Sunday, June 10, 2018

Is China Business Different?

Above: China. The meeting was good. Waiting for lunch: lamb neck with Chinese Merlot. Is business different in China? Some experiences below.

China Business for 20 years - Learnings

China years made me think of Napoleon who famously said:
China is a sleeping Giant, let her sleep,
for when she wakes she will shake the world.

China has woken and the world is now facing a real Transformer.
What will she be next!

China Backgrounder. Been a long time with China. We started OSCAL China consulting company in Helsinki 1994. OSCAL signed agreement under China's State Planning Committee in Beijing 1994. OSCAL got over 20 Scandinavian multinational corporate clients for China information: Nokia, Kemira, Outokumpu, Rautaruukki from Finland, Ericsson from Sweden, Danfoss from Denmark, Telenor from Norway. And many more tech/ecotech companies.

Left: ZhengZhou city 10Mi,
Henan Province 100Mi people.
Mobile operator customer.
In the middle.
=== === ===
Seminar day and meeting.
Our team: 20 persons.
Customer: 40 persons.
Presentations about
network, partnerships,
roadmap to the future,

I moved to Beijing in 1998 and studied Mandarin Chinese for five years. At Nokia China I did business development for seven years. After, I co-founded a mobile startup HappyHan Company, sold in three years. Next, Chief Representative for Teleste Corp. China selling cable TV networks to state media and steel producers for three years until moving back to Helsinki. When you go to China from rule-of-law society, the business experience can be surprising. The gap is there.

Illusions. China changes while its people cherish their ancient culture. Modern-looking Beijing creates illusion with its surface, there are different realities underneath. Modernisation hasn't changed Beijingers much. After WTO agreement in 2001 and Olympic Games 2008, the Chinese way is still the same as before.

Chinese Cocktail: The System + Confucianism + Market Economy

Business Chinese have working-hard spirit. They passionately reach towards the new. They don’t count the time spent or holidays, they are always 'at work'. Motivation is based on reward. Chinese work for a person, not for a company.

Left: Dalian city, Liaoning Province.
Nokia-NeuSoft JV meeting.
In the middle.
=== === ===
NeuSoft's new software centre
for 300 professionals.
Weather: +36C and windy.

It's not a new invention. Thousands of years ago Confucius talked about "reciprocity", Yi, the root of Guanxi. In the past Guanxi used to be the basic construction element of social structure in China. The origin of Guanxi is exchanging favours which included many kinds of help, from housing to jobs. Guanxi was slow but not static, it was a lifelong process.

Before market economy era it was possible to sell high margin products which were not necessarily matching to customer's need, if only Guanxi was done right (100% Guanxi).

After transition towards market economy, learnings have made Chinese buyers less humble, and knowledgeable of what they want. Matching products are now needed. Evolution of Guanxi is continuous.

Guanxi is different compared to Western system with influencers, LinkedIn, Facebook, WhatsApp and Starbucks. Its more than community or lobby, consultants, personal networking or connections. Guanxi is more and it includes exchange of favours. Guanxi may not include friendship but strong common interest and trust. Guanxi is private. On personal level good Guanxi gives access to information, influence and wealth, it gives power to act. Guanxi enables and leads into results in sales and partnerships.

Multinational companies which have been for long in China, have learned how to invest, build and utilize Guanxi. MNCs know that built Guanxi is the key social asset and differentiation which can support marketing, and enables sales project wins. Nokia China's Society Relations Group was around 10 persons, they specialised on Guanxi. Staffing this kind of group correctly is crucial. During my marketing/strategy roles at Nokia I worked several years with Society Relations. They were able, very useful, results-oriented.

Left: DuckHead Restaurant,
Beijing. Nokia-NeuSoft team.
In the middle.
=== === ===
Duckheads, Chinese delicacy.
For foreigners eating them
is a ritual with fun.

With Guanxi it's never time to rest, it has to be maintained continuously. Any change, any new piece of information or new situation needs to be utilized. Guanxi can enable early access to information, which opens opportunity to influence on coming request for proposal (RFP).

Guanxi is kind of art. It's about trust. It's personal asset, private, but it's still a network. It can be old and permanent or new and situational. It's about favours given and to be paid back, based on emotional linkage. It's about mutual interest and win-win. When stakes are high, it provides excitement. It's sophisticated, and it's hard to describe as detail series of activities.

Guanxi may require money resources. Guanxi may involve private meetings with no memos. It can be in a very ambiguous format. Sometimes the needs and favours are not communicated openly.

Guanxi is not bribing, but can initiate it and be inter-related, especially if the favor is paid back in cash. Cases can be complicated. Guanxi professionals are called by some Chinese, snipers, as they can reach the target and enable wanted result. Snipers are mainland Chinese with continuous touch and understanding. They often are highest level professionals with wide range of abilities. Personal ability is needed to read each others mind correctly and quickly, in a situation.

Know the line, if you go over the line, then how far?

Guanxi leads to gentlemens' agreement, which is stronger than signed documents as an agreement. In business, Guanxi is related to selling and buying, but internally it can be part in organizational promotions, and when roles and tasks are assigned. At highest level Guanxi can even take use of media and sets rules which enable reaching the goals.

Guanxi is targeted towards/with the persons who have the influencing and decision making power. Usually Chinese negotiations take long because of Guanxi. You may meet a China person who brags about relations, knowing the Leader or relatives. If your temptation onto short-cut grows, verify if relation is an exaggeration or potential enabler, ask to be introduced. Verify. Adapt. I Ching, Book of Changes.

Left: ShenYang city 10Mi,
Liaoning Province 42Mi people.
Neusoft Corp. HQ, major
Chinese software company.
=== === ===
Lunch during our long
Nokia-NeuSoft JV meetings.

1. Long-term connections based on
• Childhood friendship
• Family ties, kinship
• Social connections: classmates, grandfather’s friend, friend’s friend

2. Short-term relationships
These relationships are based on exchange of short term benefits. Guanxi can be built and it can die right after the benefits become realized. In this case there is no personal appreciation towards each other in the relation. Persons involved see that the advantage is used-up, and there is no need to keep relation further.

3. Evolving new relationship
People are changing, their positions are changing. Nobody has 100% fixed Guanxi. Continuous build-up and maintaining efforts are needed. High-level business trainings like eMBA and MBA programs, are vital in providing opportunities for participants to have new ties, extending their personal Guanxi network.

Purpose of Guanxi is to seek convenience and access to business opportunities. Guanxi itself is in the focus, the transaction is result of good Guanxi. Once the favour is offered and accepted, the other party is normally expected to pay back. People who receive favours have to be careful before accepting them. They need to estimate if they will be able to pay back. In here, the Chinese innovation is strongest.

