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How Does China Dodge the Chicken Tax to Enter the Affordable EV Truck Market in the U.S.?

By Michael Entner-Gómez | Digital Transformation Officer | Entner Consulting Group, LLC.



The electrification of the automotive industry represents not only a technological revolution but a transformative movement reshaping economies and societies. The United States, with its sprawling landscapes and a culture enamored with the freedom of the open road, has a burgeoning market for electric vehicles (EVs). Within this context, affordable EV trucks emerge as a significant market segment, combining practicality and environmental consciousness, appealing to both individual consumers and businesses.


Yet, this market is not without its obstacles. The Chicken Tax looms large over foreign manufacturers, presenting a formidable barrier to entry. This 25% duty on imported light trucks and commercial vans, in place for over half a century, has significantly influenced the American automotive industry, effectively shielding it from certain foreign competition.


In this environment, Chinese manufacturers stand at the threshold, poised to challenge the status quo. With a rapidly expanding EV market of their own, these manufacturers have the potential to offer affordable alternatives to American consumers. Their foray into the U.S. market depends on their ability to sidestep the Chicken Tax, requiring innovative strategies that may take cues from industry players like Polestar, who have navigated these waters before.


Historical Context of the Chicken Tax


The Chicken Tax, which came into effect over half a century ago, has its origins in a period of escalating trade tensions. In the early 1960s, the United States found its poultry exports severely hampered by tariffs levied by France and West Germany, which at the time were among the largest markets for American chicken. In retaliation, President Lyndon B. Johnson imposed a 25% tariff under Section 232 of the Trade Expansion Act of 1962, which allowed the president to adjust imports that threatened national security. Though the term "Chicken Tax" humorously derived from its agricultural beginnings, the tax extended to cover a variety of products, including brandy, potato starch, dextrin, and notably, light trucks.


The selection of light trucks for this tariff was strategic and impactful. At the time, the U.S. automotive industry was facing increasing competition from European manufacturers, particularly Volkswagen, whose light trucks were gaining popularity in the American market. The imposition of the Chicken Tax effectively curtailed this competition, leading to a decline in imported light trucks and cementing the dominance of American manufacturers in this segment.


Over the years, the automotive landscape has shifted, and the rationale for maintaining the Chicken Tax on trucks has been subject to debate. While the tax on the other initially targeted products was eventually lifted, the tax on light trucks has remained, becoming a permanent fixture and a topic of contention in ongoing trade discussions.


China’s Strategy for the EV Truck Market


As the global automotive industry shifts gears towards electrification, Chinese manufacturers are strategizing to carve out their niche in the U.S. EV market. Their approach must be multifaceted, addressing both the barriers imposed by the Chicken Tax, the specific tastes of American consumers (leaning towards trucks), and ever growing Sino-American tensions.


Establishing manufacturing bases within the United States is a primary strategy for them, and we’ve already seen this with battery manufacturing. This approach offers several advantages. It not only sidesteps the hefty import tariffs but also positions Chinese manufacturers as contributors to the U.S. economy, creating jobs and building goodwill. Additionally, local manufacturing means Chinese brands can respond more agilely to market trends and customer feedback, crucial in a rapidly evolving sector like EVs.


However, this strategy is laced with challenges, particularly in the current geopolitical climate. The recent political resistance to Chinese property acquisition in the U.S. has added layers of complexity to this approach. Navigating these diplomatic and economic hurdles requires Chinese manufacturers to be tactful and perhaps consider partnerships with American companies. Such partnerships could range from joint ventures to collaborative production agreements, where Chinese companies contribute technology and capital while American firms provide the physical manufacturing space and workforce.


On a positive note, these collaborations might serve as a platform for cultural exchange and technological integration, blending Chinese innovation in EV technology with American manufacturing expertise. The end goal being the creation of vehicles that resonate with U.S. consumers, address their specific needs and preferences, such as range, charging infrastructure compatibility, and design aesthetics.

In pursuing these strategies, Chinese manufacturers are not just looking to sell their products; they are seeking to become integral, respected players in the U.S. automotive market. The path is complex, necessitating careful navigation of both economic and political landscapes. The success of this endeavor could reshape the U.S. EV market, offering more choices to consumers and accelerating the transition to sustainable transportation, but underlying distrust between the two countries could prove to be an insurmountable barrier.


An Alternative Path Through Mexico


As Chinese EV manufacturers seek entry into the highly competitive U.S. market, Mexico emerges as a strategic alternative to direct investment in the United States. This approach is not just about skirting the Chicken Tax; it's about tapping into a confluence of favorable factors that make Mexico an ideal manufacturing hub.


