Go Europe 通往欧洲！

Go Europe 通往欧洲！ 22.05.2007 Hangzhou 杭州

Go Europe 通往欧洲 Dipl. Ing. Stefan Fischer Managing Director Cisema GmbH Tel. +49 (0) 89 74849955 Fax +49 (0) 89 74849956 info@cisema.de www.cisema.de Europe is different欧洲的不同之处 The opportunity at a glance商机一览 Success factors for sales in Europe打入欧洲市场的成功因素 Optimal location for an engagement in Europe切入欧洲市场的最佳地点 First steps to setup sales channels in Europe构建欧洲销售渠道的第一步 Implementation of local entity in Europe创建欧洲当地经济实体 Identification of partners or human resources in Europe寻找在欧洲的合作伙伴或人力资源 Order processing of delivery business to Europe产品销往欧洲的操作流程 Tariffs and others barriers for ex-EU suppliers针对非欧盟供应商的关税及其他贸易壁垒 What Cisema can offer凯思公司可以提供什么 We are strategic partner of HSTA凯思公司是杭州科学与技术协会的战略合作伙伴

Europe is different欧洲的不同之处 USA and Europe are different! Success in US means not it will become easy in Europe: 美国和欧洲并不相同！在美国取得商业成功，并不意味着在欧洲也将同样容易。 Bureaucracy –政府机构 Currency –货币 Languages –语言 Employment –职业 Education –教育 Work time – 工作时间 Tax –税收 Social security systems –社会保障制度 Role of unions – 工会的作用 Sports – 运动 Food – 食品 Business is local. It is impossible to copy success from one to another rim. 商业具有较强的地方性。我们不能简单地将一个地方的成功复制到另一个地方。

The opportunity at a glance商机一览 • 46 countries - 27 members of EU46个国家——其中有27个欧盟成员国 • 10,5 Million square Kilometers欧盟疆域面积1050万平方米 • 680 Million people (third largest population, after China and India)6.8亿人口（仅次于中国和印度，列世界第三） • number of people in working age: 67.2%工作适龄人口占总人口的67.2% • labor force: services: 67%, industry: 29%, agriculture: 4%: • 劳动力资源：服务业， 67%；工业，29%；农业，4%： • life expectancy: 78.3 years平均寿命：78.3岁 • EU 27 – GDP in 2006: 12,046 Billion Euro (USA: 10,955 and Japan: 3,543) • 欧盟27个成员国—— 2006年的GDP（国民生产总值）： 120460亿欧元(美国：109550亿和日本：3543亿) • growth rate of the GDP: 2.4%GDP增长速度： 2.4% • transportation infrastructure: 222,293 km railways; 4,634,810 km highways; 53,512 km waterways; large number of important airports • 交通基础设施： 222,293 km铁路、4,634,810 km 高速公路、53,512 km 河道以及众多重要机场 • - stability and prosperity繁荣与稳定 • - standard of living生活水平 • - largest and most important trading group最大而且最重要的贸易群体

The EU welcomes China欧洲欢迎中国 • China is by far the most significant centre of growth in the Asian region. Its rapid economic development in the past twenty years has had a great impact on EU-China trade and on their economic relations. • 如今，中国是亚洲地区最重要的发展中心。中国近20年的快速发展，对中欧贸易及其经济关系的发展，都具有重大推动意义。 • China and the EU are two of the biggest markets in the world. They have everything to gain by deepening their commercial ties. • 中国和欧洲是世界上两个最大的市场。随着双方贸易关系的加深，中欧实现了“双赢“的局面。 • Today China is already a crucial economic partner for the EU. • 目前，中国已成为欧洲至关重要的经济伙伴。 • In 2004 the EU became China's largest trading partner! • 2004年，欧洲成为中国最大的贸易伙伴！ • A forward-looking policy of engagement with China is crucial for the EU. • 针对与中国的贸易合作，欧洲极需一个具有长远利益的政策体系。 • Conclusion: • International trade can be advanced by mutual trade and investment flows. • 总结： • 中国和欧洲的双边贸易和投资潮流，将推动双方国际贸易的发展！ source: German Bank – 417 enterprises from Asia in Germany

