La Cina salt-avvia
La conquista del mercato cinese non è facile. Ci sono fortunatamente molte organizzazioni che hanno la conoscenza e l'esperienza per guidarla nel rendere i vostri primi punti sul terreno sconosciuto riusciti come possibile. Una di queste organizzazioni è la camera di commercio del Benelux. Le storia di successo della Cina hanno trottato all'ufficio di questa camera di commercio per parlare con il direttore generale, Helmy Koolen.
La camera di commercio del Benelux (o BenCham, come si denominano) ha stato il risultato di una fusione fra l'associazione olandese di affari e l'associazione belga di affari del Lussemburgo in Cina. “In 2001 la camera di commercio del Benelux ha iniziato un capitolo a Schang-Hai e nel novembre 2004 abbiamo aperto un capitolo in Beijing. A questo momento abbiamo oltre 550 membri. Quindi siamo rappresentanti forti della Comunità del Benelux a Beijing e Schang-Hai. Il BenCham offre tre specie delle attività: eventi di affari riguardo a fare commercio in Cina, attività delle informazioni per i professionisti e le officine giovani per l'industria centrale e su scala ridotta. Tutte le attività sono ricche di soddisfare informativo e, naturalmente, vanno di pari passo con le bevande informali della rete.„
Insieme dei membri
“Non solo le aziende dal Benelux possono diventare un membro del BenCham. Uno può anche stare bene ad un membro specifico. Tuttavia, siamo rigorosi. Questo insieme dei membri è riservato per quelli, che provengono dal Benelux, ma funziona per un'azienda del non-Benelux. In quei casi esclusivamente consideriamo un insieme dei membri specifico. Un insieme dei membri quello costa € 450, - un anno e fornisce l'accesso alla rete ed a tutti i generi di altri servizi ed attività.„
Attività
“Colleghiamo frequentemente le aziende con altre aziende o autorità. We further organize round table conferences every now and then. And when a new company comes to China to see if they can establish a business here, I search for people who can help them. We have been successful doing so several times. Commercial consultancy advise is where we draw the line though. We have the policy not to compete with the activities of our members, some of whom in some cases do offer business consultancy.”
Fairytales
People often tend to say you have to find a Chinese partner for your business, is that true? “Personally I would definitely reconsider that. Finding a good Chinese partner is no walk in the park. Several of our members have experience in loosing (a lot of) money to a so-called ‘partner’. If you don’t really need a partner, and you have a good product or service, I wouldn’t do it. Sometimes however, you have no choice. For instance if you want to register on tenders from the government, say as an architectural firm, it is often demanded that you have a Chinese partner. Considering the fact that a public tender from the Chinese government is very complicated for foreigners, having a Chinese partner in these cases is no superfluous luxury.”
Chinese mentality
Whether you work with or without a partner, do or don’t become a member of BenCham, sometimes one just has to take a leap of faith. “You will grow accustomed to the country and the Chinese business approach quite easily. I admit, Chinese employees can have difficulties with priorities and they might find it hard to work independently. It is however to their credit that they are flexible, prepared to work hard and they are very kind by nature. Of course, just like in the West, there is always a chance to be swindled, and, like any business anywhere, you can loose some money someday. But don’t let that keep you from coming to China. It would be a pity if you miss out certain business deals, just because of the wrong information and exaggerated fear. After all, doing business is all about taking risks.”
Huanying!
“In case you do decide to go to China, observe the market well, gather as much information as possible and make use of all your contacts. It can sometimes be frustrating and not everything you touch will instantly turn into gold. But if you are patient and keep the fact in mind that China is a growing and willing market, you will discover a whole new world. Jump in!”
| The Benelux Chamber of Commerce is an informal organization consisting of those business representatives of large-, medium- and small sized companies, who have an active interest in developing two-way trade and friendship between our three countries Belgium, The Netherlands, Luxembourg and China. Their mission is to strengthen the business, government and community ties between the Benelux countries and China and to promote the Benelux countries as an integral part of the European Union, renowned for their excellent products and its friendly business climate.For more information, please go to: http://www.bencham.org/ |
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