中国是一块磁铁为企业。 但克里斯Cooijmans， Mol的总经理后勤学，第一手发现了对面必要不吸引。 Cooijmans在一个贸易代表团移动了到中国与商务代表团反挠度。 在他出口市场的实情调查的游览，他获悉没有遇见正确的伙伴保证。

Cooijmans要Mol后勤学，一部分的MOL小组，成为 门户向欧洲 为中国市场。 但成功仍然是某一方式。 “我遇见的中国企业家是主要对找到投资者感兴趣。 暂时，他们喜欢保留对事务的控制”。

政府

在中国的游览期间， Mol后勤学得到介绍给各种各样的联络通过matchmaking的节目。 Cooijmans由政府的遍在这些被安排的会议吃惊。 “中国政府在一切介入，通过社会，计划或者经济利益和保留注视在发生了什么。 如果您想要达到任何东西在商业领域，没有办法避免政治”。 然而， Cooijmans必要不认为政治介入问题。 “您必须致力对政府官员的很多关注和发现方式赢取他们的信心。 这些官员准备很好招待。 我没有关于那的一个观点。 它没有好或坏比在西方。 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

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.”