Australia China Business Review :: Issue 06 by GRAFFIK

WWW.ACBR.COM.AU • APRIL 2018 • ISSUE 06

2018年四月 · 第6期

Flight plans Chinese airlines spreading wings in WA Mobile payments Alipay rollout brings mass market closer Page 6

大航空时代中国航空在西澳天空展翅翱翔移动支付

支付宝让中国的距离不再遥远第6页

区块链革命 New tech to conquer counterfeits; 新科技攻克侵权难题， transform finance sector 颠覆金融领域 Pages 10, 22 第10, 22页

Blockchain frontline

Electric autos

Growing global market lifts lithium prospects Page 18

电动汽车

锂矿潮不断攀升以满足全球市场需求第18页

Tony Huang General Manager China Southern Airlines Photo: Philip Gostelow 黄维总经理中国南方航空公司照片：Philip Gostelow

CONTENTS | 目录

contents 目录

12 Cover story | 封面故事

12 Flight plans Chinese airlines spreading wings in WA

大航空时代

中国航空在西澳天空展翅翱翔

From the editor’s desk | 主编的话 4

Airlines vital for share of tourism boom 航线对旅游业繁荣至关重要

News | 新闻 6

Trillions move through mobile wallets 移动钱包大行其道万亿金额往来无阻

30 Influence, favour keys to good guanxi: study

“面子”和“人情”:良好“关系”的最佳催化剂

40 Picking the right partners a top priority

AUSTRALIA CHINA BUSINESS REVIEW | 澳中商讯

选择合适的合作伙伴才是重中之重

| CONTENTS

18 36 Technology | 科技

Opinion | 观点

10 Crypto tokens to turbocharge digital finance

26 China powers global growth on 40 years of reforms

22 Blockchain real chance to conquer counterfeits

34 Trade tensions to benefit Australian farm exports

加密代币将助力数字金融

区块链技术：开拓真正的打假良机

18 Global carmakers racing for lithium 全球汽车制造商的锂资源争夺战

中美贸易关系紧张澳农却从中受益航运业为澳中关系指明方向

38 Beyond Guanxi – the other side of the coin in Chinese business

Tourism | 旅游

32 China tourist boom drives Marriott expansion

改革开放40年的中国将影响全球经济

36 Maritime industry can chart course on Australia-China ties

Resources | 能源

不止步于关系——中国商务法则的另一要素

中国旅游业的繁荣盛世推动万豪集团极速扩张

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2018年四月 | APRIL 2018

Publisher DDK IN THE ZONE PTY LTD trading as Australia China Business Review Editor in chief Dan Wilkie

主编: 丹•威尔基

E: dan.wilkie@acbr.com.au

from the

Managing director Ken Meng

董事总经理: 孟敬亭

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Disclaimer While all care has been taken to ensure the information included in this publication is accurate and has come from sources deemed to be reliable, Australia China Business Review takes no responsibility, unless expressly indicated, for any inaccuracies. Inclusion of opinions, statements and comments does not constitute endorsement by Australia China Business Review. Content within this publication is protected by Australian copyright law and may not be reproduced without express written permission by Australia China Business Review. 免责声明: Australia China Business Review已经采取所有措施来确保本刊物所包含的信息是准确的，而且是来自确认可靠的消息来源，除非明确指出，对于任何不准确的信息Australia China Business Review 不负任何责任。刊物中意见、声明和评论不代表 Australia China Business Review 立场。本刊物的内容受澳大利亚版权法保护，未经 Australia China Business Review 的书面许可，不得转载 4

AUSTRALIA CHINA BUSINESS REVIEW | 澳中商讯

DAN WILKIE | 丹·威尔基

航线对旅游业

Airlines vital f IF Western Australia can crack the challenge of air access, the state seems perfectly poised to capitalise on China’s outbound tourism boom. A recent survey of 100,000 Chinese households found 42 per cent of respondents said travel would be their top budget priority in 2018, so there is no indication the record numbers of Chinese reaching Australian shores is going to slow any time soon. Chinese tourists made more than 5 billion trips in 2017, according to data compiled from Ctrip and Alibaba for the China Economic Live survey, which was conducted by China Central Television, and the National Bureau of Statistics. Around 130 million of those trips were overseas, and with the latest data from Tourism Research Australia indicating that more than 1.2 million Chinese made their way to Australia, it is easy to see upside for further growth. And not only are the Chinese travelling in record numbers – their behaviour while away has rapidly changed as well. Chinese tourists are now largely chasing new experiences, described in Mandarin by the term shenduloü, meaning in-depth travel. With WA’s tourism offering comprising a raft of unique experiences, from the high adventure of Bungle Bungles in the Kimberley or swimming with whale sharks at Ningaloo, to the gourmet delights of the Margaret River wine region, it would be easy to see the state swiftly rising up the list of desired destinations. Of course, standing in the way of the WA government’s ambitions of becoming a top tourism destination for the Chinese is getting them here in the first place.

主编的话

| FROM THE EDITOR’S DESK

editor’s desk 主编的话

繁荣至关重要

or share of tourism boom With the only options for direct flights to Perth coming from Guangzhou and Hong Kong, establishing more routes is a clear priority for the state government. China Eastern Airlines’ Perth-Shanghai flight trials will be an interesting experiment – linking WA directly for the first time with one of China’s most iconic cities and opening the state to an ever-increasing tourism market. But with discussions also continuing for China Southern and China Eastern to establish more routes to the east coast of the country, Premier Mark McGowan and his government still have their work cut out if they are to reach their lofty tourism targets. Getting tourists to the regions they want to see is another issue – with WA’s vast distances between attractions a difficult constraint – it’s simply not a state that can be seen in a day. Regional airport upgrades have promised better access, but with the City of Greater Geraldton still looking for funding and the City of Busselton’s airport upgrade on ice until an airline commits to an eastern states route, any potential direct connection to the regions from China seems like a distant dream.

如果西澳州能够吸引更多的往来航线入驻，便基本做好准备迎接中国的出境旅游热。最近一项对10万个中国家庭的调查发现，42%的受访者表示，2018年排在他们预算花销首位的便是旅游。因此并没有任何迹象表明，抵达澳大利亚的中国游客人数会迅速下降。由中国中央电视台、国家统计局、携程网和阿里巴巴联合举办的《中国经济生活大调查》显示，2017年中国游客旅行次数超过50 亿次。

其中约1.3亿次选择境外游。澳大利亚旅游行业研究机构的最新数据显示，120多万中国人前往澳大利亚，显然该数据会出现进一步增长。不仅中国旅游人数创纪录,他们的旅行方式也在迅速发生变化。

中国游客目前更加追求新鲜体验，在中文中称之为“深度游”，字面意思为深入某主题的旅游与探索。西澳州旅游为游客带来一系列的独特体验。您可以在金伯利地区邦格尔邦格尔山脉进行刺激冒险、与宁格鲁的鲸鱼共泳嬉戏，更可品尝玛格丽特河葡萄酒地区的美食佳肴。很快西澳州就能成为人们最期待的旅行目的地。

当然了，若要实现成为中国游客的首选旅游胜地这一雄心壮志，首要任务便是请中国游客做客西澳。除了选择从广州和香港直飞珀斯的航班之外，州政府已明确表示会开通更多航线。

中国东方航空公司的珀斯-上海试行航线即是一项非比寻常的体验，将西澳第一次与中国最具标志性的城市相连，并全面开放西澳州不断扩大的旅游市场。

随着中国南方航空公司和中国东方航空公司开通更多飞往澳大利亚东海岸航线讨论的深入，西澳州州长马克•麦高文及州政府仍为发展旅游业的崇高目标做着不懈努力。如何让游客顺利抵达他们想游览的景区则是另一个问题。西澳洲各旅游景点之间相隔甚远，这也是一个很难解决的限制因素，绝不可能在一天之内游遍整个西澳。地方机场的规模升级使该问题迎刃而解。但由于杰拉尔顿市机场仍在寻求资金，巴瑟尔顿市机场升级项目在开通东澳航线之前暂被搁置。目前看来，这些地方城市与中国地区的直飞航线似乎还是一场遥不可及的梦。

Standing in the way of the WA government’s ambitions of becoming a top tourism destination for the Chinese is getting them here in the first place

若要实现使西澳州成为中国顶级旅游胜地的远大目标，首要任务便是请中国游客做客西澳。 WWW.ACBR.COM.AU

2018年四月 | APRIL 2018

NEWS | 新闻

移动钱包大行其道万亿金额往来无阻 Trillions move through mobile wallets 作者 : Dan Wilkie

AUSTRALIA CHINA BUSINESS REVIEW | 澳中商讯

新闻 AS recently as 2012, a retail transaction looked little different in China to anywhere else in the world – a consumer arrived at the checkout and reached into their wallet or purse to retrieve cash or a credit card to pay for their purchases. In 2018, physical wallets are quickly becoming a relic of the past in China, as digital payments have become a ubiquitous part of life, to the extent that even beggars on the street use digital systems to obtain currency. As with many things in China, the scale of the market is staggering – Chinese consumers sent around $US3 trillion through Alibaba Group and Tencent’s mobile payment systems Alipay and WeChat in 2016, according to a report by the United Nations-based Better Than Cash Alliance. Alipay users sent $US1.7 trillion through the service in 2016, compared with $US70 billion in 2012, the report said. Growth in transactions on WeChat also grew rapidly over the same period, from $US11.6 billion in 2012 to $US1.2 trillion in 2016. At the same time, Chinese citizens have become increasingly mobile, with around 150 million of them heading overseas in 2017, with that number expected to grow to 200 million by 2020, according to international research organisation CLSA. And with that movement, China’s cashless economy is spreading outside of its borders, as its travelling citizens increasingly request to use the same payment facilities abroad as they do at home. In Australia, momentum for mobile payment systems is building rapidly, with retailers now lining up to offer Alipay and WeChat Pay to tap into an estimated $11 billion in Chinese tourist spending in the country. The Australian rollout of Alipay, which has more than 600 million users, took a major step forward recently with the announcement of a partnership agreement with Australian payments provider Smartpay. As reported by Australia China Business Review online, more than 25,000 retailers across Australia and New Zealand with Smartpay eftpos and credit card terminals now have the capability to enable customers to make purchases in Chinese yuan using Alipay Mobile Wallets. The Smartpay agreement is the latest in a growing list of initiatives employed by Alipay to increase its exposure to the Australia and New Zealand retail sectors.

| NEWS

2012年，中国的零售交易模式尚与世界的其他地方并无二致。消费者在收银台拿出钱包，使用现金或信用卡进行支付。

于近期宣布与澳大利亚支付应用提供商智付（Smartpay）签订伙伴关系协议，在澳大利亚市场跨出了重大一步。

许多其他事物一样，中国的市场规模可谓令人叹为观止。据联合国旗下机构“ 优于现金联盟” （Better Than Cash Alliance）的报告显示，2016年中国消费者在阿里巴巴集团的支付宝应用和腾讯集团的微信支付系统中达成了约为3万亿美元的总交易额。

支付宝通过一系列措施增加其在澳大利亚和新西兰零售领域的知名度，而与 Smartpay的合作协议正是其最新的一项措施。

到了2018年，中国的数字支付遍地开花，甚至连街头乞丐都使用数字支付系统乞讨钱财。而钱包已迅速成为了时代的遗物。

该报告称，2012年支付宝用户的交易额仅为700亿美元，而2016年其交易额已攀升至1.7万亿美元。同期内，微信平台的交易额亦迅速增长，由2012年的116亿美元增长至2016年的 1.2万亿。

与此同时，一家国际研究机构CLSA指出，中国的人口流动性亦在日益增长。2017年中国的出境人次约为1.5亿，而2020年这一数据将有望增长至2亿。随着人口流动性的增加，出境旅游的中国游客对相同支付平台的需求愈加强烈，因此中国的无现金经济逐渐传播到境外。在澳大利亚，手机支付系统的发展动力强劲。据估计，每年中国游客在澳的旅游花费约为110亿澳元，因此澳大利亚零售商如正争相提供支付宝和微信支付服务。支付宝在澳大利亚拥有超过6亿用户，并

据澳中商讯（ACBR）在线平台报道，目前澳大利亚和新西兰共有超过2.5万家使用 Smartpay终端系统和信用卡终端系统的零售商能够向顾客提供支付宝手机钱包服务，以便顾客使用人民币进行支付。

2016年，通过与总部位于墨尔本的Quest 支付系统公司进行合作，支付宝成功进入澳大利亚市场。如今，已有约8,000户商家提供相应设备。

澳大利亚联邦银行（The Commonwealth Bank of Australia）亦于2016年与支付宝签订协议，开始向其客户提供支付宝服务。上个月，支付宝宣布与出租车支付系统巨头公司Cabcharge进行合作，为超过2万辆澳大利亚出租车提供支付宝系统。与此同时，时尚品牌Cue服装公司亦开始在其全国范围内的门店提供支付宝及微信支付服务。目前，Cue通过RoyalPay提供支付设备。RoyalPay是澳大利亚首个整合跨境支付系统，同时向客户提供支付宝和微信支付服务。支付宝澳大利亚和新西兰的区域经理乔治·罗森（George Lawson）表示，支付宝

MARKET LEAD George Lawson is spearheading the rollout of one of China’s most popular payment systems in Australia and New Zealand. Photo: Alipay Australia

SIMPLE Alipay software can be uploaded to existing payment terminals to allow for swift transactions. Photo: Alipay Australia

一马当先乔治·劳森在澳大利亚和新西兰率先推出中国最受欢迎的支付系统。图片来源：澳洲支付宝

避繁就简支付宝软件可以上传至现有支付终端，以达到快速交易的目的。图片来源：澳洲支付宝

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2018年四月 | APRIL 2018

NEWS | 新闻 In 2016, Alipay was launched in Australia through a partnership with Melbourne-based Quest Payment Systems, with around 8,000 merchants currently offering the facility. The Commonwealth Bank of Australia also signed an agreement with Alipay in 2016 to offer the facility to its clients. Last month, Alipay announced an agreement with taxi payments giant Cabcharge, to offer Alipay in more than 20,000 taxis across Australia, while fashion brand Cue Clothing Company also began offering Alipay and WeChat Pay payment services in its stores nationwide. Cue is using RoyalPay to offer the facilities, which is Australia’s first integrated cross-border payment solution offering both Alipay and WeChat. Alipay Australia and New Zealand country manager George Lawson said the Smartpay and Cabcharge deals were a watershed moment for the company, with more than 50,000 devices across the two countries now enabled to accept Alipay. Mr Lawson said Alipay was experiencing strong demand from pharmacies, food and beverage and luxury brand retailers to install mobile payment facilities, as well as airport duty free outlets across the country. The latest data from Tourism Research Australia showed that in 2017 there were about 1.5 million Chinese visitors to Australia, who spent more than $11 billion. In addition to travellers, Mr Lawson said the Chinese student population of around 400,000 in Australia were also keen users of mobile payment facilities. “We will start to see more and more momentum pick up in market and that’s great for the Chinese consumer,” Mr Lawson told Australia China Business Review. “Ultimately, I want to get to a point where they don’t have to guess whether or not Alipay can be used – they will know because it’s on every terminal. “And when that happens, they will have a good experience, and when they have a good experience they say ‘I enjoyed coming to Australia and New Zealand’. “Then that has a halo effect, more people come and that becomes good not only for the merchants but for the economy as well, and that’s really what I’m trying to drive.” Mr Lawson said the popularity of mobile payment systems in China was not simply due to convenience, with the application’s robust coupon and loyalty offering resonating strongly not only with consumers, but also with retailers. “When a merchant signs up for Alipay they can put coupons on the platform, they can be added to the wallet of the Chinese consumer, and the Chinese consumer can then go into the store and redeem it,” he said. “What that’s essentially doing is saying to businesses ‘we can drive incremental traffic 8

AUSTRALIA CHINA BUSINESS REVIEW | 澳中商讯

into your store and we can get customers to show interest before they actually come to market’.” A recent white paper issued by Nielsen and Alipay indicated that mobile payment facilities were becoming increasingly important for retailers to capture spending, with more than 90 per cent of respondents to a Nielsen survey saying they would use mobile payments overseas if given the option. Chinese tourists largely consider cash inconvenient and unsafe, the white paper said, with mobile facilities preferred for shopping, dining and visits to attractions. Currently, about 65 per cent of Chinese tourists use mobile payments while overseas, with 77 per cent of respondents saying they spent more when mobile payment facilities were available. Spending by Chinese tourists has been increasing steadily in recent years, with Nielsen reporting that average spending while overseas reached $US5,565 in 2017, while forecasting 3 per cent growth in 2018. “China has embraced mobile payments faster than any country and will continue to lead the lobal charge in this regard,” Nielsen China managing director Vishal Bali said. “Mobile payment is on the rise globally and will continue to support greater connec-

tivity and efficiency across the commercial ecosystem.” Despite its popularity in China, and among Chinese travellers, Mr Lawson said he did not expect Alipay to develop an offering tailored for Australian consumers any time soon, due to vast differences in each country’s retail markets. “In China, Alipay came into the market at a time there was a lot of friction in payments – you had situations where people would have to line up for hours on end to pay a utility bill,” Mr Lawson said. “There was a very strong cash economy, so when you layered a digital service on top of it that allowed you to pay your bills really easily, to transfer money and to actually pay, it’s not surprising that it boomed in China at all. “In a market like Australia, payments are not necessarily a pain point. I can tap and pay with a card or on a mobile, but the real benefit of Alipay is the value-add on top of the payment. “It’s actually that loyalty, that coupon, that knowledge of the customer and being able to work with the merchant and create offers and things like that. “That is the key to really seeing the move to complete mobile in Australia, and I think there are definitely opportunities to do that.”