Rule-of-law societies don't prepare well for Chinese Guanxi. There is no training for Guanxi except living and doing sales transactions with Chinese in mainland China. No MBA or eMBA program can help to prepare for complex Guanxi situations that might be ahead. Learning Guanxi is always a personal process, a real life process of building face galleries, tapping into private information, being able to learn about wants and needs and readiness.

Chinese Guanxi is not "a thing of past", it is alive, dominating. We will see Guanxi evolution in business in China. Guanxi is at the core of the culture, the key enabler for business in China.

Foreigners should learn about Guanxi but not to try to be in-person involved because it will not work. For foreigners it is not possible to get deep with Guanxi. Foreigners can have connections and network, dinners and rituals but in practise with Guanxi they are forever outsiders. If you are not ethnic Chinese, you can't change your status as an outsider.

Foreigners may believe Chinese are different. But actually it’s the delicacy how Chinese handle their personal Guanxi, which is different and difficult for foreigners to understand. Relations are, of course, needed everywhere. But Chinese Guanxi is combination of emotions, joint efforts, practical benefits. When feeling becomes part of business relation, it becomes more powerful than rules. It overrides the rules and can enable progress, deals, results.

A foreigner who can understand Chinese culture and knows about Guanxi, LaoWai, may become a problem by raising questions if not understanding the context. LaoWai may be seen as a risk by Chinese colleagues, if some things which are meant to be hidden and confidential, become recognized but not accepted.

Left: Beijing office.
=== === ===
Meetings and dinners with
steel producer cable-TV
network customer from
Jinan city 7Mi, Shandong
Province of 90Mi people.

The below meeting sequence and flow is common practise in Chinese industries, not only in the telecomm. Five phases. You need to design your approach from the beginning. Not simple, Chinese say:
- Chinese sales has short life

In China customers make rational choices and decisions. But Chinese rational includes the product extended by Guanxi. Purpose of the private sales meetings is to work for the Guanxi. This meeting is for your senior Chinese sales person to handle. If you use local distributors, the key distributor person would join later into these meetings.

Your sales person needs to win the customer representative, high rank, to become your supporter for later pre-sales and sales meetings. He/she needs to be able to answer the very private question that is bigger than your product.
- Why business with you is worth of it?

During private sales meetings, customer representatives will compare your product's weaknesses and strengths openly to your competition. Customer's requirements are discussed and can be re-set to match. Your company's image is important. Most importantly, Guanxi is built and agreed.

Why foreign companies are so slow in reaching scale business in China? According to a born-in-Beijing businessman, the secret is:
- West is plan driven but Chinese customers are situation driven

More customer representatives join into these meetings. Products and solutions are introduced in detail and presentations are made. But the content in these pre-sales meetings is not overly meaningful. If you have won the influencers or key decision makers to your side during earlier private sales meetings, most likely others will follow them and become your supporters.

These are formal meetings and time for serious talks. Before the sales meeting you must know who is on your side and will support you. During these meetings the persons you have made Guanxi during earlier private sales meetings, will talk for you. The weak points of your product or solution will not be mentioned, or are set as minor.

During these meetings your goal is to get selected into final short list. Usually two alternatives are selected. These meetings can be either serious or formality, depending on the level of your Guanxi.

SOEs are 30% of China's economy, they buy via public biddings everything over one million RMB in value. Biddings are often scheduled for weekends. Think of your pre-bid approach, product fit, bidding judges who can be lottery-selected only 24h before the event, competitors, and after-bid process. Think of your meeting flow and strategy. If requirements are fulfilled, bidding process is about Guanxi: Chinese fine art which can be serious or a ritual.

You were selected to the short list of two vendors. Now is the time for bargaining. You may quote "10" but you should be ready for "8", or facing additional requirements by customer. Always, and this means ALWAYS, if the key high rank person or Leader joins the meeting, you should be ready to give concessions to show your sincerity.

If high rank wants his fingerprint onto coming contract, you should give something on delivery times, services, prices, or after sales support. Just give-up something. This doesn't need to be one-directional, you can ask customer to make concessions in return.

If Chinese hold strong position in negotiation, they feel confident to be direct instead of being indirect. Directness may also be selected as negotiation strategy: be prepared! Understand your position.

Get-prepared for this meeting from the very beginning. Plan well your play. Know the strength of your Guanxi which you worked earlier during private sales meetings. Prepare your concessions. Think through your alternatives. Learn the play.

Left: Chengde city, Hebei
Province 68Mi people.
=== === ===
Meetings and dinners with
TV Station network customer.
Customer testimony video
for DVD and YouTube.

In China a good customer presentation is about showing confidence and building image. Details are very important, more than concepts. You need strong technical knowledge to show your competence and become credible as a person. You show respect and that you understand customer’s situation. You introduce your products/services/support/roadmap. And your audience have a question in their mind: are you good enough to become a partner?

No hesitation, you should take authority in technical issues. Then, if you also have good industry knowledge, wider scale discussions can make you an expert, influencer, in customer's eyes. Then your international success stories are taken seriously.

Learn the presentation DOs/DON'ts for different types of participants. Expectations, and your message, should be very different for the meetings with Leaders, or High Ranks, or Engineers. Special attention on showing financial figures and on handling conflicting questions on technology. Learn to use the soft 'NO' and agree-adjust approach. For your credibility you must give answer to every question presented during/after your presentation.

Learn the behaviour for a good presentation in China: situations to use praising words, humbleness, or even showing emotions.

Left: LanZhou city 6Mi,
Gansu Province 30Mi people.
At the front.
=== === ===
Presentation, meeting, lunch.
Leaders and CEOs.
Good arrangements.

How to motivate Chinese partners and your Chinese personnel? What is Chinese team building method that brings results, not only the cost? Short answers:
• Village Head leader to take care of your China team in Chinese way
• MoQi to get real support from team members (more abt MoQi below)
• Rewards which are based on achievements
• Respect, respect, respect

Not only a nice word. This happened in a faraway Chinese province. Products had been delivered. Customer claimed some features were not exactly as in specs. Our best engineer goes to fix the situation. At the site customer’s Leader asked him to cancel his flight back, and informed him
- You will stay here until our tests are passed!

For three weeks our engineer was hostage in that faraway site. No way to get him released. Physical conditions were ruff. Later during an exhibition in Beijing, I met that Leader. He explained his situation then was complex and for him an emergency, and apologised. We agreed bygones be bygones as I wanted to sell later more. We handled it privately, if you make it a bad romance, it risks your business in all China. Learn the situation, Chinese always have their own complexities.

