La Cina è un magnete per i commerci. Ma Chris Cooijmans, direttore generale del mol di logistica, ha scoperto a portata di mano che gli opposti necessariamente non si attraggono. Cooijmans ha viaggiato su una missione commerciale in Cina con un arco della delegazione di commercio. Nel suo giro di inchiesta del mercato di esportazione, ha imparato che non ci è garanzia di venire a contatto dei soci di destra.

Cooijmans desidera il mol di logistica facente parte il mol di gruppo, per diventare il Gateway ad Europa per il mercato cinese. Ma il successo è ancora un certo senso fuori. “Gli imprenditori cinesi di che ho venuto a contatto erano pricipalmente interessati nell'individuazione degli investitori. Per il momento, preferiscono mantenere il controllo sopra il commercio essi stessi.„

Il governo

Durante il giro della Cina, il mol di logistica ottiene introdotto ai vari contatti con i programmi matchmaking. Cooijmans è stupito dal omnipresence del governo in queste riunioni organizzate. “Il governo cinese è coinvolto in tutto, con sociale, progettare o interessi economici e conservazioni una vigilanza vicina su che cosa sta accadendo. Se desiderate realizzare qualche cosa nel campo commerciale, non ci è senso evitare la politica.„ Tuttavia, Cooijmans necessariamente non non considerare la partecipazione politica come un problema. “Dovete dedicare l'attenzione molto ai funzionari di governo e trovare un senso vincere la loro riservatezza. Questi funzionari pensano essere intrattenuti bene. Non ho un'opinione su quello. È no migliore o più difettoso di nell'ovest. Differenti giusti.„

Codice di comportamento

“L'influenza governativa non è l'unica cosa che differisca da dall'ovest. Comunicando in Cina inoltre richiede l'adattabilità considerevole. Trovo la lingua un problema reale. 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.”