新闻

| NEWS

I want to get to a point where they don’t have to guess whether or not Alipay can be used – they will know because it’s on every terminal – George Lawson

我希望最终支付宝能够应用于每一个终端系统，消费者进行支付时，无需再考虑是否能使用支付宝服务。——乔治·罗森（George Lawson）

与Smartpay和Cabcharge的合作无疑是里程碑式的进程。目前在澳新两国，共有超过5万个设备支持使用支付宝系统。罗森先生指出，在澳大利亚，药店，食品和饮料商，奢侈品牌零售商，还有机场免税店呈现出对支付宝移动支付设备的强劲需求。澳大利亚旅游调查局（Tourism Research Australia）的最新数据显示，2017年约有150万名中国游客前往澳大利亚，共计花费超过110亿澳元。罗森先生说道，除却游客之外，总数高达 40万的中国留学生亦是移动支付设备的高需求群体。

“我们将见证市场动力日益强劲，而这对中国消费者而言亦可谓振奋人心。”罗森先生告诉《澳中商讯》。

“我希望最终支付宝能够应用于每一个终端系统，消费者进行支付时，无需再考虑是否能使用支付宝服务。” “如果得以实现，消费者将享受良好的体验，而这将进一步增加消费者前往澳大利亚和新西兰的兴趣和动力。” “这将进而形成光环效应。赴澳旅行的游客日益增加，不仅对商家，更对整个经济体裨益良多。这才是我真正想要推动的结果。”

罗森先生解释道，移动支付系统在中国广受欢迎不仅仅是因为使用的便利性，更是因为支付应用通过优惠券等形式建立忠诚度，同时赢得消费者和零售商的共鸣。

“商家可以在注册使用支付宝时将优惠券置于支付宝平台上，随后中国消费者即可将优惠券加入钱包，在消费时使用。” “也就是说，我们能承诺‘为商家带来日益增长的消费者流量，并在顾客进入市场之前就引起他们的兴趣’。”

近日，尼尔森（Nielsen）与支付宝发布白皮书称，对商家而言，移动支付设备是吸引消费至关重要的因素。据尼尔森的调查显示，超过90%的受访者更愿意在海外使用移动支付。白皮书称，多数中国游客认为现金支付不方便且不安全，因此在旅游时更倾向于使用移动支付进行购物，用餐，游览等。

目前，约有65%的中国游客在境外使用移动支付，而77%的受访者指出，他们在使用移动支付时往往会花费更多。

近年来，中国游客的旅游开销稳定增长。据尼尔森的报告显示，2017年中国游客的平均海外旅游消费达到5565美元，而2018 年这一数据预计将增长3%。

“中国先人一步，欣然接受移动支付方式，并将继续引领全球潮流。”尼尔森中国区

总经理维沙尔·巴里（Vishal Bali）表示。

“如今，移动支付在全球范围内掀起热潮，并将为商业生态系统提供更强劲高效的连通性。”

然而，尽管支付宝在中国，在中国游客之中炙手可热，但罗森先生清楚地表示，为澳大利亚消费者量身定制的支付宝并不会在短时间内得以开发，因为每个国家的零售市场都大相径庭。

“支付宝在中国市场的发行可谓适逢其时。彼时，中国的支付方式摩擦重重，支付物业账单时，许多人往往需要排队好几个小时。”罗森先生解释道。

“过去，中国无疑是一个强劲的现金经济体。因此，当数字式服务能允许人们便捷地支付账单，转账并实际进行支付时，移动支付在中国大行其道也就顺理成章了。” ““在澳大利亚市场，支付方式并未让人不堪其忧。一张银行卡，或者一台手机便能进行支付。但是支付宝真正的裨益在于其附加价值。”

““忠诚度，优惠券，以及与商户合作为顾客提供量身定制的优惠活动，才是支付宝的真正价值所在，也正是完善澳大利亚移动支付的关键所在。我相信在这方面绝对大有商机。”

CONVENIENT Hospitality operators in tourist hotspots are cashing in on allowing Chinese consumers to pay in their own currency. Photo: Alipay Australia 事捷功倍酒店服务业经营者在一些热门景点专门为中国客户推出人民币付款的支付方式。图片来源：澳洲支付宝 WWW.ACBR.COM.AU

2018年四月 | APRIL 2018

TECHNOLOGY | 科技

加密代币将助力数字金融

Crypto tokens to turbocharge digital finance 本刊记者 : Staff reporter THE creators of China’s first robo-advisory platform are chasing a $US60 trillion-plus opportunity to disrupt financial services using blockchain and crypto-asset technology. Bankorus, which was founded in China in 2013 as robo-advisory group MiCai and now manages assets worth more than $US30 billion, is launching a new marketplace for high-net-worth individuals around the globe to access crypto assets, primarily security tokens. The Bankorus platform securitises assets by creating a digital, tradeable token that equals the value of the asset, with those tokens stored on a blockchain in a smart contract, which is automatically created using the company’s artificial intelligence systems. Bankorus chief executive Gregory Van den Bergh said the advantages of tokenisation included greater security and liquidity of assets, allowing investors to diversify their portfolios, convert traditional wealth into digital as10

AUSTRALIA CHINA BUSINESS REVIEW | 澳中商讯

sets, facilitate crypto loans and trade digital assets globally. The company recently launched its first initial coin offering to raise $35 million, with the proceeds to be used to launch the Bankorus platform and build out the product and the technology. Mr Van den Bergh, who earned a Master of Business Administration at Cheung Kong Graduate School of Business, said the potential for the platform was staggering, with just $US50 billion of the $US60 trillion held by high-net-worth individuals globally having been invested in crypto to date. However, he said his experience working at Morgan Stanley and various hedge fund managers in Hong Kong had indicated the desire to invest had not yet matched the actual investment. “What we noticed a few years ago is that people in China have moved from only buying and selling real estate and fixed-income products, to different investment products like venture capital, private equity, etcetera,” Mr Van den Bergh told Australia China Business Review.

“So, we started building a lot of AI to automate risk management, the whole valuation chain, portfolio analysis, and we noticed that on the AI side we spent a lot of time cleaning all the data and thought that there should be a more convenient way to do this. “That’s when we found out about blockchain – we use blockchain to store all the data about different assets. “Then the next step we see now is the necessity for people to securitise their existing assets and create a marketplace, because we see that the tokenisation of assets is really the most transparent and most liquid way for people to hold assets.” With access to more than 200,000 highnet-worth individuals across China, the United States and Europe, Bankorus has attracted interest from some of the world’s biggest consulting firms, including Roland Berger, Bain and Microsoft. Importantly, Mr Van den Bergh said the Bankorus platform complied with financial regulations globally, including China’s ban on investment in crypto-currencies. Bankorus was recently invited by e-com-

科技 SHAKE-UP Gregory Van den Bergh expects blockchain technology to fundamentally change the way high-net-worth individuals invest. Photo: Bankorus

| TECHNOLOGY

We see that the tokenisation of assets is really the most transparent and most liquid way for people to hold assets – Gregory Van den Bergh

我们看到，资产的代币化确实是人们持有资产的最透明和最有效的方式——格雷戈里·范·登伯格(Gregory Van den Bergh)。

剧变格雷戈里·范登·伯格预计区块链技术将从根本上改变高净值人士的投资方式。照片: Bankorus公司

merce giant JD.com to join its AI Catapult blockchain and AI accelerator and is also working alongside Chinese policymakers at the China Blockchain Application Research Centre. However, Mr Van den Bergh said there was still much to be done to educate the market on the applications of blockchain technology and crypto-assets. “Crypto is not banned, blockchain is not banned, there is a lot going on in blockchain in China,” he said. “We have a partnership with JD.com, which is kind of the Amazon of China, if crypto was banned in China they would not be doing blockchain. “What is banned is the cash crypto – these things are combined but also separate and it’s

unfair to see them both as the same thing because it’s not. “It’s not buy bitcoin, for us, it’s really that a token is the most safe and transparent way to hold an asset. “It’s much more liquid, smart contracts regulate the trust issue and the contract, so that is a key focus for us.” Mr Van den Bergh said it was still early days for the applications of blockchain in financial services, but he expected rapid growth in the sector. “The World Economic Forum predicted that by 2027 about 10 per cent of world GDP will be in digital assets, that’s about $US10 trillion,” he said. “We are really seeing a paradigm shift – if

the internet was a way to spread data in an unsecure way, then blockchain is a way to spread data in a secure way. “The internet really did not change the financial industry, the only thing that changed was the sales process. “Rather than going to a mutual fund in person, now I go on my phone, but the entire value chain from asset origination, depreciation of the asset, the brokering, all the different middlemen, they are all there. “There is still a trusted intermediary that arranges the whole process – it wasn’t disrupted by the internet. “Blockchain definitely will disrupt and make it very decentralised, so we will see a paradigm shift in the next few years going forward.”

中国首个机器人咨询平台的创建者们正在利用区块链和密码资产技术颠覆金融服务，把目光瞄准这个价值60万亿美元以上规模的庞大市场。

资产品，比如风险投资、私募股权等，”范登伯格在接受澳大利亚《澳中商讯》采访时表示。

的亚马逊(Amazon)，如果中国禁止加密资产，他们就不会做区块链。”

Bankorus（原名弥财）于2013年在中国成立，是一家机器人顾问集团，目前管理着价值超过300亿美元的资产。该公司正为全球高净值人群推出一个获取加密资产（主要是证券代币）的新市场。 Bankorus平台通过创建一种数字化可交易的代币（其价值等同于与资产的价值），并将这些代币通过智能合约存储在区块链中。该智能合约是通过该公司的人工智能系统自动创建的。

Bankorus首席执行官格雷戈里•范•登伯格(Gregory Van den Bergh)表示， “代币化”的好处有很多，包括交易更安全和资产流动性更高，允许投资者分散投资组合，将传统财富转化为数字资产，为全球的加密贷款和贸易数字资产提供便利。该公司最近推出了首场代币发行融资，募集资金3500万美元，用于上线Bankorus平台，并开发产品和技术。在长江商学院(Cheung Kong Graduate School of Business)获得工商管理硕士学位的范登伯格表示，该平台的潜力是十分惊人的，目前全球高净值人士拥有的60 万亿美元资产中，只有500亿美元被投资于加密资产。不过，他表示，他在摩根士丹利和香港各大对冲基金经理的工作经验表明，投资人的投资意愿尚未与实际投资规模相符。

“几年前，我们注意到中国买家从只买卖房产地产以及固定收益产品转向不同的投 WWW.ACBR.COM.AU

“所以，我们开始开发大量人工智能来实现风险管理、整个评估链、投资组合分析的自动化。我们注意到在人工智能方面，我们已经花了很多时间来清理所有的数据，并且认为应该有更便捷的方法来做这件事。” “与此同时，我们发现了区块链技术--我们使用区块链来存储所有关于不同资产的数据。

“在接下来的一段时间，人们必然会将现有资产证券化和市场化，因为根据我们判断，资产的代币化是人们持有资产最透明有效的方式。”

“被禁止的是加密现金——虽然这东西与区块链存在密切关系，但它们同时也是独立的。把两者看成一体显然是不公平的，因为它们是截然不同的。”

“这不是购买比特币，我们认为资产代币化的确是最安全和最透明的持有资产方式。” “它的流动性更强，智能合约对信任问题和合同进行了规范，所以这是我们的重点。” 格雷戈里先生表示，区块链在金融服务领域的应用尚处于初期阶段，但他预计该行业将会迅速增长。

他表示:“世界经济论坛(World Economic Forum)预计，到2027年，全球约10%的 GDP将来自数字资产，约为10万亿美元。”

Bankorus公司在中国、美国和欧洲拥有超过20万名高净值人士的资料，并且已经吸引到了包括罗兰贝格(Roland Berger)、贝恩(Bain)和微软(Microsoft)在内的一些全球顶级咨询公司的兴趣。

“我们确实正在目睹一种典范转移——如果互联网是一种以不安全的方式传播数据的途径，那么区块链则恰恰相反，是以安全的方式传播数据的捷径。”

最近，电子商务巨头京东邀请Bankorus加入其AI Catapult区块链和AI加速器的开发。Bankorus还正在与中国区块链应用研究中心的政策制定者开展合作。

“互联网出现以前，人们得亲自去管理一支共同基金，有了互联网，我只需要拿起手机，足不出户就可以管理从资产产生、资产贬值、经纪业务、到所有不同的中间商等整条价值链。”

重要的是，范登伯格表示，Bankorus平台符合全球金融监管规定，包括中国政府对加密货币投资的限制。

然而，范登伯格表示，公司在区块链技术和加密资产的应用方面仍有非常多工作要做。他说:“中国并没有禁止加密资产，也没有禁止区块链，在中国有许多关于区块链的投资机会。”

“我们与京东(JD.com)合作，后者是中国

“互联网其实并没有改变金融业，它唯一改变的是销售过程。”

“但是，这中间仍然需要一个可信的中间商来安排整个销售过程——所以它并没有被互联网所颠覆。” “区块链技术绝对将重新定义这个过程，并将它去中心化，因此在接下来几年内，我们将目睹一场范式转移盛宴。” 2018年四月 | APRIL 2018

COVER STORY | 封面故事 CHINA SOUTHERN AIRLINES

Australia-China Ai

Established: 1988 Australia-China routes: Sydney, Melbourne, Brisbane, Adelaide, Perth and Cairns to Guangzhou Sydney and Melbourne to Shenzhen

Xiamen Airlines Sichuan Airlines Qantas Airways Hainan Airlines

中国南方航空公司

China Southern Airlines China Eastern Airlines

创立时间：1988年

China Airlines*

澳中直达航班：

Cathay Pacific Airways**

悉尼、墨尔本、布里斯班、阿德莱德、

Beijing Capital Airlines

珀斯和凯恩斯直飞广州。

Air China

悉尼和墨尔本直飞深圳。

0% 5 1 Operates flights Operates flights

Flight plans

Chinese airlines spreading wings in WA Airlines aim to turn potential into reality as Western Australia strives to become a preferred destination for Chinese travellers. 作者 : Dan Wilkie NOVEMBER 2011 was intended to be a turning point in Western Australia’s China tourism strategy. The month marked the start of the first direct flight operated between WA and the Chinese mainland, as China Southern Airlines built on an already long-running relationship with the state by establishing the Perth to Guangzhou route. Shortly after the connection was established, state government agency Tourism Western Australia set a lofty goal – 100,000 Chinese visitors by 2020, who would spend a collective $500 million. But eight years on from the first flights, WA 12

AUSTRALIA CHINA BUSINESS REVIEW | 澳中商讯

remains far behind the eastern states in the race for Chinese tourists. The latest data released by Tourism Research Australia showed that the 2017 Year of China-Australia Tourism was a resounding success. TRA said 1,251,000 Chinese travellers came to Australian shores in 2017, the biggest group of visitors, just in front of New Zealand with 1,231,000. Just 58,600 of those tourists made it to WA, but that number did represent a rise of 14.2 per cent, an indication the McGowan government’s $425 million destination marketing commitment for 2017 to 2022 is beginning to make an impact. Since the direct flights were launched between Guangzhou and Perth, Chinese visita-

tion to WA has more than tripled, from just 18,900 in 2011. Perth Airport chief executive Kevin Brown said he believed that number was poised to grow further, as the state government allocated a significant portion of its $425 million destination marketing budget to increasing China tourism. “As we build the profile and reputation of Perth and Western Australia in the Chinese market, we will unlock even greater numbers of Chinese tourists,” Mr Brown told Australia China Business Review. “As Chinese tourists are traditionally significant spenders, the flow-on benefits for tourism operators, hotels, hospitality and retail outlets could be enormous.

封面故事

| COVER STORY

CHINA EASTERN AIRLINES

rline Market Share

Established: 1988 Australia-China routes: Sydney to Shanghai, Hangzhou, Kunming, Nanjing and Wuhan Shanghai to Brisbane and Melbourne 中国东方航空公司

创立时间：1988年

澳中直达航班：

悉尼直飞上海、杭州、昆明、

南京和武汉。

上海直飞布里斯班和墨尔本。

0 15 20 25 30 35 between Australia and Taiwan between Australia and Hong Kong

大航空时代

中国航空在西澳天空展翅翱翔航空公司的目标是把潜力转化为现实，因为西澳大利亚正努力成为中国旅行者的首选目的地。 2011年11月是西澳大利亚中国旅游战略的一个转折点。

这个月标志着西澳和中国内地之间的首趟直航航班正式开启，中国南方航空公司开通了珀斯至广州航线，使得南航与西澳已有的紧密关系得以巩固。

该航线开通后不久，州政府机构西澳大利亚旅游局便设立了一个雄心勃勃的目标——到2020年为止，平均每年吸引10万名中国游客到访，并创造5亿澳元的消费额。但自航班开通八年以来，西澳在争夺中国游客的竞赛中远远落后于东澳各州。澳大利亚旅游研究所发布的最新数据显 WWW.ACBR.COM.AU

示，2017中澳旅游年取得了巨大成功。

该机构表示，2017年有125万1千名中国游客到访澳大利亚，成为澳大利亚最大的游客群体，多于 1 2 3 万 1 千名的新西兰游客。

其中仅有58,600名游客到访西澳，但这一数字的确上升了14.2%，这表明麦高文政府在2017年至2022年期间投入4.25亿澳元开展西澳旅游目的地营销的举措已开始产生效果。自从广州和珀斯之间直航运营以来，从 2011年仅有的18,900名游客，到6年后的三倍游客访问量。珀斯国际机场首席执行官凯文·布朗认为 2018年四月 | APRIL 2018

COVER STORY | 封面故事

China is a very big market, once we bring more customers, more business travellers and tourists from China to here, it can be a flow – Tony Huang

中国市场广阔无垠，如果我们将更多来自中国的客户、商务旅客和游客吸引至这里，那将会门庭若市。 ——黄维

“We also need to build on this growing momentum by attracting more tourists, more business travellers and more international students from China.” China Southern, as the leader among Chinese airlines servicing Australia, has played, and is poised to continue to play, a key role in that growth. In 2017, the airline accounted for around 35 per cent of the total passenger movements between the two countries, data from the Department of Infrastructure and Regional Development showed. Late last year, China Southern added an additional flight to its Perth-Guangzhou service, now operating five times a week using its 258seat Airbus A330. At the same time, Cathay Pacific Airways introduced higher-capacity Airbus A350 aircraft to its daily overnight flight between Perth and Hong Kong, increasing the number 14

