“一帶一路”為科技企業國際產能合作帶來新機遇

　　目前全世界都在關注中國政府實施的“一帶一路”戰略，大家的焦點都停留在中國高鐵和中國基礎設施建設企業等實施的大項目。但我們認為，“一帶一路”絕不是基礎設施和大項目企業的獨角戲。

 

　　The whole world are now casting their eyes on the "One Belt and One Road" strategy launched by the Chinese Government, focusing mainly on the major projects carried out by the Chinese high-speed railway operator and infrastructure constructors. Still, we firmly believe that "One Belt and One Road" is by no means the "one-man show" of these infrastructure constructors and major project operators.

 

　　“一帶一路”沿線大多是發展中國家，資源豐富，但其科技水平普遍低于中國。像二三十年前中國一樣，這些國家都需要外國的技術與資金投資，提高其資源的價值，為此，“一帶一路”國家經濟轉型發展為中國科技企業帶來巨大的新機遇。

 

　　Along the "One Belt and One Road" there are many resource-abundant developing countries with underdeveloped S&T level. Like China in its past 20-30 years, these countries are in dire need of foreign technologies and investment. "One Belt and One Road" initiative, which is aimed to achieve the transformation of national economy, has opened up new opportunities for Chinese high-tech enterprises.

　　越南國家領導人在2015年11月會見來訪的中國國家主任習近平時表示，越南希望參與中國提出的“一帶一路”的倡議，歡迎中國企業參與越南的基礎設施建設，但同時，越南也誠摯希望中國科技企業投資越南；哈薩克斯坦國正在進行國企股份私有化，希望出售部分國有企業股份，引進外國的先進技術；馬來西亞與泰國駐華投資促進官員均表示，中國許多建筑企業早已入駐兩國，兩國目前希望大力引進中國科技企業投資發展；喀麥隆使館外交官表示，除了希望中國企業幫助該國建設大樓道路橋梁外，他們更需要中國適用技術企業投資，改善普通群眾的生活水平，“讓他們的盤子里能多上幾塊肉”。

 

　　Chinese President Xi Jinping paid a state visit to Vietnam in November 2015. During the meeting, Vietnamese leader expressed the desire of joining the "One Belt and One Road" initiative and extended his welcome to all Chinese enterprises interested in the infrastructure construction of Vietnam. Meanwhile, Chinese high-tech enterprises are also welcome to invest in Vietnam. Kazakhstan is currently undergoing the privatization of state-owned enterprises by selling part of their equity stocks and introducing advanced foreign technologies. Investment promotion officials of both Malaysia and Thailand all mentioned that a number of building firms have settled in their countries and both countries expect to introduce investment from Chinese high-tech enterprises. Diplomatist from Cameroonian Embassy in China mentioned that they need Chinese enterprises to help Cameroon construct the buildings, roads and bridges; moreover, they also need Chinese high-tech investors to help improve the living standards of the general public and “Give them some meat in their plates”.

　　主要能源國家也希望引進外國的技術投資，減少本國經濟對能源出口的依賴。最近，沙特政府制定了“2030愿景”改革計劃，希望戒除石油癮，降低石油在國家經濟收入中的比率至50%以下。中美洲能源大國特立尼達與多巴哥政府計劃，希望發展ICT、現代設施農業、水產捕撈與養殖、清潔技術、能源下游產業、創業產業和輕制造業等。而剛剛解除了國際經濟制裁的伊朗也商機無限，該國污染嚴重的首都德黑蘭市政府接下來的五年內投資約123億美元，補貼市民購買電動機車以替換目前的四十萬輛化石能源機動車；波斯灣沿岸地區嚴重缺少淡水，他們希望引進中國的海水淡化技術投資，此外，伊朗邊遠地區極其需要分布式太陽能和地能空調系統。

 

　　Major energy-exporting countries also expect to introduce investment from foreign high-tech enterprises in order to reduce the dependence of economy on energy export. To this end, the Government of Saudi Arabia has rolled out the "Vision 2030" reform plan in order to reduce the proportion of petroleum in national revenue to less than 50%. The Government of Trinidad and Tobago (a major energy exporter in Central America) also announced its plan to develop ICT, modern facility agriculture, fishing & aquaculture, clean technologies, downstream energy industries, creative industry and light manufacturing industry. With the recent relief from economic sanctions, Iran is also full of abundant business opportunities. Suffering from severe pollution, Teheran Municipality will invest 12.3 billion US dollars in the next five years to subsidize the purchase of electric cars by residents to replac the existing 400,000 fossil-fuel cars. Given the severe shortage of fresh water in the coastal areas of Persian Gulf, Iran also expects to introduce Chinese investment on saline water conversion. Furthermore, outlying areas of Iran are in dire need of distributed solar energy and geothermal energy driven air-conditioning system.

