想要“巴”結你

蘇希玲

巴基斯坦伊斯蘭共和國（The Islamic Republic of Pakistan），簡稱巴基斯坦，是首個與中華人民共和國建立外交關系的伊斯蘭國家。巴基斯坦全國人口2億，是經濟快速增長的發展中國家，也是世界貿易組織、不結盟運動、上海合作組織和英聯邦成員國。作為中國的堅定朋友，巴基斯坦與中國“是長期、全天候和多方面發展的友好關系”。

在我國疫情爆發初期的緊要關頭，巴基斯坦舉全國之力對我國進行援助與支持。雖然從會展實力與會展容量來說，巴基斯坦排不到全球前列，但我們本期雜志邀請當地知名主辦方和國內巴基斯坦相關機構進行分享，透析當地的會展市場。巴基斯坦場館規模不大、會展服務有待提高、語言障礙是一大挑戰，但市場潛力巨大、人文氣息濃厚、清關相對規范，整體而言是值得以耐心和細心培育的會展市場。

Approaching youu

——A View Into the Pakistan Convention and Exhibition Markett

□Reporter/ Celion Su

The Islamic Republic of Pakistan， referred to as Pakistan， was the first Islamic country that The Islamic Republic of Pakistan， referred to as Pakistan， was the first Islamic country that established diplomatic relations with the People s Republic of China. Pakistan has a population established diplomatic relations with the People s Republic of China. Pakistan has a population of 200 million. It is a developing country with rapid economic growth. It is also a member of the of 200 million. It is a developing country with rapid economic growth. It is also a member of the World Trade Organization， the Non-Aligned Movement， the Shanghai Cooperation Organization World Trade Organization， the Non-Aligned Movement， the Shanghai Cooperation Organization and the Commonwealth and so on. As a staunch friend of China， Pakistan has "a long-term， all-and the Commonwealth and so on. As a staunch friend of China， Pakistan has "a long-term， allweather and multi-faceted friendly relationship" with China.weather and multi-faceted friendly relationship" with China.

At a critical juncture in the early stages of the outbreak of the pandemic in our country， Pakistan At a critical juncture in the early stages of the outbreak of the pandemic in our country， Pakistan used its national strength to provide assistance and support to our country. Although Pakistan used its national strength to provide assistance and support to our country. Although Pakistan is not in the forefront of the world in terms of exhibition strength and exhibition scale， but we is not in the forefront of the world in terms of exhibition strength and exhibition scale， but we have invited well-known local organizer and Chinese companies with Pakistani MICE business to have invited well-known local organizer and Chinese companies with Pakistani MICE business to analyze the local exhibition market. The local MICE venues are not large in scale， the conference analyze the local exhibition market. The local MICE venues are not large in scale， the conference and exhibition services need to be improved， the language barrier is a challenge， but the local and exhibition services need to be improved， the language barrier is a challenge， but the local market potential is large， the cultural atmosphere is strong， and the customs clearance is market potential is large， the cultural atmosphere is strong， and the customs clearance is relatively standard. Generally speaking， it is a MICE market worthy to be cultivated with patience relatively standard. Generally speaking， it is a MICE market worthy to be cultivated with patience and perseverance.

潛力巨大的新興市場

Saleem Khan Tanoli先生是巴基斯坦FAKT展覽公司首席執行官和國際展覽業協會亞太區第一副主席。他表示，“我們相信面對面的體驗能為利益相關者帶來巨大價值。”他的公司FAKT展覽公司是巴基斯坦知名會展主辦方。作為UFI成員，公司每年舉辦的旗下展會涵蓋25個行業。伴隨著巴基斯坦國內不斷發展的經濟，公司的展覽業務蒸蒸日上。