AUSTRALIA CHINA BUSINESS REVIEW | 澳中商讯

of seats available by more than 20,000 per year. China Southern has also assumed a key marketing role in WA, joining forces with Tourism WA to promote the state across Chinese digital platforms, including comprehensive offerings on Ctrip and Fliggy. China Southern operates 56 weekly flights to Australia and, alongside increased Perth capacity, has added more planes to its Adelaide-Guangzhou and Brisbane-Guangzhou routes, as well as establishing a connection to Cairns. The additional flights are part of a plan to grow annual passenger movements by 10 per cent over the next five to eight years. However, China Southern’s ambitions of increasing capacity to its top-performing destinations, Sydney and Melbourne, would likely be constrained by a lack of airport capacity. That could be viewed as a great opportuni-

ty for WA, but China Southern Airlines general manager Tony Huang said while passenger growth was about on par with Sydney and Melbourne routes, Perth to Guangzhou still represented a challenge. “We are still working on it, but honestly for the past year, our profit is not where we want it,” Mr Huang told Australia China Business Review. “We need to attract and bring customers from WA to China, but I’m not only concentrating on this part, increasing travel both ways is very important.” Mr Huang said China Southern was working closely with the Perth Convention Bureau, Austrade and Tourism Western Australia on new initiatives to increase take-up of the route, focusing strongly on high-value business travellers. “Most of the tourists, the first time they come to Australia they come to Sydney to see

封面故事

| COVER STORY

TAKE OFF Tony Huang says Tourism WA has been instrumental in helping promote China Southern in Australia. Photo: Philip Gostelow 扶摇直上黄维说，西澳旅游局一直致力于在澳大利亚推广中国南方航空公司。照片来源：菲利普·葛斯特罗显示，2 0 1 7 年南航承运了往来中澳两国 35%的旅客。

去年年底，南航又增加了一趟珀斯 - 广州的航班，目前每周执飞五班，使用的是258 座的空客A330机型。

同时，国泰航空公司推出运力更高的空客 A 3 5 0 飞机，执飞珀斯与香港之间的直飞航班，每年将增加超过20,000个座位。南航也在西澳的营销方面发挥了关键作用，该公司与西澳旅游局联手在中国互联网平台上推广该州，其中包括在携程网和飞猪旅行上推出的全方位服务。

这一数量将进一步增长，因为州政府已投入4.25亿澳元开展西澳旅游目的地营销，这个预算中有很大一部分用于增加中国游客。布朗先生对《澳中商讯》表示： “我们在中国市场上逐步树立起珀斯和西澳大利亚的形象和声誉，随之而来的将会是更多的中国游客。”

南航志在提高赴悉尼和墨尔本两大旅游旺地的客运量，但这一雄心计划可能会受到机场容量限制的阻碍。

西澳可以将此视为绝佳机会，但是，中国南方航空公司总经理黄维表示，虽然客运量增长有赖于悉尼和墨尔本航线，但珀斯-广州航线仍面临挑战。

作为服务澳大利亚的中国航空公司的领导者，南航已发挥并将持之以恒地发挥关键作用，以促进这一势头的持续发展。

“我们需要吸引珀斯的客户来中国，但我并不仅仅把精力集中在这一方面，增加双向旅游是非常重要的。”

澳大利亚基础设施和区域发展部的数据 WWW.ACBR.COM.AU

“大部分游客第一次来澳大利亚时，都只去看悉尼歌剧院，但现在中国游客想要探寻更多非比寻常的景色，他们不想看到那些传统景点，所以我认为珀斯是一个出色的目的地。”黄先生说。

“我们的洽谈十分愉快，我们会寻找机会吸引中国游客赴此地旅游，也会吸引本地游客造访中国。

“西澳旅游局也给我们提供了很多帮助，南航每周飞往澳大利亚的航班达56班次，他们在中国广州对旅游景点进行宣传，同在提高飞往珀斯航班运力的同时，还增加时也在大力推广我们航空公司。了广州-阿德莱德以及广州-布里斯班的航线，并开通了直达凯恩斯的航线。 “我们正努力让更多的高端客户重返西澳。南航计划在未来五至八年内使每年客运量增长10%，增加航班就是此计划的一部 “我们将共同提升航线的服务水准，提高分。我们的盈利能力和收入水平。”

“中国游客通常花费颇丰，这会给旅游运营商、酒店业、服务业和零售商带来巨大的流动效益。 “我们还需要在这个不断增长势头的基础上乘势而为，吸引更多的游客、更多的商务旅客还有更多的中国留学生。”

亚贸易委员会以及西澳旅游局密切合作，采取一系列新举措以提高航线运营效率，并集中精力大力拓展“高价值”的商务游客。

黄先生对《澳中商讯》表示： “我们仍在努力，但实话说，在过去的一年里，我们的利润没有达到预期。”

黄先生说，南航正与珀斯会展局、澳大利

该州政府新推出西澳旅游两年行动计划，其中一部分就是关于全新的中国市场战略，该计划将于今年贯彻落实。该计划是基于西澳旅游局此前推行的战略而设立的，此战略包括了到2020年每年吸引10万名中国游客的举措。

中国战略的重要内容将集中在增加西澳与中国之间的航空运力上，包括建立第二条直飞航线。西澳旅游局的一位发言人说，虽然受限于保密协议，该机构不能评论具体内容，但开通第二条常规航线是其最先考虑的事项之一。该发言人表示： “ 积极的讨论仍在继续，重 2018年四月 | APRIL 2018

COVER STORY | 封面故事

EXPANSIVE Beijing’s new international airport in Daxing will have the capacity for 630,000 flights per year. Image: Zaha Hadid Architects 如火如荼位于北京大兴的新国际机场每年将有63万次的航班起降量。图像：扎哈·哈迪德建筑师事务所

the Opera House, but now tourists in China they want to explore more, they don’t want to see those traditional things, so I think Perth is in a very good place,” Mr Huang said. “We have had very good conversations and we will find the opportunities to attract the Chinese market to here, and also local travellers to China. “Tourism WA has also helped us a lot, they have helped us to promote our destinations in China through Guangzhou and also promote our airline. “We are working hard to bring more highend people back into WA. “Together we will improve the route and improve our bottom line and revenue.” Part of the state government’s newly unveiled Two-Year Action Plan for Tourism Western Australia is a new China market strategy, which will be implemented this year. The plan is designed to build on former strategies employed by Tourism WA, including the 100,000 visitors by 2020 commitment. 16

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A key plank of the China strategy will focus on increasing aviation capacity between WA and China, including establishing a second direct route. A Tourism WA spokesperson said while the agency could not comment on specifics due to confidentiality restrictions, a second regular service was one of its top priorities. “Positive discussions are continuing with a focus on securing a second Chinese airline for Perth, increased capacity and ensuring optimal conditions for any new service,” the spokesperson said. China Eastern Airlines is set to trial Perth to Shanghai flights in October, while Mr Huang said China Southern would also be evaluating the possibility of extra direct services. If the demand is there and the airline finds it profitable, those services could begin as early as 2019, with China Southern and China Eastern gearing up to move to a new base in Beijing, a $US12.9 billion ($16.8 billion) airport being built in the city’s southern suburb of Daxing. The Beijing area is traditionally dominated by China’s largest airline, Air China, however the new facility will have the capacity to serve more than 100 million passengers a year. China Southern is planning to deploy more than 200 aircraft at the airport by 2020 – equating to around 20 per cent of its total fleet. “At China Southern, we are developing two transit hubs, one is already established in Guangzhou, the other one is the newest airport in Beijing, which is very important to the whole country’s tourism strategy,” Mr Huang said. “So far, we have just the one direct flight from Perth to Guangzhou, but I hope that in the future when the market becomes more mature that we can have another flight to Beijing, to the new airport. “That airport is really important, for Australians, our data shows that the main destinations in China are those big cities – Shanghai, Guangzhou and Beijing. “The second-tier cities do not attract a high volume of passengers, but maybe in the future we will see that market will grow.” Mr Huang also welcomed the entry of China Eastern to the Australian market, saying he hoped the trials would lead to the establishment of a permanent route. China Southern and China Eastern are both members of the international SkyTeam Alliance. “Competition is good, because if China Eastern flies from Shanghai to Perth it will make us work harder and also work together and see how we can attract more customers from China,” Mr Huang said. “It’s a case of the more the merrier, bringing more people in. Look at Sydney, it’s grown from two, to eight to nine companies. “China is a very big market, once we bring more customers, more business travellers

and tourists from China to here, it can be a flow.” Mr Huang had a similar perspective when asked about the impact of Qantas’ newly launched direct flights between Perth and London, which took off in March. While the new connection usurped China Southern’s home base of Guangzhou in providing the fastest route between Europe and Australia, Mr Huang said it also provided significant opportunity. “Our total number of passengers from Australia to London are already decreasing, but Qantas’ new direct flights will attract a lot of passengers,” Mr Huang said. “They will want to know if there are any other options they can choose, so that is a great opportunity for us. “(The Qantas flight) is good for passengers, but from the other point of view, the direct flight takes so long. “Passengers often prefer to have a rest, a transit point, whether in Singapore or Guangzhou. This is a very good opportunity for us.”

封面故事

点是为珀斯争取到第二家来自于中国的航空公司，提高运力，为新开通的航线提供保障。” 中国东方航空公司预计在十月份试运营珀斯至上海的直飞航班，另外黄先生表示，南航也会评估增加多条直飞航线的可行性。

如果确实存在需求，且航空公司发现利润颇丰，那么这些航线最早可能在2019年开通，南方航空和东方航空目前正准备迁往位于北京的新机场，该机场造价129亿美元（168亿澳元），建在北京南部的大兴区。

北京地区传统上是中国最大的航空公司——中国国际航空的领地，但新机场将有能力接纳超过1亿人次的客流量。南航计划到2020年在该新机场部署200 余架飞机，这占到公司飞机总量的20%。

黄先生说： “ 在南航，我们正在构建两个航空枢纽，一个已经在广州建成，另一个则是位于北京的新机场，后者对整个澳洲的旅游业战略至关重要。” WWW.ACBR.COM.AU

目前为止，我们只有一条珀斯 - 广州的直飞航线，但我希望在将来市场成熟的时候，我们可以再开辟一条到北京新机场的航线。

“这个新机场对澳大利亚的重要性不言而喻，我们的数据表明，中国游客主要来自这些大城市——上海、广州和北京。 “二线城市暂时不会吸引到大量乘客，但也许将来我们会看到这级市场的增长。”

黄先生也欢迎中国东方航空进入澳大利亚市场，他希望试运营航线会转变为永久航线。南航和东航都是国际天合联盟的成员。

| COVER STORY

“中国市场广阔无垠，如果我们将更多来自中国的客户、商务旅客和游客吸引至这里，那将会门庭若市。。” 当被问及澳航在三月份新启动的珀斯与伦敦之间的直航航班的影响时，黄先生也有类似的看法。黄先生表示，南航的广州基地原先提供了往返欧洲和澳大利亚之间最快的航线，虽然澳航新航线的开通占领了该优势，但同时也提供了重要机遇。黄先生说： “我们从澳大利亚到伦敦的乘客总数已经减少，但澳航新直飞航线将会吸引大量乘客。”

“这些乘客想了解是否还有其它选择，这黄先生说： “ 竞争是件好事，因为东航如果对我们来说便是一个很好的契机。开辟上海至珀斯的航线，这将使我们更进益求精地工作，我们双方也可携手共进， “乘客的确会受益于该直飞航班（澳航珀吸引更多来自中国的乘客。” 斯-伦敦）但从另一个角度来看，直飞航班需要乘坐很长时间。” “航空公司多多益善，能带来更多的人流量。看看悉尼的航线就知道了，原来只有 “ 乘客通常更愿意在新加坡或广州中两家航空公司，现在发展到八到九家航空转休息。我们便可巧妙地将其转化为机公司。遇。”

2018年四月 | APRIL 2018

RESOURCES | 能源

Global carmakers racing for lithium 作者 : Dan Wilkie GLOBAL automobile manufacturers are racing to gain access to battery-making materials, with competition hot to secure offtake from lithium miners and processors as the electric vehicle revolution spreads from China to the rest of the world. While China is the clear market leader in the consumer take-up of electric vehicles, with more than 1.3 million battery-powered cars on the road and a wide range of manufacturers, major carmakers are converging on the scene. In February, luxury German automaker BMW announced it had entered a joint venture with China’s Great Wall Motor Co, as part of its plans to introduce 25 electrified models to market by 2025. BMW has budgeted to spend up to €7 billion ($11.2 billion) in 2018 alone as it researches and develops its offering to the sector, which is becoming increasingly crowded. Part of BMW’s commitment is reportedly an offtake deal with ASX-listed lithium miner Galaxy Resources, speculation of which sent the company’s shares soaring earlier this year. Ford Motor Company, the United States’ second largest carmaker, is planning to spend $US11 billion ($14.3 billion) developing a range of 40 hybrid and fully electric vehicles by 2022. 18

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Toyota has pledged to offer more than 10 new electric models to its line-up by the early 2020s, partnering with electronics giant Panasonic to develop batteries. Nissan has also pledged to sell 1 million electric vehicles by 2022, while Hyundai Motor Company and its affiliate Kia Motors plan to release 38 green models by 2025, using a variety of new technologies, including battery power. Among luxury manufacturers, BMW is not alone, with Audi planning to launch 20 electric vehicle models by 2025 in collaboration with Porsche, and Daimler AG investing €10 billion in electric and hybrid technology. Volvo has said it will introduce five electric models between 2019 and 2021, and move away from building vehicles that only have an internal combustion engine. The Swedish carmaker, owned by China’s Geely, will also continue to introduce various forms of hybrid engines to its petrol and diesel-powered model range. Sales data for 2017 compiled by Macquarie Bank shows manufacturers are jostling to catch the electric vehicle wave, with global sales of battery-powered cars up 51 per cent on the previous year. In China, sales were up by 72 per cent year on year, with electric vehicle penetration rising

to 2.3 per cent in the country, compared with 1.4 per cent globally. The numbers point to exponential growth in electric vehicle demand, with forecasts by Bloomberg predicting electric vehicle sales would hit 24.4 million by 2030. It is those market penetration statistics that have instilled a surge of confidence in the lithium mining sector, with the material a key ingredient in the battery manufacturing process. Altura Mining managing director James Brown said he believed the electric vehicle story, particularly in China, had not been well understood. The rising demand was in contrast to recent market reports, which suggested the price of lithium might peak this year because of new supply. “Government subsidies (for electric vehicles) and legislative changes in the maximum ADVANCING Altura Mining is ramping up commissioning activities as it moves towards commercial production at Pilgangoora. Photo: Altura Mining 安营下寨 Altura矿业公司目前正筹划在皮尔巴拉地区的生产活动。图片来源：Altura 矿业公司。

能源

WA lithium offtake – the new wave

| RESOURCES

Darwin FINNISS (NT)

Miner

Production start

Offtake partner(s)

Galaxy Resources (GXY)

Early 2017

Panasonic, BMW, Mitsubishi, Shandong RuiFu Lithium Co

Pilbara Minerals (PLS)

Mid-2018

POSCO (South Korea), Great Wall Motors (China), General Lithium (China), Ganfeng Lithium (China)

Altura Mining

Mid-2018

Optimum Nano (Shaanxi J&R Optimum Energy), Lionergy

Kidman Resources

Late 2019

SQM (Chile)

Tawana Resources

March 2018

Burwill Holdings (Hong Kong)

Neometals/ Mineral Resources JV

February 2017

Ganfeng Lithium

Core Exploration

Mid-2019

Ya Hua International Investment and Development

Mineral Resources

Early 2017

Shandong RuiFu Lithium Co

Port Hedland PILGANGOORA LITHIUM-TANTALUM PILGANGOORA WODGINA LITHIUM

Kalgoorlie

MT MARION BALD HILL

Perth

MOUNT HOLLAND MT CATTLIN

全球汽车制造商的锂资源争夺战

全球汽车制造商们都在竞相获取电池制造材料的使用权，随着电动汽车革命从中国席卷整个世界，从锂矿公司及锂加工商手中获得承购的竞争正在日益加剧。

凭借130多万辆行驶在路上的电池驱动汽车以及大量制造商，中国无疑拥有最高的电动汽车购买率，是该市场的领导者，与此同时，大型汽车制造商也正在向这一市场聚集。

二月份，享誉世界的德国豪华汽车品牌宝马公司宣布已经与中国长城汽车公司建立合资企业。该公司计划在2025年向市场投放25个电动汽车车型，这项合作只是该计划的一部分。宝马公司已经编制了预算，仅在2018年就支出70亿欧元（约合112亿澳元）用作该领域的产品研发及投放。市场正在汇聚越来越多的参与者。据称，在宝马公司的这项承诺中，部分是与澳洲证券交易所上市锂矿公司银河资源（Galaxy Resources）的承购交易，有关这项交易的传闻曾使该公司的股票价格在今年初大幅飙升。美国第二大汽车制造商福特汽车正在计划支出110亿美元（约合143澳元），用于到2022年之前40个混合动力及全电动汽车车型的研发。 WWW.ACBR.COM.AU

丰田公司承诺，通过与电子巨头松下电器合作研发电池，到2020年代初期增加10 个新型电动汽车车型。尼桑公司也承诺，到2022年出售一百万辆电动汽车。现代汽车公司及其子公司起亚汽车则计划运用多项新型技术（包括电池电源），到2025年发布38个绿色汽车车型。

在豪华汽车制造商中，宝马公司并非一枝独秀。奥迪公司与保时捷合作，计划到 2025年发布20款电动汽车车型。戴姆勒· 克莱斯勒公司正投入100亿欧元用于电动及混合技术汽车的研发。沃尔沃集团宣布，将在2019年至2021年推出5款电动汽车车型，并将转变仅仅使用内燃机作为汽车动力的传统模式。

这家由中国吉利汽车公司控股的老牌瑞典汽车制造商也将继续为其汽油、柴油驱动车型推出多种类型的混合动力引擎。麦格理银行（Macquarie Bank）提供的 2017年销售数据显示，汽车制造商们正在竞相追赶电动汽车浪潮，电池驱动汽车的全球销量比上年增长51%。在中国，销量同比增长72%，与全球平均渗透率1.4%相比，中国的电动汽车渗透率升至2.3%。

这些数字表明电动汽车需求呈指数级增长，彭博资讯集团预测，到2030年，电动汽车销量将达到2440万辆。

正是这些市场渗透数据使锂矿开采行业信心倍增，因为锂矿石是电池制造过程中的重要原料。 Altura Mining公司总经理詹姆斯·布朗认为电动汽车的真实情况并没有得到充分了解，特别是电动汽车的中国市场。

不断上升的需求与近期的市场报告差异明显，这些报告认为锂矿石价格可能因新的供应而在今年见顶。布朗先生接受《澳中商讯》采访时表示： “ 政府对电动汽车的财政补贴以及内燃引擎汽车最大上路数量在立法上的变化都表明，这个市场要比我们想象的更大。”

