Doing Business in Michigan:A Manual for Chinese Business EnterprisesOctober 2007 MGP Mission to The People’s Republic of ChinaPublisherMICHIGAN GLOBAL PARTNERSHIP (MGP)*General EditorsMichigan Economic Development Corp.Deloitte & Touche USA LLPWarner Norcross & Judd LLPAuthors/Co-EditorsJerry AbbottDeloitte Services LLPJannette A. BurlandBattle Creek Unlimited, Inc.Ellen ClarkDeloitte & Touche Corporate Finance LLCPeimin NiChinese Association of West MichiganRay DeWinkleThe Right Place, Inc.Kathleen C. HanenburgWarner Norcross & Judd LLPPaul HowlandMichigan Economic Development Corp.Janice KarcherGenesee Regional Chamber of CommerceKendra KuoU.S. Department of CommerceTimothy LiangJSJ CorporationPing LiangAlphaMax AdvisorsThomas MaguireU.S. Department of CommerceThomas J. ManganelloWarner Norcross & Judd LLPAdam NielsenDeloitte & Touche Corporate Finance LLCAaron PerraultComerica BankJill PlateCSM WorldwideBenner C. RichardsonWarner Norcross & Judd LLPMingan Tan ( 谭明安 )Detroit Chinese Business AssociationAndrew H. ThorsonWarner Norcross & Judd LLPHarry WhalenMichigan Economic Development Corp.Albert Vincent Y. Yu Chang ( 卢明培 )Warner Norcross & Judd LLPFrank JiangChinese Association of West MichiganYvonne Warmbier-RampState of Michigan China OfficeMike ZhangChinese Association of West MichiganDoing business in Michigan* Michigan Global Partnership (MGP) is a private-public sector voluntary partnership organized to work with the Michigan Economic Development Corp.to promote the state of Michigan for foreign direct investment. MGP members participating in the October 2007 mission to The People’s Republic ofChina are listed at the end of this manual.

介绍感谢您花时间阅读本书 ,“ 经商在密西根 : 中国企业指南 ”您打开这本指南是为了各种个人和职业的原因。您很可能是一位寻找更多在美国经商信息的商人。您可能正在制定如何进入美国市场的策略 , 寻找增加企业在美国市场份额的途径 , 以及 / 或是寻求在美国建立销售公司或子公司 , 合资公司 , 战略联盟或收购一家现有的美国公司。本指南为您提供在美创业的实用信息。我们的 目 标是让您在美国获得成功。本指南由密西根各大领先机构的商业顾问、律师、经济开发公司和社区领导编撰 , 它将说服您选择密西根作为投资 目 的地和向北美发展的跳板。尽管聚焦的是密西根 , 本指南所阐发的主要问题和提供的探析可适用于任何您决定设立公司的地方。经商在密西根如果您还在评估为您的美国公司所制定的商业计划和成长策略 , 我们请您考虑密西根。以下是选择密西根的几个理由 :● 支柱产业包括汽车 , 塑料 , 办公家具 , 生命科学 ( 研究 , 制药和医疗器械 ), 农业 , 替代能源和国土安全 ;● 居美国中部战略要地 , 快捷便利地连通美国和世界各地 ;● 一流的研究和教育能力及资源来自全球知名、世界级的大学和研究所 , 包括密西根大学、密西根州立大学、韦恩州立大学和 Van Andel 研究所 ;● 丰富多彩的社区 , 使来自世界各地的外籍人士和移民安居乐业 , 生活富足。我们充满活力的华人社团包括底特律中华商会和西密西根华人协会 ;● 低廉的生活和经商成本 ;● 熟练劳动力现已超过 540 万人 ;我们对您来美国 , 尤其是来密西根开拓商机感到非常兴奋。现在正是您考虑进入美国市场的大好时机。分析显示中国投资者在未来 20 年内有 24 家企业会进入财富 500 强。以下趋势证明了这种推测 :2005 年中国在美公司并购额飙升至 30 亿美元 ; 同期中国赴美投资总额预计为 6500 亿美元 , 使中国投资者成为美国政府证券第二大海外持有者。我们坚信更多的中国公司将会在这个市场上获得成功。2

IntroductionThank you for taking the time to read this publication, “Doing Business in Michigan: A Manual for Chinese BusinessEnterprises.”You have opened this manual for a variety of personal and professional reasons. Most of you are businesspeople lookingfor more information on doing business in the United States. You may be in the process of strategizing on how to enterthe U.S. market, finding ways to grow your share of the U.S. market, and/or seeking to set up U.S. operations via a salesoffice or subsidiary, a joint venture, strategic alliance or acquiring an existing U.S. company.This manual provides you with practical information on launching your U.S. operations. Our objective is to ensure yoursuccess in the U.S.Written by business consultants, lawyers, economic developers and community leaders from leading organizations inMichigan, this manual will persuade you to choose Michigan as your investment destination and the launching pad foryour North American operations. Although there is a Michigan focus, this manual will identify key issues and provideinsights that will apply wherever you decide to locate your business.As you continue to evaluate your business plan and growth strategy for your U.S. operations, we invite you to considerMichigan. The following are just a few of the many reasons for you to be located in our state:● Key industries include automotive, plastics, office furniture, life sciences (research, pharmaceuticals and medicaldevices), agriculture, alternative energy and homeland security.● Strategic location in the central United States with efficient and convenient connections to anywhere in the U.S. andthe world.● Research and educational capabilities and resources made possible by internationally renowned, world classuniversities and institutes, including the University of Michigan, Michigan State University, Wayne State University andthe Van Andel Research Institute.Doing business in Michigan● Nurturing communities where foreign expatriates and immigrants from around the globe have thrived and prospered,as shown by our vibrant Chinese associations, including the Detroit Chinese Business Association and the ChineseAssociation of West Michigan.● Low cost of living and doing business.● Skilled workforce that now exceeds 5.4 million.We are excited that you are exploring business opportunities in the U.S., in general, and in Michigan, in particular. Thetime is right for you to consider the U.S. market. Analysts project that Chinese investors could own two-dozen of theFortune 500 companies in twenty years. The trends support this projection: Chinese acquisitions in the U.S. soared to$3 billion in 2005; Chinese investment in this country has been estimated to be in the $650 billion range as of the sameperiod, making Chinese investors the second-largest foreign holder of U.S. government securities. We are confidentthat more Chinese companies will be successful in this market.3

本指南是密西根州各大团体组织紧密合作、共同努力的结果。这些团体机构自发组成了一个非官方的 “ 密西根全球合作 ” 组织 , 为您充分展示密西根适于海外企业发展的良好环境。我们感谢 Warner Norcross & JuddLLP ( 华诺杰律师事务所 ) 和 Deloitte & Touche USA LLP ( 美国德勤 LLP) 为制作本指南提供的专业知识、指导和辛勤工作。总而言之 , 我们的 目 标就是通过各种可能的途径来帮助中国企业。我们希望有机会在密西根欢迎您 , 并祝您事业发达与成功 !. . . . . . . 密西根全球合作组织. . . . . . . Jill Plate. . . . . . . 主席经. . . . . . . Raymond DeWinkle. . . . . . . 副主席商在密西2007 年 8 月 23 日密西根州根4

