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0 TheLINK 2007 冬季刊 TheLINK Winter 2007/8
1
来自墨西哥的中国贸易商
Mexican Connection
文 / Charmaine N. Clarke
胡安德(Juan Martínez)(MBA2002)来自
被称为“世界制鞋之都”的墨西哥中部
城市“莱昂”(Leon)。当大多数当地人
都把中国看作是争夺美国市场的威胁时,胡安德却
看到了中国的商机。事实上,他已经通过改变墨西
哥和其他国家供应商的想法,消除他们对中国发展
的恐惧,转而从中获益,建立起了自己的事业。
胡安德说:“他们的观念开始转变了;墨西
哥人逐渐消除了对中国的害怕,更愿意在这
儿做生意了。不过这需要一个过程,一些人
还是非常害怕。”
31 岁的胡安德从儿时起就梦想有一天
能到中国工作。正是带着这个强烈的愿望,
他跟随原来的公司来到亚洲,随后入读中
欧 MBA,最后建立了自己的公司。
2001 年,电子产品制造商 Sanmina-SCI
与胡安德签订了一份到江苏昆山工作的短期合
同,希望借此吸引胡安德重新回到公司工作,因
为他辞去了公司在墨西哥的 DELL 项目负责人的职
位。胡安德在昆山同样负责公司的 DELL 项目。六
个月后,该项目结束,而他也开始着手追寻自己的中
国梦了。
2002 年, 胡安德成为中欧 MBA 的一员。 在
MBA 读书期间,他就准备创建自己的公司了。带着
笔记本电脑从这个教室转到那个教室听课的同时,
胡安德也忙碌地处理着来自墨西哥皮革供应商的一
份份订单。2003 年,胡安德注册成立了索力斯控股
进出口有限公司(Solis Holdings Import & Export,
胡安德(MBA2002)
职位:Solhix 董事长
公司创建时间:2003
主营范围:向西语国家出售中国商品;
帮助中国知名厂商投资墨西哥;进口墨
西哥产品。
经营规模:总部位于上海,在广东和墨
西哥开设办事处,共 22 位员工。
200 年发展目标:巩固已有产品线,
拓展客户数量。
Juan Germán Martínez (CEIBS MBA 2002)
Hometown: Leon, Mexico
Title: Director, Solhis Holdings IMP & EXP Ltd
Company launch date: 2003
Business focus: Sourcing goods in China for
Spanish-speaking customers; facilitating investment
from Mexico into China; selling Mexican
leather and other commodities in China.
Business size: Offices in Shanghai and
Guangdong; Mexico. 22 employees.
Goal for 2008: Consolidating existing product
lines, expanding customer base.
By Charmaine N. Clarke
At a time when most people
in his hometown of Leon,
in central Mexico – “The
Shoe Capital of the World” –
viewed China as a threat, an
adversary in the battle for the vital U.S. market,
Juan Martínez (CEIBS MBA 2002) saw China
as a business opportunity. In fact, Martínez has
built a business on the basis of changing the
mindset of suppliers in Mexico and beyond, en-
couraging them to quit fearing China’s growth
and begin benefiting from it.
“Their opinion is changing; little by little
people in Mexico are less afraid of China and more
willing to do business here. But it’s a process, and
some people are still really scared,” he says.
For Martínez, 31, working in China was a
childhood ambition that spurred him to jump
at the chance to come to Asia with his former
employer, then led him to enroll at CEIBS
and launch a company. In 2001, his bosses at
electronics manufacturer Sanmina-SCI of-
fered a short-term contract in Kunshan, Jiangsu
Province as a way to lure him back after he had
resigned as head of one of their Mexico-based
DELL projects. When his six-month contract
as the company’s DELL project leader in China
ended, Martínez was ready to pursue his China
dream. He enrolled at CEIBS with the 2002 in-
coming class and began setting up his company
while still a student, placing shipment orders
from Mexican leather suppliers via laptop be-
tween classes.
Now in its fourth year, Solis Holdings
Import & Export Limited (Solhix) focuses on
three areas: importing Mexican products for
Chinese manufacturers (mainly leather goods
and other raw materials), facilitating Chinese in-
vestment into Mexico, and sourcing China-made
goods for customers in Spanish-speaking coun-
tries. The company prides itself on its “insider”