“简单地说，我从不喜欢进行电池市场论证，因为要了解实情很困难，我们不是电动汽车制造商，只生产原材料，但是事实上就全球汽车制造百分比而言，电动汽车的渗透率大约在1%到2%。”

“在过去的7到8年中，锂矿市场一直保持着两位数的年均增长。所以，我们看到每3 到4年，市场就会翻倍。我们也看到所有这些电池系统不断扩大的应用规模。” 2018年四月 | APRIL 2018

RESOURCES | 能源 PARTNERS Neometals has secured some significant Chinese backing for its Mt Marion joint venture in the Goldfields. Photo: Neometals 得遇知音 Neometals公司的Marion联营矿山项目已成功获得中国合作方的大力支持。图片来源：Neometals

number of vehicles that will hit the road with an internal combustion engine mean that the market is a lot bigger than what we think,” Mr Brown told Australia China Business Review. “In simple terms, I never like to get into the battery market argument because it’s difficult to understand and we don’t make EVs, we make raw materials, but the fact is the penetration rate of EVs as far as a percentage of worldwide car production is somewhere around 1 per cent to 2 per cent. “The lithium market has been in double-digit annual growth for the last seven or eight years, so you’re seeing every three or four years a doubling of the market and we’re also seeing a broadening application of all these battery systems. “If the market share of EVs was to grow to 4 per cent, just four in every 100 cars worldwide containing some form of lithium battery, you would need an Altura coming on every year just to maintain the market share where it is, which is undersupply.” Neometals managing director Chris Reed said, like electric vehicles, lithium had become an extremely China-centric story, largely because most of the world’s lithium processing capacity was located in China, or was controlled by Chinese companies. One of China’s biggest lithium processors, Tianqi Lithium, has made headlines in Western Australia for adding to its processing capacity in China by constructing an $860 million facility in Kwinana to complement its Greenbushes joint venture lithium mining operation in the south of the state. Other major players backing WA lithium operations include processing groups Shandong RuiFu Lithium Co, General Lithium, Ya Hua International Investment and Development as well as battery manufacturers Optimum Nano and Lionergy. Ramping up processing and manufacturing capacity by Chinese players, Mr Reed said, had made lithium one of the most active spots in WA’s minerals sector in recent years, with three new mines coming online last year and another five expected to start producing by the end of 2019. 20

AUSTRALIA CHINA BUSINESS REVIEW | 澳中商讯

“China are at about 110,000 to 120,000 tonnes conversion capacity at the moment,” Mr Reed said. “There are about 170,000 tonnes coming on stream in 2018, up to 300,000 tonnes of capacity. “That will mean all the mines here will be flat chat to supply that.” Mr Reed’s company is producing spodumene concentrate at Mt Marion in the Goldfields region of WA, in a joint venture with fellow ASX-listed miner Mineral Resources and Chinese processing group Ganfeng Lithium. “We are very happy to have secured probably the leading producer in China, they have the most diverse lithium production range, they go all the way from compounds through to metals and everything in between,” Mr Reed said. “Lithium is not like gold, there is no one on the other side of the fence to catch it in a terminal market. “Your business is only as strong as your offtake partner, so linking up with Ganfeng was crucial.” The Neometals story is being repeated across the state, as Chinese battery manufacturers and lithium processors, ramping up capacity in their own country, move to corner the market. Mr Reed said around 240,000 tonnes of lithium carbonate equivalent (LCE) was consumed in 2017, with around 60 per cent of that going to the battery market. “But by 2025, we are going to need 800,000 to 1 million tonnes of LCE, and the best deposits are in production now, everything else is incrementally lower or at higher costs. “In short, I think (global lithium supply) is probably ok out to between 2021 and 2025. “But then when you have a look at 2025 to 2037, its going to double again, and it’s hard to see how that’s going to happen. “I can see how we can be more than double where we are now, with the new guys coming in, but for the life of me I can’t work out where the next wave of supply will come from. “You’re going to have to have the incumbent guys all double production, but I’m not sure everyone has got the resources to do it.”

The potential scarcity of supply is spurring significant interest outside of China in WA lithium operations. Earlier this year, Pilbara Minerals, which is developing a lithium-tantalum project in the Pilbara that will start commercial production in the coming months, unveiled a landmark offtake deal with South Korean steel manufacturing giant POSCO. The $80 million deal was not only a show of confidence in WA’s lithium mining sector by a globally significant player, it was somewhat unique in that it was the first deal consummated by a South Korean company to secure supply from a WA miner. The eight lithium operations scheduled that came online last year in WA, or will come online by late 2019, have attracted a collective total of 15 offtake partners. Just five of those partners – Panasonic, BMW, Mitsubishi, POSCO and SQM – are not based in China. Altura’s Mr Brown, who is steering his company towards production at its Pilgangoora mine in the Pilbara, said big players were moving now to ensure they were not constricted by supply going forward. “South Korea doesn’t want China to dominate, they want to have access,” Mr Brown said. “Japan is probably the elephant in the room, I think you can see Toyota increasing its stake quite rapidly in Orocobre. “They don’t want the Chinese to do it, the Koreans don’t want the Japanese to get a foothold and the Japanese don’t want the Koreans to have a foothold. “It’s a bit of a Mexican standoff because they all want access to these materials.” Altura has been developing its mine, an operation that will add around 30,000 tonnes of lithium carbonate concentrate to global supply in 2018, in partnership with battery manufacturers Optimum Nano, a subsidiary of Shaanxi J&R Optimum Energy, and Lionergy. Altura and Optimum Nano also revealed last month that negotiations were underway regarding a controlling stake in the Australian miner. “We have had numerous contacts, but the difficulty we have is we don’t want to oversell our production,” Mr Brown told Ausralia China Business Review. “We have people that have been supporting us for two years that have an option and an obligation to take all of our production from stage one. “Stage two is another matter, but we will deal with our existing partners first and then look to see if there is excess capacity.”

能源

| RESOURCES

You’re going to have to have the incumbent guys all double production, but I’m not sure everyone has got the resources to do it – Chris Reed 你不得不让所有现有人员的产量翻倍，但是我无法确保是否每个人都有资源来完成这件事。克里斯·里德（Chris Reed）

“如果电动汽车市场份额的增长达到 4%，世界上每100辆汽车中就会有4辆使用某种锂电池，那么每年就需要一个 Altura公司来维持这个供不应求的市场份额。”

Neometals公司总经理克里斯·里德称，锂矿已经变成完全以中国为中心的情况，就像电动汽车一样，这主要是由于全球大部分的锂加工产量都来源于中国，或者是由中国的公司所控制。

作为中国最大的锂加工商之一，天齐锂业耗费8.6亿澳元在圭亚那建造设施，以补充其在该州南部格林布什矿（Greenbushes）合资企业的锂矿开采作业，从而增加其在中国的加工产量。这已经使该公司登上西澳洲的头条新闻。

为西澳洲锂业提供支持的其它主要参与者包括锂加工集团，如山东瑞福锂业有限公司、江苏容汇通用锂业股份有限公司、雅化国际投资发展有限公司，以及锂电池制造商，如深圳市沃特玛电池有限公司、和Lionergy有限公司。里德先生称，近年来中国参与者提升加工及制造产量已经使锂成为西澳洲矿产业中最活跃的部分，去年有3家新矿上线，另外还有5家预计将在2019年底之前开始生产。

“中国目前拥有大约110,000 到 120,000吨的转化能力，”里德先生说。 “大约有170,000吨会于2018年投入生产，产量多达300,000 吨。”

“这将意味着这里所有的矿井都会全力供应锂矿石。”

里德先生的公司携手另一家在澳交所上市的矿业公司和中国赣锋锂业集团，强强联手在西澳洲皮尔巴拉（Pilbara）地区的 Marion矿山生产锂辉石精矿。

“我们非常高兴吸引了中国的顶级生产商。这家公司有着多样化的锂产品类型，从混合材料到金属材料以及介乎两者之间的任何东西。” WWW.ACBR.COM.AU

“锂不像黄金，没有人可以跨过中间环节，直接从终端市场中获取。”

“企业的强大要依靠承购合作伙伴，所以与赣锋锂业的合作至为关键。” 随着中国的电池制造商及锂加工商为提升在中国的产量，而提速融入当地市场，Neometals公司的这种情况会在整个西澳洲持续发生。

里德先生说，2017年碳酸锂当量（LCE）的消耗量大约为240,000吨，其中60%左右来自电池市场。

“不过，到2025年，我们将需要800,000 到一百万吨LCE，最优质的矿床目前正在生产中，其它的一切增量较低，或者成本较高。” “总之，我认为（全球锂矿石供应）在 2021年到2025年不成问题。”

“不过，展望一下2025年到2037年，预计供应量将会再次翻倍，希望能搞清楚这一切将如何发生。” “随着新人的到来，我可以想象我们的产量会超过两倍，不过就算对于我来说，也无法成功预测何时何地会产生下一次的供应高峰。”

“你不得不要求所有现有人员的产量翻倍，但是我无法确保是否每个人都有资源来完成这件事。” 潜在的供应不足也成功激起了来自中国之外的国际市场对于西澳洲锂业的兴趣。

Pilbara Minerals公司正在皮尔巴拉地区开发一个未来数月内启动商业化生产的锂钽项目。今年年初，该公司宣布了一项与韩国钢铁制造巨头甫项钢铁的里程碑式承购交易。

这项价值高达8,000万澳元的交易不仅展现的是一家国际巨头对于西澳洲锂矿开采业的信心，同时独特之处在于这是首个由一家韩国公司完成的从西澳洲锂矿公司获取供应的交易。

已于去年在西澳洲上线或者将在2019年后期上线的8个锂矿业务已经吸引了15家承购合作伙伴。

这些合作伙伴当中，仅有5家非中国公司，它们分别是松下公司、宝马公司、三菱公司、甫项钢铁以及智利化学矿业公司。 Altura公司的布朗先生目前正在筹划公司在皮尔巴拉地区Pilgangoora锂矿的生产活动。他表示，大公司目前正在采取行动，以确保不会受到未来供应的限制。布朗先生表示： “ 韩国不希望看到中国一家独大，同时也要进入市场。”

“日本也不能忽视，我想大家可以了解到，丰田公司正在快速增加其在 Orocobre公司的股份。”

“日本不希望中国公司来做，韩国则不希望日本公司插一脚，而日本也不希望韩国公司有机可乘。” “局面僵持不下，因为他们都希望获得这些材料的使用权。”

Altura一直在与陕西坚瑞沃能股份有限公司的子公司深圳市沃特玛电池有限公司以及Lionergy合作开发锂矿，这项业务将在2018年向全球供应大约3万吨碳酸锂精矿。

Altura公司和Optimum Nano公司同时透露，双方正在进一步商谈以确定对澳大利亚矿业公司的控股比重。

布朗先生在接受《澳中商讯》采访时表示： “ 我们拥有大量业务关系，不过困境在于我们不希望透支我们的产量。”

“我们拥有两年来一直支持我们的承购合作伙伴，它们拥有优先购买权，也拥有从项目最初阶段开始购买我们矿产的义务。”

“第二阶段将是另一回事，不过我必须优先考虑现有的合作伙伴，然后再观察是否存在产能过剩现象。” 2018年四月 | APRIL 2018

TECHNOLOGY | 科技

区块链的工作原理是什么？提出交易请求

交易被发布到节点网络中

节点网络通过算法验证交易的真实性

验证须提供：

智能合同

加密货币

其他记录

该交易与其他交易联接形成数据块

这个新的数据块以一种透明且不可篡改的方式，录入到区块链中

交易完成

区块链技术应用：

透明、可追踪

简单、快捷

成本低

信任可累积

Blockchain real chance to conquer counterfeits 作者 : Dan Wilkie BLOCKCHAIN is emerging as the newest weapon in the war against counterfeit goods, with the technology being applied to secure supply chains and prevent tampering, substitution or cloning of high-value brand-name products. Globally, counterfeiting has become a trillion dollar industry, with a recent report released by international market research organisation Research and Markets indicating $US1.2 trillion worth of fake goods were traded in 2017. The practice is a major drag on profits for manufacturers, with the report indicating losses due to fake goods being sold online reached $US323 billion in 2017. But while the losses are significant, the issue is a lot more worrisome than just consumers wondering whether the handbag they bought online is a genuine Louis Vuitton, with special22

AUSTRALIA CHINA BUSINESS REVIEW | 澳中商讯

ised medications, baby formula and healthcare products among the fake goods being distributed online. Virtually every country has been affected, however, China is among the countries where it has been most acutely felt. In 2008, fake baby formula was responsible for more than 300,000 infants becoming ill in China, with six babies dying and more than 54,000 hospitalised. For specialised medications, investigations by Interpol in 2016 showed counterfeiting was a rising problem. Around 1 per cent of all medications sold in developed countries were counterfeit, Interpol said, with that number rising to 10 per cent globally and more than 30 per cent in some parts of Africa, Asia and Latin America. Interpol said those fake medications resulted in more than a million deaths worldwide each year, a staggering statistic that motivated Mark Toohey, a Sydney-based lawyer with

a background in technology and television to find a solution. “If you told me it was 10,000 I would have thought that was a huge figure,” Mr Toohey told Australia China Business Review. “It’s anti-malarial medications, heart tablets, you name it, someone out there is faking it, but what really got me is when I found out there have been instances where cancer patients in US hospitals have been given fake chemo. “I’ve had cancer, I’m alive because I had genuine chemo, and it hit something really primal inside me. “To face that ordeal, and in the US you may even have to mortgage your house to afford chemotherapy because of their medical system, and then get robbed of your last chance at life is just diabolical.” Mr Toohey said he became involved with the startup ecosystem in Sydney about a decade ago and immersed himself in Bitcoin and other digital currencies around 2012.

科技

| TECHNOLOGY

TO BE SURE Mark Toohey says TBSx3 can help assure consumers that the products they are buying are genuine and won’t cause harm. Photo: TBSx3

区块链技术应用：

数字货币

金融

物联网

数据存储

治理

在线投票

医疗保健

保险

区块链技术：开拓真正的打假良机

作为打假战中出现的新型武器，区块链技术可用于保障供应链安全性、杜绝伪造行为及高端品牌产品仿冒现象。

死、54,000 多位送入医院治疗。

然而，报告中说明，2017 年网络假货交易造成的损失达 3230 亿美元，这导致各制造商的利润被大幅削减。

马克·图希是一位具有科技和电视专业背景的律师，身处悉尼。他从国际刑警组织处得知，每年全球范围内，假冒伪劣药品可能造成百万人死亡，这一数据令其震惊，于是他努力寻找相应的解决方案。

在全球范围内，造假已发展成市值万亿的行业。据国际市场调研机构 Research and Markets（市场及调研）近日发布的一项报告显示，2017 年的假货交易额高达 12,000 亿美元。

不仅带来了巨额损失，更令人忧心的是，除了消费者无法辨别网上购买的手提包是否是路易威登真品，更有许多专用药、婴儿配方奶粉和医疗保健品的仿冒品在网上肆虐。

几乎所有国家都受到假货波及。其中，中国的感受最为强烈。 2008 年，中国有逾 300,000 位婴儿因食用假婴儿奶粉而患病，其中 6 位婴儿致 WWW.ACBR.COM.AU

根据国际刑警组织 (Interpol) 2016 年的调查，专用药造假问题越来越引人关注。

国际刑警组织称，发达国家在售的所有药品中，有约 1% 的药品为假冒伪劣产品，全球范围内假货的百分比达到 10%，亚非拉某些地区则超过 30%。

马克·图希告诉《澳中商讯》： “如果你说，有 10,000 人因此致死，我或许仅仅认为这并不是一个小数目。

仿冒抗疟药、心脏病药等等很常见。但是最让人震惊的是，我发现一些案例中，美国医院竟然给癌症病人使用假的化疗药。我曾患有癌症，在使用了真的化疗药后，

TBSx3 公司创始人马克·图希表示，TBSx3 能够帮消费者确认，哪些产品非假冒产品，且不存在风险。图：TBSx3

得以活下来。这件事触碰到我内心深处的底线。你必须面对病痛的折磨，在美国的医疗系统下，可能还要将房子抵押以支付化疗费用。但是，假药却剥夺了你的最后一线生机，多么令人绝望。”

马克·图希表示，他在约十年前加入了悉尼的初创产业链，2012 年左右，开始长期接触比特币和其他数字货币。

这段经历让他决定钻研加密货币背后的技术——区块链。

实质上，区块链技术将一系列交易相关联、处理形成一个区块，然后与其他交易组链接形成链式结构。

“一旦区块链技术中录入了新的区块，整个集合将焕然一新，成为更优区块链。”马克·图希称。 “所以，如果有谁想篡改该链条，他们必须从头开始。” 2018年四月 | APRIL 2018

TECHNOLOGY | 科技

The moment you add a new block to the chain, it is now different because it is the previous block plus one – Mark Toohey 一旦区块链技术中录入了新的区块，整个集合将焕然一新，成为更优区块链。– 马克·图希

That exposure led Mr Toohey to research the technology behind cryptocurrencies – blockchain. Blockchain technology essentially involves a series of transactions being bundled and processed together to become a block, which are then linked with other bundles of transactions to become a chain. “The moment you add a new block to the chain, it is now different because it is the previous block plus one,” Mr Toohey said. “So, anyone that wants to corrupt that chain, they have to start again.” Mr Toohey said he established a startup tech company known as TBSx3, a cheeky nod to the old Irish colloquialism ‘to be sure, to be sure, to be sure’, to utilise blockchain as one of three layers of protection in its anti-counterfeiting solution, alongside encryption and logistics tracking. The company partnered with logistics giants DP World, Hamburg Sud and DB Schenker on a trial of the system last year, which tracked a shipment of Coonawarra wine all the way from the vineyard in South Australia to consumers in China. TBSx3’s solution comprises encrypted unique codes applied to every single item to be shipped, with those items tracked throughout the supply chain network via the sharing of data across companies from warehouses, to trucking firms, ports and shipping companies. Individual consumers could test the authenticity of the products they wanted to purchase by using the free TBSx3 app, but it was the blockchain underneath that made the system completely secure, Mr Toohey said. “Blockchain technology has a feature called no double spend, which simply means that you have a register and the moment an item is sold, that code is crossed off and it can’t be used again,” he said. “Why that’s important is the very exact opposite of what a counterfeiter does, because they get a genuine product, and we put a code on there, they will make 10,000 copies of that item, including the code. “But if the code is crossed off the register, then all those copies have no commercial value, because anyone using our free app can scan the code and see if it’s been used before, and if it has, they know not to buy it.” Mr Toohey said TBSx3 was working with its logistics partners to integrate with their systems, while various Chinese trade delegations had contacted the company to explore using the technology. 24

AUSTRALIA CHINA BUSINESS REVIEW | 澳中商讯

Major Chinese groups that are embracing blockchain to prevent counterfeit goods include e-commerce giant Alibaba Group, which partnered with Australia Post last year to explore using the technology to prevent counterfeit Australian products reaching China. Another Australian startup, UCOT, is utilising ‘internet of things’ technology alongside blockchain as its frontline in the counterfeits fight. UCOT is led by chief executive John Baird, a former vice-president of Credit Suisse and chief technology officer at Deutsche Bank. The company recently raised $US4 million: ($5.2 million) to commercialise its supply chain security system, which involves the manufacture of small internet-enabled devices which go inside individual containers or bottles. Mr Baird said the devices could be tailored to suit the products which are being shipped and could tell the consumer whether the product had been opened, where it had been stored, what temperatures it went through to reach them, and how long it took to get there, covering all the steps a product takes on an export journey. “It is that ability for the product to tell you

that it’s ok, rather than someone along the chain to tell you that it’s ok, that makes all the difference,” Mr Baird told Australia China Business Review. “Because right now with the counterfeiting, they are already telling you it’s ok, but it’s not.” Mr Baird said the UCOT solution, which had been developed in collaboration with researchers at University of Technology Sydney, had only become viable with the invention of Narrow Band IOT, a network that enables batteries to last between eight and 10 years. One of UCOT’s initial focuses is to develop a ‘smart cork’ for wine bottles, to combat the rising prevalence of fake Australian wine reaching Chinese shores.