Mexico's appeal lies in its blend of skilled labor, relatively lower costs, and proximity to the U.S. market. Additionally, Mexico's participation in the United States-Mexico-Canada Agreement (USMCA) offers tariff advantages that are crucial for competitive pricing. Manufacturing in Mexico allows Chinese companies to enjoy these benefits while avoiding the Chicken Tax, making their EV trucks more financially accessible to U.S. consumers.


The success of companies like Hisense in establishing manufacturing facilities in Mexico for electronic products serves as an inspiring precedent. Hisense's strategy capitalizes on Mexico's strengths, leveraging the country's manufacturing ecosystem to produce TVs and refrigerators. This success story showcases how Chinese companies can use Mexican manufacturing bases to export products effectively into the U.S. market, circumventing tariffs that would otherwise render them uncompetitive.


Beyond electronics, the automotive industry in Mexico has a robust infrastructure and a long history of producing vehicles for American consumers. This existing ecosystem can be adapted to accommodate the production of EV trucks, providing Chinese manufacturers with a turnkey solution that includes established supply chains, skilled labor familiar with automotive production, and logistic networks that ensure efficient distribution across the U.S.


However, setting up production in Mexico is not without its challenges. It requires significant investment in building or adapting facilities, training labor to handle the specific requirements of EV manufacturing, and establishing new supply chains for EV components. Yet, the long-term benefits, including tariff avoidance and market access, make this a compelling strategy for Chinese manufacturers.


By establishing a presence in Mexico, Chinese EV manufacturers can position themselves as serious contenders in the U.S. market, offering affordable EV trucks while contributing to the broader North American economy. This approach reflects the shifting dynamics of global trade, where strategic geographic positioning becomes key to overcoming trade barriers and capitalizing on market opportunities.


Polestar: A Case Study


Polestar, the Swedish electric performance car brand owned by China's Geely, is more than just a producer of luxury EVs; it's a harbinger of the potential strategies Chinese companies could employ in the U.S. market. Polestar's foray into the American automotive landscape offers valuable lessons on navigating trade barriers, particularly the Chicken Tax.


Polestar's strategic planning to build vehicles in the USA for both domestic consumption and exportation to Europe is a classic example of circumventing the Chicken Tax. By setting up manufacturing facilities in the U.S., Polestar can avoid these tariffs, which significantly impact the cost and competitiveness of imported vehicles.

This specific tactic used by Polestar can be termed as "localization" or "regional manufacturing strategy." It involves setting up production units in key markets to avoid import tariffs and to benefit from potentially lower production costs, closer proximity to the market, and alignment with local market regulations and consumer preferences. By producing vehicles locally in the U.S., Polestar not only bypasses the Chicken Tax but also positions itself as a domestic manufacturer, potentially appealing more to American consumers and gaining a competitive edge in the market.


This strategy is particularly relevant for electric vehicles (EVs) and EV manufacturers, as the market is rapidly expanding with increasing consumer demand and supportive government policies. Localization helps in faster response to market demands, reduces logistics costs, and minimizes the carbon footprint associated with long-distance vehicle shipping, aligning well with the sustainability goals of EV manufacturers like Polestar.

For Chinese manufacturers looking to enter the U.S. EV truck market, Polestar's strategies offer a roadmap to not just overcome trade barriers but also to establish a lasting presence in an increasingly competitive market.


Assembly and Disassembly Tactics


The practice of partially disassembling vehicles before shipping them to the U.S., followed by reassembly stateside, is a creative yet complex tactic employed by some manufacturers to circumvent the Chicken Tax. This approach, while logistically demanding, opens a window of opportunity for foreign manufacturers to penetrate the American market without the burden of the hefty tariff.


The process involves breaking down the vehicle into key components or sub-assemblies that are then shipped separately to the United States. Upon arrival, these parts are reassembled into the final product. This method takes advantage of the different tariff classifications that apply to vehicle parts versus whole vehicles, allowing manufacturers to significantly reduce tariff costs.


For example, a company might ship the chassis, engine, and other major components of a truck separately, with each component falling under a different, lower-tariff classification. Once in the U.S., these parts are reassembled at a dedicated facility, effectively turning the imported parts into a domestically assembled vehicle.

This tactic is not just about avoiding tariffs; it also involves careful consideration of logistics, supply chain management, and quality control. Ensuring that disassembled parts are shipped efficiently and reassembled to meet strict quality standards requires a high level of coordination and expertise. It also necessitates investment in assembly facilities in the U.S., along with a trained workforce capable of handling the reassembly process.


