“一带一路”为科技企业国际产能合作带来新机遇

 　　“一带一路”为科技企业国际产能合作带来新机遇

　　目前全世界都在关注中国政府实施的“一带一路”战略，大家的焦点都停留在中国高铁和中国基础设施建设企业等实施的大项目。但我们认为，“一带一路”绝不是基础设施和大项目企业的独角戏。

 

　　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.

 

　　“一带一路”沿线大多是发展中国家，资源丰富，但其科技水平普遍低于中国。像二三十年前中国一样，这些国家都需要外国的技术与资金投资，提高其资源的价值，为此，“一带一路”国家经济转型发展为中国科技企业带来巨大的新机遇。

 

　　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.

　　越南国家领导人在2015年11月会见来访的中国国家主任习近平时表示，越南希望参与中国提出的“一带一路”的倡议，欢迎中国企业参与越南的基础设施建设，但同时，越南也诚挚希望中国科技企业投资越南；哈萨克斯坦国正在进行国企股份私有化，希望出售部分国有企业股份，引进外国的先进技术；马来西亚与泰国驻华投资促进官员均表示，中国许多建筑企业早已入驻两国，两国目前希望大力引进中国科技企业投资发展；喀麦隆使馆外交官表示，除了希望中国企业帮助该国建设大楼道路桥梁外，他们更需要中国适用技术企业投资，改善普通群众的生活水平，“让他们的盘子里能多上几块肉”。

 

　　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”.

　　主要能源国家也希望引进外国的技术投资，减少本国经济对能源出口的依赖。最近，沙特政府制定了“2030愿景”改革计划，希望戒除石油瘾，降低石油在国家经济收入中的比率至50%以下。中美洲能源大国特立尼达与多巴哥政府计划，希望发展ICT、现代设施农业、水产捕捞与养殖、清洁技术、能源下游产业、创业产业和轻制造业等。而刚刚解除了国际经济制裁的伊朗也商机无限，该国污染严重的首都德黑兰市政府接下来的五年内投资约123亿美元，补贴市民购买电动机车以替换目前的四十万辆化石能源机动车；波斯湾沿岸地区严重缺少淡水，他们希望引进中国的海水淡化技术投资，此外，伊朗边远地区极其需要分布式太阳能和地能空调系统。

 

　　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，面对世界各国巨大的商机，中国科技企业却难以应对。由于大多数中国科技企业规模不大，应对海外投资风险能力弱，他们目前还主要通过外贸出口的传统方式出口产品，不敢贸然迈出国内，在海外市场设立公司，直接面对外国终端客户及渠道出口产品。此外，由于世界经济不景气，海外客户缺乏资金，希望中国企业提供销售融资，但中国中小型科技型却缺少融资渠道和海外融资经验。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。

 

　　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.

　　威拓国际从2007年就开始关注中国企业的国际化，对此，我们向包括政府和企业提出以下提高企业国际化能力的建议：

 

　　1、高度企业国际化人材的培训工作，从企业国际化业务需求角度来设计学以致用的实用型培训课程。

 

　　2、组织企业抱团出海，充分依靠投资目标国当地专业人材，在投资目标国建立国际化孵化器，帮助中国企业降低投资风险与成本，迅速拓展当地市场。

 

　　3、各级政府商务部门可适时调整各地“中小型企业开拓国际市场基金”的使用范围，重点支持企业投资开拓“一带一路”国家市场。

 

　　4、企业应把握趋势，变外贸出口为投资出口，充分结合中国企业生产制造技术、效率方面的优势与投资目标国合作伙伴对客户的了解与市场分销资源方面的优势，积极开展产能合作，创造与目标国合作伙伴长期共赢新模式。

 

　　5、企业应重视专业服务机构的价值、依靠他们把控海外投资风险，同时应积极与投资目标国的金融机构合作，为客户提供多样化的销售融资服务手段；

 

　　6、国际化的本质就是本地化，商业交易就是要为客户提供其所需的产品和服务，为此，海外投资企业在制定海外市场战略时就必须高度经营本地化，尊重各国的法律及商务环境特点（潜规则），重视本地人材的作用。

 

　　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.