GENUINE John Baird says the blockchain-based UCOT system not only ensures authenticity but can also provide a compelling marketing edge. Photo: UCOT 优物链总裁约翰·贝尔德称，基于区块链技术的优物链系统不仅可辨别产品真伪，还展现出了令人称赞的营销优势。图：优物链公司

In one of the most recent incidents, more than 14,000 bottles of counterfeit Penfolds wine were seized in Shanghai in November last year, which were being sold through Alibaba’s Taobao. The seizure prompted high-profile Australian wine commentator Jeremy Oliver to estimate that up to 50 per cent of wines sold for more than $35 per bottle in China were fake. “The idea is that the device will actually be in the cork of the bottle, that’s what we are designing, and the end user will be able to scan the bottle with their mobile phone, which communicates with our ecosystem and tells it what number the bottle is,” Mr Baird said. “The system quickly looks up the blockchain records of that bottle and says ‘that was grown on the east side of a hill with these grapes in this ground, it was packed on this day, fermented for this long, it was shipped on this day, and it has arrived to you still unopened from the factory’. “From a marketing point of view, you have then taken interesting information about the shipping and turned it into a marketing edge, which is then going to add value to the wine.” UCOT is also developing a smart can lid for products such as baby formula, as well as a bespoke solution for premium meat products. But Mr Baird said the UCOT technology was not just for the end consumer to verify the authenticity of goods, it could also be used to ensure supply chain partners were fulfilling their contractual obligations every step of the way. Mr Baird said the system allowed for the development of smart contracts, with the sensors on the products to automatically trigger penalty clauses if a wine bottle is opened or is stored in high temperatures, for example. UCOT’s database is up and running, with the first sensors expected to be deployed by the third quarter of 2018. At the same time, Mr Baird said the company was actively engaging with the Chinese government to roll the system out across borders, with the technology receiving an enthusiastic response. “There is a problem with counterfeiting in China and it’s hurting the Chinese image,” he said. “The government is actually very keen to fix this, so that when Chinese goods arrive overseas, they are seen as being quality and they can break that association that Chinese goods are knockoffs. “In some cases China is suffering from the copyrighting problem in much the same way that the rest of the world used to view China, which is that there is good innovation and good products being developed there, but before they hit the western market it gets flooded with knockoffs and the quality of the original innovation is being destroyed because of all of these knockoffs. “The same thing that we want to get out of it for the rest of the world, so does China.” WWW.ACBR.COM.AU

马克·图希表示，他创建的初创科技公司名为 TBSx3，名称来源于一句古老的爱尔兰方言“明确、明确、再明确”的英文缩略形式。该公司将区块链技术加入到三层防伪保护措施中，其他两层为加密术和物流跟踪技术。

去年，该公司与物流巨头迪拜环球港务、汉堡南美船务和德铁信可合作，对防伪系统进行了一次测试。这次测试追踪的是库纳瓦拉葡萄酒运输，从南澳大利亚的葡萄园开始，一直到中国的消费者手中。 TBSx3 提出的方案，会将唯一加密码应用在将运输的物品上，再通过公司间数据共享，在仓库、汽车货运公司、港口到航运公司之间，实现供应链网络内的货物跟踪。

马克·图希称，消费者个人可以通过 TBSx3 免费应用程序验证产品真伪，实际上正是区块链技术从根本上保障了整个系统的安全性。

“区块链有一个功能是，杜绝二次消费。也就是同一个账本上，一旦有一件商品被售出，那么其编码将被销毁，无法再次使用” ，他说。 “这个过程很重要，这与常见的伪造手段逆向而行。伪造者通常会先得到一个真品，按照我们提供的编码，他们会制造出 10,000 个有相同编码的复制品。

“然而，如果将编码从账本上销毁，那这些复制品就没有市场价值，因为每个人都可以通过我们的免费应用程序扫描编码，验证编码是否被使用，如已被使用，那消费者就不会购买这件商品。” 马克·图希表示，TBSx3 正与物流公司合作，实现公司之间的系统集成，同时还有多家中国贸易代表团与其联系，以期将该技术投入应用。在主要中国集团中，电商巨头阿里巴巴也希望利用区块链技术打击假货。去年，阿里与澳大利亚邮政合作，探索使用该技术来防止澳大利亚的仿冒产品进入中国。

另一家澳大利亚初创企业优物链，将“物联网”结合区块链技术作为打假的前沿阵地。约翰·贝尔德为优物链的首席执行官，曾任前瑞信银行副总裁、前德意志银行首席技术运营官。

近期，该公司募资 400 万美元，投入到供应链安全体系商业化中。其中有一环节是，生产制造集合在独立容器或瓶子内部的小型联网设备。

约翰·贝尔德称，该设备经专门设计，适用于运输中的各种商品，消费者可以通过该设备了解商品是否被打开、商品的储存地、运输途中的气温以及运输时长，覆盖产品出口过程中的每个步骤。

科技

| TECHNOLOGY

大学的研究学者一同合作研发。窄带物联网诞生后才具备了可行性，该网络下电池的寿命可达 8 至 10 年。优物链的初衷是为葡萄酒瓶研发“智能软木塞”，打击中国商店肆虐的澳洲假葡萄酒。

在近期的数起造假案件中，其中一起是发生在去年十一月，在上海缴获 14,000 多瓶仿制奔富葡萄酒，这些酒是通过阿里巴巴旗下的淘宝出售的。得知此次仿制酒缴获事件后，澳大利亚高知名度的葡萄酒酒评人杰里米•奥利弗估计，出售到中国的 35 美元以上的葡萄酒，有近半成都是假酒。

“实际上，我们的设计是将该设备置入到酒瓶的软木塞中，消费者通过手机扫描酒瓶，向我们的生态系统发送这瓶酒的编号” ，约翰·贝尔德称。 “系统迅速在区块链记录中查找这瓶酒，将信息传输至手机：该瓶酒来源于某座山东部的葡萄园，于某天采摘，经过一段时间的酿制，再于某天从酒庄运出，葡萄酒在到达您的手中之前从未开封。”

“从营销的角度讲，您得到了一些运输相关的有价值信息，并将之转化为营销优势，这对葡萄酒而言会是附加值。” 优物链正在为婴儿配方奶粉等产品研发智能罐盖，另外，还为上等肉制品定制专用方案。

约翰·贝尔德表示，优物链技术不仅能帮助最终消费者验证产品真伪，还能用于确保供应链中的合作伙伴能够按部就班地履行合同义务。

他还提到，该系统可用于研发智能合同，例如，如葡萄酒瓶被打开或者储存环境温度过高，则产品中置入的传感器可以自动触发罚款条款。优物链的数据库已启动并运行，其首批传感器将于 2018 年第三季度投入使用。

与此同时，约翰·贝尔德称公司正主动与中国政府接洽，将该系统推广至全国各地，这项技术也得到了积极的反响。

“中国的造假问题有损自身形象”，他说。 “实际上，中国政府迫切希望修正这个问题，这样中国产品在海外可被看作高质量产品，破除中国商品与仿制品之间的联系。”

“很多情况下，正如其他国家对中国的认识，中国一直以来受到版权问题的困扰。中国拥有高水平创新能力和高质量产品，但 “不用经过供应链中的人为干预，产品就可以自动通知消费者是否安全，两者之间是在产品进入西方市场之前，国内便开始大有不同”，约翰·贝尔德告诉《澳中商讯》。有假货横行，于是在仿冒品的影响下，那些真正的创新产品毁于一旦。 “但是如今假冒品泛滥，伪造者会说服你产品是真的，但事实却相反。” “我们希望中国将能与世界上其他国家一约翰·贝尔德表示，优物链系统由悉尼科技

起，摆脱仿冒问题的困扰。”

2018年四月 | APRIL 2018

OPINION | 观点 Peter Wong Deputy chairman and CEO Hong Kong and Shanghai Banking Corporation

700 words

王冬胜（Peter Wong）副董事长兼首席执行官香港上海汇丰银行有限公司

PETER WONG | 王冬胜

改革开放40年的中国将影响全球经济

China powers global growth on 40 years of reforms CHINA has transformed in our lifetime from an agrarian collective farmer-based economy to a world-beating digital and consumption-led powerhouse, driven by smartphone wallet shoppers. This year marks the 40th anniversary of China’s economic reform and opening. It is said a long journey begins with a single step – on December 18 1978, China espoused its ‘open-door’ policy declaring a ‘turning point’ in its economic management and trajectory. Over the period, the character of the country’s economic management has evolved from being strictly centrally planned, export-oriented and state-led to one that is more market-led and based on domestic consumption. China’s gross domestic product has achieved an average 10 per cent annual growth rate in the past 40 years – three times the rate in the United States over the same period. Its GDP per capita increased from $US156 ($203) in 1978 to $US8,123 in 2016 – lifting more than 800 million people out of poverty. GDP per capita in the US was $US57,638 in 2016 by comparison, indicating there is still growth ahead in the China story. Today, China is the world’s largest economy on a ‘purchasing power parity basis’. It is the world’s largest manufacturer exporter and holder of foreign exchange reserves. And China is actively aiming for a leadership role in globalisation and in combating climate change. These impressive achievements are thanks 26

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to the perseverance and far-reaching changes in its economy and society. China began addressing the imbalance in its economy by the ‘de-collectivisation’ of agriculture. At that time, farming was the foundation of the national economy. This involved implementing the contract responsibility system in agriculture, by which farmers were able to retain a surplus over individual plots of land rather than farming for the collective. The government established township and village enterprises (TVEs). This achieved remarkable results in increasing supplies of food and other consumer goods, which created a climate of dynamism and opportunity in the economy. Rural reform set the foundation for China’s future economic growth and its entry to the global economic stage. During the 1980s, it began to expand in international trade and allowed foreign direct investment (FDI) into the country. The most noticeable symbols were the four Special Economic Zones (SEZs), which were created in 1980 – in Shenzhen, Zhuhai, Xiamen and Shantou. The SEZs were successful in attracting foreign capital, pioneering reform experiments and creating an export-oriented economy. In 1991, China only attracted $US4.37 billion in FDI. From then, the absolute size and proportion of FDI into China rose significantly, reaching $US126 billion in 2016. Thereafter, China gradually opened up

coastal and border cities, major cities in the hinterland, and finally the rest of the country. This has attracted labour-intensive manufacturing industries from advanced economies. Today, the SEZ model has evolved to a new breed of 11 Free Trade Zones across the country, which now act as ‘sandboxes’ for future reform on a national scale, in particular in services and innovation reform. A key phase of reform sought to change the country’s economic system is improving the governance of State-Owned-Enterprises (SOEs), introducing a gradual liberalisation of prices and fiscal decentralisation and establishing a fully fledged modern banking system. SOE reform aimed for the enlargement of enterprise autonomy, reducing government intervention, creating market institutions, opening up more industrial sectors to competition from private enterprises and converting the economy from an administratively driven, planned economy to a price-driven market economy. The process of SOE reform is continuing. In addition, Beijing is continuing to streamline and modernise its state-owned sector and create conglomerates capable of competing globally. The reforms have involved the restructuring of SOEs through reorganisations and mergers, reductions in excess capacity and the relocation of workers. In order to fulfil its commitment to the World Trade Organisation to liberalise financial markets for foreign participation by the

观点

中国已经从农业经济体转变成世界一流的数字和消费主导型经济强国，其推动力是使用智能手机钱包的购物者。

| OPINION

今年是中国经济改革开放40周年。

常言道： “千里之行始于足下”——1978年 12月18日，中国提出对外开放政策标志着其经济管理和发展轨迹出现转折。在改革开放期间，中国经济管理的特点从严格的中央计划、出口导向型和国家导向型转变成为更加以市场为主导、面向国内消费的管理。

中国的国内生产总值（GDP）在过去40年里实现了10%的年均增长，是美国同期的 3倍。

中国的人均GDP从1978年的156美元增加到了2016年的8,123美元，使8亿多人摆脱贫困。

相比之下，美国2016年的人均GDP为 57,638美元，这表明中国仍有增长的空间。今天，按购买力平价计算，中国是全世界最大的经济体。中国是全世界最大的生产国、出口国和外汇储备持有国。中国正积极谋求在全球化和应对气候变化方面发挥领导作用。

OPEN China has recognised the importance of foreign participation in its financial markets. Photo: Shutterstock.com

所有这些令人印象深刻的成就都要归功于中国经济和社会坚韧不拔和深远的变革。

有容乃大中国早已认识到允许海外投资者参与中国金融市场的重要性。图片：Shutterstock

当时，农业是国民经济的基础。这包括实行农业生产责任制，从而农民能在个人土地上获得盈余，而不需要为集体劳作。

干预，建立市场制度，使更多的工业部门与私人企业竞争，并实现经济从政府驱动的计划经济转变为价格驱动的市场经济。

中国从“取消农业集体化”着手，开始解决经济不平衡的问题。

政府建立了乡镇企业（TVE）。实现了食物和其他消费品供应量的显著增长，创造了充满活力和机遇的经济环境。

农村改革为中国的未来经济增长及中国经济进入全球经济发展阶段奠定了基础。

20世纪80年代，中国开始在国际贸易中发展，并允许外国直接投资（FDI）进入国内。最显著的标志就是1980年创建了四个经济特区（SEZ）——深圳经济特区、珠海经济特区、厦门经济特区和汕头经济特区。这些SEZ成功实现了外资吸引、改革试验倡导及出口导向型经济建设。

1991年，中国仅吸引了43.7亿美元的FDI。从那时起，FDI在中国的绝对大小及比例显著上升，2016年达到了1260亿美元。此后，中国逐步开放沿海和边境城市、腹地主要城市，最后相继开放了全国的其他地区。

这吸引了发达经济体的劳动密集型制造业。目前，SEZ模式已发展为全国11个自由贸易区采用的新模式，在全国范围内起到未来改革“沙箱”的作用，特别是在服务和创新改革方面。

国家经济体制改革的关键阶段是改善国有企业（SOE）治理状况，实行价格逐步自由化和消除财政集中化并建立完全成熟的现代银行体系。 SOE改革旨在扩大企业自主权，减少政府 WWW.ACBR.COM.AU

SOE改革仍在继续。此外，北京还在继续精简政府机关，并使其实现现代化，同时北京还在继续建立具有国际竞争力的企业集团。

此项改革已涉及通过兼并重组实现SOE的重构、减少产能过剩和工人搬迁问题。为了履行对世贸组织的承诺：在2006年年底前允许外国投资者进入金融市场，中国政府于2003年年底加快了金融改革的步伐。

此项改革主要针对金融服务的主要领域——银行业、证券业和保险业。此外，这些措施还包括使银行股权结构多样化，加强银行高层管理，引入严谨的监管机制，并将国有银行转变为股份制银行。主要证券公司已完成重组，同时保险业改革也取得了一定进展。

中国已意识到功能性较大的金融系统在经济上对改善资源配置的重要性。

近年来，政府进行了多项改革。银行存款和贷款利率现在已全面放开。虽然中国人民银行仍然设定指导银行的参考利率，但商业银行可自行设定这些利率。自2015年5月起，已开始实施明确的银行存款保险计划。另一个关键的改革阶段是重视什么是中国的“走出去”政策。在过去40年里，相关当局采用谨慎渐进的方式，通过合格境内机构投资者（QDII）/

合格境外机构投资者（QFII）等严格控制的项目，开放了中国的资本账户，且最近将股票和债券相结合，吸引了更多的外国投资者进入了中国的资本市场。实际上，中国的资本账户正变得越来越开放。

目前，中国是第二大股票市场。与2003年的5130亿美元相比，到2017年10月，总市值已达到8.7万亿美元，增长了17倍。中国的国内债券市场目前位居世界第三。

人民币国际化已取得重要进展。仅仅10多年前，人民币的使用在很大程度上还仅限于中国内地。如今，中国有超过10%的贸易以人民币结算。各种跨境计划允许外国投资者在中国内地购买股票和债券。人民币作为储备货币的作用也日渐凸显。2016年10月1日，人民币正式加入国际货币基金组织（IMF）特别提款权（SDR）货币篮子，与美元、欧元、日元和英镑同列其中。

2016年，人民币外汇储备为850亿美元，占全球总额的0.78%。以人民币进行投资的中央银行数量从2013年的3家跃升至2017 年的45家。

此外，摩根士丹利资本国际公司去年宣布，将从今年6月开始，将中国a股纳入其新兴市场指数和MSCI ACWI指数。四十年来，中国一直作为外国直接投资的主要接受国，而今也已成为主要的对外投资国。 2018年四月 | APRIL 2018