This manual is a result of close cooperation among leading organizations in the state of Michigan, operating under theumbrella of an informal, voluntary association known as the Michigan Global Partnership—which showcases Michigan’s nurturing environment that foreign enterprises appreciate. We thank the law firm of Warner Norcross & Judd LLP andthe professional services organization of Deloitte & Touche USA LLP for their expertise, leadership and hard work inputting this manual together. Collectively, our goal is to help Chinese business enterprises in every way possible.We hope to have an opportunity to welcome you in Michigan and we wish you prosperity and success!. . . . . . . Michigan Global Partnership. . . . . . . Jill Plate. . . . . . . Chair. . . . . . . Ray DeWinkle. . . . . . . Vice ChairAugust 23, 2007State of MichiganDoing business in Michigan5

I. 密西根综述 *在美国之外 , 密西根最享有胜誉的是底特律 ( 又名 “ 汽车城 ”), 以及密州的国际知名大学 ( 如密西根大学和密西根州立大学 ), 和密州的全球知名品牌 ( 如通用汽车 , 福特 , 克莱斯勒 , 安利 , 家乐氏 , 惠而浦 , 陶氏化学公司 , 暇步士等 )。除了这些名字 , 密西根州还有更多可以提供给中国企业。以下是密西根的基本概况和信息。密西根州概况密西根州又被称为 “ 大湖州 ” 或是 “ 貂熊州 ” , 是美国第 1 0 大州 , 占地 5 8 , 1 1 0 平方英里 , 有 1 , 3 0 5 平方英里的内陆水域 , 3 8 , 5 7 5 平方英里的大湖水域和 3 , 2 8 8 英里长的湖岸线。它位于中西部地区 , 毗邻伊利诺州 , 芝加哥市就在密西根湖边 , 一桥之隔就是加拿大的温莎市。1 8 3 7 年 1 月 2 6 日 , 密西根成为美国第 2 6 个联邦州。州政府坐落于兰辛市 , 底特律和大溪地是密西根最大的两个城市和商业中心。根据 2 0 0 0 年人口普查数据 , 密西根有9,938,444 人 , 是美国人口第 8 大州。经商在密西经济指标2004 年密西根州内生产总值 ( 所有州内劳动力和资产所创造的商品和服务的增加值 ) 约为 3,728 亿美元 ,位列全美各州经济产出前十位。财富 500 强企业中 , 有 22 家企业总部设在密西根 , 使密州成为美国 50 个州中拥有财富 500 强企业数最多的前十名。根产业密西根的支柱产业包括汽车 , 塑料 , 家具 , 生命科学 , 农业 , 国防 , 替代能源和农业。在这些产业中 , 中国企业将有机会接触到业界的佼佼者、已经建立的供应链和具有行业特殊技能的劳动力。汽车密西根是北美汽车行业的中心。它是美国三大汽车制造商 ( 通用汽车 , 福特和克莱斯勒 ) 的总部所在地 , 也是北美 1 5 0 家顶级供应商 ( 包括德尔福 , 李尔 , 伟士通 , 博格华纳 ) 中三分之二供应商的总部所在地。每年 , 密西根投入 100 多亿美元用于汽车相关研发 , 多于其它 49 个州和加拿大、墨西哥的总和。作为美国汽车相关研发第一大州 , 密西根设有 3 3 0 多家汽车技术中心 , 代表了全球最具创新精神的汽车制造商们。最近在密西根又新增了新特斯拉汽车技术中心 , 新现代技术中心和尼桑设计工作室。塑料塑料行业影响着我们生活的方方面面 —— 从汽车工业到大型跨国公司 , 如世界最大的包装企业之一 Huhtamaki 公司就位于密西根中部 , 他们在这里把食品容器加热成型。在美国 , 密西根在就业方面全国排名第 4, 塑料运输排名第 5,2005 年达到 212 亿美元。* 本章内容由密西根经济发展公司提供6

I. Michigan Overview *Outside the United States, Michigan is best known for Detroit (otherwise known as the Motor City), its internationallyknown universities (such as the University of Michigan and Michigan State University), and its global brands (such asGeneral Motors, Ford, Chrysler, Amway, Kellogg, Whirlpool or Hush Puppies, to name a few). Beyond universitiesand brand names, however, the state of Michigan has a lot more to offer to Chinese business enterprises. Here are somebasic facts and information about Michigan.Michigan FactsNicknamed the Great Lakes State or the Wolverine State, Michigan is the 10th largeststate of the United States, with 58,110 square miles of land, 38,575 square miles ofGreat Lakes water area and 3,288 miles of Great Lakes shoreline. It is located in theMidwest, just separated from the state of Illinois and the city of Chicago by LakeMichigan and a bridge away from Windsor, Canada.The seat of the state government is in Lansing, and its two largest cities andcenters of business are Detroit and Grand Rapids. According to the 2000Census, Michigan has a population of 9,938,444, which makes it the 8thmost populous state in the U.S.Economic IndicatorsMichigan's Gross State Product (value added in production of goods and services by labor and property located in the state) for 2004,estimated at $372.8 billion, made Michigan among the nation's top 10 states in economic output. With 22 Fortune 500 companiesheadquartered in Michigan, the state ranks in the top 10 among 50 U.S. states with the most Fortune 500 companies.IndustriesMichigan’s key industries include automotive, plastics, furniture, life sciences, agriculture, home defense, alternativeenergy and agriculture. These industries would give Chinese companies ready access to industry players, an establishedsupply chain and a labor force with industry-specific skills.Doing business in MichiganAutomotive. Michigan is the center of the North American automotive industry. It is home to the three American automakers(GM, Ford and Chrysler) and nearly two-thirds of the 150 top suppliers to North America (including Delphi, Lear, Visteonand BorgWarner). Each year, more than $10 billion is spent on automotive-related R&D in Michigan—more than 49 states,Canada and Mexico combined. As the country’s No. 1 state for auto-related research and development, Michigan is home tomore than 330 autotech centers representing the world’s most innovative automakers. Recent expansions in Michigan includea new Tesla Motors technical center, a new Hyundai technical center and a Nissan design studio.Plastics. The plastics industry impacts our lives in many ways—from the automotive industry to large global companies such asHuhtamaki, one of the world’s largest packaging companies, located in central Michigan, where food containers are thermoformed.In the U.S., Michigan ranks 4th with respect to employment and 5th for plastics shipments, which amounted to $21.2 billion in 2005.* The Michigan Economic Development Corp. has contributed to this section.7

