How to do successful business with Chinese partners in Tourism


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Conference by COTRI's director Prof. Dr. Wolfgang Georg Arlt in COTTM fair'2011, about bussines with Chinese partners in the field of Tourism

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How to do successful business with Chinese partners in Tourism

  1. 1. Prof. Dr. Wolfgang Georg Arlt Director COTRI How to do successful business with Chinese partners in tourism
  2. 2. <ul><li>COTRI China Outbound Tourism Research Institute </li></ul><ul><li>Headquarter in Heide/Germany, China office in Beijing </li></ul><ul><li>Director: Prof. Dr. Wolfgang Georg Arlt FRGS Active in P.R. of China since 1978 Former owner of Inbound Tour Operator China->Europe COTRI founder and director since 2004 Professor for International Tourism Management at West Coast University of Applied Sciences Germany (Heide) </li></ul>
  3. 3. <ul><li>Chinese are strange people: </li></ul><ul><li>They insist on giving name cards with both hands, </li></ul><ul><li>avoid the number 4 at all costs </li></ul><ul><li>make endless smalltalk </li></ul><ul><li>But being our customers, we just have to tolerate that. </li></ul><ul><li>TRUE? </li></ul>
  4. 4. <ul><li>Name cards: Yes, sign of respect, but younger people will joke about it </li></ul><ul><li> If you play “I know that you know that I know that you know” instead of “Me Tarzan You Jane” everybody will have a laugh </li></ul>
  5. 5. <ul><li>Number 4: Yes, but not superstition but symbol of prestige </li></ul><ul><li> If your telephone number or car plate has a 4 in it, you must be a poor and unimportant person indeed. No need to answer your call </li></ul>
  6. 6. <ul><li>Endless smalltalk: Yes, but information base for long-term relationship, not idle talk </li></ul><ul><li> If you tell during the first meeting that you like Paragliding and Indian food you are reckless and impolite, not somebody to cooperate with </li></ul>
  7. 7. <ul><li>That we know little about the Chinese does not mean they know little about us </li></ul><ul><li>There is always a reason for “strange” behaviour, find out by trying to put yourself in the shoes of the other – learn </li></ul>
  8. 8. Every country, destination and tourism service provider has to work it’s way through the “Acculturation Curve” (after Hofstede 1994) Euphoria Ignorance Adaptation Despair Where are you with regard to China?
  9. 9. Your dialogue partners at COTTM Same title – same role? What`s in a card? Fluent English – less Chinese? Working in outbound tourism – Less patriotic? Ninth commandment – Universal? Today win-win – Tomorrow still partner? Have name card will contact?
  10. 10. <ul><li>Understand the changing culture – understand the changing market! </li></ul><ul><li>Get meaningful data: </li></ul><ul><li>“ 60% of Chinese outbound travelers are between 30 and 50 years old ” will not help you to develop a customized offer: </li></ul><ul><li>A Chinese person born in 1980 grew up in a world of uninterrupted economic growth and cynical consumerism </li></ul><ul><li>A Chinese person born in 1960 grew up in the Cultural Revolution with values of frugality and patience </li></ul><ul><li>Beware of averages - On average there are three cars per km² in China. Still traffic jams in the cities are remarkable: You are only interested in the top 10% of society </li></ul>
  11. 11. Chinese are not strange people: They carry a different cultural rucksack and they take different things for granted than you do. But they also want to earn money and lead a happy life within their group, (almost) just like you.
  12. 12. COTRI Events during COTTM 2011 1) CTW Award 2011 Ceremony Thursday April 14, 10.00 to 12.00 h COTTM 2011 Theatre Language: English   2) Book Presentation Green Book of China’s Tourism 2011 China’s Tourism Development Analysis and Forecast   Thursday April 14, 13.30 to 14.15 h COTTM 2011 Theatre Language: English and Chinese 3) Exhibitors Debrief Workshop Friday April 15, 10.00 to 12.00 h COTTM 2011 VIP Room Language: English