The use of assembly and disassembly tactics speaks to the adaptability and ingenuity of manufacturers in navigating trade barriers. However, it also highlights the lengths to which companies will go to access the lucrative U.S. market, underscoring the impact of trade policies like the Chicken Tax on global automotive manufacturing and distribution strategies.


This method, while effective for some, is not without its critics. Some argue that it adds unnecessary complexity and cost to the manufacturing process, ultimately impacting the final product's price. Nevertheless, in the absence of more straightforward paths to the U.S. market, assembly and disassembly remain a viable strategy for many manufacturers.


Joint Ventures and Collaborations


Joint ventures and collaborations between Chinese manufacturers and U.S.-based firms represent a strategic chess move in the complex game of international trade and automotive manufacturing. These partnerships are more than just business arrangements; they are bridges between cultures, economies, and technological expertise.


When Chinese manufacturers partner with American companies, they gain several advantages. Firstly, these joint ventures allow them to bypass the Chicken Tax by leveraging the domestic status of their American partners. This means that vehicles produced under these collaborations are considered U.S.-made, exempting them from the hefty import tariff.


Moreover, these collaborations open doors to shared technological innovation. Chinese manufacturers, known for their advancements in EV technology and battery production, can combine their expertise with American firms' knowledge in vehicle design, consumer preferences, and market strategies. This synergy can lead to the development of EV trucks that are not only technologically advanced but also tailored to the specific needs and expectations of American consumers.


Another significant aspect of these joint ventures is the potential for knowledge transfer and skill development. American workers and engineers can gain insights into new manufacturing technologies and processes, while Chinese firms can learn more about American regulatory standards, marketing strategies, and customer service excellence.

Furthermore, these collaborations can ease geopolitical tensions by creating a scenario where Chinese investment is seen as contributing to the American economy, creating jobs, and fostering innovation. They serve as a testament to the power of collaboration over confrontation in global trade.


However, establishing successful joint ventures requires overcoming cultural and business practice differences, aligning strategic goals, and navigating the complex legal and regulatory landscapes of both countries. It demands a deep understanding of each other's strengths, weaknesses, and expectations.


As we witness more Chinese manufacturers exploring joint ventures and collaborations with U.S. firms, it's clear that this strategy could significantly alter the landscape of the U.S. automotive market, particularly in the EV truck segment. These partnerships are not just about circumventing trade barriers; they are about forging a new path in the global automotive industry, characterized by cooperation, mutual growth, and shared success.


The Pressure on Domestic Automakers


The strategic maneuvers of Chinese manufacturers in the EV truck market will not just reshape the landscape of international trade but are also exert significant pressure on American automakers. Companies like Ford, GM, and Stellantis find themselves at a crucial juncture, where the acceleration of their EV (or PHEV) strategies is no longer just an option but a necessity.


Ford, with its rich history and deep roots in the American automotive industry, is facing a dual challenge. On one front, it must innovate rapidly to produce EV trucks that are both affordable and meet the high expectations of American consumers. On the other, it needs to manage this transition while maintaining its strong base in traditional ICE vehicles, balancing between the present and the future. Hence, a renewed emphasis on bridge technologies in hybrid vehicles.


GM, known for its size and diverse range of vehicles, is under pressure to leverage its resources and scale to bring EV trucks to market quickly. The company's ability to adapt to changing consumer preferences and technological advancements will be key in maintaining its competitive edge. GM's challenge is not just in production but also in marketing and repositioning its brand in an increasingly eco-conscious market. GM currently appears to be frozen in their EV truck strategy and now has to deal with the Cruise autonomous vehicle fiasco (but I digress).


Stellantis, with its broad international footprint, must navigate the complexities of not only the U.S. market but also the global trends in EV adoption. The company's strategy must be multifaceted, encompassing technological innovation, market adaptation, and a keen understanding of different regional demands. This is evidenced by their latest investment of $1.6 billion in Chinese EV start-up Leapmotor.


Rivian, a newer player in the market, has made significant strides with its electric trucks. However, its focus on the higher-end segment leaves a gap in the market for more affordable EV trucks. This gap presents an opportunity for other manufacturers, both domestic and foreign, to fill. Rivian's challenge lies in expanding its market appeal without compromising its brand identity as a maker of premium electric vehicles. They are looking to produce smaller (read cheaper) vehicles, but their success in that market segment remains to be seen.


The pressure on these legacy automakers is not just about competition; it's about staying relevant in a rapidly evolving industry. The rise of EVs represents a paradigm shift in automotive technology, consumer preferences, and environmental considerations. As Chinese manufacturers explore innovative ways to enter the U.S. market, American companies must respond with equal ingenuity and agility. They need to continue their EV development, rethink their market strategies, double down on hybrid and PHEV, and possibly explore new collaborations and business models.

