Bung Chan, Mungkin bun sudah terima mail ini, dari teman brsama, yang sekaang setelah pensiun hidup di Canada.
When I was working for the NMB-bank, a different department, in charge of new issues, bringing companies to the market to be quoted on the Stock Exchange requested my assistance in introducing a small medical company to an Initial Public Offering or IPO as it is called financial parlance.Pie Medical was set up by two ambitious young men, having worked for the giant Philips Electronics. They created a medical imagery company, pioneering non-invasive scanning of internal organs and were particularly successful in bringing an imaging machine to scan young mothers for the health of the foetus.The export director and co-owner, Wim Claessens did a marvelous job selling to the Chinese market which in 1980 was just starting to open up.To make a long story short, I became very close to the founders and management,ending up as an unofficial adviser, even after I left the bank. Pie Medical initially succeeded to corner 10% of the Chinese market, with General Electric as it's biggest competitor. They concluded agreements with a Chinese medical instrument company to set up a joint venture where technology transfer took place, trained Chinese technicians. In short they accommodated the aspirations of an emerging China,playing ball with complete honesty and mutual respect. The Chinese partners repaid this trust and loyalty and the loyalty and the joint venture ended securing 70% market share for the whole of China, which hugely profited Pie Medical in Maastricht. The you scratch my back, I scratch yours principle worked perfectly. Few western companies have learned this lesson and I was there to witness it and be a tiny part of it.
