why can they do successful business with Chinese?

These days, Sinomach and its subsidiaries such as Chinacables, and CNAICO, have signed a few power projects or team agreements successfully through my coordination.

1. One of the largest IPP in the world has signed exclusive agreement with us for a HFO fueled 2000mw gas turbine power plant project to be invested by the IPP and we will the EPC contractor for it.

2. Another world level IPP is coming to us for it 20x10mw HFO fueled diesel generator power project, and today we have already revised the contract to be signed probably next week as supplier and service supplier of installation, commissioning, operation and maintenance. Before the IPP finally decided working with us, he spent 5 months to communicate with agents in China, or around the world, who claimed that they could find used Wartsial or Sulzer HFO diesel generator sets for him. And he flied to China many times just to waste time. And these 5 months did not paid him any things.

3. we also have very close working relation ship with an Indian agent, who is very small from the point of a larger company in India who met me this week. the small agent have signed agreement with us for around one year, and it has set up it Beijing office with our management, and hired around 10 professionals in the power section. esp. in the steam turbine, and generator, and boiler. through Beijing office and it professional team in India, we have successfully signed supply of 60mw, 135mw steam turbine to Indian EPC contractor or buyers, and several units of 300mw steam turbine generator are under negotiation with the buyers in China now.

4. A Malaysian company who wishes to invest a 800mw gas turbine power project as BOO, this week and last week visited Beijing and has signed exclusive team agreement with us for this project.

Everyday I received many enquiries about our Chinese power equipments, some of them enquiries just came to my mail box with a few words, for this kind of enquiries, I do not know what the background of the companies and the projects are, so we usually do not take these kinds of enquiries very seriously, of course no business.

Many foreigners just sent their enquiries to many Chinese, such company A and B. A and B working in the small niche market, when they know you are shopping around without any commitment to A or B, neither A nor B will take you or your enquiries seriously, you just waste your time. I am sure 80% of the enquiries would go to small and not so reputable companies, who are very aggressive and quick to reply, but after many times of exchange, they will not get the best equipments. And now many Chinese reputable equipments producers are not comfortable to work alone in the world, due to lack of rich experience, they are afraid of risks and uncertainties and even loss of money facing them if they go out side alone, so usually follow the steps of famous EPC contractors such as Chinacables, CNAICO, CMEC and Sinomach. These EPC contractors have financing, experience and professionals to work on projects, and most important they are very influential among Chinese equipment suppliers and services suppliers.

I personally work with famous EPC contractors among the Sinomach group, which is the largest EPC contractor in China and sharing 75% of the power projects from China to the world.

From my experience, I summarize the key points for foreign companies, such IPPs, buyers or contractors, agents for power projects.

1. providing your company and project introduction or check list to us so that we can study which EPC contractor from our group company and equipment supplier or other partners to work for your projects. If both sides are interested for long term cooperation or work on your projects, we can sign agreement or MoU.

2. through agreement, both sides forges trust and confidence in each other, Chinese is connection intensive society, and if this kind of cooperation agreement is really established, then we will get life long business. Through daily communication, we will find ways to close business with real proejcts.

3. Setting up your Beijing Office, now I am planning to setup a common Beijing office which is managed by me, and I will use the Office to work with Sinomach and it subsidiaries, and I can utilize these experience, reputation and connection to procure or design equipments or projects for you. You can use your Virtual Beijing Office to promote your business in your local market. For this kind of Virtual Beijing Office, you can hire the most professional and well linked General Manager such as myself. You just bear small part of the Beijing Ofifce's daily cost of office operation, and when business is done, you just share 1-3% of the contracted value to me. And through the Beijing Office you will have the channel to work with most famous EPC contractors, equipment supplier and consortium partners in China in the power industry.

4. Earmark several professionals who have master in marketing and knowledge in power projects and equipments, and choose the most feasible projects or procurements to us, so that we can focus on them. If you just send tender information to Chinese I can assure you few will work with you.

5. Usually one business done will lead to more business, and both you and I have confidence in each other, and our Chinese partners as EPC contractors and suppliers are eager to work with our Beijing Office.

The successful business we done through my coordination showed that trust and commitment is the first step when you are doing business with China, where connection is the most important factor to achieve results. and our experience tells that working with us by signing your Beijing Office with us is the shortcut for contractors, agent, and buyers around the world. The money and time you saved when you work with our Beijing Office, will be well paid off.  

If you are interested to work with our Beijing Office so that you can save your money and time, please contact:

Yang chun Lin

Project Manager 

China National Electric wire&Cable Imp./Exp. Corp. (Chinacables)

http://www.china-power-contractor.cn

Email: ycl1227@163.com

Coordinator or Advisor for:

China National Machinery Equipment Imp./Exp. Corp. (CMEC)

China National Automobile Corp. (CNAICO)

Sinomach Group

Tel: 0086 10 85805516

Fax: 0086 10-84568952

Mobile: 0086 13801218512