　　然而，面對世界各國巨大的商機，中國科技企業卻難以應對。由于大多數中國科技企業規模不大，應對海外投資風險能力弱，他們目前還主要通過外貿出口的傳統方式出口產品，不敢貿然邁出國內，在海外市場設立公司，直接面對外國終端客戶及渠道出口產品。此外，由于世界經濟不景氣，海外客戶缺乏資金，希望中國企業提供銷售融資，但中國中小型科技型卻缺少融資渠道和海外融資經驗。有些企業直接面對海外客戶的銷售經理了解客戶的困難，但由于本公司領導缺乏對國際市場現實情況的認識，并沒有制定新的海外市場戰略，因此，熟悉海外客戶需求情況的業務經理由于不能滿足客戶的需求而干著急?？傮w來說，企業缺少在“一帶一路”國家的經營經驗是最主要的問題。

 

　　Still, it's rather difficult for Chinese high-tech enterprises to seize these enormous business opportunities across the world. Most of Chinese high-tech enterprises are small in size and weak in the risk resistance capacity necessary for outbound investment. Exporting products mainly through the traditional means of foreign trade, they dare not establish businesses on the foreign markets and face foreign end-users directly. In addition, due to global economic recession, foreign clients are lack of cash and expect Chinese enterprises to provide sales financing, and yet Chinese high-tech SMBs have no such financing channels and no experience with overseas financing.  Although the sales manager 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. VITWO has turned its eyes on the globalization of Chinese enterprises ever since 2007. Below are our advices for both the government and enterprises on how to improve the globalization capacity of enterprises.

　　威拓國際從2007年就開始關注中國企業的國際化，對此，我們向包括政府和企業提出以下提高企業國際化能力的建議：

 

　　1、高度企業國際化人材的培訓工作，從企業國際化業務需求角度來設計學以致用的實用型培訓課程。

 

　　2、組織企業抱團出海，充分依靠投資目標國當地專業人材，在投資目標國建立國際化孵化器，幫助中國企業降低投資風險與成本，迅速拓展當地市場。

 

　　3、各級政府商務部門可適時調整各地“中小型企業開拓國際市場基金”的使用范圍，重點支持企業投資開拓“一帶一路”國家市場。

 

　　4、企業應把握趨勢，變外貿出口為投資出口，充分結合中國企業生產制造技術、效率方面的優勢與投資目標國合作伙伴對客戶的了解與市場分銷資源方面的優勢，積極開展產能合作，創造與目標國合作伙伴長期共贏新模式。

 

　　5、企業應重視專業服務機構的價值、依靠他們把控海外投資風險，同時應積極與投資目標國的金融機構合作，為客戶提供多樣化的銷售融資服務手段；

 

　　6、國際化的本質就是本地化，商業交易就是要為客戶提供其所需的產品和服務，為此，海外投資企業在制定海外市場戰略時就必須高度經營本地化，尊重各國的法律及商務環境特點（潛規則），重視本地人材的作用。

 

　　1) To nurture internationalized talents and design practical training courses based on the needs of international operations;

 

　　2) To band together enterprises intending to go abroad, make full use of professional talents both in China and destination countries, establish internationalization incubators in the destination countries, and help Chinese enterprises reduce investment risks and costs and quickly expand into local markets;

 

　　3) All levels of commerce authorities may adjust the applicable scope of local foundation for supporting SMBs in expanding into international markets, and give priority support to companies investing in countries along "One Belt and One Road";

 

　　4) Enterprises are expected to shift from foreign trade export to investment export and, by leveraging the advantages of Chinese enterprises in manufacturing technologies and efficiency and of foreign partners in the understanding of customers and market channels, to proactively carry out win-win industrial capacity cooperation with partners in the destination countries;

 

　　5) Enterprises must focus on the value of professional service agencies and rely on them to control the risks with overseas investment; meanwhile, enterprises are also expected to actively cooperate with financial institutions in destination countries in order to provide diversified sales financing services for clients;

 

　　6) Globalization is all about localization, and commercial trade is to provide customers with the products and services they need. Therefore, during the development of operational strategies for overseas markets, outbound investors must highly respect the laws and business environment (latent rules) of destination countries, as well as the important role of native talents.