KEY POINTS:
Dean Brettschneider is used to being the token white man.
The Kiwi expat who has lived in Shanghai for six years is frequently invited to social occasions where his conversation is not required.
Just being there is enough for those who invite him to gain kudos with potential business partners.
For Brettschneider it is just part of doing business in China.
A baker by trade, Brettschneider was head-hunted by global bakery giant Bake Mart seven years ago while working for Goodman Fielder.
His role at Bake Mart has involved introducing the Chinese to bread and other baked goods well-known in the Western world while adapting those products to suit the tastes of the locals who prefer much sweeter, softer and whiter goods.
But it has also given him a major insight into the world of doing business in China.
He says it's not that different to NZ but in China the commitment to building relationships goes much further.
Whereas most New Zealand business people might turn down a dinner during a week night or on a Sunday night, in China it's a must do.
"A lot of business is done through building relationships, building a rapport, trust is very important. You get a lot of opportunities in business like that."
Having a good supply chain and distribution is also key and price is an important part of that.
"China is a trading nation, they barter for everything."
The Chinese don't want a deal where they get three for the price of two - they want to haggle the price.
But he has gained a level of understanding which he is using to help other Kiwi business people get a foot in the door.
Recently he was approached by New Zealand company Angus Pure Beef and he has also helped broadcaster Paul Holmes get in touch with the right people to help launch his olive oil business in China.
For Kiwi companies it is also about the ability to supply the amount of product that a country like China can demand, even for a niche product.
"The last thing anyone in China wants is to have it today only to find they can't get it tomorrow."
Helping New Zealand businesses is not a money earner for Brettschneider - he provides the introduction to the right people usually in exchange for a meal or a few drinks. He says it's his way of giving back to New Zealand.
* Tamsyn Parker is in Shanghai with the help of Air New Zealand and Tourism New Zealand.