OPINION | 观点 SKYLINE Ultra-modern Shenzhen is one of China’s fastest-growing cities. Phot0: Shutterstock.com 日新月异超现代化的深圳是中国发展最快的城市之一。图片：Shutterstock

end of 2006, the Chinese government accelerated financial reforms at the end of 2003. The reforms focused on the main areas of financial services – banking, securities and insurance. This included diversifying banks’ equity structures, enhancing banks’ corporate governance, introducing a prudential regulatory regime and transforming state-owned banks into joint-stock banks. Key securities companies were restructured, while reforms in the insurance sector also progressed. China has recognised the importance of a high-functioning financial system for improved allocation of resources within the economy. The government has instituted a number of reforms in recent years. Bank deposits and lending rates have now been fully liberalised. Commercial banks can set these rates freely, though the People’s Bank of China still sets reference rates to guide banks. An explicit bank deposit insurance program has been in operation since May 2015. Another key phase of reform is focusing on what is known as China’s Going Out policy. Through a cautious and gradual approach over the past 40 years, authorities have been opening China’s capital account via tightly controlled programs such as QDII/QFII (Qualified Domestic Institutional Investor/Qualified Foreign Institutional Investor), and the recent Stock and Bond Connects to allow more foreign participation in China’s capital markets. The country’s capital account is becoming increasingly open in de facto terms. China now has the second largest equity market. From a total market capitalisation of $US513 billion in 2003, it has grown 17 times to $US8.7 trillion in October 2017. The country’s domestic bond market is now the third largest in the world. 28

AUSTRALIA CHINA BUSINESS REVIEW | 澳中商讯

Significant progress has already been made to internationalise the renminbi. Just over a decade ago, renminbi usage was largely confined to mainland China. Today, more than 10 per cent of China’s trade is settled in the currency. Various cross-border schemes allow foreign investors to buy stocks and bonds in mainland China. The renminbi’s role as a reserve currency is also gradually appearing. The currency was formally included in the International Monetary Fund’s Special Drawing Rights (SDR) basket on October 1 2016, joining the US dollar, the euro, the yen and the pound. Foreign exchange reserves held in renminbi assets were $US85 billion in 2016 – 0.78 per cent of the total. The number of central banks investing in renminbi has jumped from three in 2013 to 45 in 2017. In addition, the MSCI announced last year it would include Chinese A-shares in its Emerging Markets Index and the MSCI ACWI Index, beginning in June this year. After four decades as primarily a recipient of foreign direct investment, China has emerged as a major FDI-originating country as well. China’s Going Out policy was initiated in 1999, which has resulted in the country’s non-financial Outbound Direct Investment rocketing from less than $US1 billion in 2000 to $US170 billion in 2016. Moreover, the country has taken the lead in creating multilateral banks and funds to support in its Belt and Road Initiative – the Asian Infrastructure Investment Bank, the New Development Bank and the Silk Road Fund, with hundreds of billions of dollars held among them. These entities and funds will plug the gaps in Asian developing countries’ $US26 trillion

infrastructure financing needs between 2016 and 2030. China’s ‘reform and opening’ efforts have allowed it to enter an era of new economic growth, with consumption, innovation and green energy leading the way. Changes are already taking place. Domestic demand has expanded steadily, with final consumption contributing 58.8 per cent of economic growth in 2017, nearly four percentage points higher than five years prior. The added value of the service sector takes up 52 per cent of GDP, more than six percentage points higher than five years ago. China also has become the global leading force in digital technology and innovation, driven by the country’s rising middle class and a young, free-spending and digitally connected new generation of consumers. Last year, about 772 million people had access to internet in China, more than the population of Europe. China has more e-commerce activity than any country in the world today. It accounts for 42 per cent of global e-commerce, boasts a third of the world’s most successful tech startups and conducts 11 times more mobile payments than the US. But there are major challenges ahead. Almost 40 years ago, China took a drastic step to tackle problems with its enormous population. Now the country is facing the challenge of coping with an ageing population. This will create more demand on insurance, healthcare, medical and wealth management products, which need a diversified financial system. In addition, making the economy sustainable and green is critical, not only for the people and the environment, but also for a sustainable economy in the long term. As a key driver of global trade and investment, China is positioning itself at the centre of Asia’s economic growth by increasing regional connectivity through its Belt and Road Initiative. This will help turn Asia into the dominant global economic force, providing an estimated 52 per cent of global GDP by 2050. As a result, China is expected overtake the US as the world largest consumer market and economy in every measure. Peter Wong is deputy chairman and chief executive of Hong Kong and Shanghai Banking Corporation.

观点

| OPINION

CITYSCAPE The past 40 years of economic growth have been characterised by rapid urbanisation, illustrated by dense development in Guangzhou. Photo: Chun Lea 大势所趋过去40年，经济增长一直以快速城市化为特征，广州人口密集正好说明了这一点。图片：Chun Lea

中国的走出去政策始于1999年，成效卓著，中国非金融类对外直接投资从2000年的不到10亿美元飙升至2016年的1,700亿美元。

此外，为支持其“一带一路”，中国带头创建了多边银行和基金——亚洲基础设施投资银行、新开发银行和丝路基金，其持有资金达数千亿之多。这些实体和基金将填补亚洲发展中国家在 2016年至2030年间所需的26万亿美元基础设施融资缺口。中国的改革开放努力也让中国进入了一个由消费、创新和绿色能源引领的新的经济增长时代。变化已经在出现。国内需求稳步扩大，2017年，消费对经济增长的贡献率达到58.8%。比五年前高出近4个百分点。

China is positioning itself at the centre of Asia’s economic growth by increasing regional connectivity through its Belt and Road Initiative

服务业产值的增加值占国内生产总值的 52%，比五年前高出6个百分点以上。

中国通过凭借“一带一路”，加强区域间互联互通，正成为亚洲经济增长的中心。

中国还成为数字技术和创新的全球领军力量，这得益于其不断壮大的中产阶级和年轻、花钱大方、与数字产品联系密切的新一代消费者。去年，中国网民约有7.72亿人，超过了欧洲整体人口数量。如今，中国的电子商务活动比世界上任何其他国家都多。中国占据全球42%的电子商务，拥有全世界1/3最成功的新兴科技企业，每年的移动支付规模是美国的11倍。但种种挑战也随之而来。

大约40年前，中国在解决其庞大人口问题方面采取了重大举措。如今我国正面临着解决人口老龄化的问题。

人口老龄化意味着会增加对保险、保健、医疗以及理财产品的需求，而这些产品需要一个多元化的金融体系。此外，实现经济可持续绿色发展不仅对人与环境而且对长期可持续发展的经济具有至关重要的意义。中国通过凭借“一带一路”，加强区域间互联互通，正成为亚洲经济增长的中心。

这将有助于亚洲成为在全球具有主导性的经济力量，预计到2050年亚洲的GDP值将占全球的52%。因此从各个方面来看，中国都有望超越美国成为全球最大的消费市场以及经济体。

INNOVATION Green energy developments have been a catalyst for a new era of economic growth. Photo: Shutterstock.com

王冬胜：香港上海汇丰银行有限公司副董事长兼首席执行官

革旧立新绿色能源的发展已成为新时代经济增长的催化剂。图片：Shutterstock

WWW.ACBR.COM.AU

2018年四月 | APRIL 2018

NEWS | 新闻

“面子”和“人情”:良好“关系”的最佳催化剂

Influence, favour keys to good guanxi: study 本刊记者 : Staff reporter OFTEN one of the first pieces of advice a western businessperson hears when they seek to do business in China is to have a strong network, more commonly known in the People’s Republic as a guanxi. However, what is not as commonly known is how to select the right person to develop guanxi. A recent Macquarie University study has highlighted the importance of the role of the ‘gatekeeper’ in business relationships in China, focusing on the skills needed when dealing with Chinese insider networks. The study, which involved interviews with more than 40 businesses in Australia and China and research spanning the past five years, endeavoured to provide guidance for western companies seeking to engage third parties, or gatekeepers, to help penetrate lucrative Chinese markets. Macquarie University marketing and management lecturer Monica Ren told Australia China Business Review the key role of the gatekeeper was to help westerners become part of closed Chinese networks.

AUSTRALIA CHINA BUSINESS REVIEW | 澳中商讯

“If you’re an outsider, resources and opportunities will not be shared with you,” Dr Ren said. “Like yin yang, a business relationship is not strictly black or white – it can be both, with trade-offs from both sides at different times. “Gatekeepers can play a critical role in balancing these two opposing sides, by viewing obstacles through a yin yang lens and approaching them as opportunities in disguise”. Dr Ren said the study found it was the gatekeeper’s mianzi (status) and renqing (favour) that were the key traits westerners should look for in finding the right partner to pursue business opportunities in China. “It is very hard for the gatekeeper to practise or exercise any kind of gatekeeping role with only a few connections in a market like China,” Dr Ren said. “We recommend that for any new foreign entrant in China, no matter if they are buyers or sellers, they can recruit someone who already has experiences, is well connected and you can actually measure that through mianzi and renqing.”

Dr Ren said many western businesses fell into the trap of thinking that their gatekeeper just needed to know the language and have access to business networks to succeed. “On the practical side, different companies would have different aims of what they want to achieve, through those gatekeepers,” she said. “Do you want to have more market knowledge, or do you want to get into any particular business network in China, do you want to attract Chinese investors, or do you want to get Chinese government support? “There are all sorts of reasons why people want gatekeepers to perform either internal or external roles. “In terms of understanding who would be that perfect person, I think people fall into the trap that as long as they can speak Chinese and they know a few people, then that means they can be the gatekeeper. “That’s not the case, like if you can speak English, it doesn’t mean that you’re a good businessman. Language shouldn’t be the only selection criteria, of course it’s important, but it is at the low level of the basic skills that a gatekeeper needs to have.”

新闻

| NEWS

Like yin yang, a business relationship is not strictly black or white – it can be both – Monica Ren

就像中国的阴阳理论一样，商业关系也并非非黑即白，而是黑白调和的结果— 任漠楠博士

CONNECTION Research from Macquarie University has uncovered four key factors for western companies to look for in finding a gatekeeper to unlock Chinese networks. Photo: Shutterstock.com 麦考瑞大学研究发现，西方公司想要在中国找到打通关系网络的“把关人”，需要关注四个重要因素。图片：Shutterstock

在中国寻求商业发展的西方商人，他们听到的第一条建议往往是要建立强大的关系网络，即中国人所谓“关系”。但对于如何选择正确的人选来帮助自己发展“关系”，人们却所知较少。

麦考瑞大学近期一项研究表明“把关人” 在中国商业关系中扮演着重要的角色，并重点阐述了与中国业内网络打交道时所需的技巧。该研究历时五年，共采访了四十余家澳大利亚和中国企业，旨在为寻求第三方或把关人协助来打开利润丰厚的中国市场的西方企业提供指导。

Once a company has selected an appropriate gatekeeper based on influence and favour, Dr Ren said the next step would be to assess their ability to build favourable momentum in difficult circumstances, known in China as zao shi, while also leveraging favourable situational momentum, known as ying shi. “Timing is everything, because it’s dynamic, and those capabilities are important qualities that help really differentiate different gatekeepers,” Dr Ren said. “Some people have very good mianzi and social status, but they don’t know how to manage difficult situations. “For outsiders like Australian companies, they need to look at both sides as well as to manage and motivate the gatekeepers the right way by providing them financial knowledge and to reward their contribution. “That kind of recognition also enhances their mianzi in general. It doesn’t have to be money but that recognition or those rewards are important for gatekeepers.” Beyond guanxi, page 38 WWW.ACBR.COM.AU

麦考瑞大学营销与管理讲师任漠楠博士向《澳中商讯》表示，把关人的主要作用是帮助西方人成为封闭的中国关系网中的一员。 “如果你是局外人，资源和机会就不会落到你头上，” “就像中国的阴阳理论一样，商业关系也并非非黑即白，而是黑白调和的结果，两者间在不断进行着权衡取舍。

“把关人对平衡这两个对立面的关系起到了关键作用，他们可以用阴阳的观点来审视存在的障碍，并将这些障碍作为潜在的机会来处理。

并能接触相关业务网络就足以帮助企业取得成功。

她还表示， “从实际角度上说，不同的公司会希望通过把关人实现不同的目标，”

“这些目标可能包括加深对市场的认识、进入特定的中国商业网络、吸引中国投资者以及获得中国政府支持等。” “出于各种各样理由，企业需要由把关人来扮演其内部或外部角色。

“在寻找最合适的把关人时，我认为企业往往有这样一种错误认识，即认为这个人只要能说中文并且认识一些人就可以扮演把关人的角色。 “实际情况并非如此。这就好比光会说英语不代表一个人就一定是出色的商人。

语言能力尽管重要，但不应该成为唯一的选拔标准，它只是把关人必备的低级基础技能之一。” 任博士进一步说，一旦以影响力和人情为标准选定了合适的把关人，企业下一步就需对其在困难条件下建立有利局面（即所谓“造势”）并顺应有利局面（即所谓“应势”）的能力进行评估。

任博士表示， “最重要的是时机，因为时机瞬息万变。把握时机的能力是判断把关人好坏的重要标准之一，”

任博士介绍，该研究发现，对于在中国寻找合适的伙伴来寻求商机的西方人来说，把关人的“面子”和“人情”是需要考量的重要因素。

“有些人有很大的面子和很好的社会地位，但他们不知道如何应对困难的局面。

“我们建议所有刚进入中国市场的买家或卖家都雇佣一位已有相关经验并建立了良好关系网（可以根据这个人的“面子” 和“人情”来判断）的人士。”

“一般而言，这种对把关人个人的认可也有助于提升其“面子”。对把关人来说，获得认可或奖励可能比增加经济收入意义更加重大。”

任博士称， “在中国这样一个市场，一个把关人只掌握很少的关系是很难起到“把关”作用的，”

任博士表示，许多西方企业会陷入一种思维陷阱，即认为把关人只需掌握当地语言

“像澳大利亚企业这样的局外人应该综合考量以上两方面的能力，并通过财务培训、奖励等方式对把关人进行适当的管理和激励。

不止步于关系, 第38页 2018年四月 | APRIL 2018

TOURISM | 旅游

China is the second largest economy in the world, with tremendous opportunity for both leisure and business travel – Jane Cai 中国是世界第二大经济体，拥有大量休闲和商务旅行契机 — 蔡简

中国旅游业的繁荣盛世推动万豪集团极速扩张 China tourist boom drives Marriott expansion 本刊记者 : Staff reporter

AUSTRALIA CHINA BUSINESS REVIEW | 澳中商讯

旅游

THE world’s largest hotel chain is sharpening its focus on the Asia Pacific, investing heavily to capitalise on the increasing mobilisation of Chinese tourists. Even after a record 4.5 billion domestic and overseas trips made by Chinese tourists in 2017, the number of travellers is again expected to grow in 2018, according to the Chinese Academy of Social Science. In response to what has quickly become known as China’s mass tourism era, Marriott International, which operates more than 6,500 hotels in 30 countries worldwide, has embarked on a record expansion. Following its acquisition of Starwood Hotels in 2016, Marriott International has become the world’s pre-eminent luxury hotels operator, with brands such as St Regis Hotels and Resorts, Ritz-Carlton, Westin, and Le Meridien among its growing portfolio. In 2017, the group and its franchisees opened 470 hotels comprising 76,000 new rooms around the world, while also signing more than 750 contracts for new properties. In China and Australia, 35 new properties were opened in 2017, while 19 per cent of developments in the pipeline were in China. Included in the pipeline are luxury Ritz-Carlton hotels in Perth and Melbourne and St Regis properties in Shenzhen and Zhuhai. Marriott International senior director Jane Cai told Australia China Business Review that destination appeal and favourable macroeconomic forces had fuelled growing demand for hotels in key destinations in Australia and China. “This increase in leisure and corporate travel demand has occurred in a sustained environment of limited hotel supply growth, culminating in surging investor interest in hotel development – particularly in Australia’s capital cities,” Ms Cai said. “The current wave of hotel development in Australia is characterised by a dual focus on iconic luxury brands and the introduction of new select service brands targeting burgeoning millennial (travellers) who value lifestyle, technology, and authentic experiences. “And China is the second largest economy in the world, with tremendous opportunity for both leisure and business travel.” As well as opening a raft of new properties in China, Marriott has also partnered with Alibaba Group to enhance the travel experience for Chinese consumers. The joint venture will draw on resources from both companies, marketing directly to Alibaba’s customer base through online platform Fliggy, provide links between loyalty programs and offer customised promotions for Chinese travellers. Ms Cai said the international expansion had been driven by its acquisition of Starwood, which had resulted in unrivalled opportunities for hotel development. “Our newfound scale is delivering immense benefits to the performance of our hotels – from procurement power and negotiating strength with online travel agents, to the groundbreaking partnership with the Alibaba, the world’s largest online retailer,” she said. “We ended the year with a record 460,000 rooms in the development pipeline, with over half located outside of North America. “Industry data shows that Marriott brands represented 7 per cent of worldwide room supply but an impressive 22 per cent of hotels under construction.”

| TOURISM

这家全球最大的连锁酒店正以其犀利的目光聚焦亚太地区，并为吸引日益增长的中国游客进行了大量投资。

根据中国社会科学院（Chinese Academy of Social Science）的数据显示，即便中国游客在2017年国内外旅行达到创纪录的 45亿人次，2018年游客数量仍将继续增长。万豪国际（Marriott International）在全球30个国家运营着超过6,500家酒店，在日益引人注目的中国大众旅游时代，万豪已经开始了前所未有的扩张。 2016年收购喜达屋酒店后，万豪国际已成为全球首屈一指的豪华酒店运营商，旗下品牌如瑞吉酒店及度假村、丽思卡尔顿、威斯汀和艾美等品牌都在不断壮大。 2017年，该集团及其加盟商在全球开设了470家酒店，新增 76,000间新客房，同时还签署了750多份新产业合同。

2017年万豪国际在中国和澳大利亚新开设了共计35处产业，同时，有19%的在建项目设在中国境内。

在建项目包括珀斯和墨尔本的豪华品牌丽思卡尔顿酒店，以及深圳和珠海的瑞吉酒店。

万豪国际集团（Marriott International）的高级主管蔡简（Jane Cai）在《澳中商讯》（Australia China Business Review）中提到：打造目的地式吸睛策略和有利的宏观经济政策推动了澳大利亚和中国重点酒店需求的增长。蔡女士表示： “随着休闲和商务旅游需求的增长，酒店供给呈现持续性增长不足的趋势，日益激发了投资者对酒店发展的兴趣，在澳大利亚的省会城市体现的尤为明显。”

“目前澳大利亚境内的酒店发展浪潮，主要以标志性的奢侈品牌为特色，同时引入了新选服务品牌，以重视生活方式、技术和真实体验的千禧一代（旅行者）为目标客户群。” “中国是世界第二大经济体，拥有大量休闲和商务旅行契机。”

除了在中国开设大量新产业，万豪还与阿里巴巴集团（Alibaba Group）建立合作关系，以增强中国消费者的旅游体验。

该联合经营体将利用两家公司的资源，通过阿里巴巴旗下的飞猪旅行（Fliggy）平台直接对阿里巴巴的客户做市场推广，提供了品牌的无缝对接，并为中国游客提供针对性的系列促销活动。蔡女士表示，收购喜达屋（Starwood）推动了其国际扩张发展，并为酒店业发展带来了无可匹敌的机遇。

蔡女士说： “我们新建产业给酒店的业绩带来了巨大的效益—— 从采购能力到与在线旅行社的谈判实力，再到与全球最大的在线零售商阿里巴巴的开创性合作。” 今年年底，我公司酒店将拥有创纪录的460,000间客房，其中一半以上的客房酒店分布在北美以外的国家。

“行业数据显示，万豪品牌占全球酒店客房供应量的7%，但更令人眼前一亮的是，万豪还有22%的酒店仍在建设中。”

NEXT GENERATION Marriott International’s ultra-modern St Regis Zhuhai is scheduled to open on July 15. Image: Marriott International 新的一代：万豪国际旗下超现代珠海瑞吉酒店计划于7月15日正式开业。照片来源：万豪国际 WWW.ACBR.COM.AU

2018年四月 | APRIL 2018

OPINION | 观点 Jeremy Stevens is a program director at China Matters, a not-for-profit organisation aiming to improve Australian public policy and develop a more realistic and nuanced policy approach toward the People’s Republic of China.

