La Chine est un aimant pour des entreprises. Mais Chris Cooijmans, directeur général de mole de logistique, a découvert à portée de la main que les opposúx n'attirent pas nécessairement. Cooijmans a voyagé sur une mission commerciale en Chine avec une cambrure de délégation de commerce. Dans son excursion de recherche de renseignments du marché d'exportation, il a appris qu'il n'y a aucune garantie de rencontrer les associés droits.

Cooijmans veut la mole de logistique, une partie de la mole de groupe, pour devenir le passage vers l'Europe pour le marché chinois. Mais le succès est toujours une certaine manière au loin. « Les entrepreneurs chinois que j'ai rencontrés étaient principalement intéressés à trouver des investisseurs. Pour l'instant, ils préfèrent garder le contrôle des affaires eux-mêmes. »

Le gouvernement

Pendant l'excursion de la Chine, la mole de logistique obtient présentée à de divers contacts par des programmes d'arrangement. Cooijmans est étonné par l'omniprésence du gouvernement lors de ces réunions organisées. « Le gouvernement chinois est impliqué dans tout, par social, planification ou intérêts économiques, et subsistances une montre étroite sur ce qui se produit. Si vous voulez réaliser n'importe quoi dans le domaine commercial, il n'y a aucune manière d'éviter la politique. » Cependant, Cooijmans ne considère pas nécessairement la participation politique comme un problème. « Vous devez consacrer beaucoup d'attention aux fonctionnaires de gouvernement et trouver une manière de gagner leur confiance. Ces fonctionnaires comptent être bien amusés. Je n'ai pas une opinion sur cela. Il n'est pas meilleur ou plus mauvais que dans l'ouest. Différents justes. »

Code de conduite

« L'influence gouvernementale n'est pas la seule chose qui diffère de l'ouest. 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

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.”

Printer friendly version of the interview “Logistical Highway to China.”

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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.

“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.”