Left: Beijing, Hotel Swissotel.
Dinner event during yearly
CCBN Exhibition (Cable-TV).
=== === ===
At the left, dinner speech
in Mandarin Chinese to 70
customers, partners, prospects.

In China you will need ability to make fast decisions with limited information, or your game is over. Western business rules are not valid in China. Available information is often fragmented. Especially with new technologies, if you try old school and spend time trying to defining markets and competition in detail, you might find yourself late. Others who took speedy new school short-cut, got there first and took the benefit.

How to explain limited information availability while business opportunity is very real? HQ with endless questions and old school planning may not be able to produce fast decisions needed in China business. HQ abroad operates with many markets but may not understand the Chinese markets, the way of Chinese business, or strategy options. HQs want standardised processes rather than growth with risk in China.

One of the the key challenges in China. Foreigners often find Chinese indirect communication frustrating, inefficient, and as means of avoiding responsibility. But due to Guanxi which is private, it is difficult for Chinese to be exact, when asked to estimate the future e.g. status of a project, probability of a sales win, schedules. It helps to be a smart listener.

Indirect communication is used in families, workplaces, during meetings and even in negotiations where attitude and tone also have strong roles. In negotiations, if Chinese hold strong position, they can feel confident and be very direct instead of being indirect.

Foreigners might see perfectionism as boring. But Chinese respect it. They find the needed balance by using proverbs and sayings to make parodies of incomplete ideas without directly mentioning them. This method is intelligent and softens confrontation with imagination. New catching sayings are invented daily. Chinese imagination is exciting, learn about it! Example (Beijing slang):

Wrong task for me - Nei Hu Bu Kai, Ti Nei Hu
= The heater boiler not boiled, was picked
= You pointed to the one thing I am not good at, find someone else.

Chinese buyers and salesmen know Beijing Opera. They learn from opera characters and say
- YiGe Chang Hong Lian, YiGa Chang Bai Lian
- One acts Red Face, one acts White Face

They play Good Cop, Bad Cop in Chinese way. Red Face is tough and White Face is softer. Critical comments are made to pressure during commercial terms and price negotiations with target to reach rock bottom. Other than price play, critical comments can mean lack of Guanxi. To Chinese to succeed, MoQi between the Red Face and White Face and their team is essential.

Left: HangZhou city 6Mi,
Zhejiang Province 46Mi people.
In the middle.
=== === ===
Zhejiang Univ. of Technology,
ZUJ. Meeting, MoU signing.
Snake for lunch.

Without Guanxi no business. Less known enabler is MoQi, meaning Silently Agree. If you have MoQi, your work will be easier. MoQi increases productivity. Foreigners should take systematic approach to build-up their MoQi. Chinese work for a person, not for a company.

MoQi means fluent cooperation between manager and secretary, among team members, or within the whole SME office. MoQi means better understanding with less explanations. It brings up more rational behaviour. MoQi is sort of Chinese cultural secret. It's the reason why successful Chinese managers can make better results: they have more time to focus on essentials than verify practicalities.

Benefits of MoQi are not limited to company's internal activities, it is also possible between seller and buyer, bringing business benefits.

MoQi is based on knowing the person and the issues. For good MoQi you need not to be similar minded character. Bad interpersonal "chemistry" prevents MoQi to happen. Good MoQi helps in issues like IPR violations, sample products games, even reverse engineering risk.

MoQi is built by working together and through social activities during evenings and weekends, during lunch times. After working in their cubicles Chinese get-together for lunch. What happens during their lunch time?
• Most essential information is shared
• People tell about news, comment social issues, media, jokes
• People plan for collective activities, attitude buildup
• People tell about families and themselves with trust
• They share holiday plans and ask opinion: coloring hair?
• Work related issues are also talked about

Many foreigners in Beijing spend time and have lunch with other expats. They believe that company's processes guarantee them services they want and need. But MoQi is more, and it can be built. It's based on knowing, understanding, respecting the other person. It's is a caring bond, with it things suddenly become thought and taken care of. With MoQi foreigner's China might become a smooth place.

MoQi helps foreigner in China to better understand the situation, issues, working environment, people and business behavior. MoQi makes Chinese team members willing to work towards the same, common goal, and for their manager.
• Your taste and quality expectation is known and understood
• Things get silently agreed without explanations: fluency
• People work to make sure all is right for you: efficiency
• You are trusted and considered as a soulmate: information
• Harmony, which is crucial in China

Left: LanZhou city 6Mi,
Gansu Province 30Mi people.
Ning Wo Zhuang Hotel.
=== === ===
3-hour meeting with Leaders.
Lunch: lamb, local Merlot wine.
Good arrangements.

Two stamps, issued by Public Security Bureau after business registration process is completed. Both stamps are important and must be kept in trusted hands to control document/blank papers stampings.
• Company Stamp with fixed internal blue ink tank, cannot refill
• Accounting Stamp aka Financial Stamp used with red ink pads

No matter what you put on a paper, in China it can be just a piece of paper, not a deal done. Chinese say:
- Anyone can have different understanding of a Contract
- It’s not the Contract, it’s the Relationship

For Chinese 'a contract' sometimes is like a MoU, Memorandum of Understanding. To get a contract, you need to work top to down, you need Guanxi. To get the deal closed or to fulfil and execute the contract, bottom-up work with details is needed. If your local partner has closed the deal with customer, and paid you in advance, you must make sure he receives the last payment. Working with details is a must. Remember to verify the quality of document translations and number conversions.

Chinese number system has a difference, a unit for 10.000 Wan and a unit for 100 million Yi. Big numbers with Yi and Wan converted from Chinese language to English can easily go wrong. Verify your important numbers.
• 1.000 = one Qian
• 10.000 = one Wan
• 100.000 = 10 Wan
• 1.000.000 = 100 Wan
• 100.000.000 = one Yi

Interpretation of industry specific terminology goes usually well. But this happened in Beijing conference by professional top level simultaneous interpreter. Presentations in English. One presenter proudly described their killer APP, meaning some superior functionality they had. Simultaneous translation into Mandarin was application that could kill your company. Using wordings like Killer app, Swiss Army knife, All-in-one... think again. In general, interpreters are not fully trusted.

Very complex issue. In China exaggeration in business happens. Foreign SMEs and Startups will have difficulties in estimating their Chinese partners.
- How much you trust the promises of your Chinese business partner?

