The China- Russia trade interaction is becoming closer and closer. When entering the Rus- sian market, what opportunities and challenges would the Chinese traders and enterp rises encounter?
Today Let’s focus on the trade be- tween C hina and Russia.
如今, 中俄贸易往 来日益紧密,那么中国企 业在进入俄罗斯市场时 将遇到什么样的契机和 挑战呢?
今天让我们来关注 中俄贸易。
Ⅰ .OPPORTUNITIESAND CHALLENGES
机会与挑战
he following is an in- terview record among professional scholars, journalistsand readers. A ll of the scholarsand journalistshaveexplored into Russia markets and readers several days ago. Let ’ stakealook.
Q: What kindsof domestic indus- tries will be easier than before to exploretheir businessopportunities, and what kindsof domestic indus- trieswill meet challengesin future?
A : So far domestic industries of heating ventilation, hardwaretools, clothing materials, beauty products and equipment have proved them- selvesto be competitivein Russia, with their advantagesin pricesand qualities. Industries of consumer- goodsmanufacturing, food manu- facturing and wood further process- ing have developed into a certain scale in Russia, but due to limited investment, theseindustriesneedsto explorefurther.
Q: What should Chinese manufac- turers be aware of when entering Russiamarkets?
A: Chinese manufacturers should insist on thestrategy of “ Land, Sea, A ir ” : “ Land ” meanslocalization process, namely participating in the local fairsto explore businessop- portunities; “ Sea ” meanspublicity, namely strengthening the coopera- tion between local mediasto expand marketing channels; “ A ir ” means law abiding, namely keeping a fine relationship with local government.
Q: What kindsof domestic scientific industriescould be competitive in Russia?
A: Besidesthehi-tech industrieslike aeroengines, car parts, LED, sports supplies, small appliancesand solar products are very competitive in Russia. Thiscountry showsa great interest in clean technologiesand a high demand in LED lighting. Russia will completely stop production of filament lamps.
Q: What isthe market outlook for auto partsindustry in Russia?
A : Russiaisacountry wherepeople living on autos. Nearly everyone in Russiahasonecar, andafamily of three memberswithin it ownsthreecarsac- cordingly.CarsmadeinChinawill oc- cupy moreand moremarket sharesin Russiainfuture, andyoucanimaginea marketprospectof autoparts.
Q: What isthe market outlook for clothing industry in Russia?
A: Russian people are consciousof fashion and care about cut design. Clothing manufacturershave to fo- cus on the quality and designs of their products.
Q: Isthereany industry Russiahave to import from other countries?
A: Light industry. Light industry in Russia is not developed and they have to rely on import productsto meet theneeds. Chineselight indus- try will without any doubt have a hugemarket prospect in Russia.
Q: What should be noticed if we develop Russian clients?
A: Russianpeoplealwaysspendalong periodtobuildastablerelationshipwith othersin businessscope. Weneed to keep in touch withthem ceaselessly to makeahit.Andthey areaspunctual as European people. What ’ smore, we should focuson detailswhen doing businesswiththem.
Light Industry
Chinese light industry will have a huge pros- pect in Russia.
如今有不少中国企业已先行一步 进军俄罗斯市场。不妨来看看一位俄罗 斯律师的忠告, 了解中国企业在俄可能 遇到的风险。
很多纠纷都是因为中国人不了解俄罗斯
中国企业不喜欢聘请当地人, 自己 没有翻译, 每次都要临时雇, 对俄罗斯 本地文化几乎不了解。我遇见一个中国 商人被合作伙伴欺负了却不报案, 嫌麻 烦。我说, 如果你不报案, 下次还会有人 欺负你, 他说下次再说。这让俄罗斯人 无法理解。所以说, 中国企业的风险都 来自于自身。
中国人不太注意所签订合同俄文版的 准确性
有中国公司跟俄罗斯签订合同, 俄 文版本与中文版本却不一致。在俄罗斯 是以俄文合同为主的, 如果俄文合同不 准确, 会给企业带来灭顶之灾, 但中国 企业对此似乎不太关心。
宁可花大钱也不愿意请律师规避风险
这几年, 来俄罗斯的中国企业越来 越多, 却很少带着中国律师。找俄罗斯 律师, 又很计较费用, 要知道好律师是 很贵的。中国企业不愿花这个钱, 宁愿 出问题后, 拿很多钱去摆平关系, 也不 愿意把钱付给律师来规避风险。
这是一份由赴俄采访的专业学 者、媒体人与读者朋友之间的访谈记 录。
问: 中国的哪些产业今后将会更 容易在俄罗斯拓展疆土呢?在哪些方 面又回面临挑战呢?
