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.