Level of trust 20%, maybe 50% or even 80%. Learning to estimate the level of trust may take time, and sometimes, burned fingers. Higher the partner's motivation, better the trust %. Trust goes both directions. You should ask yourself how many Chinese trust you (and your product into their scale market) as a business partner?

To succeed, team working needs member acceptance and careful character match. Chinese have a saying:
- Stand out a head taller than the others - ChuRen TouDi

Believing to be smarter than the others makes information sharing difficult.

Left: LanZhou city 6Mi,
Gansu Province 30Mi people.
In the middle.
=== === ===
Presentation and meeting.
Provincial TV Station customer
and business partners.

The key person for success and very important selection. He/she should have good communication skills and courage to estimate risks during the project. He should be kind of Village Head and accepted by project members. Fluent communication between project members is essential. Make sure that everyone who joins the project, does it willingly and is accepted by other project members.

Project Plan should be very clear and detailed in defining the tasks, challenges, goal, milestones, communication and responsibilities.

Pay extra attention on clear and understandable memos, progress reports of the project. Have and follow the action points register and compare progress made versus milestones. Verify improvements. Reward the progress.

Common. Life in the West is not preparing well (or, not at all) for those situations. Business intelligence has also its local ways to keep up-to-date. Learn Guanxi & Treat in China, based on knowing the customer and his private side, the key success factors to win, but let Chinese handle this.

Another foggy day in Beijing. Chinese Research Manager thinks his research team hasn't worked hard enough, no progress. Not happy, manager says:
- 3-legged cat is rare but 2-legged humans there are many

Innovator, in this case, is as rare as 3-legged cat. To boost innovative thinking among Chinese, competitions and rewards (phones, iPads) can be helpful. Through them you can catch the attention of non-confident persons with ideas. Just try. You might receive a lot of invention reports but quality is still another issue.

Guanxi is not limited to sales and partnerships, it can also be strong activity within the organization. Guanxi plays role in promotions and even in inventions. Co-inventors may be invited and invitation becomes sort of Guanxi currency for the next favour exchange.

Left: Beijing, FuHua Mansion Office Towers at Ring-2.
=== === ===
With TV Station customer's engineers at our Beijing office
for one week technical product training.

How to maintain western management rule inside the company while doing business in Chinese way outside the company? Risk of developing a conflict of business cultures is real.

Experimental learning from own and others' experiences takes long time. And most expats learn China just by its surface during their few years stay. Chinese are not helpful for those interested to go deeper in their business culture, Guanxi. They don't want a foreigner to put them into corner with detailed questions about Chinese sales process or Guanxi, or treat, or tricks. Expats will have to observe, combine fragmented information, learn possible tricks (often innovative) and draw own conclusions.

If Chinese way becomes company's internal way, it would replace rational business processes. This could mean downward spiral in efficiency. Company-internal Guanxi would require management to focus into balancing internal relations, into Chinese philosophy of Yin and Yang in order to maintain operability.

Internal Guanxi would replace personal responsibility by group responsibility, similarly as in Chinese SOEs. Project managers would lose their ability to estimate as complexity multiplies. Indirectness would become a norm. Trust erodes. HR criteria would change, emotions would take control. Performance becomes secondary criteria in judging personal competences.

Left: Beijing University of Aeronautical and Astronautical, BUAA.
=== === ===
We did presentations to hundreds of students. Mobile Game Contest, Nokia phones to winner teams.

Chinese employees sense foreigner's attitude. Respect is a must. They know foreigner's understanding about Guanxi is limited. If a foreigner becomes labeled as real foreigner, it's not helpful.
- Being a real foreigner equals to being an outsider

Information flow will be limited for an outsider. Sales and business development efforts in China will become difficult. Managing a group, team or project in China is an emotional process, not rational. Western managers have difficulties in creating emotional linkage with sensitive mentality of mainlander Chinese. Chinese are famous for hard working but Village Head manager is needed to give direction and focus, lift motivation. Rewards are needed in case of success.

It's no No NO! No need to give advises, China belongs to Chinese people, and they have people. They don't want a foreigner to tell them how to run China. Just focus on the business and profit.

China has real scale, Chinese understand the scale. Impact of scale will take time for foreigners to understand. U.S. has the scale benefit in China versus Europe. In China, you need right product definition, competitive price, Guanxi and right time to the market. Then you will have your chance to grow in scale. But Chinese may say
- Who eats the crab first?

You need to convince your customer to be the first to eat the crab, to become the first customer with your product. No-one wants to.

Chinese who are now over 50 years old and in key positions have experienced Culture Revolution. Once they were so called Zhi Shi Qing Nian, knowledgeable youth, and were sent to poor countryside. Some survived, managed to get through and made up their career.

Some of those who experienced Culture Revolution became more cautious in speaking, insecure and self-protective, even cynical.

Some hard-boned individuals became more decisive, self-confident, as they went through the hardship and managed to succeed. They became even more aggressive in taking risks now in business. They went through pressure cooking and became out even harder.

Their life path has been mostly influenced by the system. Now these people are in key positions in Chinese society: business management or government officials. Many of them are influencers, enablers, enforcerers, your potential business partners and customers. They are people, who know how to operate within the system the best. After Culture Revolution another extreme followed. No longer these people care about collective well-being, instead, they now prioritise their own personal wealth and well-being.

If you want to succeed with business in China, it is essential for you to think through and understand the social chaos of the Culture Revolution. It changed and shaped the generation who now are the main force in China. After 10 years, Culture Revolution ended with Mao's death September 9, 1976.

Many companies try to build and manage their China business via Hong Kong or Singapore. Western companies used to enter China through them due to their better English communications skills. People might be Chinese but their native language is Cantonese, they need to study Chinese Mandarin later. Result is limited capability, for instance in handling Mandarin indirect communication.

Hongkongers and Singaporeans live in totally different business environment compared to mainland China. Theirs has laws, regulations and rules. This doesn't prepare them to handle mainland Chinese in privileged way. They can only learn the mainland Chinese way in the mainland.

HK and Singapore lost their priviledge position in doing business within China with WTO agreement, December 2001. Since then China is getting more sophisticated and wants direct connections with the world without middleman.

Left: Shanghai World Financial Center, 492 meters tall tower.
=== === ===
Presentations and meeting with 20 Leaders and high ranks. Dinner on 87th floor Hyatt Restaurant with Shanghai views.

Often western China consultants lack real on-work China knowledge, which makes them to stay conveniently on macro and industrial data level, and practicalities. Western consultants are handicaps with deep expertise of industries and Guanxi.

