Hong Kong’s fencing boom
Fencing is gaining popularity after Edgar Cheung Ka-Long won a foil fencing gold medal representing Hong Kong in the 2021 Olympics. Consequently, Hong Kong teenagers have been rushing to register for fencing classes. Schools are also devoting more resources to fencing classes, with one school planning to invest half a million USD to build a new fencing school. The fencing suppliers in Hong Kong are therefore expecting a surge in demand for fencing equipment which in turn will present more export opportunities for U.S. fencing suppliers.
Hong Kong has currently 39 registered fencing schools and affiliated fencing clubs and more than 3000 registered fencers. The number of fencing schools is expected to grow under the ‘Ka-Long effect’. The market for fencing equipment is small with only 11 suppliers of CE-350N standard foil fencing mask brands, and another five are Hong Kong Fencing Association (HKFA)-approved suppliers. Suppliers not on HKFA’s approved list can still sell their products in Hong Kong but being on the approved list has its advantages for increasing the brand’s marketability. There are, however, only two American brands on HKFA’s approved list: Absolute, and Blue Gauntlet. Brands approved by the International Fencing Federation (IFF, or also known as FIE) will automatically be added to HKFA’s list. Local suppliers prefer to represent foreign brands on FIE’s approved list.
Challenges U.S. suppliers may encounter in Hong Kong:
For this report, the U.S. Commercial Service in Hong Kong contacted several local distributors of fencing equipment and the HKFA. According to the distributors, price is usually the prime consideration in their decision to represent a new brand, and as such they tend to import products from China. For quality products, distributors would prefer to select European brands such as those of Leon Paul and Uhlmann. European and Chinese brands therefore dominate the local market. Distributors here are generally not familiar with U.S. brands but are interested in learning more about American fencing products.
Recommendation for market entry:
The best way to enter the market is to appoint a local distributor to introduce the U.S. brands to the schools and fencing clubs. To promote the brands that they represent, they will usually sponsor local fencing competitions. Some also exhibit at the competitions.
For easier market entry, U.S. suppliers are recommended to register with the HKFA and be listed as an HKFA approved brand. Certifications and qualifications such as FIE and the CE 350N International Certification can speed up the process. Interested suppliers may contact us for an introduction to the HKFA and they can provide information on the documents required for inclusion on their approved list. To save shipping costs, local suppliers prefer purchasing a complete set of fencing gear from one supplier instead of buying from several suppliers.
Hong Kong distributors of fencing equipment are particularly keen to import electronic scoring systems and other gadgets, as there are currently insufficient suppliers of these products.
U.S. suppliers interested in exporting their products to Hong Kong and who need help in finding distributors can contact the U.S. Commercial Service at: Office.Hongkong@trade.gov.
Hong Kong Fencing Association: http://www.hkfa.org.hk/EN/affiliationMembers.html?mID=15
Hong Kong Fencing Association’s list of brand names accepted by HKFA for local competitions (Fencing Suits & Masks). http://www.hkfa.org.hk/brandname.pdf.
List of manufacturers advertising in the FIE magazine: https://fie.org/fie/structure/manufacturers.