81,0 47,6 Southeast Europe 东南欧 investments 投资 Germany exports 出口 77,3 20,2 Southeast Asia 东南亚 Global competition for investment and exports投资与出口的全球竞争 Conclusions:结论: Lower cost 更低成本higher export volume 更多出口 Higher quality更高质量more investments 更多投资 1) wages, taxes, duties, utility cost工资、税收、关税、有效成本 2) available resources & flexibility of labor market, bureaucracy, stability, infrastructure 可用资源和劳动市场的弹性、政府机构、稳定性、基础设施 3) to Germany产品出口至德国 4) from Germany来自德国的投资 Source: Financial Times

Success factors for sales in Europe 打入欧洲市场的成功因素 According to an inquiry of German Bank these are the most important success factors doing business in Europe: 根据德国银行的调查，欧洲市场销售最重要的成功因素有： 1) Pan European market knowledge / Market surveys欧洲市场知识/市场调查 2) Matchmaking / Partner 配对/合作伙伴 3) Suitable business concept / Brand management合理的商业理念/ 商标管理 4) Early entry / Customer traction早期进入/吸引客户 5) Local presence / Close to the customer 当地机构/贴近客户 6) Long-term commitment of senior management与高级管理层签订长期合同 7) IPR (Intelligent Property Rights) recognition识别知识产权 Conclusion:结论： Customer knowledge and partnership are key for market success. 客户知识和合作关系是成功运营市场的关键因素。 source: German Bank – 417 enterprises from Asia in Europe

Germany 德国 China 中国 USA 美国 Japan 日本 [billion USD][10亿美圆] Optimal location for an engagement in Europe – according to general figures切入欧洲市场的最佳地点—— 参看下图 Trading partners of China (2005) [billion USD] 中国的贸易伙伴（2005）[10亿美圆] Quelle: dt. Botschaft, FTD

Optimal location for an engagement in Europe – according to general figures切入欧洲市场的最佳地点—— 参看下图 Albania Andorra Austria Belgium Bosnia Bulgaria Denmark Estonia Finland France Germany Greece Ireland Island Italy Kazakhstan Croatia* Latvia Liechtenstein Lithuania Luxemburg Malta Macedonia Monaco Montenegro Netherlands Norwegian Austria Poland Portugal Rumania Russia San Marino Sweden Switzerland Serbia Slovakia Slovenia Spain Czech Rep. Turkey* Ukraine Hungarian UK Vatican Byelorussia Germany is德国是 the larges economy in Europe and the EU欧盟和欧洲最强的经济大国 the largest trading partner of China in Europe and the EU中国在欧盟和欧洲最大的贸易伙伴 the geographic center of Europe and the EU欧盟和欧洲的地理中心 Conclusion: 要点： 7,000 Chinese enterprises invested in 2004 across the globe and 600 of them in Germany中国在全世界投资的7000多家中，有600多家在德国 This is the power house of Europe! __ … EU members; * … applicants; European Monetary Union (EMU)

First steps to setup sales channels in Europe构建欧洲销售渠道的第一步 Delivery contract between Chinese supplier and European customer 中国供应商与欧洲客户之间的供货合同 Representative office in Europe 欧洲代表处 Trading branch office in Europe 欧洲贸易办事处 Company in Europe 欧洲分公司 Agent in Europe (Commission business) 欧洲代理商 Local trading partner in Europe 欧洲当地贸易合作伙伴 Outsourcing in Europe 欧洲市场采购 Factoring and taxing in China 中国的税收及其它因素 Factoring and taxing in Europe 欧洲的税收及其它因素 low degree of localization high 低地方化程度高 low risk / invest high 低风险/投资高