Chinese culture workshops and cross cultural trainings help to learn etiquette. Helpful but on the surface only. Real life situations in China business are more complex, sensitive, refined, detail, and tricky. Consultants can't contribute much for business operation, where Chinese culture plays integrated role. Rules may not be complete and sometimes things are not done accordingly. Gray areas and hidden tricks. Guanxi plays overall major role, f.ex. in such as public biddings.

Industry knowledge supported by culture understanding is a must for doing business in China.

Chinese industry insiders (mainlanders) can have a better play in the market, but they often lack communication skills to interpret their expertise into western understanding.

For foreigners the challenge is how to equip China business with industry expertise, communication skills and capable, results oriented personnel. How to learn the crucial industry insights? How to maintain motivation? China business consultants should get into these real issues.

Hong Kong TV-host went to mainland hospital for an interview.
- How do you know when a mental patient has become healthy?
- Easy. We take patient to bath tube full of water. We give him two scoops, a big one and a small one. Then we ask patient to empty the bath tube.
Hong Kong TV-host
- I know, if the big scoop is selected, he is healthy!
- No, not that way. If he pulls the plug up, he is healthy.

Learn what each party expects from media event, their goals. Take photos with Leaders for later use: in meeting room, during exhibitions. Learn the purpose of ritual customer dinners. Set up a non-cash gift process for different organisation level of persons. Customer assistance activities f.ex. job or education to relative or help with travelling, are helpful for loyalty and further wins.

Left: Meeting with Leaders.
Gift for memory.
=== === ===
Fun after presentation,
good meeting and lunch
with provincial TV Station
customer and business

It's is under the surface. The behavior of Chinese industries: bidding process, variations of product/component qualities with price effect, understanding of exclusivity, and more. Managing society relations. Difference on how foreign company should do marketing, PR and build image in China. And still: respect, reward.

Phase 1. Excited
• China's overall progress becomes clear
• Some may realise that Chinese already have it all
Phase 2. Surprised
• Chinese time consuming way of closing the deal can exhaust a foreigner
-- grown in rational, relaxed environment with easy access to info
Phase 3. Ready for Business
• Difference of Chinese business ways becomes understood
• Many have already burned fingers
• Ability to estimate and win opportunities has begun to develop

Left: Chengde city,
Hebei Province 68Mi people.
=== === ===
• TV Station customer
-- 120 TV channels
• State representative
• Chinese partner

Many. Nokia had global brand, proven products and Guanxi. Multinational corporations have resources to learn, build and manage Guanxi. Society Relations unit was the key resource in Nokia China. When Nokia became the biggest tax payer in Beijing, Society Relations unit had access to pre-information, influencers, local co-operations, as well as key recruitments. In other words, Guanxi.

In China multinational corporations (MNCs) can meet their challenger. Chinese State Owned Enterprise (SOE) may enter into direct competition. And who you think will win?

Rare. Foreign SMEs are sometimes called as innovation donators. Many SMEs fail when trying to enter into Chinese markets with, at least in China, their brandless products. Foreign SMEs in China have difficulty in recognizing an able partner. Sometimes SME enter exclusive contract without sales targets, only to become sidetracked. Some SMEs recruit key personnel without understanding the impact into the rest of their Chinese team. SMEs may underestimate their Chinese competition, brag about their roadmap and answer questions about key details, only to be later surprised of Chinese competitor's ultra-fast learning capability.

Chinese SMEs usually have no real business plan, it's all short term. They need next generation products, they need foreign partnerships with products. They dream about getting stock listed.

Foreign SMEs have plan but no resources to learn and build Guanxi for partners, sales, and society. Instead they spend years in wondering what is wrong and why. If an SME has Guanxi ability, it goes when that Chinese person leaves, and all stops.

A top professor from U.S. visiting Beijing had even harder opinion. He didn't believe China was ready for foreign SMEs:
- China is still too complex and unlawful for most SMEs to enter

Foreign SMEs in China are seldom able to grow in pace with Chinese domestic markets. In Beijing I saw many SMEs coming, being used, losing and fading away. Wrong partners, failed Chinese team building, arrogant behavior, slow response times from their HQ abroad. Some believed that Guanxi is behaviour of the past.

Left: ShenZhen Exhibition Center.
Guangdong Province, 110Mi.
=== === ===
Media event for manufacturing
JV documents signing.
300 participants, 60 media reps,
TV, Online, Print.

Possible. You need a a problem and solution for it. You need a strong story for growth and path to profitability. But breakthrough in China needs good Guanxi and ability to put Chinese pieces together.

If you are in APPs, think China which is the new leader in mobility. Chinese markets could serve 'proofing' with scale and for feedback. Smart phones in Chinese hands use WeChat APP, also an umbrella for side apps. APP or non-app, in China you must learn fast, be fast, have partnerships, have Guanxi.


How can we effectively win in China, to transact and get results? Need to understand changing China of today, Chinese mentality and the multidimensional and multilayered Guanxi practise.

Left: China Q/A worksheet.
"Insider information has value for those who interface with China in political, economical and military co-operations, business partnerships, science and research collaborations, and VIP process."
"China Q/A is for business planners and HR persons, sales process owners, project managers, China analysts and consultants, media personnel, civil servants and decision makers on China issues."

• Learn your industry's behaviour, find a Chinese insider expert
• Learn the Chinese way in partnerships, selling, buying
• Society relations if you are planning for long term
• A 'Village Head' personality to lead your team
• Learn the Chinese sales meeting flow with Guanxi
• Guanxi in pre-sales, in project management, in after-sales
• How to avoid company's internal over-localization
• Get-prepared for typical meeting strategies taken by Chinese
• Presentation DOs/DON'ts in different types of meetings
• Meetings with Leaders; with Deciders; with Engineers
• Essential when meeting high rank Chinese officials, even ministers
• Company image build-up; media meetings; ritual dinners
• Indirect communication and why is it sometimes direct
• How to motivate Chinese teams and partners
• Risks and benefits of agree and adjust mindset
• Tricks collection survival kit
• Personal responsibility vs Group responsibility; Trust; MoQi
• Localising western products for China market to create fit
• Combing Chinese culture to increase potential of your product
• Gift process: gift levels for different level of persons
• VIP person process for meeting and hosting

No hesitation,

- beijingman(at)


DiYiCheng Culture Park
Two dragons playing with a ball - Er Long Xi Du.

I held groupworks in Beijing with business Beijingers.
Results of one group discussion:

1. Chinese have big country's proudness
China has scale, size and big numbers which give Chinese unique competence.

2. Chinese are smart and flexible
Chinese are alert because of bathing all the time in subtle situations. This reflects Chinese indirect way of communication which is considered smartness and art. Chinese are very competitive people.