家具 . 大溪地市传统上被公认为美国家具之都。多年来 , 大溪地都会区就是盛产办公家具的 “ 家具之都 ”, 这里汇聚了全国领先办公家具制造商的总部 , 如斯迪凯思 , 赫曼米勒和海沃氏。2004 年 , 这三家办公家具业的巨头所生产的产品年产值约为 90 亿美元生命科学 . 密西根是国内领先的生命科学产业发展最迅速的州之一。它的增长速度超过了美国平均水平 , 就业增加 72%, 企业数增加 32%, 销售增加 165%。如今 , 密西根有 500 多家生命科学公司 , 雇员人数超过31,000 人。农业 . 尽管市区在向农村扩张 , 密西根仍然保有约 53,000 座农庄 , 占地 1010 万英亩。现在 , 密西根的干黑豆 , 蓝莓 , 腌黄瓜 , 鲜花挂篮 , 凤仙花和天竺葵的产量均居美国第 1 位。除了豆类和小麦 , 主要农作物还有燕麦 , 干草 , 玉米 , 黑麦 , 土豆 , 大豆和甜菜。密州也是苹果 , 梅子 , 葡萄 , 胡萝卜 , 甜樱桃 , 菜市场蔬菜和加工蔬菜的主要供应地 , 同时也是薄荷的长期供应地。2004 年 , 密西根牛奶产量列全国第 8 位 , 占全美牛奶产量的 3.7%。2005 年密西根的家畜总量为 100 万头牛 ,8.3 万头绵羊和羊羔 , 以及 96 万头猪。2005 年 , 密州出产羊毛 48 万磅。2004 年 , 密西根蛋类、火鸡和其他鸡类等家禽类产值达 1.64 亿美元。替代能源 . 密西根在开发替代能源方面保持着领先地位 , 以减少对进口燃料的依赖 , 例如燃料电池 , 生物燃料 , 先进电池 , 混合动力车 , 光电能和风力涡轮机。密西根的农产品 , 如用来生产生物柴油的大豆 , 为替代能源的飞速发展做出了巨大贡献。最近 , 密西根又新增了 11 家乙醇和生物柴油燃料生产厂。经商国土安全 . 密西根有很多企业和基地致力于开发完善保护国土安全的技术和资源。例如密西根兰辛市的Emergent BioSolutions 公司是唯一通过美国食品药品管理局 FDA 认证的炭疽疫苗生产厂。美军最大的武器系统研发中心之一也建于密西根的沃伦市。在密西根生活和经商成本密西根的公司和居民都能轻松承担在这里的生活费用。据 2006 年住房指数显示 , 密西根的房价比美国很多高科技和工业化地区相对低廉 : 底特律 , 9 . 5 万美元 ; 波士顿 , 3 5 . 5 万美元 ; 华盛顿特区 4 2 万美元 ; 加利福尼亚州圣何塞 ,65.5 万美元。底特律消费价格指数 (CPI, 是对产品和服务价格水平的统计估量 ) 涵盖了底特律都市区和州半数人口 , 历史上一直低于全美平均水平。战略位置和物流密西根位于美国中部的战略性位置。伊利诺州的芝加哥和加拿大的多伦多都离底特律仅几小时车程。州际公路 I - 7 5 直通密西根与南佛罗里达之间的主要工业中心 ( 包括克莱斯勒 , 福特和通用等汽车 O E M 制造商的工厂 , 及众多国外汽车 OEM 制造商在美国的工厂和他们的供应商 )。州际公路 I-94 从底特律与加拿大温莎市接壤的东部边境开始 , 通向美国西海岸。密西根的高速公路系统中有 3 座汽车桥和 1 条汽车隧道连通加拿大。密州的交通快捷便利 , 有 19 个机场 , 发达的铁路网和许多途经圣劳伦斯航道通往大西洋的航线。新近扩建的现代化的底特律都会机场是美国最新的国际机场 , 每天有航班直飞 130 多个 目 的地和 15 个国家。8

Furniture. Grand Rapids has been traditionally known as the Furniture Capital of America. Through the years, theMetro Grand Rapids region has been considered the capital of office furniture manufacturing, with office furnituremanufacturers Steelcase, Herman Miller and Haworth headquartered there. As of 2004, the “Big 3” of the officefurniture industry had produced products worth approximately $9 billion annually.Life Sciences. Michigan leads the nation as one of the fastest growing life sciences states. Its growth has exceeded theU.S. average, rising 72% in employment, 32% in number of companies and 165% in sales. To date, Michigan is home tomore than 500 life sciences companies that employ more than 31,000 people.Agriculture. In spite of urban expansion into farmlands, Michigan has maintained about 53,000 farms withapproximately 10.1 million acres. To date, Michigan ranks first nationally in the production of dry black beans,blueberries, pickling cucumbers, flowering hanging baskets, impatiens and geraniums. In addition to beans and wheat,principal field crops are oats, hay, corn, rye, potatoes, soybeans and sugar beets. The state is also a major producer offresh-market and processing vegetables, and it long has been a major supplier of spearmint. In 2004, Michigan ranked8th nationally in milk production, with 3.7 percent of U.S. production. Livestock in Michigan in 2005 totaled 1 millioncattle, 83,000 sheep and lambs, and 960,000 swine. In 2005, the state's sheep yielded 480,000 pounds of wool. In 2004,the value of poultry production from eggs, turkeys and other chickens was $164 million.Alternative Energy. The state is leading the way in developing alternative fuel energy sources that will reduce dependenceon foreign fuel, such as fuel cells, biofuels, advanced batteries, hybrid vehicles, photovoltaics and wind turbines. Michigan’s agricultural products, like the soybeans used to create biodiesel, are contributing greatly to a growth spurt in the alternativeenergy sector. Recently, 11 ethanol and biodiesel fuel manufacturing companies chose to locate in Michigan.Homeland Security. Michigan is home to companies and organizations working to develop and refine technology andresources for protecting the homeland. For example, Emergent BioSolutions in Lansing is the maker of the only FDAapprovedanthrax vaccine. One of the Army’s largest weapon systems R&D centers is located in Warren.Cost of Living and Doing BusinessCompanies and residents find the cost of living and doing business to be very affordable. Home prices, as reported bythe Housing Index for 2006, compare favorably with high-tech and industrialized regions around the nation: Detroit,$95,000; Boston, $355,000; Washington, D.C., $420,000; San Jose, California, $655,000. The Consumer Price Index (astatistical estimate of the level of prices of goods and services) covering the Metro Detroit region and about 50% of thestate’s population has historically been below the national average.Doing business in MichiganStrategic Location and LogisticsMichigan is strategically located in the central United States. Both Chicago, Illinois and Toronto, Canada are onlya few hours by car from Detroit. Interstate Highway I-75 connects Michigan’s businesses to major industrialcenters between Michigan and southern Florida (including manufacturing facilities of automotive OEMs such asChrysler, Ford and GM, and the U.S. manufacturing facilities of many foreign OEMs operating in the U.S. andtheir suppliers). Interstate Highway I-94 starts at Detroit’s east border with Windsor, Canada, and runs all theway to the West Coast of the United States. Michigan’s highway system is connected to Canada by three vehiclebridges and one vehicle tunnel.The state has numerous efficient and convenient connections, with 19 airports, an extensive rail network and navigationalconnections to the Atlantic Ocean through the St. Lawrence Seaway. The recently expanded and modernized Detroit MetroAirport is the nation’s newest international terminal, offering daily nonstop flights to more than 130 destinations and 15countries.9