Tanoli先生介紹道，整體而言，巴基斯坦展覽行業在推動國家經貿發展方面扮演重要角色，技術手段也在向行業先進水平看齊。巴基斯坦共有兩個功能齊備的展覽中心，分別位于卡拉奇和拉合爾。大型的會展活動主要在紡織、塑料、印刷、包裝、太陽能、建筑建材、電信、食品、裝備技術、旅游等領域。Tanoli先生指出，巴基斯坦是一個潛力巨大的新興市場，尤其是得到了來自中國等多個國家的各類投資項目。而國家當前最大的挑戰是展覽行業的資源和場館不足。為此，當地政府正在開辦新的展館，采取相應的措施去擴增資源，推動展覽業的發展。

巴基斯坦目前是全球人口數量第五大的國家。外國企業和當地企業都可以來展示自己的創新產品，當地的企業采購之后也可促進當地各行各業的發展。這對巴基斯坦的展覽業、出口業和國家經濟都有巨大的益處。

Tanoli先生告訴記者，當前，新冠疫情仍在持續，巴基斯坦幾乎所有的行業也遭受重創，按下了暫停鍵。政府也在積極采取措施，力爭盡早恢復國家經濟。一旦局勢好轉，會展行業就可以重啟并恢復正常發展。

談到中國和巴基斯坦展覽業的合作，Tanoli先生認為，中巴展覽業之間的聯系本來就已經非常緊密，兩國的代表團也經常互訪。“我們也組織過巴基斯坦的參展企業和買家代表團與中國團進行互訪，來促進雙方的經貿交流。”他還認為，巴基斯坦會展企業到中國辦展、中國企業在巴基斯坦辦展，也是中巴會展業共同發展的好渠道，這可以使得雙邊企業站在更大的舞臺上展示自己的實力。

做好思想準備，以耐心持久耕耘

遠大國際展覽有限公司副總經理張雅竹從2016年至今，連續組織中國企業參加巴基斯坦汽摩配展，并且每年都親自帶團，可以說是一個“老巴”了。她對巴基斯坦市場的體驗如下：

首先，從會展中心來講，無論是巴基斯坦第一大商業城市卡拉奇，還是第一大工業城市拉合爾，展館規模都不大。每個展覽中心都有6個展廳，每個展廳約3000-4000平方米，展覽中心總面積不到2萬平方米。

其次，從會展服務來講，各個方面都有待提高。比如，中國處處可見的安檢設施和電子大屏幕在當地都沒有。搭建材料的質量也不太好。比如，2019年巴基斯坦汽配展會上，一個展位上展商的圖畫因為背膠黏不到當地的展板上，每天早上都滑落掉在地上。搭建公司的工作也不夠細致。例如，2018年展會上，出現了當地的搭建公司把展位頂部的“中國展團Brands of China”橫幅做得比展位尺寸短的現象。此外，搭建工人不會講英語，展具調整速度非常慢。所以，千萬不要聽了巴基斯坦人的幾句“No problem！ Trust me. Everything will be fine when you come tomorrow”就高枕無憂了。對于展位搭建，一定要給每個細節（包括道具的擺放）提前畫出圖紙，并提前到現場去檢查，盡量不要現場改動。同時，建議參展企業從國內準備足夠的雙面膠以備布展的不時之需。與當地搭建公司合作時，建議預留尾款，工程驗收合格后再支付。

語言不通也是一個大的挑戰。與成熟的歐美展會市場不同，巴基斯坦并沒有橫跨中外的華裔導游和精通外語的華裔翻譯。幸運的話，能夠聘請到來中國留過學的巴基斯坦人，但大部分還是在當地學中文、只會簡單的“你好”之類的學生。所以，企業應該盡量派懂英語或者熟練使用谷歌翻譯等軟件的業務員參展，便于與客戶溝通。

關于安全問題，雖中巴關系良好，但仍需要制定安保方案，配備安保人員。

總而言之，在巴基斯坦，無論是辦展還是參展，都要有足夠的思想準備。張雅竹總結道，巴基斯坦是一個具有2億人口的大市場，在展覽方面也是需要我們會展人用細心和耐心慢慢適應，并與之共同成長的一個市場。

