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companies to speak at our conference in these two to three years.
How important are trade shows for building relationships between Asian and European entities? Eric: Surveys have shown that a large number of our exhibitor companies believe that attending exhibitions is a crucial way to expand their business. Tese kinds of events have a unique attraction. You cannot imagine any other event where both sellers and buyers from the same market, with the same goals, can meet in one place. So I think trade shows are very important to help Asian and European companies to meet each other, make connections and exchange technical thoughts. And also remember that we are human beings.
We have warmth. People prefer to exchange business with another person, rather than with a machine. Tat’s the ultimate secret for trade show business.
What challenges do European firms encounter when entering the Chinese market? Derek: Language is one key factor. Doing any business overseas requires good communication, but it’s more important for optoelectronics or photonics, because you also have to excel in industry lingo and international standards. I’ve seen too many enquiries and negotiations end because of misunderstandings. Te other key factor is the need to understand
business rules in China. Business in China is affected by market-oriented economies, but also by policies. In other words, national and regional policies have a significant role. Sometimes European companies pay less attention to this. So, some advice to European companies: your
original operating mode can be brought in, but it will be helpful to find local people, for they will help you with more than just the language gap.
What are the benefits for Chinese firms working with European companies? Derek: Te benefits for Chinese firms are obvious. When European companies come, particularly in the optoelectronic field, they are both purchasing and selling at the same time. Aſter they set foot in China, Chinese suppliers will receive more orders and Chinese firms
It is almost certain that more European investment, companies and technologies will be coming into China in the next five years
can purchase more easily. In addition, Chinese firms could learn faster and develop healthier R&D and manufacturing environments by becoming more aware of global standards and requirements. Tis is universal for all businesses working with more advanced companies. More specifically, European companies are still experts in fields like industrial automation and precision optics, so it’s very good for Chinese firms to see the most advanced technologies for direction and strategy adjustment. Eric: When it comes to
silicon chips, AI, and machine learning, European designs, technologies and craſtsmanship are also extraordinary.
How will business between Europe and China progress over the next five years? Eric:Well, it is almost certain that more European investment, companies and technologies will be coming into China in the next five years. One reason is that our national policy, Made in China 2025, is being compared to Germany’s Industry 4.0, which attracts a lot of attention. Another policy, the Belt and Road, is increasing attention as well, particularly for optoelectronic businesses. Tis has been determined by China’s global state and its diplomacy. Ten, with the improved manufacturing
capability and quality assurance in China, European companies are more likely to come to the source to place orders. ‘Made in China’ no longer has the same meaning as it once did, when it represented cheap and bad products. People are changing their minds about China’s products, and seeing a good cost performance in relation to quality, especially for high- end products. Tis can be seen on national annual foreign trade reports. Against such a background, when European companies come and research, they absolutely want to make sure that the first step is done right. CIOE is a good choice for accessing China’s optoelectronic market. Over the past 20 years, we’ve helped many
European optoelectronic companies set foot in China, and European buyers to source products effectively and easily. Summing up, CIOE provides accelerated access to China’s optoelectronic field and we plan to build on this going forward. O
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