走出一条小商家之路

马来西亚有很多中小型企业家对中国市场都是跃跃欲试,却苦于没有充裕的资金与跨国集团一较高下,只好站在远处眺望｡在现实中,也有很多活生生的例子,一些马国中小型业者单枪匹马到中国与跨国集团硬撼,却以失败而告终｡

三年前,眼见不少中小企业家失败的例子后,专为中小企业开发网站的王朝信息科技集团董事经理陈宥池脑海中闪出一个计划:既然单枪匹马不是大集团的对手,那联盟集资又如何呢?“生意最好是由小到大,尤其是对中小型企业家而言,要硬撼财雄势大的大企业､大集团,这不是我们的风格,再说,我们也没有这种必要,为何硬要以卵击石呢?”经过一番深思熟虑,他决定凭借这条路进军中国市场｡

在马来西亚的业务慢慢走上轨道后,他就将全副精神放在到中国投资的事项上｡他亲自到中国,花了两年的时间收集资料,所花费的精神与时间,比金钱的投资来得更辛苦｡ 他表示,投资者必须对中国的投资政策､各个政府部门的运作与程序,以及当地的人文文化了若指掌,“如果你连要上哪儿注册公司都搞不懂,岂不是笑死人吗?”

经过慎重考虑,他最后选择了山东省作为自己在中国的第一个起跑点｡本身为中小型企业家的陈宥池,清楚了解以现有的财力物力,如果到中国沿海大城市攻城掠地,必死无疑,“南部无疑是好,但不只要与外资竞争,同时中国很多企业也非泛泛之辈,因此马来西亚中小型企业根本占不到任何便宜｡” 既然如此,他认为马来西亚中小型企业家在投资前不妨选择一个对自己有利的地点,退而求其次到沿海二线发展,无疑机会比较大｡以山东为例,基础设施虽然没有南部来得完善,但却有历史悠久的港口,再加上与韩国只是一水之隔,因此在出口方面绝对不逊南部大城市｡

目前,王朝信息在山东省烟台市购得50亩的土地,也建了一幢大厦,而业务的核心,即利用集资方式成立诚信工业城,总投资额高达1.5亿美元｡为了引起大中小型业者的共鸣,他常常举办说明会,把概念的潜能与别人分享,以较为实际的方法向大家讲解整个合资的情况｡

虽然距离成功的路还很遥远,但身为中国山东省烟台市投资促进局驻马高级经贸顾问的陈宥池充满信心:“我有一个小小目标,就是希望凭借着众多合作伙伴的市场网络,可以山东省生产的所有产品,我相信我们不难做到｡”

Many small and medium entrepreneurs in Malaysia are eager to enter the Chinese market, but have difficulties with their too limited fund to compete with those multinationals, thus can only stay looking from afar. There are also many living examples in reality, in which these entrepreneurs came to China and confronted the multinationals alone, then ended up with failures.

3 years ago, after seeing many losing examples of such entrepreneurs, Mr. Denver Tan, Managing Director of E-Dynasty Information Sdn. Bhd., a company specializing in developing websites for SMEs (small- and medium-sized enterprises) had a plan in his mind: now that one alone is no match for a large corporation, what about forming a coalition and pooling each other＇s funds? After careful consideration, he decided to take this way to enter the Chinese market.

After his business in Malaysia had been gradually established, he started to concentrate on his investment in China. He came to China personally and spent 2 years there in collecting information, which consume more energy and time than the investment of money. He stated that an investor must be thoroughly familiar with China＇s investment policies, the operation and procedures of each department of the government, as well as the local culture.

Given prudent thought, he eventually chose Shandong Province as his starting point in China. As one of the small and medium entrepreneurs himself, Mr. Tan knew clearly that he would die for sure if he went to attack those coastal metropolis of China with his existing resources; so he think, before making any investment, the Malaysian small and medium entrepreneurs may as well choose locations to their own advantages in a secondary coastal area to develop, in that way undoubtedly they will have a better chance to win. Given Shandong as an example, even though its infrastructure is less implemented than China＇s southern area, it has harbors with a long history, plus being only apart from Korea by a sea, it is in no way inferior compared with those big cities in south China in terms of export.

At present, E-Dynasty Information has purchased 50 mu land in Yantai City, Shandong Province, on which a building has been constructed; while the core business of the company, that is to establish Honesty Enterprise Industrial Estate by means of pooling funds, has a total investment as high as USD150 million. In order to cause resonance among the large, medium and small entrepreneurs, he often gives presentations to share the potential of his concept with others, and explains the overall situation of the joint investment to people via realistic approaches.

Even though there is still a long way to go towards a success, Mr. Denven Tan, as a senior economic and trade adviser of Yantai Investment Development Board of Shandong Province in Malaysia, feels fully confident. He bears a small goal in mind, that is some day he can be the agent for all the products produced in Shandong Province via the sale network of his numerouspartners.

(Translatek by Yang Xu)