申報數據務必一致

青島輝諾國際物流有限公司總經理陳曉表示，目前，中國入境巴基斯坦的貨物并無特殊要求，但巴基斯坦多數企業在家辦公，處于半停工狀態。而且，巴基斯坦海關還加強了對中國動植物產品的熏蒸措施，這勢必導致貨物到目的港后清關、轉運的效率大大降低。運輸時效延長還將產生額外的碼頭堆存等費用。因此，大家近期出貨時務必留出更充裕的時間，并關注額外的費用情況。

另外，隨著疫情在海外的加劇，一些當地企業面臨崩潰，很多收貨人面臨破產，可能會產生不提貨、棄貨等行為，因此建議大家出貨前務必謹慎，確保款項收齊。

特別需要注意的是，由于巴基斯坦海關與中國海關系統聯網，發往巴基斯坦的貨物，在中國出口申報的貨物金額以及件重尺必須與巴基斯坦申報的進口一致，否則無法清關，還會產生一定的罰金。

巴基斯坦商旅：彩衣般的東方神韻

北京王府國際旅行社國際展覽部經理宋蓮花介紹道，巴基斯坦位于南亞，首都為伊斯蘭堡，是個多民族國家。在巴基斯坦，你在大街上說你是中國人，一定會有巴基斯坦人請你到他家里吃飯。在公共場所可見身披美麗彩衣的客車、身著色彩艷麗服裝的女人和虔誠祈禱的信眾。中國企業到當地參展，閑暇之余可以考慮以下打卡地。

克里夫頓海灘

在這里可以在海邊騎馬和騎駱駝，玩沙灘摩托車。可以看到巴鐵這個穆斯林國家最溫馨的家庭游玩場景，可以看到無數的老鷹掠過印度洋上空。

MOHATTA宮

坐落于市中心，是英國殖民時期的老建筑，巴基斯坦定都卡拉奇時曾用做外交部，現在作為一座漂亮的博物館。建筑外型典雅，現在經常舉辦一些展覽活動，算得上卡拉奇地標建筑。

拉合爾古堡

拉合爾古堡的前身是泥筑的堡壘，城墻全用巨大的紅褐色巖石筑成，堡內有亭臺樓閣、噴泉池塘和園林花圃，古堡中最富盛名的景點是東北角上的鏡子宮。抽出時間在這里走一走，你會感受到它的神秘與魅力。

印巴降旗儀式

儀式中印巴兩國士兵在號角聲中挺起胸膛，夸張的正步踢過腰部，揮舞雙臂，動作夸張，表情嚴肅。兩國人民會跟著口號吶喊助威，游客可以參與其中感受別樣的人文，感受巴基斯坦人民的激情。

巴基斯坦紀念碑博物館

博物館設計獨特。這座蓮花瓣兒形狀的建筑，四朵花瓣兒代表巴基斯坦的四個省，象征著巴基斯坦人民的團結，花瓣兒上的圖形主要講述巴國建國歷史。

費薩爾大清真寺

八角形頂部，像座巨大的沙漠帳篷，沙特前國王出資建造并以他命名。同體白色大理石，內部馬賽克裝飾，祈禱廳里沒有一根柱子。

凱沃拉鹽礦

距巴基斯坦首都約250公里，它是南亞歷史最悠久、儲鹽量最大的鹽礦。前來參觀的人們乘坐小火車進入，就能看到用鹽磚搭建的建筑，精美絕倫。這里也是巴基斯坦的旅游和避暑勝地，每年吸引20多萬游客前往參觀。

罕薩河谷

靠近中巴邊境的克什米爾地區，屬于帕米爾山結地區。聞名世界的“香格里拉”就是罕薩河谷，它也是日本動畫大師宮崎駿《風之谷》和構思地和《天空之城》的取景地。遠處雪山霧氣繚繞，山影重疊，近處百花齊放，綠野仙蹤。

紅其拉莆國家公園

位于吉爾吉特市，紅其拉莆國家公園是世界上海拔最高的公園之一，也是巴基斯坦內高山生物多樣性重要保護基地。若是運氣好的話，說不定能見到世界瀕危物種雪豹、馬可波羅羊和喜馬拉雅野生山羊。

An emerging market with tremendous potentiall

Mr. Saleem Khan Tanoli， Chief Executive Officer- FAKT Exhibitions （Pvt.） Ltd.， 1st Vice Chair- UFI， Asia-Pacific Chapter says， “We believe in the power of face to face experience for our stakeholders.” His company， FAKT Exhibitions （Pvt.） Ltd.， is the leading exhibitions and conferences organizing company in Pakistan. Being UFI approved， its exhibitions represent over 25 industrial sectors in a year. The company believes in the value of exhibitions and have grown successfully with the demands of a developing economy.

