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Entering the China Market Le Québec face au géant Chinois HEC Montréal Robert Y. Entering the China Market Le Québec face au géant Chinois HEC Montréal Robert Y. Kwauk Blake, Cassels & Graydon LLP, Beijing Office March 17, 2006, Montreal

Topics A. B. C. D. E. F. G. H. The Blakes Story Competition Human Topics A. B. C. D. E. F. G. H. The Blakes Story Competition Human Resources Regulatory Environment Corruption Transparency Mismatched Expectations Outlook

The Blakes Story 1. 2. 3. 4. Timing Competition Our Response Eight Years Later The Blakes Story 1. 2. 3. 4. Timing Competition Our Response Eight Years Later

Competition 1. International 2. Home-grown 3. Cut throat? Competition 1. International 2. Home-grown 3. Cut throat?

Human Resources • • • General Mobility Human Assets, IPR Motivation Our responses Human Resources • • • General Mobility Human Assets, IPR Motivation Our responses

Regulatory Environment • Level playing field - Not • Different regulations; different treatment • Regulatory Environment • Level playing field - Not • Different regulations; different treatment • Accept the reality & move on

Corruption • Sensitivity • General & Specific • Our Response Corruption • Sensitivity • General & Specific • Our Response

Transparency 1. Culture 2. Regulatory 3. Perseverance & Stamina Transparency 1. Culture 2. Regulatory 3. Perseverance & Stamina

Mismatched Expectations • • Beyond “same pillow-different dream” China’s expectations & welcome Foreign Investors’ Mismatched Expectations • • Beyond “same pillow-different dream” China’s expectations & welcome Foreign Investors’ expectations & promises The (Chinese) empire strikes back

Outlook 1. 2. 3. 4. 5. General Learn to be a good road team Outlook 1. 2. 3. 4. 5. General Learn to be a good road team Evolving role of partners & intermediaries Market & Regulatory Reform Long term commitment

Thank you Merci 谢谢 Robert Y. Kwauk Blake, Cassels & Graydon LLP, Beijing Office Thank you Merci 谢谢 Robert Y. Kwauk Blake, Cassels & Graydon LLP, Beijing Office Bob. [email protected] com. cn (86 -10 -6530 -9001)