有了多种交通网络 , 密西根各行各业能享受到世界一流的仓储和物流服务。强大的劳动力密西根的劳动力人数现已超过 540 万 , 比其他 31 个州的人口数还要多。密州以拥有大量高学历和经验丰富的工程师而自豪 , 这归因于汽车和卫生保健行业大规模雇员导致人力市场欣欣向荣 , 同时 , 密州有世界一流的高等院校和技术培训学校为社会不断输送工程师和其他熟练的贸易从业人员。密西根有 6 . 5 万名汽车研发专业人才 , 并且熟练的、受过良好教育的劳动力在国内高科技就业排名中名列第 4。高等教育密西根有 15 所公立大学 ,51 所自主招生的大学、学院和 29 所社区学院 , 从这里培养出了一批批美国最合格的毕业生。密西根每年工程学毕业生人数在美国排第 4 名。除了提供顶级工程学课程 , 密西根的教育机构 , 如密西根大学和密西根州立大学还以提供一流的法律、商业、农业、医药和其他科学领域的课程闻名于世。经商在密西根对非美国企业的欢迎氛围. .在密西根落户的跨国企业的数量巩固了密州经济的成熟性和国际性。州内有 3 , 7 6 0个来自 40 个国家、涵盖了所有行业和服务的跨国公司分部、分公司和子公司。特别是来自中国的移民 , 在密西根保持着中国传统文化和习俗的社区里安居乐业。华人社团在各自的社区里非常活跃。丰富的资源密西根被美国四个最大的淡水湖环绕 ( 也被称为大湖区 ), 其湖岸线比美国整个东海岸更长 , 公共湖滩比夏威夷更多。置身于密西根 , 6 英里之内就能找到湖泊溪流 , 不出 8 5 英里即可抵达大湖区。大湖区的淡水资源分别占美国的 90% 和世界的 20%。生活方式对于需要常驻美国的中国企业管理负责人来说 , 密西根是一个无与伦比的生活和家居的好地方。这里有消费不高的中型城市 , 提供廉价的住房 , 较短的通勤路程和高质量的学校。此外 , 密西根被公认为中西部地区首屈一指的户外度假胜地 , 这里四季分明 , 有许多户外活动和 99 座州立公园。奥克兰郡是美国第四富郡 , 许多国际著名品牌 , 如萨克斯第五大道 , 妮梦玛珂丝 , 蒂芬尼 , 古驰 , 卡迪亚 , 克拉特 · 巴雷尔 , 诺德斯特龙和迪斯尼商店都在密西根。10

With the various networks of transportation channels, Michigan’s industries are served by state-of-the-art warehousingand logistics service providers.Strong Labor ForceMichigan’s labor force now exceeds 5.4 million, more than the population of 31 other states. The state boastsan abundance of highly educated and experienced engineers due to a robust labor market driven by large-scaleemployers in the automotive and healthcare industries, and a constant supply of engineers and other skilledtradespersons. There are more than 65,000 automotive research and development professionals in Michigan, andthe skilled, educated workforce ranks 4th nationally for high-tech employment.Higher EducationMichigan has 15 public universities, 51 independent universities and colleges, and 29 community colleges that produce someof the most qualified graduates in the U.S. Michigan is 4th in the nation for the number of engineering graduates per year.Beyond offering top engineering programs, Michigan’s educational institutions, such as the University of Michigan andMichigan State University, are known worldwide for programs in law, business, agriculture, medicine and other sciences.Welcoming Climate for Non-U.S. BusinessThe number of international firms with operations in Michigan confirms the maturity and international strength of the state’seconomy. There are 3,760 divisions, affiliates and subsidiaries in the state representing 40 countries and encompassing all industryand service sectors. In particular, immigrants from China enjoy a healthy communitylife in Michigan where Chinese tradition and heritage is appreciated and preserved.Chinese associations are active participants in their respective communities.Abundant ResourcesSituated amid four of the largest lakes in the U.S. (also known as the GreatLakes), Michigan has more coastline than the entire East Coast of the UnitedStates and more public beaches than Hawaii. A body of water is not more than6 miles away and a Great Lake is never more than 85 miles away. The GreatLakes comprise 90% and 20% of the U.S. and world’s fresh water resources,respectively.Doing business in MichiganLifestyleFor Chinese business executives whose responsibilities require an extendedstay in the U.S., Michigan is unsurpassed as a place in which to live and raisea family. Michigan has affordable mid-sized cities that offer low housingcosts, short work commutes and quality schools. Moreover, Michigan isrecognized as the Midwest’s premier outdoor vacation destination with fourrecreational seasons, plenty of outdoor activities and 99 state parks. WithOakland County being the nation’s fourth wealthiest county, famous brandnames, like Saks Fifth Avenue, Neiman Marcus, Tiffany, Gucci, Cartier, Crateand Barrel, Nordstrom and the Disney Store, are in Michigan.11

旅游密西根各地的博物馆展示着汽车工业历史和国家历史 : 位于大溪地的杰拉德 · 福特总统博物馆 , 迪尔伯恩的绿野村和亨利 · 福特博物馆 , 以及奥本希尔斯的沃尔特 · 克莱斯勒博物馆只是其中几个例子。在密西根北部 , 麦基诺桥 ( 也被称为 Mighty Mac) 是一个工程奇迹 , 其设计能经受住大湖区最强劲的风。麦基诺岛位于麦基诺海峡的最东端 , 展现了世纪之交美国中西部生活方式 ; 整个岛已经被列为国家历史性地标 , 并因岛上禁止汽车而闻名于世。就像在世界上任何国家一样 , 地点决定了您的成功。请您考虑密西根州。这里有许多可提供给您。经商在密西根12

TourismThroughout Michigan, museums showcase the history of the automotive industry and the country: the Gerald R.Ford Presidential Museum in Grand Rapids, Greenfield Village and the Henry Ford Museum in Dearborn, andthe Walter P. Chrysler Museum in Auburn Hills are just a few examples. In Northern Michigan, the MackinacBridge (otherwise known as the Mighty Mac) is an engineering wonder, designed to withstand the strong winds ofthe Great Lakes. Mackinac Island, on the eastern end of the Straits of Mackinac, offers a glimpse of Midwesternlifestyle at the turn of the century; the entire island is listed as a national historic landmark and is well known forits ban on automobiles on the island.As in any country in the world, location can determine your success. Please consider Michigan. It has a lot to offer.Doing business in Michigan13