Mr. Tanoli further expresses， Pakistani exhibition industry plays a vital role in enhancing the countrys trade and economic activities and introducing state of the art technologies. Pakistan has two fully functional expo centres， one is located in Karachi and second in Lahore. Major exhibitions are on sectors such as Textile， Plastic， Printing and Packaging， Solar， Building and Construction， IT， Food， Equipment and Technology， Travel and Tourism etc.

According to Mr. Tanoli， Pakistan is an emerging market having tremendous potential， considering the opportunities many countries including China has invested in several projects. The foremost challenge faced by Pakistani exhibition industry is limited resources and venues for exhibitions. The government is taking steps and initiatives to enhance resources and strengthen the exhibition industry by planning to open expo centres in Peshawar and Faisalabad. Pakistan being the 5th most populated country in the world， gives a great opportunity for both international and local companies to showcase their innovative products and machinery for buyers to acquire and strengthen local industries， which benefits the exhibition industry， exports and economy of the country.

Now the COVID-19 epidemic is ongoing， almost all industries in Pakistan have been badly hit. The government is actively taking measures to normalize business activates in Pakistan and as soon as things get better， the MICE industry will effectively start functioning on same pace as before.

Concerning the China-Pakistan exhibition industry cooperation， Mr. Tanoli points out that the industry is already well linked together. Delegations from both countries exhibit and visit each other. “This was always our plan too， we have personally invited Chinese delegations to Pakistani exhibitions and taken Pakistani delegations to Chinese exhibitions to enhance bilateral trade and business activities.” He adds， the opportunity which he feels can be grabbed is launching and organizing Pakistani exhibitions in China and Chinese exhibitions in Pakistan. “This move will be a rewarding opportunity for both countries to show their fullest potential on bigger magnitude. ”

Grow together with patiencee

From 2016 to the present， Yazhu Zhang， Deputy General Manager of Grand International Exhibition Co.， Ltd continuously organized Chinese companies to participate in the Pakistan automobile exhibitions， and has personally led the group every year. Here is a brief introduction to the local exhibition from her point of view.

She points out， first of all， regarding the exhibition venues， whether it is in Karachi， Pakistans largest commercial city or Lahore， the largest industrial city in the country， the scale of the exhibition venues are not large. Each of the above-mentioned exhibition centers has 6 exhibition halls， each exhibition hall is about 3000-4000 square meters， and the total area of the exhibition center is less than 20，000 square meters.

Secondly， in terms of exhibition services， all aspects need to be improved. For example， there are no security inspection facilities and large electronic screens which are everywhere in China. The quality of the construction materials is not good enough. For example， at a Pakistan auto parts exhibition in 2019， an exhibitors booth poster could not stick to the board tightly. The work of the booth buildingcompany is not detailed enough. For example， at the 2018 exhibition， a local construction company made the "Brands of China" banner at the top of the booth shorter than the booth size. In addition， the construction workers do not speak English， and therefore the adjustment speed of the exhibits is relatively slow.

Therefore， dont listen to the local workers "no problem！ Trust me. Everything will be fine when you come tomorrow" and sit back and relax. For booth construction， be sure to draw out drafts for each detail （including the placement of props） in advance， and go to the site to check beforehand， avoid onsite changes. At the same time， it is recommended that you prepare enough double-sided tape from home to prepare for the occasional exhibition needs. Cooperate with the local construction company， it is recommended to reserve the final payment， and then pay after the project acceptance.