答: 已在俄罗斯市场上形成较强 竞争力的“中国制造”有供热通风、五 金工具制造、服装材料和美容化妆品 设备等行业, 主要以价格和质量取 胜。而消费品制造、食品制造业、木材 深加工方面虽也有一定发展规模, 但 投资有限, 还有待深入。
问: 进军俄罗斯市场“中国制造” 应该注意些什么?
答: 中国制造企业进入当地市场 要坚持“陆海空”策略:“陆”即本土化 销售, 参加当地展会, 直接开拓商机； “海”即加强与当地媒体的联系合作, 扩充营销渠道；“空”即与当地政府保 持良好关系, 遵守当地法律法规。
问: 中国有哪些科技行业在俄罗 斯很有竞争力呢?
答: 除了类似飞机引擎这样的高 科技行业外, 包括汽车配件、LED 灯 管、运动品、小家电、太阳能产品等在 俄也很有竞争力。俄罗斯对新能源开 发兴趣很浓烈, 对LED新能源照明需 求强烈。2012年底, 俄罗斯已全部取 消白炽灯。
问: 汽配行业在俄罗斯的市场怎 么样?
答: 俄罗斯是个“汽车上的民 族”, 几乎每人都有一辆车, 一个家庭 有3人就有3辆车。未来中国的汽车 在俄会有越来越大的市场份额, 可想 而知, 汽配市场前景很广。
问: 中国服装业在俄罗斯发展前 景如何?
答: 俄罗斯人非常讲究时尚, 注 重剪裁设计。要进军俄罗斯市场的服 装企业, 应注重产品本身的质量和设 计。
问: 俄罗斯有没有哪些产业必须 引自国外?
答: 轻工业。俄罗斯本身轻工业 并不发达, 这部分的产品需要依靠进 口。所以中国制造业厂商在俄罗斯具 备非常大的发展前景。
问: 主动开发俄罗斯客户, 需要 注意哪些方面?
答: 俄罗斯人的磨合期普遍较 久, 需要通过多次接触来获取最终的 成功。他们跟欧洲人一样, 时间观念 很强。而且与他们交流的时候需要更 加注重细节。
The risksChinsese enterprisesmeetcome from themselves.
中国企业的风险都来自于自身。
Ⅱ .ADVISES 意见
A numerousof Chineseenterprises havestartedtheirbusinessadventure in Russia. If you have the same thought, you ’ dbettertakealook at the following suggestionsfrom a Russian lawyer, to makeageneral understanding of therisksyou will meetinRussia.
Misunderstanding
oflocalculture
Chineseenterprisesdon ’ tlikehiring local people, and they do not have translatorsneither. They ’ d rather hireoneeverytimethey needone - thismakesthem know littleabout Russian culture. I used to meet a Chinesemerchant who wasbullied by hiscooperatorbut didnot referto policestation.Hetoldmethatcalling policewould betoo much trouble.I suggested to him that hewould be bulliedagainif hedidnot call police thistime, herepliedas “ Ohwell, next time. ” Thisresponseismore thanRussianpeoplecanunderstand. TherisksChinseseenterprisesmeet inRussia, tosomeextentcomefrom themselves.
Care less about the veracity of Russian contract
SomeChineseenterpriseswouldof- fer aRussian contract which isin- consistent withChineseversion.The Russian contract will beused asthe standard version in Russia, you know.If thereissomethingwrongin Russian contract, therewill bealot of troublesafterwards.SofarasI am concerned, Chineseenterprisesseem not to caremuch about theveracity of Russiancontract.
Notwilling to
hire a lawyerto avoid risk
Therearemoreand moreChinese enterprisesentering into Russiain recent years, without Chineselaw- yers.Themajority of Chineseenter- prisesbalk at the high expense in hiringaRussianlawyer.Itwill likely beexpensivetohireagoodlawyer, youknow, sothey arenot willingto pay. They prefer spending much moreto solveaproblem to hiring a lawyertoavoidthisproblem.