Identification and verification of partners or human resources in Europe寻找和验证在欧洲的合作伙伴或人力资源 • In Europe 欧洲 • Business Tours organized by government or associations 由政府和协会组织的商务考察 • Contact on trade or HR fairs关于贸易或人力资源事务的接洽 • Adds in news papers / magazines / internet 报纸/杂志/网络 • In China 中国 • News papers / magazines / internet 报纸/杂志/网络 • Contact on trade Fairs贸易洽谈 • Delegations from Europe 欧洲代表团 • Verification of company and personal data验证个人和公司的相关信息或数据 • Banks银行 • Information services e.g. Creditreform, Schufa • 信息服务，比如Creditreform, Schufa公司（该公司提供个人或公司的信用等级） • References参考信息 • Trade register商业登记

Market Entry to Europe欧洲市场进入 • Selling and distributing Chinese products in Europe requires the necessary coordination, time and know-how. • 将中国的产品销往欧洲市场，需要一定的协调，时间和专门知识。 • Finally the sales, marketing and communication of products in the European market is directly determining the business results. • 在欧洲市场的销售、行销和关于产品信息的交流，直接决定了最终的经营成果。 • A reliable sales base in Europe is therefore of vital importance for your company. • There are basically three options: • 因此，对贵公司来说，一个可靠的欧洲销售机构，极为重要！ • (1) Frame contracts with reliable dealers or license partners e.g. sales representatives, agents or franchisee partners与可靠的经销商（如商品销售代表，代理商或总经销商）或许可经营伙伴的合同 • (2) Sell, market and distribute products effectively by an own sales base • 通过自己的销售机构，有效地销售、行销、分配您的产品 • (3) or do you prefer a joint venture?或者是你选择合资的形式？ • It depends on your feasibility study.这取决于你的可行性分析

Sell, market and distribute products effectively by an own sales base通过自己的销售机构，更有效地销售、行销和分配产品 • First of all, you need to do a feasibility study: 首先，您得做一个可行性分析： • Is there an existing or a potential market for your products? 您的产品拥有现有市场或是潜在市场？ • Will there be enough market demand to sell your products? 您的产品是否具有足够大的市场？ • What are the transport and logistic resources available to you? 您可用的运输和物流资源如何？ • And how do you maximize your return on investment? 如何让您的投资回报最大化？ • This study should be made for the present and the future of your European sales program. 此项研究的对象是当前和未来的欧洲销售计划。 • Secondly, you need to check if your chosen brand name is already protected by law in Europe. 其次，你需要核实一下，你所选择的分公司名称是否已经被其他公司注册。 • Thirdly, you need to decide on an ideal location for your sales base. 第三，你需要为你的销售机构选找到一个理想的地点。 • In that respect, regional real estate prices, social security regulations, financial regulations, the traffic network, … will all play a key role. 那种情形下，地区的实际不动产价格、社会保险制度、金融制和网络交通等，将扮演重要角色。

Implementation of local entity in Europe构建欧洲当地经济实体 • Checklist:核对 • Register company name and trade marks注册公司的名称和商标 • Open a bank account (registered capital) 开立一个银行帐户（注册资金） • Find a tax and legal advisor (prepare company articles) • 寻找一个税收和法律顾问（准备公司章程） • Company registration by notary公司注册公正 • Business license from the local government 从地方政府那拿到营业执照 • More or less automatically:一般自动地成为： • Member of the chamber of commerce (IHK)商会会员 • Member of the professional association (Berufsgenossenschaft)专业组织的会员

