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 Value-Added Tax
 Officially, China’s VAT is 17 percent, but its assessment and refundability vary among shows and venues. Check with show management or your exhibit house to confirm tax details for specific shows.
Show management may collect a non-refundable 5- to 10-percent revenue tax on goods and services sold.
Show management may charge contractors a deposit called a performance bond. The amount is usually refunded back to the contractors if they
perform well, keep the area well maintained, and follow all rules from installation to dismantle.
Giveaways shipped into the country may be subject to a customs import tax. Send only small quantities and ensure the value is not too high.
 Music Rights
You are generally free to play music in your booth without paying fees or royalties. However, if a spot check is conducted, you may be required to pay a fee to the license holder. Get approval from show management to be safe.
 Garbage
Daily exhibit-cleaning fees are included in the space cost at most shows.
Build-and-burn exhibits may require a disposal fee.
Garbage from installation and dismantle is the responsibility of the I&D company. Any material left on site will result in the forfeiture of the contractor’s performance bond.
 Smoking
Exhibit halls are smoke-free, but every venue has a smoking area.
 Voltage
Most venues offer 220 volts
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Safety
Enforcement of fire and other safety rules in Shanghai varies widely between shows and venues — as does exhibitor compliance. While most venues will ask exhibitors to use fire-resistant materials to build their exhibits, formal fire certifications are rarely required.
Height regulations, setbacks, and other physical considerations vary by venue and organization. Request confirming documents in English and Chinese.
Any use of fabric must be approved by show management, so be sure to have certification to prove your fabrics are fire retardant.
Check with the venue in advance to make sure you understand all requirements. Submit required documents as early as possible.
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General Facts and Tips
Whether beginners or experts, foreign exhibitors should work with local agencies to handle their trade show activities. Local agencies will be able to negotiate better prices, find the best services, and speak and read Chinese.
Ship early and use the show’s designated freight forwarder (or your preferred forwarder with special instructions provided by the show’s forwarder). Your shipment will not clear customs if the paperwork is not correct, so use a transportation company with experience at Shanghai trade shows. Be advised that experience in Hong Kong is not applicable, since the regulations are completely different.
Don’t include anything political in your printed materials, or refer to Taiwan as a separate country. If anything is deemed damaging to China or inappropriate for the culture, it will be confiscated.
The standard exhibit carpet offered in China is called
needle-punch carpet and is extremely thin. Request velour carpet and padding if you’d like something closer to what you’d get at a U.S. convention center.
Do not use the following giveaways for cultural reasons: bells, clocks, sharp objects such as letter openers, and chrysanthemums.
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Installation and Dismantle
Union labor isn’t required, and there are no drayage charges. Generally, you can set up your booth yourself (provided it’s portable and not a custom build), get help
from staffers and vendors, or hire workers locally.
On-site I&D labor is typically quoted on a per-job basis
rather than by the number of men, per hour, per day.
I&D activities can take place well into the night. Be prepared for
plenty of sawing, nailing, and welding. Things can get chaotic and quite messy at times.
You may be allowed to continue setup after the official installation hours. However, be prepared to give show management and hall management at least one day’s advance notice — and be prepared to pay additional fees.
The show’s designated electrical contractor must make all electrical connections from the booth to the main lines. Electrical work within the booth, however, may be performed by the official contractor or another contractor appointed by the exhibitor.
In many venues, you will be charged for each electrical outlet. Power strips and extension cords are not allowed.
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Hospitality
In-booth hospitality is generally common only in large exhibits.
Finger foods and beverages
are most common. Alcohol is
sometimes allowed, but is not
the norm (although it is well
received by attendees when available).
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Staff Attire
Men and women should wear standard business attire. When in doubt, err on the side of formality.
Underdressed attendees may not be allowed to enter the exhibit hall.
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Greetings
Shaking hands is typical. Generally, bowing and kissing are not recommended.
Start with a bit of light conversation before moving on to business. Unless the conversation has obviously become less formal, be polite, use titles, and show respect for anyone who is older or in a senior-management position.
Business cards are presented with both hands. Look at the cards you receive closely and read them thoroughly. Do not write on them or put them in your pocket, as both are considered disrespectful.
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 Language
In Shanghai, Mandarin Chinese is the predominant language, but English is widely spoken at shows.
Having a translator at your booth is necessary, preferably someone who knows your company, industry, and market.
Having local staffers is a good idea.
Print your business cards in Chinese on one side and English on the other. Present cards with the Chinese side facing up.
Graphics and literature should be printed in English and Chinese.
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Resources:
China Council for the Promotion of International Trade, english.ccpit.org
The Shanghai New International Expo Center (SNIEC), www.sniec.net
Shanghaimart, www.shanghaimart.com
Shanghai International Convention Center (SHICC), www.shicc.net
Jerry Kallman Sr., Tom Kallman, Kallman Worldwide, www.kallman.com
Waldwick, NJ
Lorraine Lorenzini, director international operations, Sparks, www.sparksonline.com Philadephia
Terri Morrison, president, Getting Through Customs, www.getcustoms.com Newtown Square, PA
Philip Soschinski, executive vice president, Expotechnik USA, www.expotechnik.com Atlanta
Steve Sind, president, Global Event Strategies, www.event-strategy.com Tucson, AZ
Jeannine Swan, president, Global Exhibit Management, www.globalexhibitmanagement.com Fort Worth, TX
Philippe Tissot, president, Exhibit in Europe, www.exhibitineurope.com Paris
Jori Wilmoth, manager, international services, Derse Inc., www.derse.com Milwaukee
Danielle Xu, China business manager, Asian operations, Exhibit Works Inc., www.exhibitworks.com Shanghai, China
Benedict Soh, group managing director, Kingsmen Creatives Ltd., www.kingsmen-int.com Singapore
Christopher Dorn, managing director, Idea International Inc., idea-intl.com Nagareyama-shi Chiba, Japan
Sacha Dunas, managing director, Exhibit in Europe, www.exhibitineurope.com Shanghai, China
Emily Jackson, general manager, Expotechnik Asia Ptd. Ltd., www.expotechnik.de Singapore
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