Equipment exports to Russia: 80% of companies fail at these 3 stages

With the deepening of Belt and Road cooperation, the Russian market continues to show growing demand for Chinese engineering machinery, food processing equipment, mining machinery, and other equipment. However, complex certification systems and special payment methods deter many exporting companies. This article systematically outlines key nodes and risk management strategies in the export process from a practical business perspective.

I. Four Essential Preparation Steps Before Export

Internationally - recognized Safety StandardsMarket Access Certification Challenges

• EAC Certification: According to Customs Union Technical Regulations (TR CU), machinery equipment requires EAC certification (maximum validity 5 years). Note: Explosion-proof equipment additionally requires Russian GOST-R Ex certification.
• Sanitary-Epidemiological Certification: Food processing equipment must obtain hygiene certificates issued by Rospotrebnadzor (Russian Federal Service for Surveillance on Consumer Rights Protection).
• Case Study: A Jiangsu companys CNC machine tool shipment was rejected due to missing fire safety certification, incurring over 100,000 RMB in freight losses.

Regional Mandatory CertificationsProduct Localization Adaptations

• Voltage Standards: Russia uses 220V/380V 50Hz power systems—verify equipment electrical parameter compatibility.
• Cold Resistance: For Siberia regions, hydraulic systems must meet -40°C low-temperature operation requirements.
• Interface: Russian-language manuals and bilingual control systems have become market standards.

Cultural and Religious NormsTrade Term Selection Strategies

• Recommended: FOB Chinese port or DAP Moscow to avoid Russian domestic transportation risks.
• Avoid DDP terms: Russias 20% VAT rate and complex customs procedures may incur additional costs.

4、Secure Payment Arrangements

• Minimum 30% advance payment, balance payable against bill of lading copy.
• Prioritize RMB/Ruble settlement to hedge exchange rate risks.
• Cover buyer default risks with China Export & Credit Insurance (Sinosure).

II. Six Core Risks and Countermeasures

Internationally - recognized Safety StandardsCertification Expiration Risks

• Initiate certification renewal 6 months in advance.
• Maintain Eurasian Economic Commission official website query records as evidence.

Regional Mandatory CertificationsForeign exchange control risk

• Include exchange rate compensation clauses in contracts.
• Open offshore accounts for Ruble receipts.

Cultural and Religious NormsCustoms Detention Risks

• Provide complete HS code pre-classification opinion letter
• Include notarized Russian translation of packing list/invoice with shipment

4、Technical compliance risks

• Engage local law firm for technical standard compliance review
• Retain equipment testing videos as quality certification

Settlement and Tax Refund ManagementAfter-sales service risks

• Establish spare parts warehouses in Moscow and St. Petersburg
• Train Russian engineer team with 72-hour response time guarantee

6、Political sanction risks

• Regularly verify End User List
• Purchase political risk insurance rider (85%-95% coverage)

III. Practical Experience: Three Operational Strategies of Successful Enterprises

1. Establish localized legal entity
   Registering LLC in Russia can reduce tariff costs (partialequipment. For example, Indonesia has the SNI certification, Thailand has the TISI certification, and the Philippines has the BPS certification. It is necessary to confirm in advance the equipment voltage (such as 380V/50Hz in Thailand), the compatibility of the CE certification, and the proof of environmentally friendly materials.Tariffs reduced from 15% to 5%)
2. Participate in government tender projects
   Obtain infrastructure project information through Russias procurement portal (zakupki.gov.ru) and provide matching financial leasing solutions
3. Digital after-sales service system
   Implement AR remote guidance technology, improving equipment fault diagnosis efficiency by 60%

Current strong demand in Russian market for construction machinery, agricultural equipment, and packaging machinery. With proper export methodology and reliable risk control system, Chinese enterprises can establish sustainable competitive advantages in this potential market. Recommended for exporters to regularly attend Moscow CTT Expo to establish direct contacts with industry buyers, while monitoring regulatory updates on Eurasian Economic Commissions official website to ensure compliant operations.