II. 在美国经商 *在开拓美国市场的过程中 , 中国企业将面临法律和商业问题 , 以及专门对这个市场的种种考虑。以下是对中国公司在进入该市场时必须考虑的各个方面所作的简要讨论。外国投资最低规定美国与来自其他国家 , 如中国 , 之间的海外投资和战略联盟毫无例外都受到联邦政府、州政府和地方政府限制规定的约束。与之形成对比 , 在其他一些国家里行政指导成了惯例 , 政府机构在批准外国直接投资之前要审批、商议或审查细节。虽然有一些规定 , 在美国强调要自觉守法 , 并且对于不守法的惩罚是严厉的。因此 ,投资美国的中国公司应该熟知适用的联邦、州和地方政府的各项法规 , 以及公司所在地基本的政府行政部门。美国政府和密西根州政府各自有三大分支 : 行政 , 立法和司法。一般而言 , 美国政府关注州际事务和外国商务 , 而密西根州更关注即刻影响本州的事务 , 以及公民的私人合同和财产权。美国宪法赋予 50 个州各自很大的权力。经商在密投资美国的中国公司会发现他们天天都要和联邦政府打交道 , 比如支付联邦所得税 , 商业移民 , 进出口控制事务 , 并要求外国投资者向经济分析局汇报。在密西根 , 中国公司与州政府打交道的事务包含成立公司、商议投资激励政策 , 支付州所得税和财产税 , 以及日常的运营问题 , 例如人力资源方面的事务 , 以及遵守环保法规等。此外 , 还有地方事务 , 如地区规划要求和必须到郡及其他地方政府登记的某些经营执照。在密西根 , 公司运营所需要的许多许可证和执照在公共网站上都有详述 , 如密西根官方经济开发网站(www.michigan.org)。外国投资者通常会聘请私人顾问 , 如注册会计师 , 律师事务所 , 人力资源专业人员和各种商业顾问来协助自己遵纪守法。西根外国投资法规将于 2007 年 10 月 24 日生效的 “ 外国投资和国家安全法 ”(FINSA) 及 1988 年 “ 埃克森 - 佛罗里奥法 ” (Exon-Florio Act) 都适用于国外投资。如果外国人在美国的投资及收购项 目 受到质疑 , 这两部法律都可以要求对该项 目进行国家安全审核。在少数情况下 , 总统可以有权阻止或放宽某些对美国公司或资产进行的投资或收购行为。根据美国商务部经济分析局要求 , 某些外国投资人完成在美初步投资或建立一个新实体之后的短时间内须填写并递交初步投资调查表。此后每年这些国外投资人都需要递交年度调查表。调查表填写非常简单且保密。* 本章由华诺杰律师事务所和美国德勤 LLP 编撰14

II. Doing Business in the U.S *In exploring the U.S. market, Chinese business enterprises will face legal and business issues and considerations that are specific tothis market. Below is a brief discussion of some of the factors that a Chinese company should consider when entering this market.Minimal Regulation of Foreign InvestmentWith few exceptions, foreign investment and strategic alliances between U.S. and companies from other countries, such asChina, are subject to limited regulation by federal, state and local governments. This can be contrasted with the situation inother countries where administrative guidance is customary and government agencies approve, consult or review details inadvance of permitting foreign direct investment. Although there are a few regulations, voluntary compliance with the ruleof law is emphasized and penalties for noncompliance can be severe. Accordingly, Chinese companies investing in the U.S.should become generally acquainted with applicable laws and regulations of the federal, state and municipal governments, aswell as the basic administration of government in the locale in which they will operate.The U.S. government and the state of Michigan each have three branches: executive, legislative and judicial. Generallyspeaking, the U.S. government is concerned with matters of interstate and foreign commerce, while the state ofMichigan is more concerned with matters immediately affecting the state itself and the private contractual and propertyrights of its citizens. The U.S. Constitution leaves a great deal of authority to the 50 individual states.Chinese companies investing in the U.S. will find that their interactions with the federal government on a day-to-daybasis will generally consist of matters such as the payment of federal income taxes, business immigration, import/exportcontrol matters and required foreign investor reporting to the Bureau of Economic Analysis. In Michigan, Chinesecompanies will deal with the state government on matters such as incorporation, discussions of investment incentives,and payment of state income and property taxes, as well as day-to-day operational issues such as human resourcesrelatedmatters and environmental compliance. In addition, local matters such as zoning requirements and certainbusiness licenses must be addressed with the county and other municipal governments.Many of the permits and licenses required for the operation of a business in Michigan are discussed on publicly operatedWeb sites, such as Michigan’s official economic development Web site (www.michigan.org). Private consultants suchas certified public accountants, law firms, human resources professionals and various business consultants are usuallyretained by foreign investors to assist with compliance.Doing business in MichiganRegulation of Foreign InvestmentThe Foreign Investment and National Security Act of 2007 (FINSA) which will become effective on Oct. 24, 2007, andthe 1988 Exon-Florio Act may apply to foreign investments. These two laws may require national security review forproposed investments or acquisitions by foreign persons in the U.S. and in limited cases the President may be enabled toblock or unwind certain investments or acquisitions of U.S. companies or assets.The U.S. Department of Commerce’s Bureau of Economic Analysis requires certain foreign investors to complete andfile initial investment survey forms within a short period after completing an initial investment in or establishing a newentity in the U.S. Subsequent filings of annual surveys also are required of certain foreign investors. The survey formsare very simple to complete and are kept confidential.* This chapter authored by Warner Norcross & Judd LLP ( 华诺杰律师事务所 ) and Deloitte & Touche USA LLP ( 美国德勤 LLP).15

选址和激励政策工厂设施 / 房地产在美国 , 企业决定在何处运营要综合考虑各种要素 :经商成本、可用人力资源、接近供应链、接近重要的商业关系、生活质量和州政府提供的激励政策。大多数情况企业 , 包括外资企业 , 可通过购买或租赁房地产来获得其使用权。外国公司既可以直接购得房产 , 也可以通过美国子公司或分公司来获取。下 , 最终的选择取决于各种多样的、特定内容的情况 , 比如行业和市场需求。对基于特定要求的决策 , 州和地方政府会提供相关信息和指导。当一家公司购得土地 , 必须写下购买土地的书面合同。所有权通过书面契约的递交而转移 , 最好记入郡土地记 录 。产权保证保险通常可以保护土地密西根州对选择迁址到此的公司提供广泛的激励政策 , 包括对特定行业和项 目 的特别基金 , 税收抵免和优惠。想要了解激励政策组合的信息 , 请联系密西根经济发展公司。购买人避免因所有权转移过程中的缺陷、特定未披露的使用限制和第三方索赔等问题遭受损失。如果是通过融资来购买房地产 , 贷方通常会在土地记 录里记入抵押情况。房地产经纪人、产权保险公司和律师一般都会参与协助交易。对投资美国的外国公司拥有房地产产权一般没经商在密西根有特殊规定。但是 , 外国投资者可能被要求提交某种报告。此外 , 对外国公司和某分支机构之间交易所产生的收益的转移和处置可能须遵从 1 9 8 0 年外国投资房地产税法案中的特别扣缴要求。至于房地产的使用 , 必须在购买或租赁房地产之前确认其使用限制。地点开发服务部密西根办事处会协助推进公司选址的进程。值得注意的是 , 象税收抵免这样的激励政策也适用于在特殊地点设立公司或机构的投资者。例如 , 密西根在复兴区、 H U B 区及褐田地区提供了多种多样的激励政策。褐田地区包括需要进行环境清洁和再开发的土地 , 或用其它特殊方法以满足土地使用、扩大使用或再开发的需要。16

