(1) Business operators do not know much about border trade game planning. Knowing the rules of the game is a prerequisite for winning border trade business. Precisely on this issue, many Zhejiang businessmen who have just started out appear to be lacking. According to a sample survey, less than 5% of Zhejiang businessmen have actually participated in economic and trade knowledge training, and many have to pay high costs for translators when dealing with foreign businessmen. This makes it difficult to move freely in border trade operations without violating the rules. For example, in April this year, for the sake of convenience, some companies in our province believed in the promises of Russian businessmen and adopted alternative means to rashly enter the Russian market. As a result, they consciously or unconsciously violated the rules of the Russian trade game and were involved in "grey customs clearance" , the goods were confiscated by Russia and fined. The reason for this problem lies in the lack of understanding and research on Russia's adjustment of its trade policy with China. Therefore, learning and being familiar with the rules of international economic and trade games is a top priority for Zhejiang merchants to carry out foreign trade.

(2) Business areas need to be further expanded. The market on the China-Russia border is huge and competition is fierce. At present, the business scope of Zhejiang merchants is not wide, and it is basically limited to the sale and purchase of small daily commodities. There are very few companies involved in real estate development and catering services. In terms of business methods, he is accustomed to "riding alone for thousands of miles" and returns home after making a sale. He has become a typical guerrilla fighter. There is a clear gap between the business philosophy of investors and dealers in Fujian and other places. Most of the products operated by Zhejiang merchants are produced by their own enterprises in their hometown in Zhejiang, and they are self-produced and sold. It is hoped that a "Zhejiang village" and a "Zhejiang product street" will be formed on the Sino-Russian border. It will take some time. Zhejiang merchants’ leading position in Sino-Russian border trade is very likely to be replaced by their main competitors, Fujian merchants.

(3) Insufficient capital is confusing Zhejiang merchants to expand the “cake” of border trade. There are projects but lack of funds. This is a major confusion faced by Zhejiang merchants in border trade operations. The reasons are manifold. First, judging from the composition of dealers, 90% are individual industrial and commercial households and small business owners. They are engaged in small businesses, have very limited accumulation, and lack the confidence to develop large projects. For example, many small businesses yearn to invest and start businesses in the Zhejiang Industry and Trade Park in the China-Russia Mutual Trade Zone, but they lack funds to build factories and have to stay away. Second, from the perspective of financing methods, the channels are relatively single. It is difficult for some small business owners to obtain loans from banks and they basically rely on their own accumulation to achieve rolling development. A businessman from Zhuji was interested in a highly profitable tourism project in Suifenhe, a port city. However, he has not dared to apply for the project because he could not raise 20 to 30 million yuan in development funds. Third, from a government perspective, support for border trade enterprises needs to be increased, incentive policies are lacking, and guidance and services are not in place.

(4) The phenomenon of emphasizing export and neglecting import is quite prominent. This is evident from two sets of data. First, Zhejiang businessmen have established 114 companies in Russia using port trade as a springboard, with a total investment of US$19.51 million. Second, a large number of Zhejiang enterprises have moved northward and actively participated in the revitalization of the old industrial bases in Northeast China. Their investment in Heilongjiang is also second to none. Among them, in the Sino-Russian Mutual Trade Zone, Zhejiang businessmen’s investment reached 500 million yuan. Jinhua Huaming Investment and Guarantee Co., Ltd. acquired 150 acres of land in Mudanjiang City and invested more than 12 million yuan in the first phase to build the largest building materials market in central Zhejiang in Mudanjiang City so far. In contrast, Zhejiang merchants imported less raw materials from Russia. For example, Zhejiang enterprises have a huge demand for wood. However, Russia has a stockpile of 21.3 billion cubic meters of wood, but we have not fully utilized it. Objectively speaking, the reason is that the distance is long and the transportation cost is expensive. The most important reason is that the processing enterprises established in Zhejiang on the border have not yet formed a scale, processing and trade are out of touch, and the phenomenon of two skins is prominent. Zhejiang is a province with small resources. Only by organically combining the export of products with the introduction of raw materials can the development of border trade be more vigorous and dynamic.

4. The future development prospects of Sino-Russian border trade are very broad

Zhejiang businessmen are generally optimistic about the prospects of Sino-Russian border trade, especially with the completion of the Zhejiang Industrial and Trade Park, which will provide opportunities for Zhejiang products to enter The Russian market has opened up a broad and smooth green channel with attractive prospects and unlimited business opportunities.

(1) Good humanistic environment.

According to the Sino-Russian Treaty of Good Neighborliness and Friendship signed by China and Russia, China has established a market system that responds internally and externally in cities such as Ussuriysk in Russia. In Vladivostok, Chinese companies formed the Chinese Enterprise Alliance, and the Chinese formed their own Federation of Industry and Commerce. The Dongning County Government of Heilongjiang Province and the Ussuriysk Municipal Government of Russia have established a regular bilateral meeting mechanism to regularly communicate opinions on bilateral economic and trade activities and solve problems in border trade activities in a timely manner. The Zhejiang Chamber of Commerce, established in Suifenhe City, can be called a bridge between the government and a link between enterprises.

(2) The scope of cooperation is broad. The Heilongjiang Provincial Government has regarded promoting economic, trade, scientific and technological cooperation with Russia as an important strategy for economic development, and has set a growth target of quadrupling the total import and export volume with Russia in five years and reaching US$14 billion by 2010. On the thousands-mile border with Russia, 10 open parks integrating science, industry and trade are being built. With zero-distance service and zero-fee management, we sincerely welcome businessmen from all over the world to invest and start businesses. Investors are regarded as gods and Zhejiang businessmen are their darlings. There is a strong atmosphere of being pro-business, ensuring business, supporting business and making wealthy businessmen. At the Economic and Trade Fair with Russia held in mid-August this year, the province launched nearly a thousand cooperation projects and made a clear commitment that enterprises from other provinces would merge and acquire old state-owned enterprises in Heilongjiang without having to bear debts and redundant employees.

(3) The market’s “money scene” is charming. This is quite attractive to Zhejiang businessmen. First, the demand for light textile products in the Russian market has increased significantly. According to relevant data, Russia has an annual shortage of 4.8 billion square meters of cotton, 900 million square meters of silk, 600 million pairs of shoes and socks each, and relies on imports of light textile products worth US$13.6 billion. Second, there is strong demand for household appliances. As the popularity of home appliances in Russia accelerates, the demand for high-end home appliances such as televisions, washing machines, and refrigerators will increase by 15% per year in the next few years. Third, the “money scene” in the building materials market is even more charming. In the past two years, Russia has built 130 million square meters of industrial buildings and 90 million square meters of residential buildings across the country. It is in urgent need of a large amount of decorative materials. However, China's building materials are high-quality and cheap, and similar products are about half cheaper than those in Europe. Therefore, it has become a The product of choice for Russian businessmen.

(4) There are many preferential policies. As a China-Russia Economic and Trade Zone, the country and Heilongjiang Province have formulated and issued 18 special policies to support it. Among them, enterprises stationed in the China-Russia Mutual Trade Zone can trade freely within the zone, and goods are not subject to quantity and storage time restrictions. Tariffs and value-added tax on imported goods from Russia will be halved. Focus on subsidizing famous brand products with development prospects to register their trademarks in Russia. Enterprises exporting products can receive rewards from the Heilongjiang Provincial Government