This pressure also extends to supply chains, technological infrastructure, and dealership networks, all of which need to adapt to the new realities of electric mobility. American automakers must navigate these challenges while advocating for policies and regulations that support a smooth transition to EVs.


The automotive industry is at a crossroads, and the actions of domestic automakers in the next few years will significantly influence not only their own futures but also the direction of the U.S. automotive market and its role in the global push towards sustainable transportation.


The Future of the Chicken Tax


The Chicken Tax, a pivotal element in the U.S. automotive trade policy for over half a century, finds itself at the center of an increasingly complex debate. As the automotive industry pivots towards electrification and globalization intensifies, the relevance and impact of this tariff are being scrutinized more than ever.


Proponents of the Chicken Tax argue that it has been instrumental in protecting American jobs and the domestic automotive industry. By imposing a significant tariff on imported light trucks and commercial vans, it has provided a shield against foreign competition, allowing U.S. manufacturers to dominate this segment. Supporters assert that this protection is crucial for maintaining a robust automotive sector, which is a significant contributor to the U.S. economy.


Critics, however, view the Chicken Tax as an outdated policy that distorts the market and limits consumer choice. They argue that it artificially inflates the prices of light trucks and commercial vans, leading to higher costs for consumers and businesses. Furthermore, they contend that in an era of global supply chains and international collaboration, such protectionist measures are counterproductive, hindering innovation and the efficient allocation of resources.


The debate also encompasses environmental considerations. As the world grapples with climate change, the push for sustainable transportation solutions has never been more urgent. Critics of the Chicken Tax believe that it impedes the entry of more fuel-efficient and environmentally friendly vehicles into the U.S. market, particularly from countries that are leading the way in EV technology.


The future of the Chicken Tax is also intertwined with broader trade and diplomatic relations, especially between the U.S. and China. In a global economy where trade policies can have far-reaching implications, the decision to maintain, modify, or abolish the Chicken Tax is not just about tariffs and vehicles; it's about signaling the U.S. stance on free trade, international competition, and collaboration in technological advancement — in automotive and other sectors. And now, we see similar issues surfacing in Europe with the onslaught of cheap Chinese EVs, and new tariffs being considered there.


As the automotive industry continues its shift towards electric vehicles, the role of the Chicken Tax in this transition becomes even more significant. Will it adapt to the new realities of the automotive market, or will it remain a fixture, with its original intent increasingly questioned in a rapidly changing world?


The resolution of this debate will have profound implications for the U.S. automotive industry, the global trade landscape, and the pace at which we advance towards a more sustainable and interconnected future.


Wrapping Things Up and Moving Forward


As we gaze into the future of the automotive industry, particularly the burgeoning EV truck market in the U.S., it's clear that we are on the cusp of a significant transformation. The potential entry of Chinese manufacturers into this market, employing innovative strategies to navigate the Chicken Tax, signals a pivotal shift not just in automotive manufacturing, but also in international trade dynamics and environmental sustainability.


The strategies employed by companies like Polestar, and the broader tactics of assembly, disassembly, and forming joint ventures, are not merely about circumventing a tariff. They represent a deeper change in how global automotive players are thinking about production, market entry, and competitive strategy. These methods reflect a growing trend of adaptability and agility in a rapidly changing market landscape.

The pressure on domestic automakers like Ford, GM, and Stellantis to accelerate their EV offerings is more than a response to competition. It's a response to a changing world, where consumer preferences are increasingly leaning towards sustainability, and where electric mobility is becoming synonymous with innovation and forward-thinking. These legacy automakers must not only match the pace of technological advancement but also anticipate and lead the charge in setting new industry standards.

The future of the Chicken Tax, amidst these changes, remains a subject of intense debate. Its role and relevance in the modern automotive industry, particularly as we transition to electric vehicles, will likely continue to be questioned. The decisions made regarding this tariff will reflect broader economic and environmental priorities and have lasting impacts on the U.S. automotive market.


Looking forward, the automotive industry's evolution will be shaped by a confluence of factors: international trade policies, technological advancements, environmental imperatives, and changing consumer behaviors. The journey of Chinese manufacturers in navigating the Chicken Tax is just one piece of this complex puzzle. It underscores the importance of strategic flexibility and innovation in a global market where the only constant is change.


As manufacturers, policymakers, and consumers navigate this landscape, the choices made today will define the automotive world of tomorrow. The push towards electric mobility, driven by a blend of economic, environmental, and technological factors, presents an opportunity to reimagine transportation. In this reimagining, the U.S. can emerge not only as a market for electric vehicles but as a leader in shaping a sustainable, efficient, and interconnected automotive future.




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