Site Selection and IncentivesIn the United States, businesses decide where to locate their operations based on a combination offactors, such as: cost of doing business; availability of human resources; access to a supply chain;proximity to important business relationships; quality of life; and incentives provided by the state. Inmost cases, the final choice is driven by a variety of multiple, context-specific circumstances, such asindustry and market needs. For decisions based on specific requirements, state and local governmentsmay provide relevant information and guidance.Michigan offers a wide range of incentives for businesses choosing to relocate here, including special funding forspecific industries and projects, tax credits and incentives. For information on incentive packages, contact the MichiganEconomic Development Corp.Facilities/Real EstateBusiness enterprises, including foreign-owned businesses, can acquire the right to use real estate via theacquisition or lease of property. Foreign business enterprises may acquire real property either directly or throughU.S. subsidiaries or affiliates.When a company acquires property, the contract for the purchase of land must be in writing. Ownershipis transferred by delivery of a written deed, which is perfected by recordation in the county land records.Acquisitions are typically covered by title insurance, which protects against defects in the transfer of ownershipand certain undisclosed limitations on use and third-party claims. If the purchase of real estate is financed, thelender will typically record a mortgage in the land records. Brokers, title insurers and lawyers are often engaged tofacilitate transactions.Ownership of real estate by foreign companies investing in the U.S. is generally not specially regulated.However, foreign investors may be subject to certain reporting requirements. Furthermore, the transferor disposition of proceeds arising from transactions by foreign companies and certain affiliates may besubject to special withholding requirements under the Foreign Investment in Real Property Tax Act of1980.Doing business in MichiganAs to the use of property, use restrictions should be confirmed prior to the purchase or lease of realestate. The state facilitates the process of choosing an office location through the Michigan Office of SiteDevelopment Services.Notably, incentives such as credits or tax incentives may be available for investors to set up businessoperations in special locations. For example, Michigan offers a variety of incentives in locations suchas Renaissance Zones, HUB-Zones, and brownfield sites. Brownfield sites include locations for whichenvironmental cleanup, redevelopment or other special measures may be necessary for use, expansion of useor redevelopment.17

入境所有去美国的中国公民都必须持有签证。美国会签发各种类型的签证给中国公民。根据赴美 目 的不同 , 申请程序和要求相应也有区别。中国公民在美国期间只能从事签证申请时所申请的、签证签发时所允许的活动。旅游或商务会议签证仅仅是去美国旅游或参加商务会议的人可以在相应的美国驻华领事馆申请 B 签证。B-1 签证针对商务访问 , 可以用于参加商务会议 , 以及科学、教育、专业或商务大型会议。申请人必须明确表明其只为短期商务会议而暂时进入美国的意图 , 提交其能负担去美国和在美国期间之费用的财力证明 , 同时须证明其与祖国之间有强烈的社会、经济和其他关系以确保其在暂时合法逗留之后回国。经商在密西根工作签证中国公民希望在美从事任何工作 , 即便是非常短的时间 , 也必须先向美国国土安全部提出申请并得到 “ 批准通知 ”(“approval notice”)。在进入美国之前 , 申请人必须和其他签证申请文件一起 , 将该批准通知提交给相关美国驻华领事馆 , 并得到允许工作的签证。L 签证如果中国公民要为中国公司在美国的子公司提供服务 , 需要获得 L 签证。L-1A 签证要求中国公民被中国的母公司聘请为执行官或高级经理至少一年 , 并且去美国也是担当类似的职务。L-1B 签证同样要求申请人在中国的关联公司服务一年以上 , 且要求其对公司的产品有非常高的且在美国无法获得的专业知识或经验。寻求在美国投资的中国公民通常需要符合 L 签证的要求 , 成为美国下属公司的经理或执行官 , 这对一家刚开业的公司来说很难。18

ImmigrationAll Chinese nationals coming to the U.S. must have a visa. The U.S. issues various types of visas to Chinese nationals.The application process and requirements vary depending on the purpose of the visit to the U.S. While in the U.S.,Chinese nationals may engage only in the activities for which the visa was issued, as described in the visa application.Visas for Tourism or Business Meetings. Visitors, who are coming to the U.S. solely as tourists, or to attend businessmeetings, may apply for a B visa at the U.S. consulate in China which has jurisdiction over their place of residence.The B-1 visa, for business visitors, may be used to attend business meetings, and scientific, educational, professional orbusiness conventions. Applicantsmust demonstrate an intentionto enter the U.S. temporarilyand solely for the purpose ofshort-term business meetings,provide evidence of financialability to cover travel expensesto and during their stay in theU.S., and prove strong social,economic and other ties in theirhome country that will compelthe applicant's return after atemporary and lawful visit.Employment Visas.Chinese nationals whowish to engage in any typeof employment, even for avery short time, must firstfile a petition with the U.S.Department of HomelandSecurity and obtain a documentcalled an “approval notice.”Before entering the U.S.,the applicant must submitthis approval notice to theappropriate U.S. consulate in China, along with the other visa application papers, and obtain a visa whichauthorizes employment.Doing business in MichiganL Visas. If the Chinese national will be providing any type of services to a subsidiary established in the U.S., an Lvisa should be obtained. The L-1A visa requires that the Chinese national has been employed by the Chinese parentcompany, as an executive or senior manager, for at least one year, and be coming to the U.S. to act in a similar capacity.The L-1B visa similarly requires employment for at least one year with the Chinese affiliate, and also requires that theapplicant have highly specialized knowledge or expertise concerning the company’s products which is not available inthe U.S. A Chinese national seeking to invest in the U.S. would normally have to meet the conditions for an L visa to bea manager or executive of the U.S. subsidiary; this may be difficult for a start-up company.19

H 签证每年都会有一小部分 H-1B 签证签发给在某些领域具有特殊才能并受雇于该行业 , 同时拥有学士以上学历的外国公民。H 签证的申请只在每年很短的一段时间内受理 , 在某些年份 , 这个时间甚至只有几天。打算从中国通过 L 签证计划派员工赴美的中国公司最好提前六个月 , 就时间、要求以及合适员工的选择等方面咨询律师。H 或 L 签证所需时间 , 根据个人情况不同 , 从申请之日计算 , 需 3 个月到 12 个月不等。对签证申请人的法律协助虽然没有要求必须由律师代为递交签证申请 , 商务和公司签证申请普遍由律师事务所准备和递交 , 因为申请程序复杂 , 而与相关政府机构长期打交道的移民专家对此有着丰富的经验。在递交程序中的错误可能会导致批准严重滞后甚至被拒签。劳动力和就业中国投资者面临的第一项挑战往往是招募本地雇员。除非已经与本地未来的雇员已经建立了关系 , 投资者一般都会咨询人力招聘机构 , 这些机构通常要收取费用来筛选、安排面试和协商未来雇员的工作安排。对于特定职位 , 公司可能雇用外包员工或人力派遣服务来应付临时任务。对于刚刚起步、在人力资源方面有不稳定需求的公司来说 , 可雇用临时工。但是一段时间后人力公司可能会允许公司长期雇用临时雇员 , 并直接收取费用。经商在密西根从法律观点来看 , 美国劳动力市场在很多重要方面与其他市场不同。首先 , 雇佣一般都是 “ 随意的 ”, 即雇主或雇员都可能随时终止工作安排 , 无论有没有理由、或是否通知对方。例外情况包括 : 合同规定了终止雇佣的理由 ; 反歧视法中规定了雇佣前行为和禁止因为种族、出生地所在国、性别、婚姻状况及偏好等原因终止雇佣关系。其次 , 大多数美国公司雇员比其他国家的雇员在更大程度上依靠雇用收入和与工作相关的福利 , 如卫生保健和辅助退休金。政府部门只对那些非劳动人员 , 如失业者 , 提供收入保障和保健福利。但是 , 法律规定了员工福利和工作条件。虽然薪资水平由市场决定 , 但是有联邦最低工资标准 , 某些州和市也可能有自己的、高于联邦标准的最低工资线。相关劳动法 , 如 “ 公平劳动标准法案 ” ( F a i r L a b o rStandards Act), 也规定了加班工资、禁止童工、要求男女同工同酬等。还有一些强制性福利 , 如社会保险和医疗保障制度。有些雇主给公司高级管理员工提供额外的福利。额外福利可包括医院和医疗保险、人寿保险、伤残保险、带薪休假和养老金计划。执行官常参与利润分享和股票期权计划 , 当然这必须符合适用的法律。关于劳工与管理层的关系 ,“ 国家劳工关系法 ”(National Labor Relations Act) 保障了组建工会的权利并且禁止雇主控制工会。如果多数员工同意 , 工会将成为员工的正式代表参与雇用条件谈判。在美国近年来 , 无论从占员工总数的百分比还是绝对数字方面 , 工会制度均呈衰落趋势。在密西根 , 尽管在某些行业里工会声誉很好 , 也才只有 10% 的非政府雇员参加了工会。20