3. Chinese are natural born opportunity seekers
This is in life, work and business, in China and abroad (why Chinese seek opportunities more than others was left unanswered).

4. Chinese are proud of their traditional culture
Chinese culture is like a treasure box, something others don't have. But how to take best use of it? At the same time Chinese are humiliated about their contemporary history, which has created sensitivity on some (not defined) issues.

5. Chinese are hardworking and willing to learn
Chinese are familiar with strong effort and try. System limits people's performance and talents to show up in business.

6. Chinese believe in power of Guanxi
Guanxi, relations, is much more than connections or networking, Facebook or LinkedIn. It can be utilized in life and business, in China but also globally. The level of Guanxi may vary but it works. While Guanxi is a long-term social investment, Chinese are also very short-term benefit driven.

7. Chinese life is content
Chinese believe that life in west is simple compared to Chinese, f.ex. food culture and business culture. Because Chinese own life is stressful and not straightforward, it is sparring and coaching. Chinese learn how to figure out.

8. China will become influential
China's influence will be based on market economy and growth. Important part of influence is to be able to set the rules to others. China's future is bright and mainlanders are already now proud about it.

- BeijingMan


DiYiCheng Culture Park
BeijingMan riding Qilin, but on dragon daily.

In 1964 Mao gave a comment to letter from a musical institute student:

Gu Wei Jin Yong - Ancient experience for modern use
Yang Wei Zhong Yong - Western experience for China's use

Mao's comment became key guidance for China's development. It was used during Culture Revolution (1966-1976) and became popular theory and direction. Today it is known by most Chinese as cream of Mao's thoughts. Western products are often localized for China market to create a match. But China itself hasn't been discovered as a treasure box of ancient innovations. Ancient China and its traditions might have building blocks for future global products.

1. Medical. China has adopted western medical diagnoses, blood tests, equipments. But Chinese medicines are widely used for treatment. There must be some ancient knowledge and herbs into service.

2. Farming. China has adopted modern science to boost its farming. GMO products, plastic green houses, fertilizers are widely used. As most of the farming is outdoor and farming is based on seasons, solar terms of lunar calendar are used for timing. Check the ancient knowledge for today's farming use.

3. Business. Sun Zi's book The Art of War is well known by western business people. It's an example of ancient behavior and thinking which is used for modern business strategies and by many MBA-EMBA programs.

4. Furniture. Chinese furniture is known of being very decorative. But some of the past times furnitures were simple and still modern. Learn from Ming Dynasty simplicity which gives the touch of modern style.

5. Arts. Have a look at Wu Yong clay dancing figures from Tang Dynasty and get surprised. Ancient and timeless. There must be more. Ideas of such for designers?

6. Music. Imagine elements of Chinese music joining to global music. Think of using Beijing Opera music elements. Chinese want perfect classical performances with acrobatic touch. At the same time new China has evolution from simple melodies towards complex setups and even improvisation. Imagine what Chinese might be able to contribute in jazz, in techno!

7. APPs, Content. Ancient stories with Chinese heroes, legends, historical figures and recent Model Citizens are giant storage of themes for APPs, content and product development. Story is the key. For global use: animations, mobile games, online games, console games, video series. A Nasdaq listed China portal NetEase "NTES" has already published online game about former soldier and model citizen Lei Feng.

- BeijingMan


DiYiCheng Culture Park
For Chinese dragon means, positively, power.

Indirect Communication - Who is Smart Now!

Don't disturb me - Na er Liang Kuai, Na er Xie Zhe Qu
= Find a cool place where you go to rest (slang)
= Not now, don't disturb me, this is none of your business

Wrong task for me - Nei Hu Bu Kai, Ti Nei Hu
= The heater boiler not boiled, was picked (slang)
= You pointed to the one thing I am not good at, find someone else

You have done a good job - Gou Nien Jaza, Kvaa Kvaa Xiao
= Dog chasing a duck, kvaa-kvaa
= Fantastic! Say GouNienJaza and listeners know the second part and may respond, say it loud together. At least Chinese supply it in their minds and feel happy, united.

Idea is clear - Xiao Chun Ban Doufu, Yi Qing Er Bai
= Spring onion mixed with tofu, clear green and white
= Clear, no problem with this! This proverb was used by former Chinese Premier Zhou Enlai. He also said
- When you are drinking the water, don't forget who dug the well

Snake: Overdo - Hua She Tian Zu
= Paint a snake by adding the feet
= First to draw a nice snake, people praise it. Then adding feet onto the snake to make it even better, and it becomes exaggeration. Snake is not right anymore and nobody likes it.

Man: Unnecessary wasted effort - Tuo KuZi Fang Pi
= Taking off trousers and fart
= Making things far too complicated with extra procedures

Cat: Purpose - HeiMao, BaiMao, ZhuaZhu LaoZhu Jiu Zhi HaoMao
= Black cat, white cat, as long as catches the mice is a good cat
= Purpose gets served. Party Secretary General Deng XiaoPing used it when China begun transition towards market economy. He also said
- When opening windows, also some mosquitoes come in

Egg: Anyway you are wrong - JiDan Li Tiao KuTou
= Picking the bones from inside the egg
= Trying to find a mistake which was never done

Tiger: Celebrate when you can - HuTou ShiWei
= Starts with a Tiger's head, ends with a Snake's tail
= Project, have a big celebration in the beginning, project kick-off, as result is unknown. May be there will be no second chance to celebrate.

Tiger: Climbing onto a Tiger - QiHu NanXia
= Once riding on a Tiger it’s hard to get off

Duck: Lost but not giving up - Zhu Shu De Ya Zi, Zui Hai Ying
= Cooked duck, soft meat but hard mouth
= Somebody has lost the debate but still defends on his opinion

Pig: Thick skin, nothing matters - Si Zhu Bu Pa Kai Shui Tang
= Dead pig is not afraid of boiling water
= Knows himself as wrong or failure but doesn't care about it

Chicken: Warning by example - Sha Ji Gei Hou Kan
= To strain a chicken to show Monkey
= To give a warning, to make an example but target may be you

Crows: People same everywhere - Tian Xia WuYa Yi Ban Hei
= All crows under the sun are black
= People are same everywhere (negative)

Frog: Don't have narrow view - Jing Di Zhi Wa
= Frog in the bottom of the well
= Don't be like a frog in bottom of the well, sees only small part of sky

Confucian teachings - San Ren Xing, Bi You Wo Shi
= Among the three fellows walking together, one must be my teacher

Joking with friends - Shuo Ni Pang, Ni Jiu Chuang
= When I say you are fat, you right away start heavy breathing

In negotiations, if Chinese hold strong position, they can feel confident and be direct instead of being indirect.

