Change of mindset necessary to succeed in Far East markets

MEETING DEMAND in an open market
requires an open-minded approach and
it’s illustrated in the differing approach
to import permits in South Africa and
China, says Martine Forbes, director of
Linex Air Services.
“Traders in the Far East work in a
rule-driven society, often to the letter,
with none of the negotiation that goes
on in South Africa,” says Forbes. Import
permits in South Africa are allocated to
the importer. A code is then registered
with SA Revenue Service, with duties
and taxes levied accordingly. In China,
an importer needs a specific import
permit for a specific product. “A
consignee does not have the right to
receive a specific product without the
corresponding permit for that product.”
South Africans tend to engage in
discussions of logic around certain
requirements to conduct trade,
negotiating around obstacles to get
goods delivered. “This is where local
businessmen get frustrated because you
can’t do this over there. We need to
change to their way of thinking.”
With increases in every type of
cargo, especially sample goods for
testing in labs in the Far East, Forbes
acknowledges the global drive towards
air cargo security. “Cathay and Linex are
quite far down the line with regard to
the international shift to known versus
unknown consignments as part of the
incoming Part 108 regulations here in
South Africa.”
Linex is the general sales agent
(GSA) express for both Dragon Air and
Cathay Pacific, with Cathay offering
daily flights on the in- and outbound
Hong Kong-SA route.