H Visas. A small number of H-1B visas are available each year for foreign nationals with a bachelor’s degree in aspecialized area of expertise who will be employed in that area. Application for H visas may be accepted only during ashort time period each year, which in some years may be no more than a few days long.Chinese companies who anticipate sending employees from China to the U.S. under the L visa program should considerconsulting with an attorney at least six months in advance regarding timing, requirements, and the appropriateness ofthe particular employee as an applicant. The lead time for an H or L visa, depending on individual circumstances, is 3 to12 months from the date of application for the approval notice.Legal Assistance for Visa Applicants. Although it is not required that visa applications be submitted by lawyers, business andcorporate visa applications are typically prepared and submitted by law firms due to the complexity of the application processand the experience that immigration specialists have in working with the relevant governmental authorities. Mistakes in thefiling process may significantly delay an approval or even result in the rejection of applications.Labor and EmploymentThe initial recruitment of local employees is among the first challenges a Chinese investor faces. Unless there areexisting relationships with local prospective employees, investors will commonly consult with recruiting agencies, whichtypically charge a fee for screening, arranging interviews and negotiating the placement of prospective employees. Forcertain positions, companies may use outsourced employees or staffing services for temporary assignments. Temporarystaffing is available for start-up companies that have uncertain human resources needs, but after a certain period of timethe staffing company may permit the company to hire the temporary employees permanently and directly for a fee.From a legal perspective, the U.S. labor market differs in several important ways from other markets. First, employment is generally “atwill,” which means that either the employer or employee may terminate the work arrangement with or without cause and with or withoutnotice. Exceptions to this general rule include: contractual stipulations which may provide for termination grounds; and anti-discriminatorylaws which regulate pre-employment activities and prohibit termination based on race, national origin, sex, maternal status and the like.Second, most U.S. employees rely to a much greater extent than their overseas counterparts on income fromemployment and work-linked benefits in areas like healthcare and supplementary pension savings. Government agenciesprovide income and health benefits only to those who are outside of the labor force, such as the unemployed.Doing business in MichiganHowever, employee benefits and working conditions are subject to regulations. While wages are often dictated bymarket forces, there is a federal minimum wage and a higher minimum wage may be required in some states and cities.Labor laws, such as the Fair Labor Standards Act, also regulate overtime pay, prohibit child labor and require equal payfor equal work regardless of gender. There are also mandatory benefits such as Social Security and Medicare.Certain employers provide fringe benefits to employees. Fringe benefits can include hospital and medical insurance,life insurance, disability insurance, paid leave and pension plans. Executives often participate in profit sharing and shareoption plans, which must comply with applicable laws if made available to employees.As to labor-management relations, the National Labor Relations Act guarantees the right to form unions and prohibits employersfrom dominating unions. If the majority of workers approve, the union is certified and becomes the official representative ofemployees for purposes of negotiating terms and conditions of employment. Union membership in the U.S. has been decliningfor years, both as a percentage of the work force and in absolute numbers. In Michigan, despite the reputation of unions in certainindustries, only 10% of non-government employees are unionized.21

在密西根的财务运作通常来说 , 新的生意需要资本投入 , 包括现金注资或投入设备、机器和技术。在外国投资中 , 中国的母公司可以投入资金 , 也可以通过公司间贷款拆借运营资金给美国子公司 , 美国子公司可以每月或每年偿还资本和相应利息给中国的母公司。对那些需要借款融资的公司 , 密西根有众多的州立、地区和国家银行及借贷公司。他们中多数都有会说中文的管理员工能够向中国客户解释可以获得的资金和条件。美国银行或许会要求中国的母公司为他们新设立的美国子公司提供银行贷款担保。因为很多在密西根运营的银行与中国的银行都有联系 , 需要借款融资的中国公司应向其中国的主要服务银行咨询该行与密西根银行是否有关系。通过一家信誉良好的中国银行介绍 , 是公司与密西根银行建立新关系的捷径。除了自有资本和银行贷款之外 , 中国公司可以考虑部分向美国当地投资者融资开办美国业务。比如 , 有的公司会和密西根州的公司建立一家合资公司 , 密西根公司可以分担开办资金或者帮助担保银行融资。风险投资者也有可能以交换股权的方式提供资金。有时合资公司合伙人和风险投资者是隐名投资人 (silent investors),他们通常会要求知情权以及一定程度上的控制。因此 , 引入第三方股权融资之前 , 中国公司必须仔细考虑由此带来的潜在的控制权丧失 , 并且要考虑与第三方可能带给公司的利益相比 , 这种控制权的丧失是否合算。密西根经济发展公司可以就中国公司在密西根开办业务可能获得的社会资金支持提供进一步的详细信息。经商在买卖产品 / 服务密西根通常来说 , 买卖双方的交易条件由当事人之间私下协商或协议而定。除了特殊原料和货物的销售以及特殊的专业服务之外 , 在美国做生意基本上没有什么特别的规定。密西根州的 “ 统一商业法典 ”(Uniform Commercial Code) 适用于密西根州内的货物销售。“ 联合国国际货物买卖公约 ”(The United Nations Convention on Contracts for the International Sale of Goods) 也可以适用于一些货物的国际销售 , 这取决于当事人在合同里的选择。服务合同通常由密西根普通法管辖 , 密西根普通法是在法院判决基础上建立起来的。美国合同与中国公司在本国用的合同可能不同 , 美国合同更加详细。比如 , 除了详细说明交易条款之外 ,美国合同通常都会强调其它事项 , 如终止权、不能履约的补偿、赔偿数额及类型的限制、争议解决的具体管辖权 ( 如由法院还是由仲裁庭管辖 ) 和合同适用法律。因此 , 中国公司不但要仔细审核合同细则 , 还需要咨询法律顾问。一家中国公司在签订合同之前应咨询其法律顾问的意见 , 特别是有关于下列事项的合同 : 长期供应或采购义务 ; 独家销售和分销区域 ; 支付佣金和特许权使用费 ; 知识产权和专有技术的授权 ; 买卖或租赁房地产 ; 非竞争性条款 ; 保密协议或非公开和非使用协议。22