Preferential rates and general agreementswith China特惠比率和一般协议 The EU uses a Generalized System of Preferences (GSP) for different trade partners. 对不同的国家，欧盟采用普惠制（GSP）。 The GSP benefits developing countries by enabling them import of qualified products at reduced or zero rates of duty. 普惠制通过降低或免除税收，让发展中国家进口到合格产品，促进其发展。 With a share of more than 30% of all preferential imports, China is one of the main beneficiaries of this GSP scheme. 中国是普惠制的主要受益者之一，她享受到了高于30%的特惠产品。 Recently some of the Chinese products were graduated from the GSP list e.g. textile products, edible products of animal origin, plastics and rubber, paper, optical products, clocks and electro-mechanical goods. 最近，部分中国产品从GSP清单中撤除，比如纺织产品、肉质产品、橡塑产品、纸、光学产品、时钟以及机电产品。 Last but not least, there is a system of bonus tariffs. These tariffs are created to encourage countries that benefit from the GSP to respect certain European standards, such as the environmental standards. 最后，普惠制还有一项奖励税制，它用来鼓励那些因遵循一定欧洲标准而从普惠制中获益的国家。 The EU has negotiated a customs cooperation agreement with the Government of the People‘s Republic of China. This agreement undertakes to combat commercial fraud and counterfeiting. 欧盟已经与中国政府达成了海关协定。该协定用于抵制商业欺诈和伪造。 The agreement will facilitate the fight against the growth in the illegal market for counterfeit designer goods – with a fake brand name or trademark, as well as pirated goods – made without payment of intellectual property rights. 该协定将加强压制伪造产品非法市场的增长——冒牌和盗版产品（未支付知识产权费）。

What Cisema can offer凯思公司可以提供什么 • Scope of services:服务范围： • China Desk 中国“办公桌” • Marketing Services市场营销服务 • Customer Traction吸引顾客 • Effective communication Services高效沟通 • Suitable business concept / Brand Management 正确的经营理念概念/品牌管理 • Route to market and partnerships引导进入市场和寻找合作伙伴 • Matchmaking Services合作配对 • Finding the right European distributor寻找合适的欧洲分销商 • Intercultural training 文化差异培训 • Support for contract negotiation合同谈判支持

China Desk 中国 “办公桌” • Our China Desk based in Munich provides a full range of services to Chinese companies wishing to set up business in Europe 我们的中国“办公桌”以慕尼黑为基地，为希望在欧洲拓展业务的中国企业，提供全方位的服务。 • We also service Chinese Companies which are already established and are looking to expand their operations. 我们也向那些已经进入欧洲市场并希望扩展其业务的中国企业，提供优质服务。 • Specific areas of expertise of the China Desk include: 中国“办公桌”专家的服务内容包括： • Setting up of representative offices, branches and companies 建立代表处、分部和公司 • Mergers and acquisitions 合并与并购 • Sales strategies 销售战略 • Work permits and other immigration requirements 加工许可和其他入境要求 • Employment issues 雇佣条件 • Property/real estate issues 财产/房地产所有权问题 • Taxation 税收 • Banking and finance 银行业和金融业

Pan European Market Knowledge • In order to help you entering the European market, we offer you our unique and tailor-made sales guideline that consists of three marketing service modules. Each of these modules can be bought separately or in a package after concrete business input so that we know precisely what business you are in. The market surveys include: • 为了帮助您的企业进入欧洲，我们提供特制的销售方针，包括三个行销售模块。在您准确输入具体商务信息，使我们了解贵公司业务的详细情况之后，您可以单独或打包购买我们的每项服务模块。市场调查包括： • Our Dedicated Market Scan市场扫视 • We assist you in finding out whether there is an existing European market for the products you want to sell or for the service you want to offer. 基于您销售的产品或可提供的服务，我们协助您在欧洲搜寻对应市场。 • Our Dedicated Market Entry市场进入 • After a market scan has been realized, your Cisema personal dedicated account manager in China helps you to gain specific and tailor-made knowledge about the European market sector you want to enter. 在实现市场扫视后，您雇佣凯思公司专职负责人，将协助您获取关于欧洲目标市场的具体知识。 • Our Dedicated Market Update市场更新 • If you have already got in touch with European business contacts, your personal dedicated account manager in China and in Europe will help you to structure and complete your market approach. If you have already entered the European market, your personal dedicated account manager will support you in updating your market knowledge and in improving your market penetration.如果您已经具有于欧洲的初步业务往来，您在中国和欧洲的专职负责人将帮助您建立和完善市场途径。如果您已经进入欧洲市场，该负责人将支持您更新市场知识和加强市场渗透。