My advise to foreigners who work with Chinese is to be a good listener. Don't jump into conclusions. Don't try to change everything in China. If you make a question, try and learn to listen what part is not there but left out. Have patience, wait for the answer to come out.

- BeijingMan



Above-1: Beijing, DiaoYuTai State Guesthouse.
Peony Hall, Building No.5.
Welcoming speech and announcements by Chairwoman
Two hours dinner with flow of artists performing music, singing, dancing, magic, and Peking Opera. Event's Chairwoman with key persons raised a toast with each table.

Above-2: Beijing, DiaoYuTai State Guesthouse.
Peony Hall, Building No.5.
DiaoYuTai means Fishing Terrace. The complex was built in 1959.
Ceiling color slowly changes during events and dinners.

Above-3: Beijing, DiaoYuTai State Guesthouse.
Peony Hall, Building No.5.
The meeting complex has a small lake, pines and cypresses.
29 good-will trees planted by visiting Leaders.
Area has also 18 villas with 400 suites.

Above-4: Beijing, DiaoYuTai State Guesthouse.
Peony Hall, Building No.5.
In 1971 Henry Kissinger, in 1972 President Nixon.
800 presidents, prime ministers, celebrities met Leaders at DiaoYuTai.
During Culture Revolution Madame Mao Jiang Qing lived in DiaoYuTai.

Above-5: Beijing, DiaoYuTai State Guesthouse.
Banquet Hall of Building No.5.
- Elegant facility, good quality, professional service, unique history

Above-6: Beijing, DiaoYuTai State Guesthouse.
Banquet Hall of Building No.5.
- BeijingMan tests: this is a very confortable chair

Above-7: Beijing, DiaoYuTai State Guesthouse.
Meeting room in Building No.5.

Above-8: Beijing, DiaoYuTai State Guesthouse.
Meeting room in Building No.5.

Above-9: Chinese Meetings. Many Me!

Above-10: Shanghai. Telecom Conference.
1/3 part of the photo. BeijingMan in front line, third from left.

Above-11: Shanghai. Telecom Conference.
Side meeting during the conference, BeijingMan, right.

Above-12: Shanghai. View from JC Mandarin Hotel.

Above-13: Shanghai.
Partner meeting. BeijingMan in back row. Often in Shanghai.

Above-14: Beijing.
GongTiBeiLu Avenue. Building in the right with horizontal lines is Hotel Swissotel, its old name was GangAo ZhongXing HongKong-Macao Center.

Above-15: Beijing.
JV-partner, major software company. Goose head restaurant, had three crispy half-heads with cold beer. BeijingMan in the middle.

Above-16: Beijing.
Partner dinner in Morels Restaurant at Beijing GongTiBeiLu: Brussels Pepper Steak with Belgium beer. BeijingMan back, right.

Above-17: GuangZhou, Guangdong Province.
View from my room on 60th floor of GuangZhou International Hotel.
Many new things come to China via GuangZhou near Hong Kong.

Above-18: GuangZhou, Guangdong Province.
Presentation Value-Added Services and Partnerships. Meeting.
GuangZhou city has 10 million people, Guangdong Province 104Mi.

Above-19: Shenzhen, Guangdong Province.
Media event soon to start in Shenzhen Exhibition Center. JV signing.
300 participants, 60 media reps, TV, Online, Print.
BeijingMan, right.

Above-20: ZhengZhou, Henan Province.
One hour flight to south from Beijing, every time like this.

Above-21: ZhengZhou, Henan Province.
Presentation Value-Added Services and Partnerships, then meeting.
ZhengZhou city has 10 million people, Henan Province 98 million.

Above-22: Kunming, Yunnan Province. Spring city.
Often here, right Hotel Holiday Inn seen from my room in Kunming Hotel.
Kunming has 4 million, Yunnan Province 40 million people.

Above-23: Kunming, Yunnan Province.
Nokia's Kunming office. Get-prepared meeting, then customer meeting.
BeijingMan, right.

Above-24: Kunming, Yunnan Province.
Presentation Value-Added Services and Partnerships. Meeting.
Active participants with good questions. BeijingMan at the front.

Above-25: Haikou, Hainan Province.
Island province on South China Sea, three hours flight from Beijing.

Above-26: Haikou, Hainan Province.
Meeting. Too hot outside, curtains help.
Hainan Province, an island, has 8 million people.

Above-27: Haikou, Hainan Province.

Above-28: Hefei, Anhui Province.
After meeting we had a cabinet dinner. Noise and fun.
Hefei has 5 million, Anhui Province 59 million people.

Above-29: HangZhou, Zhejiang Province.
Zhejiang Xizi Hotel, State Guesthouse hotel. Partner meetings.
In 2016 international G20 summit for Leaders happened here.

Above-30: Hangzhou, Zhejiang Province.
Zhejiang University of Technology, ZJUT.
Mobile developer MoU signing with professor.

Above-31: Xiamen, Fujian Province.
Summer city Xiamen, opposite to Taiwan island.
Fujian Province 36 million people.

Above-32: Xiamen, Fujian Province.
May 17th Telecom Day. China Mobile celebration event in a big theatre.
Celebrating with Leaders.

Above-33: ShenYang, Liaoning Province.
ShenYang, one hour flight to north from Beijing. Former steel city.
ShenYang 10 million, Liaoning Province 43 million people.
View from Gloria Plaza Hotel.

Above-34: ShenYang, Liaoning Province.
Many meeting days with China's major software company NeuSoft Corp.
Lunch break. JV preparation.

Above-35: ShiJiaZhuang, Hebei Province.
After presentations and meeting, MoU signing. ShiJiazHuang city is 400 kilometers from Beijing, 10 million people, Hebei Province 71 million people.

Above-36: ChongQing.
Meetings with both mobile operators: China Mobile, China Unicom.
ChongQing city 30 million people. Spicy ChongQing dinner: done.

Above-37: Beijing.
Beijing University of Aeronautical and Astronautical, BUAA.
My team promoted mobile APPs development.

Above-38: Beijing.
Beijing University of Aeronautical and Astronautical, BUAA.
Hundreds of students participated to our mobile APPs lectures.

Above-39: Beijing.
Beijing University of Aeronautical and Astronautical, BUAA.
Mobile APPs developer-students and professors.

