Look­ing at more part­ner­ships

China Daily (Hong Kong) - - 2016-17: REVIEW & PREVIEW - -Z HONG NAN

Three years ago, Pres­i­dent Xi Jin­ping launched the Belt and Road Ini­tia­tive, to link vast transcon­ti­nen­tal swathes with a com­mon eco­nomic thread. The ini­tia­tive brought un­prece­dented op­por­tu­ni­ties for com­pa­nies to ex­pand their busi­ness and ac­cess new mar­kets. Lyu Ning, gen­eral man­ager for ship-out busi­ness of Sch­nei­der Elec­tric China, ex­plains how the ini­tia­tive helped the com­pany this year, and what it in­tends to do in 2017 to make the most of the still-un­tapped op­por­tu­ni­ties.

How do you plan to work with Chi­nese part­ners in the coun­try and with oth­ers along the Belt and Road Ini­tia­tive in 2017?

We plan to form more part­ner­ships with China’s power, trans­porta­tion and en­ergy com­pa­nies to de­velop big-ticket projects along the Belt and Road Ini­tia­tive in 2017, to fur­ther diver­sify our global sales.

For in­stance, we signed a strate­gic co­op­er­a­tive agree­ment with China Na­tional Build­ing Ma­te­ri­als Group Co in 2015, work­ing to­gether closely with them on sev­eral projects in Egypt, South Africa and Nige­ria.

What can you of­fer to your Chi­nese part­ners?

Sch­nei­der Elec­tric is able to pro­vide re­li­able, ef­fi­cient, con­nected and sus­tain­able com­pre­hen­sive so­lu­tions to help Chi­nese com­pa­nies ex­port their ex­cess in­dus­trial ca­pac­ity and achieve in­no­va­tion and open de­vel­op­ment.

We not only help cus­tomers fin­ish projects on time and with­out qual­ity wor­ries, but show them how to tran­scend dif­fer­ences in tech­ni­cal stan­dards and cross the cul­tural bar­ri­ers ex­ist­ing be­tween China and African coun­tries.

How do you com­pete with other Euro­pean com­pa­nies that have been ag­gres­sively seiz­ing EPC (en­gi­neer­ing, pro­cure­ment and con­struc­tion) deals on the Ini­tia­tive?

Sch­nei­der Elec­tric of­fers global ser­vices with ver­ti­cal man­age­ment and so­lu­tions to meet the needs of dif­fer­ent cus­tomers, which is in­sep­a­ra­ble from rich prac­tice ex­pe­ri­ences on EPC in­dus­tries.

Over the past three years, Sch­nei­der Elec­tric has part­nered with China Ma­chin­ery En­gi­neer­ing Corp to build a power dis­tri­bu­tion net­work pro­ject in Sene­gal. It also worked with Power Con­struc­tion Cor­po­ra­tion of China to build a so­lar pro­ject in Al­ge­ria.

Do you have any spe­cific cases to share with us?

CET (China Elec­tric Power Equip­ment and Tech­nol­ogy Co), a sub­sidiary of State Grid Cor­po­ra­tion of China, is one of our EPC cus­tomers. In Ethiopia, for the Ad­dis Ababa light rail pro­ject, the re­quire­ments for the main equip­ment were higher than nor­mal in­ter­na­tional stan­dards. Given the high alti­tude of the pro­ject, no man­u­fac­tur­ers could meet the new stan­dards. But our ex­perts worked with CET’s en­gi­neers and pro­vided a com­pre­hen­sive so­lu­tion that not only met the tech­ni­cal re­quire­ments but helped fin­ish the pro­ject on time.

Lyu Ning on busi­ness

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