Customer Traction吸引客户 • Cisema does not only offer a market scan, a market entry and a market update, we also provide a critical outlook on how you should deal with European customers: • 凯思公司不仅提供市场扫视、市场进入和市场更新，我们也提供如何与欧洲客户打交道的独到见解。 • We share our sales experience by guiding you on your way towards your customers. • 我们分享销售经验，引导您成功联系客户。 • We also offer the possibility to regularly update your market knowledge. • 我们也可以定期地更新您的市场知识。 • This improves your chances of success in Europe, which will speed up your market entry. • 这些服务大大提升了您在欧洲的成功几率，加速您的市场进入。

Effective Communication Services高效沟通 • If you choose NOT to outsource your sales activities in Europe, you will need to know how to communicate effectively:如果您不愿在欧洲寻找销售合作伙伴或建立自己的经济实体，您必需掌握如何有效地沟通。 • Who is your target consumer? 您的最终客户是谁？ • What are the best communication channels? 最佳沟通渠道是什么？ • These are crucial points for good customer communication and for a successful marketing of your products. 对于建立良好的客户沟通和实现产品的成功销售，这些问题非常重要！ • Thanks to our twenty years’ experience in the marketing and communication business, we have the expertise and know-how to make it happen. 凭借20多年的市场营销和商务交流经验，我们深刻了解目标市场，并掌握实现预期目标的具体途径。 • We can help you to attain the best possible result. As we give you: 我们可以帮助您达到最佳结果，通过提供： • The right promotional message 正确的信息 • To the right people 正确的人选 • At the right time 正确的时间

Business Concept / Brand Management 经营理念/品牌管理 • When a client wants to enter the European market with a certain product, Cisema comes up with another unique service: • 当客户想进入特定产品的欧洲市场时，凯思公司提供另外的特殊服务： • Cisema is situated in the political and economical heart of Europe. Thanks to our excellent strategic location, all major business points are within reach. • 凯思公司位于欧洲的政治和经济中心。由于我们的极好的战略位置，所有的主要业务点都在我们的掌控之内。 • As such, we act as an excellent starting point in the middle of the European market with current and future partnerships all over Europe. • 同样地，凯思公司可以作为欧洲市场中心（在欧洲各地拥有当前和将来的合作关系）的起始点。 • We will find the ideal market for this product. 我们将为您的产品找到理想的市场。 • Moreover, if the client wants to sell a brand product in Europe, we will help him to improve his brand management in view of maximum profits. • 此外，如果客户需要在欧洲销售其品牌产品，我们将帮助您加强品牌管理，实现利益的最大化。

Route to market and partnerships引导进入市场和寻找合作伙伴 Cisema takes care of “competence networking”. 凯思公司重视建立和完善技能体系。 One of our main assets is our broad network of partners all over Europe. 遍布欧洲的合作伙伴网络是我们一项重要的资源。 Thanks to this affinity with the European market and our intimate knowledge of the Chinese market, we are able to bring together the right business partners in sales, marketing and communication. 依靠此项与欧洲市场的紧密联系以及对中国市场的深刻认识，我们网络了一批在销售、行销和商务交流方面优秀的商业合作伙伴。 Constantly looking for new partners in R&D, technology, sales, marketing, communication, distribution, etc., we provide our clients with an answer to each question concerning business alliances. 我们能够耐心解答客户关于商业合作的任何问题，坚持不懈地为客户寻找在研发、技术、销售、行销、沟通等方面的合作伙伴。 Thanks to our competence networking in human resources and management, our skilled and experienced team is able to screen and assess the management of existing companies. 凭借人力资源和经营管理方面的技能体系，经验丰富的凯思专家队伍能够监督和评估现有公司的管理。