Yazhu Zhang thinks that language barrier is also a major challenge. Unlike the mature European and American exhibition markets， Pakistan has no knowledgeable and Chinese-speaking tour guides or translators who are proficient in foreign languages. If you are lucky， you can find and hire Pakistani people who have studied in China， but most of them are students who learn their Chinese locally， and can only speak simple Chinese. Therefore， companies should try to send salesmen who understand English or are proficient in using Google Translate or similar software to participate in the exhibitions so to communicate with customers smoothly.

Regarding safety issues， although China-Pakistan relations are good， it is still necessary to formulate a security plan and hire security personnel.

All in all， in Pakistan， whether it is organizing ones own exhibition or participating in an exhibition， Chinese companies must have sufficient mental preparation. She concludes， “Pakistan is a large market with a population of 200 million people， it is also an exhibition market that requires us to adapt to slowly and to cultivate with care and patience and to grow together with.”

The declaration data must be consistent on two sides

Tony Chen， General Manager of Qingdao Prosperous International Logistics Co.， Ltd.， states that there are no special requirements for goods entering Pakistan from China， but most Pakistani companies are working from home and are in a semi-stop state. Moreover， Pakistan Customs has also strengthened the fumigation measures for Chinese animal and plant products， which will inevitably lead to a significant reduction in the efficiency of customs clearance and transshipment after the goods arrive at the destination ports. The extension of the transportation time will also incur additional costs such as temporary storage. Therefore， exhibitors must allow more time for recent shipments and pay attention to the additional costs.

In addition， as the epidemic has intensified overseas， some local enterprises are facing bankruptcy， which may result in non-picking or abandoning of goods. Therefore， it is recommended that everyone be cautious and ensure that the money is collected before shipping the goods. .

In particular， due to the interconnection of Pakistan Customs and the Chinese Customs systems， the amount of goods and the weight of the goods declared for export to Pakistan must be consistent with that declared in China， otherwise Customs clearance will not be possible， and a certain fine will also be incurred.

Pakistani Business Travel： Oriental charm like colorful clothess

Lianhua Song， Manager of the International Exhibition Department of Beijing Wangfu International Travel Agency， says that Pakistan is located in South Asia and the capital is Islamabad. In Pakistan， if you say you are Chinese on the street， there will definitely be Pakistanis who invite you to eat at home. Busses in beautiful colored clothes， women in colorful clothes and devout prayers can be seen everywhere. Chinese companies coming to participate in local exhibitions can in their spare time consider the following punch-in locations.

Clifton Beach

Here you can ride horses and camels by the sea and ride beach motorbikes. You can see the most heart-warming family play scene in the Muslim country Pakistan， a close alliance partner of China， and you can see countless eagles flying over the Indian Ocean.

MOHATTA palace

Located in the center of the city， it is an old building built during the British colonial period. It was used as the Ministry of Foreign Affairs office when Karachi was the country capital. The building is elegant in appearance， and now there are often exhibitions held inside. It can be regarded as a landmark building in Karachi.

Lahore Fort

The Lahore Fort used to be a mud fortress. The walls are made of huge reddish brown rocks. The fort has pavilions， fountains， ponds and garden flower gardens. The most famous spot in the castle is the northeast corner Mirror Palace. Take time to walk around here， you will feel its mystery and charm.

India and Pakistan flag Lowering Ceremony

During the ceremony， the Indian and Pakistani soldiers will lift their chests in the sound of the horn， kick their waists arrogantly， wave their arms， the exaggerated movements and serious expressions .Come and feel different humanities and feel the passion of the Pakistani people.

Pakistan Monument Museum

The museum has unique design of is in the shape of lotus petals. The four petals represent the four provinces of Pakistan， and symbolize the unity of the Pakistani people. The graphics on the petals mainly tell the history of the founding of Pakistan.

Faisal Grand Mosque

The octagonal top is like a huge desert tent. The former king of Saudi Arabia funded the building and it was named after him. The body is white marble， decorated with internal mosaics. There is no pillar in the prayer hall.