Hong Kong

Hong Kong agents and distributors can increase sales of U.S. products in both Hong Kong and mainland China. Given mainland China’s size and diversity, it can be advantageous to work with different agents for different regions of mainland China. Hong Kong-based agents and distributors usually include Macau and Southern China in their coverage territory, and often have networks to other major regions in mainland China.

Hong Kong firms are eager to work with serious exporters. U.S. firms can show commitment to success in this market by using metric measurements, providing Chinese-language materials, responding quickly to inquiries, meeting relevant standards, and visiting the market for relationship building and to gain a first-hand understanding of the market. Companies considering entering this market should understand Hong Kong’s fast-paced business climate. Decisions are made quickly. Firms must respond immediately to inquiries or risk losing opportunities to faster-moving competitors.


Macau and Hong Kong-based agents and distributors can also help increase sales in Macau. Many major gaming and hotel operators in Macau maintain procurement or purchasing offices in Hong Kong. The U.S. Commercial Service Office in Hong Kong provides customized market research and business facilitation services in Macau. The American Chamber of Commerce in Macau can also provide U.S. newcomers with orientation and various types of member support, including entry to Macau’s leading trade shows. For details, please visit The American Chamber of Commerce in Macau website.