Above-40: Beijing.
China's main event: PT/Wireless Conference in Kunlun Hotel.
My presentation Value-Added Services and Partnerships. Side meetings.

Above-41: Beijing.
One of many meetings at China Mobile HQ about internet to mobile phones, value-added services and partnerships.

Above-42: Beijing.
Visitors, meetings, dinners. Beijing Golden Tripot Restaurant JinDingXuan, famous for small, happy Sichuan waitresses.

Above-43: Beijing.
JinDingXuan Restaurant, happy Sichuan waitresses. Great fun.

Above-44: Beijing. Marketing Team meeting and dinner.

Above-45: Beijing.
Golden Lion Restaurant. This crew served us a good lunch.

Above-46: Beijing.
Customer event. Respect. GanBei drain the glass.

Above-47: Beijing.
China International Exhibition Center.

Above-48: Beijing.
People's Great Hall, built in 1959, located at TianAnMen Square. I have seen there dance show, concert and events hosted by Chinese SOEs. The hall takes some 5000 guests and show can have thousand dancers, singers and players flowing through. Every year this hall hosts Liang Hui, the meeting of National People's Congress (NPC) and The Chinese People's Political Consultative Conference (CPPCC). Meeting takes two weeks.

Above-49: XiangHe, DiYiCheng near Beijing, Hebei province.
5-star hotel, one hour drive from Beijing, in XiangHe Fragrant River.
My high-floor suite had a private sauna!

Above-50: XiangHe, DiYiCheng near Beijing, Hebei province.
Meeting hall, international G20 meeting was once held in here.

Above-51: HongKong, Victoria park.
Many meetings trips to Hong Kong.
I used to stay at Excelsior Hotel or Park Lane Hotel.

Above-52: Singapore. View from Conrad Hotel.
Many meeting trips to Singapore.

Above-53: Seoul, South Korea.
Many meetings in Seoul. View from Renaissance Hotel in Gangnam-gu.
Gangnam style, evenings Seoul ladies drink beer from megajars!

Above-54: One of my best experiences in China was a roadshow campaign to 15 Chinese provincial capitals during 15 weeks period. One capital city per week. In each city meetings in China Mobile and China Unicom provincial HQ about mobile services, partnerships and business opportunity. I signed tens of MoUs with mobile operators. Later, after the new services were opened, mobile operators got over 10% revenue boost. Nokia market share in China to peek. Some results!


MY CHINA 1992 - 2018
- 59 trips from Helsinki and EU to China
- 1992 first trip to Beijing
- 1994 first business agreement signed in Beijing
- 1998-2013 home and work in Beijing
- 2013 moved back to Finland

Meetings and events in 19 capitals of Chinese provinces and municipalities. Provincial HQs of mobile operators China Mobile and China Unicom; multimedia organisations; game developers; media portals; cable TV companies; sales partners; customers:
• Beijing municipality, population 20M, 16.000 km^2
• Chongqing municipality, population 30M
• Shanghai municipality, population 22M
• Tianjin municipality, population 10M
• Hefei, population 5M, capital of Anhui Province population 62M
• Fuzhou, population 4M, capital of Fujian Province population 34M
• Guangzhou, population 10M, capital of Guangdong Province of 110M
• Haikou, population 0,7M, capital of Hainan Province of 8M
• Shijiazhuang, population 10M, capital of Hebei Province of 67M
• Zhengzhou, population 10M, capital of Henan Province of 100M
• Shenyang, population 10M, capital of Liaoning Province of 42M
• Xi'an, population 8M, capital of Shaanxi Province of 36M
• Jinan, population 7M, capital of Shandong Province of 90M
• Nanjing, population 7M, capital of Jiangsu Province of 77M
• Chengdu, population 10M, capital of Sichuan Province of 82M
• Kunming, population 4M, capital of Yunnan Province of 43M
• Hangzhou, population 6M, capital of Zhejiang Province of 46M
• Lanzhou, population 6M, capital of Gansu Province of 30M
• Hong Kong, population 7M

• Visited 42 countries
• More than 700 flights
• More than 260 hotels
• Business trips, meetings in 20 countries
• Presentations in Sweden, Denmark, Norway, Netherlands, Germany,
-- Belgium, France, Italy, Switzerland, Russia, China, USA, Iraq and Finland

- BeijingMan



Above: Easter Island, Chile, December 18, 2016. Holidays!
Island-hopping over the Pacific Ocean, from Chile to New Zealand.
- Easter Island is said to be the most remote spot on earth
- These 15 Moai statues are called Ahu Tongariki
- Interesting but no enigma or mystery, just a few unclear details

Route map from right to left
TOUR DURATION: 7 weeks; 48 days; 48.000 km
TOUR FLIGHTS: 16 flights; 65 flight hours (20h South Pacific Ocean)
TOUR HOTELS: 14 hotels
WINNERS: Easter Island, Tahiti, BoraBora Lagoon, Aitutaki Lagoon
BEST WINE: Vinoptima Bond Road Ormond Gewurztraminer 2009

From Helsinki to

1. The Bahamas, Nassau (via Miami, USA)
++ Hotel Atlantis Resort, waterpark, dolphins, scenery, quality
-- No problems
2. Easter Island, Chile (via Santiago)
++ Moai era, BirdMan era, nature, touring trips
-- Mosquitos, street dogs, Internet problems
3. Tahiti Island, Papeete, French Polynesia
++ Hotel InterContinental, views, pools, dinners, dance shows
-- Mosquitos
4. BoraBora Lagoon, French Polynesia (visited 3 BoraBora islands)
++ Lagoon, beach, mountain, service, shows, lagoon/jeep safaris
-- Mosquitos, main island street dogs and forest dogs
5. Rarotonga Lagoon, The Cook Islands (via Tahiti)
++ Pool, jeep safari, lagoon, beach, shows, jungle
-- Mosquitos, hot, beach dogs, pricing of breakfasts elements
6. Aitutaki Lagoon, The Cook Islands (visited 8 Aitutaki islands)
++ Hotel Pacific Resort, views, pool, dinners, lagoon cruise, shows
-- Mosquitos
7. New Zealand: Auckland, Rotorua, Tongariro, Wellington
++ Views, dinners, geologic, nature park, cafees, hotels
-- No problems
8. Bali Island, Amed, Indonesia (via Melbourne, Australia)
++ Views, friendly service, dinners, juices, jungle temple
-- Mosquitos, hot, angry monkeys
9. Singapore
++ Hotel Shangri-La, quality, service, pools, restaurants, Orchard Rd
-- No problems
Back to Helsinki January 2018

© BeijingMan 2018