700 words

杰里米·斯蒂文斯(Jeremy Stevens)是“ 中国事务”(China Matters)的一名项目主管，该非营利组织旨在改善澳大利亚的公共政策，并针对中华人民共和国制定更加现实和细致的政策方针。

JEREMY STEVENS | 杰里米•史蒂文斯

中美贸易关系紧张澳农却从中受益

Trade tensions to benefit Australian farm exports PRIME Minister Malcolm Turnbull’s recent trip to Washington has highlighted the divergent paths the American and Australian governments are taking in their approach to the People’s Republic of China. Since President Donald Trump took office in January 2017, relations between the United States and the PRC have become more adversarial. The Trump administration’s national security strategy has painted the PRC as a strategic competitor, which is actively seeking to undermine US values and interests across the political, economic and military arenas. Furthermore, the decision to apply tariffs on imported washing machines and solar panels, followed by the announcements to impose tariffs on imported steel and aluminium, has sent a strong signal Mr Trump’s ‘America first’ policy is more than just a slogan. In contrast, on the eve of his US trip, Mr Turnbull explicitly rejected the idea the PRC was a threat to Australia, and warned against “cold war” thinking. Australia in recent years has been an advocate of opening up markets with its trade partners. It has implemented free trade agreements with Japan, South Korea, and the PRC, and played a key role in resurrecting the Trans-Pacific Partnership Agreement among the remaining 11 members after Mr Trump withdrew US support. Whether the two close allies can genuinely 34

AUSTRALIA CHINA BUSINESS REVIEW | 澳中商讯

maintain a different strategic thinking toward the PRC remains to be seen. What is clear is that following the US down a path of increasing trade protectionism toward our largest trading partner would be a bad outcome for Australia. With ongoing trade tension between the US and the PRC appearing likely, what are the implications for Australia? While a full-blown trade war between the world’s largest two economies would be bad for everyone, Australia included, a period of more targeted trade sanctions between the two could have mixed results for Australian exporters, with some sectors potentially able to capitalise on the market disruption. When a country responds to punitive trade measures, it will naturally look to do so in a way that will least harm its own economy. If PRC-based importers can replace certain US products with equivalent products from other countries without too much disruption, the PRC will look to retaliate in these sectors. This is precisely the response we have seen with the announcement of tariffs on 128 US products, mainly from the agricultural sector. Agriculture is the most obvious area of competition between Australia and the US when it comes to exporting to China, and the current friction could be positive for Australian farmers. Wine, a particularly fast-growing market in China and worth $516 million to Australian producers in 2016, could receive a boost if the

announced tariffs on Californian wine exports remain in place. US fruit, nuts and other smaller categories are now all targets of retaliatory trade sanctions and are products Australia exports. US beef exporters, only recently allowed to re-enter the PRC market after a mad cow disease scare 13 years ago, could find themselves shut out again. That would be good news for Australian cattle farmers. Dairy is another sector where the republic’s authorities may look to limit US imports, which in 2016 totalled $US384 million ($500 million), potentially favouring Australian exporters. Importantly, not only do Australian exporters compete directly against US firms in these sectors, under the China-Australia Free Trade Agreement, tariffs on these products are set to be phased out in coming years, further boosting their competitiveness. The future purchasing power China’s middle-class citizens who are willing to pay a premium for quality food products cannot be matched in any other market over the medium term. Even modest estimates of the size of the middle class by 2030 start at 800 million people. Establishing a greater market share in China for Australian food exports during a period of trade tensions would not only greatly benefit local producers but could also partially offset any potential negative impacts on other export sectors.

观点

| OPINION

When a country responds to punitive trade measures, it will naturally look to do so in a way that will least harm its own economy

当一个国家对惩罚性的贸易措施作出回应时，它自然会考虑最大限度地降低这些措施对本国经济带来的损害。

澳大利亚总理马尔科姆•特恩布尔最近访问华盛顿，突显出美国和澳大利亚政府在对华关系上的分歧。自唐纳德·特朗普(Donald Trump)总统 2017年1月就职以来，美国与中国之间的关系变得更加对立。

特朗普政府的国家安全战略将中国描绘成一个正积极寻求在政治、经济和军事领域损害美国的价值观和利益的战略竞争对手。此外，特朗普决定对进口洗衣机和太阳能电池板征收关税，随后宣布对进口钢铁和铝征收关税，这发出了强烈的信号，表明特朗普的“美国第一”政策不仅仅是一个口号。

相比之下，在美国之行前夕，澳总理特恩布尔明确反驳了中国对澳大利亚构成威胁的看法，并警告禁止“冷战”思维。近年来，澳大利亚一直主张与其贸易伙伴建设开放市场。

它已与日本、韩国和中国达成了自由贸易协定。在美国退出谈判后后，澳大利亚在与剩余11个成员国恢复《跨太平洋伙伴关系协定》(Trans-Pacific Partnership，简称 TPP)谈判方面发挥了关键作用。至于两个亲密盟友能否真正保持对中国的不同战略思想，这还有待观察。很明显的是，随着美国针对我们的最大贸易伙伴不断增加贸易保护主义措施，这将给澳大利亚造成不利的影响。 WWW.ACBR.COM.AU

美国和中国之间可能出现持续性的贸易紧张关系，这究竟会对澳大利亚带来怎样的影响?

尽管全球最大的两个经济体之间爆发全面贸易战对所有人来说都是坏事（澳大利亚也无法独善其身），但是两国间更有针对性的贸易制裁可能会给澳大利亚出口商带来喜忧参半的结果，一些行业可能可以利用市场动荡所获利。当一个国家对报复性的贸易措施作出回应时，它自然会考虑最大限度地降低这些措施对本国经济的损害。如果中国进口商能在不对自己造成太大影响的前提下，使用其他国家的同类产品替代某些美国产品，那么中国政府就会寻求在这些领域对美国进行回应。在对华出口方面，农业是澳大利亚和美国之间最明显的竞争领域。

13年前因疯牛病被禁止进入的美国牛肉出口商直到最近才获准重新进入中国市场，而这次可能会再次被拒之门外。这对澳大利亚的养牛农民来说是个好消息。

乳品业是另一个中国政府可能限制美国进口的行业。2016年，中国从美国进口乳制品总额为3.84亿美元(合5.01亿澳元)，这对澳大利亚乳品出口商来说可能是个好消息。葡萄酒是中国国内一个增长迅猛的市场。2016年中国从澳大利亚进口了价值

5.16亿澳元的葡萄酒，如果中国对加州葡萄酒出口加以限制，澳洲葡萄酒出口量也会受到提振。美国的水果、坚果和其他较小的类别都是中国的报复性贸易制裁的潜在目标，而且这些都是澳大利亚可以出口的产品。重要的是，澳大利亚出口商不仅与这些行业的美国企业直接竞争，而且根据中澳自贸协定，这些产品的关税将在未来几年逐步取消，进一步提升了它们的竞争力。

中国的中产阶级未来的购买力巨大，他们愿意为高质量的食品支付溢价。在中期内，任何其他市场都无法与中国市场相比。到2030年，即使是最保守的估计，中国的中产阶级规模也有8亿人。

在中美贸易关系紧张期内，为澳大利亚的出口食品在中国建立更大的市场份额，不仅会大大有利于本地生产商，还可能部分抵消对其他出口行业的潜在负面影响。

BOOST Producers such as Watershed Premium Wines in WA’s South West could be advantaged if restrictions are placed on Californian exports to China. Photo: Watershed Premium Wines 发展潜力如果中国限制美国加州对中国的农产品出口，那么来自西澳大利亚州西南地区的农产品生产商分水岭酒庄 /照片很可能会受益。照片: 图片来源：分水岭酒庄 2018年四月 | APRIL 2018

OPINION | 观点 Captain Walter P Purio CEO of LNG Marine Fuel Institute Walter P. Purio船长–液化天然气船用燃料机构(LNG Marine Fuel Institute) CEO

Dr Colleen Harmer Senior research officer, P and H Marine Australasia Pty Ltd Colleen Harmer博士– P and H Marine 澳大拉西亚私人有限公司高级研究员

Maritime industry can chart course on Australia-China ties WHEN it comes to Australia-China relations, concerns over disparate security interests tend to overshadow economic interests that may be more complementary in nature. This is the opinion of Corrs Chambers Westgarth chief executive John Denton, who called on Australia to develop “a new narrative on the relationship with China”. In a recent interview with The Australian, Mr Denton raised concerns about Australia’s precarious strategic partnership with China, saying we need to focus on developing a more balanced dialogue around Australia-China relations. It is exactly the purpose of the Australia-China One Belt One Road Initiative to highlight the positive potential of more robust economic ties between Australia and China. The initiative was established so help Australian businesses make sense of the opportunities arising from the One Belt One Road Initiative (also called the Belt and Road Initiative), which aims to increase the ease of trade on key trade routes between China and Europe, Africa and Oceania. What is of particular interest to us at LNG Marine Fuel Institute, is the development of the ‘21st Century Maritime Silk Road’ that encapsulates China’s vision for maritime cooperation along three ‘blue economic passages’. The first passage runs from China through the Indian Ocean, Africa and the Mediterranean. The second connects Australia and the Southern Pacific. The third passage links China with Europe via the Arctic Ocean. China has made progress in bringing this vision of comprehensive ‘blue economic pas36

AUSTRALIA CHINA BUSINESS REVIEW | 澳中商讯

sages’ to life, and one of its marked successes relates to the shipment of LNG. The Vladimir Rusanov, an LNG icebreaker jointly ordered by Mitsui O.S.K. Lines and China COSCO Shipping, was due to go into service in late March, travelling through Arctic waters from the Yamal LNG Plant in Russia and making its way through key blue economic passages connecting Chinese economic interests with both Europe and East Asia. China National Petroleum Corporation has a 20 per cent stake in the Yamal LNG Project. Further successes can be seen in China’s investment in, and ownership of, ports around the world. By the end of 2017, both state-owned and non-state enterprises had invested in ports in 34 countries, including Greece, Netherlands, Egypt, Pakistan, Sri Lanka, Australia, and the US. Chinese investment in Australian ports include a 99-year lease of the Port of Darwin by Landbridge (non-state enterprise), the approved purchase of a 50 per cent interest in the Port of Newcastle by China Merchants Ports (owned by state-owned China Merchants Group), and China Investment Corp’s (state-owned) 20 per cent stake in the Port of Melbourne. At the moment, Belt and Road is a one-way street when it comes to Australian investment in maritime infrastructure. Although Australia’s Department of Foreign Affairs and Trade reports that Australian business investment in China has grown by 41.2 per cent over the past five years, there is little indication it responds in kind to China’s interest in our ports.

Part of the issue is the lack of clarity around whether foreign investment in Chinese infrastructure projects is practicable. The Chinese government is certainly determined to open up, and has instituted a number of economic reforms to make this happen. During China’s Central Economic Work Conference late last year, President Xi Jinping emphasised the development of a “socialist economy with Chinese characteristics for a new era”. The government welcomes investment in public private partnerships and appears to be directing foreign investment to the areas of technology and finance. While port infrastructure development may not be directly articulated as an avenue for foreign investment, the increasingly technological nature of port logistics may present an opportunity for investment. Further, China’s vision for maritime cooperation also focuses on supporting green development. There may be opportunities to link existing industry initiatives with China’s vision. Innovative global green shipping initiatives, like DNV GL’s industry-supported Green Corridor, for example, overlaps with China’s vision of green maritime development. Last year, the Green Corridor joint industry project indicated the commercial feasibility of iron ore and coal trade between Australia and China on LNG-fuelled ships. By forcing strategic economic alliances across the Indo-Pacific, an increasingly conscientious global shipping industry could well be the driving force behind a new narrative of Australia-China relations.

观点

| OPINION

An increasingly conscientious global shipping industry could well be the driving force behind a new narrative of Australia-China relations

随着其责任意识的不断加强，全球航运业有望为新时代澳中关系的发展添砖加瓦。

航运业为澳中关系指明方向

澳中两国在经济领域的互补性强于安全领域。但在讨论澳中关系时，对两国间安全利益冲突的担忧往往会盖过其中的经济利益。

极行动，而其中一项主要成就与LNG燃料航运有关。

近期在接受《澳大利亚人报》采访时，Denton先生就澳中战略合作关系中的不确定因素表达了担忧。他认为应该重点为澳中关系建立更为均衡的对话机制。

中国石油天然气集团公司占亚马尔LNG 项目20%的股份。

以上是澳大利亚阔思律师事务所（Corrs Chambers Westgarth）首席执行官 John Denton的观点，他认为澳方应该努力创造一种“新型澳中关系”。

目前，澳中关系已具备积极的条件，可以朝着更为稳健的方向发展，而这也正是“ 澳中一带一路倡议”所强调的宗旨。

澳中一带一路倡议旨在帮助澳大利亚企业了解一带一路倡议所带来巨大机遇。一带一路倡议旨在进一步打通中国与欧洲、非洲和大洋洲间的贸易路线。其中与LNG船用燃料机构最为利益攸关的是发展“二十一世纪海上丝绸之路”的倡议，它反映了中国沿着三条“蓝色经济通道”开展海上合作的设想。

第一条通道跨越中国、印度洋、非洲和地中海地区，第二条通道连接澳大利亚与南太平洋地区，第三条通道则通过北冰洋连接中国与欧洲。为了实现“蓝色经济通道”这一综合性设想，中国政府已采取积

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由商船三井和中远海运共同订造的 Vladimir Rusanov号LNG破冰船即将于三月下旬投入营运。该船从俄罗斯亚马尔LNG厂出发，穿越北冰洋，沿着连接中国与欧洲和东亚的重要蓝色经济通道一路航行。随着中国对世界各地港口投资和收购步伐的加快，中国必将在这一领域取得进一步的成功。

截至2017年底,中国国有与私营企业已向 34个国家的港口投资，包括希腊、荷兰、埃及、巴基斯坦、斯里兰卡、澳大利亚、美国等国。已有的中国对澳港口投资项目包括中国岚桥集团（私营企业）租赁达尔文港99 年、招商局集团下属招商局港口控股有限公司收购纽卡斯尔港50%股权，以及中投公司（国有企业）收购墨尔本港20% 股权。

尽管澳大利亚外交与贸易部报告显示，澳大利亚企业过去5年对华投资增长了 41.2%，但很少有数据说明中国企业对澳港口的控股情况。造成这一问题的原因之一是中国政府始

终没有明确外国企业是否可以来华投资基础设施项目。

中国政府对外开放的决心坚定不移，并且已经为此制定了一系列的经济改革措施。在去年年末的中央经济工作会议上，习近平主席强调要发展“新时代中国特色社会主义经济”。中国政府鼓励公私合营领域投资，并且有意引导外国投资进入科技和金融领域。

尽管港口基础设施建设可能不会直接向外资开放，但港口物流科技水平的不断提高可能会带来一定的投资机会。此外，中国的海上合作设想还将绿色发展作为重点之一，为将已有的行业倡议与这一设想相结合创造了机会。创新的全球绿色航运倡议（例如广受业内支持的DNV GL“绿色走廊”项目）在某些方面与中国的绿色航运发展设想不谋而合。

去年， “绿色走廊”联合行业项目证实了将 LNG动力船用于澳中间铁矿石和煤炭贸易的商业可行性。随着其责任意识的不断加强，全球航运业有望通过在印度洋-太平洋地区建立战略经济联盟，为新时代澳中关系的发展添砖加瓦。

2018年四月 | APRIL 2018

OPINION | 观点 Danny Ng Lecturer, School of Business and Law Edith Cowan University 丹尼·吴（Danny Ng）埃迪斯科文大学（Edith Cowan University）商学及法学院讲师

Associate Professor Hadrian G. Djajadikerta Associate Dean Research, School of Business and Law Edith Cowan University 哈德良·伽伽迪卡达（Hadrian G. Djajadikerta）副教授埃迪斯科文大学（Edith Cowan University）商学及法学院副院长