Matchmaking Services市场配对 • Cisema also plays a prominent role as a major matchmaking in Europe and China. We centralize the main European and Chinese economic assets in a number of European sectors. • 凯思公司同时也在欧洲和中国之间扮演着一个重要的“媒婆”角色。我们把目光主要投在分布于欧洲各地区的属于欧洲或中国的主要经济资产。 • If you are looking for the right partner to outsource your sales activities to, or the right distributor for a joint venture, you will need to know the distribution sector like the back of your hand: • 如果你正在寻找优秀的合作伙伴来实施您的销售计划，或是寻找合适的分销商来实现合资，你必需熟悉您的销售部门。 • Our broad network enables us to deliver the information and the business contacts you are looking for. • 我们庞大的服务网络，能够为您快速提供所需信息或商业接洽机会。 • We give you a personalized answer to your questions and guarantee the right match. • 在分析您的具体情况后，我们有针对性地解答您所提出的问题，并保证正确的市场配对。 • We optimize buying and selling strategies in Europe by mutual understanding, mutual listening and hence, mutual benefits. • 通过彼此的认真倾听和深入了解，我们能够优化您在欧洲的销售或采购策略，从而实现互利。

Finding the right European distributor • It is very hard to spot the ultimate business partner in this fiercely competitive market. The right choice is linked to the following question:在激烈竞争的市场中，很难最终找到合适的商业合作伙伴。如何做正确的选择取决于以下问题： • Which kind of distributor do you need?你需要哪种类型的分销商？ • Should you work with an agent or with a sales representative instead? 你需要一个代理商，还是销售代表？ • What should be his location? 他的地点应该在哪里？ • Is one distributor enough or do you need more than one? 一个分销商足够吗？还是需要更多？ • The answers to these questions, though, require a stock-in-trade knowledge of the market in general and a refined view on the European distribution sector. 一般来说，回答这些问题，需要关于市场的丰富知识以及对于欧洲销售部门的准确认识。 • Cisema gives you the requisite insight and business intelligence to help you. We never deliver standardized solutions. Hence, we guarantee the right match by offering your company a personalized solution in 4 easy steps: 凯思公司向您提供需要的市场知识和商业手段。通过具体问题具体分析，我们提出恰当的解决方案。由此，我们可以通过向您提供个性化的解决方案，来保证正确的市场配对。 • We listen to your story and your chosen business strategy.我们认真聆听你的故事和你选择的商业策略。 • We screen the European distribution market, according to your requirements. 我们根据您的需求扫视欧洲销售市场， • We advise and inform you on the different options.我们向你提供多项选择。 • You can then make the best, well-deliberated choice. 从而您可以妥善做出最佳选择。

Intercultural Training文化差异培训 • The role of culture in international business is recognized as having a major impact on:众所周知，文化在国际贸易中扮演着重要角色，它对下列商业行为有着重要影响： • international sales国际销售 • Marketing市场营销 • Recruitment雇员 • Management 管理 • Mergers 合并/并购 • Misunderstandings and poor communication have negative effects on people as well as businesses. • Intercultural training is increasingly being recognized as a critical element in succeeding on the global stage. • 误解和拙劣的沟通，对个人和商务都会产生较强的负面影响。文化差异培训渐渐为大家所认同，并逐渐成为在世界舞台上成功的关键因素。 • Cisema offers a range of intercultural training, seminars and solutions aimed at meeting the demands of people, companies and organizations. 为了满足个人、公司或组织的具体要求，Cisema提供一系列的文化差异培训、研讨会以及解决方案。 • Our staff are a mix of academics and business personnel offering the ability to tailor our courses to meet the clients particular requirements.我们的专家队伍源自各行各业，能够为客户量体裁衣，满足其特殊需要。

