Showing posts with label BRIC. Show all posts
Showing posts with label BRIC. Show all posts

Thursday, September 20, 2012

FOUR TOP TIPS FOR DOING BUSINESS IN CHINA

You will start doing business with a Chinese Company, when there is a trusted relationship such that they would be prepared to invite you to their daughter's wedding. This takes time, commitment, trust and an ability to communicate and connect!
First business meetings are crucial .  If you muck them up, you won’t get any further.
This is a lesson my friend Rohini Kapur understands, who is on the mission with Vanessa Xing's colleague  David Thomas and 600 other delegates, on Australia’s largest-ever trade mission to China this week.(good on you Vic Government - leading Innovation in Australia!!) They’re about to meet a whole lot of people in a very short period of time. and need to make a good impression!!

What should one look to get out of a first meeting? 
Start to develop a relationship... You actually have to spend time developing trust . Show that you are genuinely interested in their country, their business and their family - do not simply see your business as a transaction?
Do not expect to do a deal after your first meeting!!!
here are four tips to get started
1. PREPARE YOUR PITCH PROPERLY
Your counterpart is likely to give you a beautifully presented bilingual document detailing their company, city or industry. Do the same!! . The worst you can do is offer shoddy documentation with no Chinese translation, says Sydney-based consultant David Thomas.
2. GIVE OUT YOUR BUSINESS CARDS PROPERLY. RECEIVE THEM EQUALLY SERIOUSLY
  • The exchange of cards is taken very seriously in Asia. 
  • Double sided cards work well (one language each side). 
  • Make sure you have the right Chinese character set for your destination. Hand over cards with two hands.
  • Receive them the same way.  
  • Hold onto the card while you speak, or put it down on the table in front of you. 
Don’t stick it in a pocket.


3. TALK LITTLE AND LISTEN A LOT
Western business people often start pitching themselves or their products without knowing sufficiently what the other side wants.
“In China, this can come across as arrogant, discourteous and even rude and, whilst it may not be apparent at the time, its likely to cut things off before they’ve even got started!” Thomas says.
4. USE A PROFESSIONAL TRANSLATOR WHO UNDERSTANDS THE CONTEXT OF YOUR ROLE AND YOUR BUSINESS
When addressing audiences or customers, it is critical that you get the correct message across. The quality of your message depends on the interpreters you have entrusted to translate it. 
A brilliant person to have on your team is my friend Vanessa Xing. She is superb, and comes highly recommended!!
None of these tips guarantee you the end goal of a wedding invitation – or business. But they’re important first steps. A long-term relationship ultimately requires people to invest part of themselves in it – something that not everyone can do.
Sustaining any relationship in business takes time and commitment. But if you don’t hold your business cards the right way, you’re unlikely to even make it a possibility!!

Friday, April 13, 2012

10 mistakes investors make in Africa, and how to avoid them




Abel Myburgh, Africa Desk Coordinator for BDO

Thu, 12 Apr 2012 11:59


Every year, African governments and big companies issue lucrative international tenders for major projects. Abel Myburgh, Africa Desk Coordinator for auditing firm BDO, offers advice on what companies should consider before and after winning that coveted tender.


Lack of knowledge and planning


Many investors regard the African continent as a single business regime and ignore the fact that there are over 55 countries, which include the surrounding islands. Each nation has its own rules and regulations. Some regions have tried to introduce uniform regulations but on the ground, the applications are different. We have experienced instances where companies tender and win contracts in Africa, only to realise that conducting business is difficult than they expected. We recommend that you start planning early - before the tender documents are filed. There are issues that can influence pricing, deliverability of the terms of the contract, and extracting profits from the specific country.

Lack of knowledge of the business culture in the host country

It is not unusual to find total disrespect for local culture. To avoid this, an in-depth study of the business norms and culture of the specific country should be undertaken. A lot of problems and misunderstandings can be avoided if a new entrant understands the perceptions and actions of their partners in Africa. The language barrier also forms part of this problem - it is important to acknowledge that English is not always the only or the main business language.

Unrealistic expectations

This is one of the most common mistakes made by new investors, and it can have a major impact on operations. The World Bank’s ‘ Doing Business’ guide can be used as an indicator, but country-specific information on regulations and business environment must be obtained in order to be informed on the exact procedures to follow.

Type of business entity to set up

Many companies may be under the impression that they can just begin operating in a country. However, the reality is that in most countries it is mandatory to register an entity. Another important consideration is the duration of the operation as some countries apply Permanent Establishment (PE) regime, which can result to a company paying tax locally on its worldwide profits.

