东盟十国的商业机遇

Unit 6  Business Opportunities  in ASEAN Countries

【9】有些企业直接面对海外客户的销售经理了解客户的困难，但由于本公司领导缺乏对国际市场现实情况的认识，并没有制定新的海外市场战略，因此，熟悉海外客户需求情况的业务经理由于不能满足客户的需求而干着急。总体来说，企业缺少在“一带一路”国家的经营经验是最主要的问题。

【9】Although the salesmanager of some enterprises are fully aware of the difficulties faced by foreign clients, due to the inadequate understanding of international market situations by company executives, no new strategy 

for the overseas markets could be developed, leaving the sales manager helplessly anxious but unable to do anything. Generally speaking, the lack of operating experiences in counties along "One Belt and One Road" among company executives and management has turned out to be the foremost problem. 

【10】有专家提醒，新兴市场国家有本土宗教甚至部落文化，地区之间差异明显，而中国企业家出海，不但心理没有准备好，知识储备也不够。他们按照欧美市场化思维而训练出来的商业模式，不一定适用于新兴市场。据中国社会科学院专家冯维江博士在2018年的一个论坛指出，在一带一路的沿线地区，有些地方不但缺乏支付能力，甚至发展的欲望也不足，很多人没有辛勤操劳的习性。

【10】Some experts remind us that in the emerging markets, the local religion or even the tribe cultures are prevailing, compounded by the regional differences. However, most of the entrepreneurs from China are not well prepared, either in mind or in knowledge. The business models developed with the advanced markets such as USA and Europe may not work in these new markets. According to Dr. Feng Weijiang, who at the capacity of forum speaker of Chinese Academy of Social Sciences pointed out in 2018, in some of the countries in BRI areas, the capability to pay, or even the desire to grow and develop, is absent, because they are not hardworking.

 

【11】首先，可以虚心学习西方发达国家在国际化方面扩充战略的成功经验和真实案例，聘请专业机构，做足功课，做好国别宏观预测和分析，有备而来。其次，综合地理、经济、人文等多方面因素，以某个国家作为落脚点，先设置桥头堡，步步推进。这一点，和中国改革开放初期的设立试点城市、然后以点带面的策略也是相通的。

【11】First, we can learn from the success experiences and cases in the international expansion of the Western powers, such as using the services from professional institutions, doing your homework in the macro analysis on country-specific levels. Second, we can select the suitable country for setting up the stronghold taking geography, economics, and cultural factors into account. In fact, China had its own success stories in its early stage of opening up when some experimental cities were allowed to test the new measures.

【12】同时，也可以引进来，把国外的学生、年轻人邀请到中国，在国内学校 学习，甚至在符合国内法规的前提下，创造条件在国内真正的商业环境学习、历练、感受，让他们结合中国的最新发展和自己祖国的独特发展阶段和特点，做出自己的判断和选择。作为促进双边和多边在民间商业、贸易、文化等方面交往的“民间大使”，我们更加应该从新的角度，看待中国古人的智慧名言“知己知彼，百战不殆”。从这个角度而言，为了双方能够更好的合作，我们应该了解自己，也应该了解我们的合作方。这句话，对于我们的合作方，也是同样适用的。

【12】At the same time, we can invite the overseas students and youngsters to learn in China, and even can go one step furthers,  in light of the domestic laws and regulations,   provide some conditions for them to learn,  test, and experience the real commercial environment in China, so that they can make their well-informed decision and choice when integrating the latest developments of China and their motherland’s uniqueness and characteristics.

As the domestic “ ambassador” in promoting the commerce, trade and culture, we should take a new look at the ancient wisdom such as   “Know yourself and know your enemy, and you will never be defeated”  ( Sunzi-  the Art of War ). In order to achieve better cooperation between two sides, we should know about ourselves, and about our working partner as well. It is also true with our partners.

说明：本文节选自《一带一路视野下的东盟十国：文化教育与商业机遇B & R, AND ASEAN, the culture, education and business opportunities.》第一章第五节 （厦门大学出版社2019年12月第一次出版，ISBN: 978756157654-0。中英文双语。经两位作者许可发布，供广大读者研讨。）