Support for Contract Negotiation支持合同洽谈 • Negotiation support is an important challenge for business-to-business consulting that is still poorly supported in many cases. • 对于在各方面依旧匮乏的B TO B 形式的咨询服务，谈判支持是一个重大的挑战。 • One reason is that negotiation processes are much harder to formalize than the business processes in the fulfillment phase. • 原因即为：在实施阶段，谈判进程远远比贸易进程更难控制。 • The goal of Cisema is to council and guide Chinese companies during all phases of doing international trade with European customers and to help out where it is necessary. • 凯思公司的宗旨是协助并指导中国公司同欧洲客户进行国际贸易的各个阶段操作，同时在必要时候，帮助解决贸易过程遇到的问题。 • We are prepared to:我们可以提供： • Study the RFP (request for proposal) from your customers carefully 仔细研究客户的需求方案 • Control the timeline for sending back your proposals to the customer 控制答复客户的时间 • Complete the required data for your customer negotiations 完善您同客户商谈必需的数据 • Support the negotiate to your advantage 支持对您有利的谈判 • Watch out for hidden project costs 提醒潜在的项目成本 • Carefully review terms and conditions of your customers 仔细审查客户所列的条款及条件

We are strategic partner of HSTA凯思公司是杭州科学与技术协会的战略合作伙伴 • HAST and Cisema have been cooperating ever since 2004, and two parts will sign a cooperation agreement during the Sino-Europe Business Cooperation Convention for SMEs. Especially, an allied service agency of Cisema and HSTA will be established after the convention. 德国凯思公司和杭州市科技协会，早在2004年就开始初步合作，在此次“京杭国际高科技产业化合作交流会” 期间，双方将正式签订合作协议。值得一提的是，双方将组建一个联合服务机构，常年向中外企业提供相关服务。 • Objectives and methods of cooperation: 目标和方法： • Setup a commercial bridge for the enterprises between Zhejiang of P.R. China and three European countries whose official language is German: Germany, Switzerland, Australia , and on demand also to other European countries like France, Italy, UK, Hungary, Czech, Slovakia and Slovenia; 为中国浙江省和三个德语国家：德国、瑞士、奥地利、以及其他欧洲国家如法国、意大利、英国、匈牙利、捷克、斯洛伐克、斯洛文尼亚等的企业之间搭建商务桥梁； • Assist the enterprises in Zhejiang province to 帮助浙江省企业： • Improve the management, quality control; high technique; 改进企业管理、增强产品质量控制、提升高端科技； • Establish sales office and search partner in Germany, Austria, Switzerland and on demand also to other European countries like France, Italy, UK, Hungary, Czech, Slovakia and Slovenia for Zhejiang enterprises;帮助浙江省企业在德国、奥地利、瑞士、以及其他欧洲法国、意大利、英国、匈牙利、捷克、斯洛伐克、斯洛文尼亚建立销售网点和寻找合作伙伴； • Open the training course; 共同开设培训课程；

We are strategic partner of HSTA凯思公司是杭州科学与技术协会的战略合作伙伴 Implement 实施： Distribute the cooperation news between Cisema and HZSTC through the channel of HZSTC and the newsletter of Cisema; 通过杭州市科技咨询中心的渠道和德国凯思公司时事新闻发布，分发有关德国凯思公司和杭州市科技咨询中心合作的消息； Cisema will join the seminars organized by HSTA to introduce who Cisema is and what Cisema can do for the enterprises; 德国凯思公司将参加杭州市科技咨询中心举办的研讨会，向浙江省企业介绍德国凯思公司和杭州市科技咨询中心联合体能够为浙江省企业做些什么； Training: start with training for international sales, how to enter Europe market with German Chamber of Industry and Commerce or School of International Business (Switzerland); 培训：与德国工商会和瑞士国际商业学校，共同举办国际营销培训课程以及中国企业如何进军欧洲； Arrange business delegations from Germany, Austria, and Switzerland and on demand also from other European countries like France, Italy, UK, Hungary, Czech, Slovakia and Slovenia to visit the enterprises of Zhejiang province. 组织德国、奥地利、瑞士、以及其他欧洲国家法国、意大利、英国、匈牙利、捷克、斯洛伐克、斯洛文尼亚商业代表团参观浙江企业.

The end 结束语 Thanks! 谢谢大家！ A journey of a thousand miles begins with a single step. 千里之行，始于足下！ Lao Zi (老子) – chinesischer Philosoph

Go Europe 通往欧洲！