Minimum share capital

Companies need to take into account any statutory minimum share capital requirements, which can vary from US$500 to US$1 000 000.

Local participation

In many countries, it is mandatory to introduce local shareholders and directors to a newly established company. A company then has to source indigenous shareholders, and the risks are numerous here. Proper planning is crucial in order to find reputable local shareholders or to opt for a different entity, for instance, a company branch.

Foreign exchange regulations

BDO has found that a number of companies stumble over this specific hurdle in that they cannot repatriate all of their profits and investments during or after the project has come to an end.

Direct and indirect taxation

Taxation is one of the biggest cost factors that companies have to take into account when operating in Africa. Many African countries have some of the highest tax rates in the world and in some cases, very aggressive tax authorities. Therefore, companies must do their homework when it comes to indirect taxes particularly import duties.

Taxation of employees

This is often a major area of concern, which tendering companies must plan for. Foreign employees’ presence in a country beyond 183 days will most likely trigger residency tax issues.

Work permits

It is important for a company to understand the latest requirements and regulations concerning foreign workers. BDO has encountered occasions where foreign employees have unknowingly operated in a country illegally due to obtaining incorrect visas.
What foreign investors look for in potential partners in AfricaFor African companies looking for foreign equity partners or financing, there are six key points to remember: western investors value time, honesty, direct communication, competition, planning and action - and they look for entrepreneurs who can execute ideas.

According to US-based investment consulting firm, RENEW LLC, this checklist will provide African companies with invaluable advice on how to deal with foreign investors.

Thursday, December 15, 2011

The global growth through a burgeoning Asian middle class can bring in a new era of growth, wealth and prosperity

Salient Points
  • Shifting Wealth’ from West to East over next 25 Years
  • Middle Class spurs growth and Innovation a nd there is a huge swell of Middle Class in China, Asia and India (growth from 1.8b spending $21trillion to 4.6b spending 56trillion
  • Annual output to grow from 63 trillion per annum to 200 trillion per annum in 25 years
  • The growth does not depend on a rebound in US or European consumer demand, but depends on the inevitable demand from a new large, growing  Asian middle class, that is  of  sufficient  size  to provide the impetus for demand growth that the world needs.
read more

Monday, October 24, 2011

The Truth Behind China's Economic Miracle



from Tony Rumble at Alpha invest

The Truth Behind China's Economic Miracle

The tyranny of distance makes it hard for most Australians to gauge the size and importance of China to our economic prosperity. The simple reality is that china is experiencing its own industrial revolution and the accompanying urbanization this triggers. This in turn is feeding demand for Australian commodities – but how resilient is this rapid economic change? Sino-sceptics tell us that there are multiple bubbles waiting to burst in China; and while it’s true that massive economic change is hard to manage, we show some key data to help clarify why (and for how long) China’s growth will continue to feed the Australian economy.
In a nutshell, the data is clear – China’s economic expansion is close to becoming self fulfilling; and China remains on track to become the world’s largest economy by 2020 (some 20 years sooner than predicted pre GFC).
Understood in that context, Sino-scepticism can largely be seen as a front for aggressive hedge fund speculation around currencies, commodities and stockmarkets.
To help prevent these “vampire squids” profit at your expense, consider the following:
  • China (and India) are reclaiming the places they’ve occupied in the global economy for all but the last 200 years;
  • The processes of urbanization and industrialization has several decades yet to run;
  • China’s economy will continue to experience cyclical fluctuations, but there’s no reason to expect it to have a ‘hard landing’ in the next decade or so;
  • Unlike other major nations (eg USA), the Australian and Chinese economies are highly complementary to each other;
  • China’s economic relevance to Australia does have some downside for us, especially arising from the high interest rates (and high currency) which our massive “terms of trade” are imposing on the broader Australian economy and population. (Source: Eslake, 2011, 17 October 2011).
Why is China urbanizing, how long can it last for, and what are the risks?
Deng Xao Ping realized after Tianamen Square that China’s people needed to grow in affluence and aspirations to prevent unrest and ultimately a popular revolt. In setting China on a path to modernity he was seeking to avoid the radical backlash from the disaffected that had been experienced in the “Cultural revolution” of the 1960’s – where bureaucrats and intellectuals were hounded from public life to “pay” for their failure to deliver improved prosperity.
We can see how successful this has been over several decades when we look at Chart 1, showing China’s GDP growth since 1979:

Chart 1: Source, Eslake 2011.
Notice how China’s GDP has now been growing around the 8% pa level for the last 30 years, with some years obviously stronger than others, but with its low point (around 4% pa in the late 1980’s) still being the envy of the western world. Since there has been several major cyclical shifts in western economies during these 30 years – but China has maintained excellent growth throughout – this high level snapshot tells us that China must be doing something right as it manages its economic expansion.
The key seems to be the massively competitive environment which is contained within the Communist Party of China. This now operates like the “mandarin” bureaucracy which governed China for thousands of years. Competition for promotion based on performance (not cronyism, unlike the Soviet experiment) leads to government based on meritocracy. Planning and implementation of Chinese government policy is driven by professional managers, many of whom have been educated in the west.
This is of course the source of much of the confusion about China: for those schooled in the western tradition of liberal democratic markets, it’s too tempting to suspect that government managed economic growth can’t be sustained. These critics think that the bubble is ready to burst. But as Chart 2 shows, the Chinese government has shown itself to be adept at managing cyclical risk. Hence, Chart 2 shows that China has indeed experienced its own economic slowdown already, and that as a result the risk of a hard landing (from unsustainably high levels) is not material.


Chart 2: Source, Eslake 2011
Notice how key expenditure items like retail sales, manufacturing and services, and construction have fallen from their pre GFC peaks – but have stabilized around current levels. Merchandise exports have continued to fall since the post GFC peak levels (presumably as a result of the reining in of GFC fiscal stimulus around the world) but the pace of negative growth is slowing. China is pulling back on its internal economic stimulus (to keep a lid on inflation – see below), but as Chart 3 shows, even if China needed to resume high levels of domestic fiscal stimulus (eg in the event of another global economic shock), it has plenty of capacity to do so.


Chart 3: Source, Eslake, 2011.
The next 3 charts are the “category killers” in this analysis. Chart 4 shows that China’s rapid urbanization and average per capita income levels are only just starting to move consistently above subsistence agriculture levels: meaning that the next decade or so will see an accelerationof consumption of goods (like fridges, TV’s, washing machines etc) that are manufactured using commodities. It will be another 10 years at least before demand for commodities starts to slow (although it’s unlikely to fall for decades more).


Chart 4: Source, Eslake, 2011
This trend is easy to understand. For people earning below US $10,000 pa its virtually impossible to do much more than keep a roof over one’s head, and to keep food on the table. As income rises it becomes possible to purchase time saving utilities, and as incomes grow it becomes possible to start discretionary consumption. Chart 5 shows how much higher China’s average income can rise before it catches up with the rest of the developed world (and this shows how long China’s employment costs will continue to lower than – and hence competitive with – the rest of the world).


Chart 5: Source, Eslake, 2011

Chart 6 shows how much more urbanization will continue in China before it starts to reach levels seen in the west, and key Asian nations.


Chart 6: Source, Eslake, 2011
What does this mean for the future of China’s economic growth?
China’s desire to placate – and motivate – its restless population has been incredibly well managed since 1979. This hard work has driven a large number of Chinese individuals into higher income brackets, at the point where significant numbers are now housed in large urban areas and enjoy incomes at levels which pave the way for rising domestic consumption. In turn this growing consumption will further expand the domestic Chinese economy, underpinning demand for more sophisticated goods (and to a lesser extent now, services, although demand for these is also growing over time).
Contrary to the Sino-sceptics, Chinese authorities have successfully managed somewhat of an economic slowdown, and are working to keep inflation and other bubble producing factors, under control. Chart 7 shows the reality of these measures.


Chart 7: Source, Eslake, 2011
By the way, the reason why hedge fund managers love to stimulate uncertainty about China is simple: because the main input into China’s economic growth comes from commodities, a cycle of fear and euphoria about China’s economy feeds into volatility (and massive arbitrage and trading opportunities). So when you next see a bullish or bearish story about China, check what happens to key commodity and currency prices.
What does this mean for Australian investors and advisers?
It’s vital that you increase your exposure to China and the factors behind its growth. We advocate buying exposure to key Chinese stockmarket indices like the HSCEI, as well as to key commodities. Obviously buying resource stocks with good export capacity to China is also a good idea – but beware the market volatility in each of these assets. And for an even closer to home reality check – the best way to hedge your household against RBA interest rate hikes and related cost of living expenses, is to access the opportunity for growth which these Sino – centric investments provide.
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