中國是一塊磁鐵為企業。 但克里斯Cooijmans， Mol的總經理後勤學，第一手發現了對面必要不吸引。 Cooijmans在一個貿易代表團移動了到中國與商務代表團反撓度。 在他出口市場的實情調查的遊覽，他獲悉沒有遇見正確的夥伴保證。

Cooijmans要Mol後勤學，一部分的MOL小組，成為 門戶向歐洲 為中國市場。 但成功仍然是某一方式。 「我遇見的中國企業家是主要對找到投資者感興趣。 暫時，他們喜歡保留對事務的控制」。

政府

在中國的遊覽期間， Mol後勤學得到介紹給各種各樣的聯絡通過matchmaking的節目。 Cooijmans由政府的遍在這些被安排的會議吃驚。 「中國政府在一切介入，通過社會，計劃或者經濟利益和保留注視在發生了什麼。 如果您想要達到任何東西在商業領域，没有办法避免政治」。 然而， Cooijmans必要不認為政治介入問題。 「您必須致力對政府官員的很多關注和發現方式贏取他們的信心。 這些官員準備很好招待。 我沒有關於那的一個觀點。 它沒有好或壞比在西方。 正義不同」。

品行規範

「政府影響不是與西方不同的唯一的事。 溝通在中國也要求可觀的伸縮性。 我發現語言一個真正問題。 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.”