Beyond Guanxi – the other side of the coin in Chinese business HOW should we do business and network with international partners? Should we just do business as usual, or should we learn to adapt and find mutually acceptable business etiquettes? Today, cultural literacy in international business has become more important than ever. Businesses and individuals who are well literate on key cultural aspects in business and society appear to have a higher adaptability level to networks and to succeed. China is Australia’s largest trading partner. Some Australian businesses are familiar with the three most common cultural aspects in Chinese society and business: guanxi (relationship), renqing (personal favours), and mianzi (respect/ face value). Guanxi has been an integral part of Chinese business over the past few centuries. It literally binds millions of Chinese firms into a social and business web. In China’s new, fast-paced business environment, guanxi has continued to be vital in influencing Chinese political landscapes, social behaviour and business practices – maybe more so than ever. Within the Chinese society, without a pre-existing guanxi base, it is more difficult to establish a good business relationship. If a shared guanxi base cannot be established with a potential business partner, an organisation may have to rely on intermediaries who have, in common, guanxi bases with both the organisation and the desired business partner. Personal recommendations are also important. There are three important principles underlying guanxi’s cultivation, utilisation, and maintenance. 38

AUSTRALIA CHINA BUSINESS REVIEW | 澳中商讯

Firstly, guanxi is transferable. As an example, if A has a guanxi with B and B is a friend of C, then B can introduce or recommend A to C and/or vice versa. Transferability also means that a guanxi is different than a friendship. Secondly, guanxi is reciprocal. A business or person who does not follow a rule of reciprocity by refusing to return favour for favour will lose face (mianzi) and will be seen as untrustworthy. The guanxi exchanges usually favour the weaker partner. Finally, guanxi is personal. Guanxi between organisations is often initially established by personal relationships that have been built up over time. When a person or employee who brought a guanxi connection leaves, the organisation often also loses the guanxi. However, there is another cultural feature of Chinese business that is quite often overlooked: guancha (observation). If guanxi is the delicate fibres woven into every Chinese individual’s social life then guancha contains the threads that hold these fibres together. Guanxi opens up the doors for the organisation to gain a foothold within the respective industry, which is usually followed by the cultivation of personal favours. Once guanxi has been established, an initial meeting between the organisation and a potential business partner could follow. At this stage, the meeting is often crucial as the potential business partner could bring along associates, who could be unknown to the organisation. In a potential partnership between Western and Chinese businesses, the Western organisa-

tion might not be able to identify the dynamics at play during the meeting. While Western organisations are generally more direct in their approach, in such circumstances, the Chinese business could covertly be trying to determine if the particular Western organisation is worth partnering. One of the main factors that the Chinese counterparts will be looking at is trust. Hence to manoeuvre correctly, the Western organisations will need to learn to guancha (observe) the (formal and informal) dynamics in the meeting room. Firstly, it is important to seek out which persons in the Chinese team are the actual decision maker and the influencer. This might sometimes be obvious during the meeting, but it is often quite difficult to pin down. Secondly, what is discussed, talked about and mentioned during the meeting can have a ramification for the business down the road. Not only it is important to know who the decision maker and the influencer are, but it also is important to know when to say certain things and when not to. Saying too much might have an adverse impact on the prospective business relationship. Instead of moving forward in the business negotiations, a Western organisation might suddenly find that the Chinese potential business partner breaks all form of communications. Looks like now is the time to comprehend the relationship between guanxi and guancha more attentively, given the increase in trades between China and the rest of the world, which has recently been more intensified due to the Belt and Road Initiative.

观点

| OPINION

Cultural literacy in international business has become more important than ever

国际商务中的文化素养变得比以往更加重要

不止步于关系—— 中国商务法则的另一要素

我们应该如何与国际业务伙伴做生意？我们是如往常一样经营，还是应该学会适应并找到双方都能接受的商务礼仪呢？

如今，国际商务中的文化素养变得比以往更加重要。那些具备良好商务和社会素养的企业及个人，往往拥有更强大的关系网络，也更容易获取成功。中国是澳大利亚最大的贸易伙伴。一些澳大利亚企业熟知中国社会和商务中最常见的三种文化：关系、人情和面子。

几个世纪以来，关系一直是中国商业中不可分割的一部分。它的确将数百万中国公司编织成一张社会商业网络。在中国新的快节奏商业环境中，关系一直是一个至关重要的因素，影响着中国的政治格局、社会行为和商业实践——其重要性可能比以往更甚。在中国社会中，如果没有预先存在的关系基础，那便难以建立良好的商业关系。

如果与潜在的商业合作伙伴之间不能建立共同的关系基础，那么企业可能不得不依赖于中介机构，这些中介机构与企业及其意向商业合作伙伴拥有共同的关系基础。同时第三方的引荐也十分重要。关系的栽培、利用和维护有三个重要原则。

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首先，关系是可以传递的。例如，假设A与 B有关系，且B是C的朋友，那么B可以将A 介绍或推荐给C，反之亦然。传递性也意味着关系不同于友谊。其次，关系是互惠的。一个不遵循互惠原则而拒绝以恩报恩的企业或个人会有失面子且不值得信任。关系交往中通常偏袒弱者一方。

最后，关系是个人化的。企业间的关系通常始于我们长期以来建立的私人社交网络。

当一个带来关系的人或者员工离开时，企业通常也会失去这份联系。但是，中国企业还有另一项文化特征经常被忽视：观察。

如果说关系是编织在每个中国人社会生活中的精致纤维，那么“观察”则是将这些纤维连接在一起的丝线。关系为组织在各自行业内获得立足点开启了大门，随后即开始培养个人关系。

一旦建立了关系，企业与潜在业务伙伴之间的首次会议就可能随之举行。在此阶段，首次会议通常至关重要，因为潜在的业务合作伙伴可能会带来全新的合作方，而这些合作方可能不曾为该企业所知。在西方和中国企业之间潜在的合作伙伴

关系中，西方企业可能无法确定会议期间的动态。虽然西方企业的做法通常更直接，但在这种情况下，中国企业可能会在暗中试图确定某个西方企业是否值得合作。

中国同行所关注的主要因素之一是信任。因此，西方企业需要在会议室中学习观察（正式和非正式的）动态，以此更合适地处理和应对问题。首先，很重要的一点是找出中国团队中谁才是真正的决策者和影响者。这在会议期间有时可能会很明显，但是要确定下来通常是很难的。

其次，在会议中所谈论和提及的内容可能会对今后的业务产生影响。不仅知道谁是决策者和影响者很重要，而且知道什么时候该说什么，什么时候不该说什么也同样重要。言辞过多可能会对未来的商业关系产生不利影响。

西方企业可能会突然发现，潜在的中国商业伙伴破坏了各种形式的沟通，而不是在推动商业谈判取得进展。中国与世界其它地区的贸易保持增长，最近“一带一路”倡议更推动了这一趋势的发展，有鉴于此，现在是时候更细致地理解“关系”与“观察”之间的关系了。

2018年四月 | APRIL 2018

NEWS | 新闻

Getting the partnership right will help avoid or overcome many of the other challenges – survey report

获得合伙权有助于避免和克服众多困难-调查报告

选择合适的合作伙伴才是重中之重 Picking the right partners a top priority 本刊记者 : Staff reporter

AUSTRALIA CHINA BUSINESS REVIEW | 澳中商讯

新闻

FINDING the right local partner is the key challenge for Australian businesses seeking to expand to China, with banking and payment issues no longer a top concern because of stronger regulations introduced to the country’s financial system. The finding was part of the inaugural China-Australia Chamber of Commerce Doing Business in China survey, conducted in collaboration with the University of Melbourne and KPMG. The survey received 100 responses from members of AustCham and the Australia China Business Council Victoria, most of which were senior level executives operating in or doing business with China. Unsurprisingly, 48 per cent of respondents ranked China as their top priority for short-term global investment plans. Around 80 per cent of respondents to the survey said they would increase their investment in China operations in 2018, with 21 per cent committing to significant additional investment. Despite the investment optimism, the survey showed 55 per cent of respondents considered doing business in China to be somewhat difficult, while 12 per cent found it extremely difficult. The survey data showed that agribusiness and financial services-related businesses experienced more challenges than those in education or resources.’ “The perceived difficulty of doing business in China can reflect two distinct experiences,” the survey report said. “Either companies have to overcome or comply with a labyrinth of administrative, regulatory and legal requirements, or operating in China exposes companies to business risks that are difficult to manage or to quantify. “When we take a closer look at those China-specific business risks, they are most likely opposites of the very factors that made China an attractive investment option in the first place.” Finding a local partner was ranked as the top challenge, followed by corruption and regulatory uncertainty. “Closely related to the perceived difficulty of doing business in China is the challenge of finding a local business partner who can help navigate many of the administrative, regulatory and legal requirements,” the report said. “Getting the partnership right will help avoid or overcome many of the other challenges. “What were once considered major stumbling blocks now no longer seem to be principal challenges of doing business in China. “Banking and payment issues have mostly been resolved by a much more regulated financial system. “Negotiation style and language also feature low on the respondents’ list, which could suggest a ready availability of local, English-speaking management and employees in China.” The biggest opportunity for Australian business, according to the survey, was China’s rising middle class, and not its mammoth Belt and Road Initiative. More than 30 per cent of respondents to the survey identified China’s middle class as the single most important opportunity, ahead of about 25 per cent, who said it was Belt and Road. Sustained economic growth and expansion in China’s domestic market were the third and fourth-ranked opportunities. “Supplying China’s demand for services (and food) is clearly identified by this ranked list as the key opportunities,” the survey report said. “While this is the case, these opportunities also point to a demand in resources, which is further supported by the rank of China’s ambitious Belt and Road Initiative as second in top opportunities. “Its continued implementation will continue to pull China’s demand for Australian resources.” The survey identified increased economic volatility as the biggest risk to China’s economic growth, followed by over-capacities in certain industries, lower consumer demand and geopolitical instability. WWW.ACBR.COM.AU

| NEWS

寻找合适的当地合作伙伴是澳大利亚企业寻求向中国扩张所面临的主要挑战。由于中国金融体系实施了更强有力的监管，银行业务和支付问题不再是首要问题。该调查成果是澳大利亚中国总商会首次开展的“在华经商”调查所取得的部分成果，该项调查是与墨尔本大学和毕马威会计师事务所合作进行的。

调查收到了来自澳中商会和澳大利亚中国工商业委员会维多利亚分会100份回复,其中大部分回复来自在中国经商的高级管理人员。不出所料，48%的受访者将中国列为短期全球投资计划中应予最优先考虑的国家。

该调查约80%的受访者表示，他们将在2018年加大对中国业务的投资，21%的受访者承诺将大幅增加投资。

尽管投资前景乐观，但调查显示，55%的受访者认为在中国做生意比较困难，12%的人受访者认为在中国做生意非常困难。调查数据显示，农商企业以及金融服务业相关企业比教育或资源领域的企业面临更多的挑战。

调查报告称： “在中国做生意所感受到的困难反映出两种截然不同的经历”。

“任何一家公司都必须克服挑战，遵守行政、法规和法律要求，这宛如一座错综复杂的迷宫，否则，在中国的商务运营会使公司面临难以管理、难以量化的商业风险”。 “更加仔细地研究这些中国特有的商业风险，会发现这些风险极可能恰恰与那些使中国成为有吸引力投资选择的因素相对立”。

寻找当地合作伙伴是最大的挑战，其次是贪腐问题和监管的不确定性。

报告显示“在中国做生意之所以让人感到困难，其中一个主要挑战是寻找一个能够给予指导以满足许多行政、法规和法律要求的当地商业伙伴。”

“获得合伙权有助于避免或克服更多其他挑战。”

“目前在中国经商所面临的主要挑战和以往的障碍大有不同”

“银行业和支付问题大多已经通过一个更规范的金融体系来解决。”

“谈判风格和语言问题在受访者清单中的特点并不明显，这可能显示在中国随时能招到当地的、会讲英语的管理人员和员工。”

调查显示，澳大利亚企业面临的最大机遇是中国中产阶级的崛起，而非中国庞大“一带一路”倡议。超过30%的受访者认为中国中产阶级是唯一最重要的机遇，这个比例超过占比25%的“一带一路”倡议。持续的经济增长和中国国内市场的扩张分别是排名第三、第四的机遇。

调查报告称： “满足中国对服务（和食品）的需求显然是该排名榜上的关键机遇”。

在这种情况下，这些机遇也指出了对资源的需求，而中国雄心勃勃的“一带一路”倡议作为排名第二的机遇，进一步保障了资源需求。

“持续实施‘一带一路’倡议将继续拉动中国对澳大利亚资源的需求”。

调查发现，经济波动性上升是中国经济增长面临的最大风险，其次是某些行业产能过大、消费者需求下降、地缘政治的不稳定性。

DOING BUSINESS Large and dynamic Chinese markets can provide opportunity but navigation can be a challenge without local expertise. Photo: Shutterstock.com 在商言商中国庞大且活跃的市场充满商机，但若缺乏当地专业知识导向，便极有可能陷入十面埋伏的境遇。图片: Shutterstock.com 2018年四月 | APRIL 2018

CHINA INTERNATIONAL IMPORT EXPO SHANGHAI NOV 5-10, 2018

The Australia China Business Council (WA) and China Chamber of Commerce in Australia (CCCA) (Perth Branch) invite you to exhibit at the China International Import Expo in Shanghai from November 5 to 10, 2018. CIIE is a Chinese Government backed event, with hosts the Ministry of Commerce of the People’s Republic of China (MOFCOM) and the Shanghai Municipal People’s Government. This is unique in China, it signifies their view of firmly supporting trade liberalisation and economic globalisation, opening the Chinese market to the world. STRONG PURCHASE DEMAND, A LARGE NUMBER OF PROFESSIONAL PURCHASES: • •

150,000 domestic and foreign professional purchasers will participate in the Expo; and Chinese enterprises from across China and Merchants from across the globe will be there to do business.

LARGE EXHIBITION, DIVERSIFIED & TARGETED SUPPORTING ACTIVITIES: • •

Enterprises from over 100 countries and regions are expected to participate in CIIE. The following supporting activities will be held during the Expo: • Supply-demand matchmaking meetings; • Seminars; and • Product releases.

CIIE HAS THREE PARTS:

1. Country Pavilion for Trade and Investment, this is exclusively for country exhibitions, not business transactions. The Australian Government will be exhibiting in this Pavilion. 2. Enterprise and Business Exhibition a) Trade in goods: 1. High-end Intelligent Equipment; 2. Consumer Electronics & Appliances; 3. Automobile; 4. Apparel, Accessories & Consumer Goods; 5. Food & Agricultural Products; and 6. Medical Equipment & Medical Care Products. b) Trade in services: 1. Tourism; 2. Emerging Technologies; 3. Culture & Education; 4. Creative Design; and 5. Service Outsourcing. 6. International Trade Forum

Please see the China International Import Expo information pack and application forms for further details. For further information and to submit applications please contact Lucy Palermo, ACBC (WA) Events and Communications Manger on (08) 6189 7844 or email lucy.palermo@acbc.com.au (WeChat Lucy_Clare_Palermo).

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When: When:

Friday, 4 May 2018

Friday, 4 May 2018 Friday, 4 May 2018

Where:

The City of Perth Library Auditorium

Where: The City of Perth Library Auditorium Where: City of Perth Library Auditorium Time:The 17:00 - 17:10 Registrations Time: Time:

17:10 - 18:50 Presentations and Forum

17:00 - 17:10 Registrations 17:00 - 17:10 Registrations 18:50 - 19:30 Networking over refreshments 17:10 - 18:50 Presentations and Forum 17:10 - 18:50 Presentations and Forum 18:50 - 19:30 Networking over refreshments 18:50and - 19:30 Networking over refreshments To register obtain your free admission pass for this event, please log on to the Eventbrite website:

To register and obtain your free admission pass for this event, please To register and obtain your free admission pass for this event, please log onhttps://ecubusinessflashlight12018.eventbrite.com.au to the Eventbrite website: log on to the Eventbrite website: https://ecubusinessflashlight12018.eventbrite.com.au https://ecubusinessflashlight12018.eventbrite.com.au Co-organised with:

Co-organised with: Co-organised with:

Thisforum forumwill willfeature feature the following presenters: This the following presenters: This forum will feature the following presenters:

Keynote Keynotespeaker: speaker:

Keynote speaker:

Hon. WAWA minister for for MinesMines Hon. Bill Bill Johnston Johnston MLA MLAis isthethe minister Hon. Bill Johnston MLA is the Industrial WA ministerRelations; for Mines and Petroleum; Commerce and

and Petroleum;

Commerce

and

Industrial

Relations;

and Petroleum; and Industrial Electoral Affairs; andCommerce Asian Engagement. Bill is also Relations; the Electoral Affairs; and Asian Engagement. Bill is also the Electoral Affairs; and Asian Engagement. Bill September is also the Member for Cannington, having held this position since Member for Cannington, having held this position since September Member for Cannington, having held this position since September 2008. 2008. 2008.

Prior to entering Parliament, he spent seven years as the

Prior Secretary to entering Parliament, spent seven Minister years as State of WA Labor, four he years as Shadow for the Prior to entering Parliament, he spent seven years as the State Secretary of WA Labor, four years as Shadow Minister for Mines and Petroleum, and five years as Shadow Energy and State State Secretary of WA Labor, four years as Shadow Minister for Mines and Petroleum, and five years as Shadow Energy and State Development Minister. Mines and Petroleum, and five years as Shadow Energy and State Development Minister. Development Minister.

He was also a former senior official of the Shop, Distributive and Allied Employees’ where he of fought for fairness for and low-Allied He was alsoAssociation, a former senior official the Shop, Distributive He was also a former senior official of the Shop, Distributive and Allied paid workers in industrial rights, workers compensation Employees’ Association, where he fought for fairness and for lowEmployees’ Association, where he fought for fairness for lowworking conditions. paid workers in industrial rights, workers compensation and

paid workers in industrial working conditions. working conditions.

rights,

workers

compensation

and

Three other speakers will come from the Chinese Consulate General in Perth, Hong Kong Trade Development Council, and School Three other speakers will come from the Chinese Consulate General Three other speakers will Cowan come from the Chinese Consulate General of Business and Law at Edith University.

in Perth, Hong Kong Trade Development Council, and School in Perth, Hong Kong Trade Development Council, and School of Business and Law at Edith Cowan University. of Business and Law at Edith Cowan University.

Kind regards, Associate Professor Hadrian Djajadikerta Kind regards, Kind regards, Associate Dean Research School of Business and Law Associate Professor Hadrian Djajadikerta

Associate Professor Hadrian Djajadikerta Associate Dean Research Associate Dean Research School of Business and Law School of Business and Law

Horizontal Falls Talbot Bay, Western Australia Photo: Tourism WA