中国はビジネスのための磁石である。 しかし反対が必ずしも引き付けないことをクリスCooijmans、兵站学Molのの総務部長は、直に発見した。 Cooijmansは商業の委任のキャンパーが付いている中国に貿易代表団で移動した。 輸出市場の彼の実情調査旅行では、彼は右のパートナーに会うことの保証がないことを学んだ。

Cooijmansによってはなって兵站学Molが、グループMOLのの部分、ほしい ヨーロッパへの出入口 中国の市場のため。 しかし成功は今でも方法である。 「私が会った中国の企業家は投資家を見つけることに主に興味があった。 現在のところ、それらはビジネスの制御を保つことを好む自身」。

政府

中国の旅行の間に、兵站学Molはmatchmakingプログラムによって様々な接触に導入されて得る。 Cooijmansはこれらの予定された会合の政府の遍在によって驚いている。 「中国の政府はすべてに、会合、計画または経済的利益によってかかわり、何が起こるか気を付ける。 商業分野の何でも達成したいと思えばない政治を避ける方法が」。 但し、Cooijmansは問題と必ずしも政治介入をみなさない。 「国家公務員への多くの注意を捧げ、彼らの信任に勝つ方法を見つけなければならない。 これらの役人はよく心に抱かれると期待する。 私はそれの意見を持っていない。 それは西でよりよくまたは悪くない。 公正な別」。

行動規範

「政府の影響は西と異なる唯一の事ではない。 中国で伝達し合うことはまたかなりの適応性を求める。 私は言語を実際の問題見つける。 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.”

Dutch      English     Chinese 

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.”