Carretera logística a China

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23 de mayo de 2007 por historias del éxito del negocio de China

Etiquetas: Cultura del negocio, Mercado chino, Exportación, Importación

China es un imán para los negocios. Pero Chris Cooijmans, director general del Mol de logística, descubrió al alcance que los contrarios no atraen necesariamente. Cooijmans viajó en una misión comercial a China con una comba de la delegación del comercio. En su viaje exploratorio del mercado de exportación, él aprendió que no hay garantía de satisfacer a los socios adecuados.

Cooijmans desea el Mol de logística, parte del MOL de grupo, para convertirse la entrada a Europa para el mercado chino. Pero el éxito sigue siendo una cierta manera apagado. “Los empresarios chinos a que satisfice estaban principalmente interesados en encontrar a inversionistas. De momento, prefieren guardar control sobre el negocio ellos mismos.”

El gobierno

Durante el viaje de China, el Mol de logística consigue introducido a los varios contactos con programas matchmaking. Cooijmans es asombrado por el omnipresence del gobierno en estas reuniones dispuestas. “El gobierno chino está implicado en todo, con social, el planear o los intereses económicos, y las subsistencias un reloj cercano en qué está sucediendo. Si usted desea alcanzar cualquier cosa en el campo comercial, no hay manera de evitar política.” Sin embargo, Cooijmans no mira necesariamente la implicación política como problema. “Usted tiene que dedicar muchos de atención a los oficiales del gobierno y encontrar una manera de ganar su confianza. Estos funcionarios esperan ser entretenidos bien. No tengo una opinión sobre eso. Es no mejor o peor que en el oeste. Diferentes justos.”

Código de la conducta

“La influencia gubernamental no es la única cosa que diferencia del oeste. El comunicarse en China también llama para la adaptabilidad considerable. Encuentro la lengua un problema verdadero. The increasing demand for interpreters means they are very expensive and only a few locals speak English. But there is an effective way to get over the language barrier: hire Chinese employees! I’m convinced that the only way to achieve something in China is to let Chinese people do business with the Chinese. They understand each other’s culture, have no language barrier and connect a lot easier. And there’s another advantage. It’s very difficult to monitor a Chinese partner from a distant country. A local Chinese representative means you avoid becoming the victim of a different business ethic, and having to learn the hard way.”

SWOT

As well as the enormous number of commercial opportunities, Cooijmans also sees a threat. There are many unreliable entrepreneurs, both Western and non-Western, who are keen to grab a slice of the economic growth. “That’s why I would personally never do business in China without checking carefully who is involved. Just as I would do here in the Netherlands. But I have the impression that, relatively speaking, there are slightly more untrustworthy elements in China who are trying to abuse the situation.”

Talking business

“If you are convinced of the reliability of your potential business partner, you have to decide on the angle for your conversation. Do not share all your business information at once or what you are looking for. Keep things superficial at first. It’s best to let your Chinese partner talk first. Deduce from what they say what this would mean for you. If you start by talking about your own ideas, there’s a risk the Chinese will invent a role for themselves in your plans. In my experience, the Chinese are extremely commercially driven and creative in that respect – but unfortunately, not always equally realistic.”

Where to start

“The easiest place to do a thorough reality check before you make commitments (to anyone) in the Far East is the Consulate. The officials there can inform you proper. They have addresses of lawyers and other institutions that can help you with legal issues, for instance. And they can tell you how to stay on track and meet the right people. If you then learn that a Mayor of a small village has more influence and status in your case than the CEO of a large national company, you know where to start. Just as in logistics, the fewer the diversions, the faster you reach your destination.”

MOL Logistics supports the wide-ranging logistics needs of its customers by managing their total cargo on a global basis; customer satisfaction is the company’s primary aim. The package of services caters to clients in the following fields:- Freight forwarding by air and ocean;- Distribution by road for the Benelux and the rest of Europe;- Dedicated logistics, value added services and public warehousing.

As a Total Logistics Services Provider, MOL Logistics creates and develops best practise suitable for each valuable customer with full use of leading-edge Information Technology.
Its capabilities include value-added services and public warehousing, distribution centers, air, ocean and road freightage, terminal and container-shipping services.

The current worldwide network of MOL Logistics includes over 160 offices in 53 countries.

For more information, visit: http://www.mol-logistics.nl/

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Logistical Highway to China

May 23rd, 2007 by admin

China is a magnet for businesses. But Chris Cooijmans, General Manager of Mol Logistics, discovered at first hand that opposites do not necessarily attract. Cooijmans travelled on a trade mission to China with a Camber of Commerce delegation. In his fact-finding tour of the export market, he learned that there is no guarantee of meeting the right partners.

Cooijmans wants Mol Logistics, part of the MOL Group, to become the gateway to Europe for the Chinese market. But success is still some way off. “The Chinese entrepreneurs that I met were mainly interested in finding investors. For the time being, they prefer to keep control over the business themselves.”

The government

During the tour of China, Mol Logistics gets introduced to various contacts through matchmaking programmes. Cooijmans is astonished by the omnipresence of the government in these arranged meetings. “The Chinese government is involved in everything, through social, planning or economic interests, and keeps a close watch on what is happening. If you want to achieve anything in the commercial field, there is no way to avoid politics.” However, Cooijmans does not necessarily regard the political involvement as a problem. “You have to devote a lot of attention to government officials and find a way to win their confidence. These officials expect to be entertained well. I don’t have an opinion on that. It’s no better or worse than in the West. Just different.”

Code of conduct

“The governmental influence is not the only thing that differs from the West. Communicating in China also calls for considerable adaptability. I do find the language a real problem. The increasing demand for interpreters means they are very expensive and only a few locals speak English. But there is an effective way to get over the language barrier: hire Chinese employees! I’m convinced that the only way to achieve something in China is to let Chinese people do business with the Chinese. They understand each other’s culture, have no language barrier and connect a lot easier. And there’s another advantage. It’s very difficult to monitor a Chinese partner from a distant country. A local Chinese representative means you avoid becoming the victim of a different business ethic, and having to learn the hard way.”

SWOT

Talking business