Financing Operations in MichiganIt is typical for new businesses to be funded initially by capital investments, including cash infusions or contributions ofequipment, machinery and technology to the business. In the case of foreign investment, the Chinese parent companymay contribute capital, and it may also loan operating funds to the U.S. subsidiary via an inter-company loan underwhich the U.S. subsidiary will make payments of capital and interest to the Chinese parent.For companies seeking debt financing, there are a number of state, regional and national banks and leasing companies operating inMichigan. Many of them have Chinese-speaking managerial employees who can explain available financing and terms to Chineseclients. Banks in the U.S. might require that Chinese parent companies guarantee bank loans to their newly-created U.S. subsidiaries.Because many banks operating in Michigan have liaison relationships with Chinese banks, a Chinese company seeking debt fundingshould consult with its main Chinese bank services provider regarding relationships it might have with banks in Michigan. Anintroduction from a reputable Chinese bank can be an efficient way to begin a new relationship with a bank in Michigan.In addition to self-funding of capital and bank loans, Chinese companies may consider funding initial U.S. operations in the U.S.partially with local investor capital. For example, some companies will establish a joint venture with a Michigan company that willagree to share the burden of initial capitalization or help in securing bank financing. Venture capitalists also might offer fundingin the form of equity in exchange for ownership shares. While joint venture partners and venture capitalists are sometimes silentinvestors, more often they will require informational rights, and some degree of control. Accordingly, before considering third partyequity financing, Chinese companies must strongly consider the potential loss of control to such third party investors, and determinewhether the loss of control is outweighed by any benefits that an investor may bring to the company.The Michigan Economic Development Corp. can provide further details regarding public funding that may be availableto Chinese companies establishing operations in Michigan.Buying and Selling Products/ServicesThe terms of buyer and seller transactions are generally determined by private negotiations and agreements betweenprivate parties. With the exception of sales of certain materials and goods and the provision of certain professionalservices, businesses in the U.S. are generally subject to few special regulations.Doing business in MichiganThe Michigan version of the Uniform Commercial Code applies to the sale of goods in Michigan. The United NationsConvention on Contracts for the International Sale of Goods may apply to certain sales of goods internationally,depending on what the parties stipulate in their agreements. Service contracts are generally governed by Michigancommon law, which is the law established by judicial decisions.U.S. contracts may vary from the contract that Chinese companies may be used to in their own country and tend to be muchmore detailed. For example, in addition to specifying business terms, U.S. contracts tend to address other matters such astermination rights, remedies for failure to perform, limitations on the amount and types of damages payable, specification ofthe forum for dispute resolution (such as by court or by arbitration) and the governing law of the contract. Accordingly, itis advisable that a Chinese company not only review contracts in detail, but also develop a relationship with a legal counsel.A Chinese company should consult with its legal counsel before entering contracts, particularly contracts such as those thatdetermine the following: long-term supply or purchase obligations; exclusivity for sales and distribution territories; obligationsto pay commissions or royalties; licenses of intellectual property or know-how; purchases and sales or leases of real estate;non-compete provisions; and confidentiality agreements or non-disclosure and non-use agreements.23

税收在美国 , 税收机制是多元的 , 分为联邦政府税收、50 个州税收和哥伦比亚特区的税收、当地的郡税收和市税收。一家公司缴纳税负的多少 , 取决于其经营和赚取应税收入所处地区的税收制度。对于制造商来说 , 密西根是税收最为优惠的州之一。密西根最近通过了将于 2008 年 1 月 1 日生效的新营业税规定 , 将对制造商所征税收进行较大幅度的减免。新税收由两部分组成 : 所得税和修正的毛收入税。所得税的税率为 4.95%, 是美国对公司征收的最低的所得税率之一。新经营税修正的毛收入税率为 0.8%, 对所有位于密西根州的纳税人征收。新密西根州营业税对于在密西根州经营的制造商在税收方面给予了极大的优惠 , 包括 : 支付给密西根州雇员的费用可以抵扣赋税 0.37%; 在密西根新的应折旧资产成本可抵扣投资税的 2.9%; 在纳税年度内在密西根所发生的研发费用可以抵扣赋税 1 . 9 % 。这三项优惠可以抵消纳税人最高可达 7 5 % 的总纳税义务。密西根还将在2 0 0 8 年到 2 0 1 0 年间推行一项特殊的企业税收优惠政策 , 对于那些上一纳税年度在密西根产生或在其他地方产生并转入密西根的总收入在 2500 万美元以下 , 在密西根新增至少 20 个工作岗位 , 并追加投资不低于 125 万美元的公司 , 其因增加就业所产生的新增税收义务可以全部抵扣。如果投资发展因污染而废弃的土地和指定复兴区域 , 密西根州还将提供其它税收优惠。经商在密密西根对房地产、个人财产和销售征税。制造商可以要求对用于生产的个人资产返还个人财产税的 35%。通常来说 , 制造商购买生产原料和设备可免征销售税。密西根个人所得税税率为 3.9%, 是美国最低的个人所得税率之一。根据中国和美国关于所得税的双边协议 , 在密西根州所设下属公司所产生的收入需要征收美国联邦所得税。协议还规定 , 对全资美国子公司向其中国母公司上交的红利、利息和使用费 , 该收入应缴纳的美国税收不得超过 10% 税率。并且 , 如果中国公司不是通过美国的一家常设机构进行商业活动 , 那么中国母公司无需交美国税。特定的转让定价的限制规定适用于全资子公司与其中国母公司之间的交易。西根进 / 出口法规自从 9 · 1 1 恐怖袭击之后 , 联邦政府已经开始改变进出口法规 , 为保护与重要贸易伙伴 ( 如中国 ) 之间的贸易通道而增加了监管和执行力度 , 这需要公司特别注意学习和遵守美国进出口法规。一些中国公司在密西根投资以促进中国制造产品的进口。他们或者销售成品 , 或者与密西根公司联合生产产品在美国销售或再出口。在密西根建立销售、装配、仓储或研发机构可以帮助促进中国公司产品在美国的进口。进口货物必须向美国海关和边防 ( C B P ) 清关。 C B P 官员可以扣押和检查进口货物以确认其是否符合法律法规。进行正式的 “ 货物报关手续 ” 时 ,“ 海关登记的进口商 ” 必须递交或用电子文档传送所有要求的文件。海关登记的进口商必须谨慎合理地登记、分类货物并评估货物价值 , 以便 CBP 能够确定关税、收集准确数据并确定是否所有的适用法律都被遵守。24

TaxationIn the U.S., tax jurisdiction is divided among the federal government, the 50 states and the District of Columbia, and local countiesand municipalities that have varying degrees of tax authority. A company’s tax burden depends on the jurisdiction in which it operatesand earns taxable income.Michigan is one of the most tax-efficient states in the country for manufacturers. Michigan recently enacted a newbusiness tax that is effective Jan. 1, 2008, and provides generous tax breaks for manufacturers. The new tax has twocomponents: an income tax and a modified gross receipts tax. The income tax portion is imposed at a rate of 4.95%, oneof the lowest income tax rates imposed on corporations by any of the states in the country. The modified gross receiptsportion of the new business tax is imposed at a rate of 0.8% on all taxpayers physically present in Michigan.The new Michigan Business Tax provides significant tax incentives for manufacturers operating in Michigan, including atax credit of 0.37% for compensation paid to Michigan employees; an investment tax credit equal to 2.9% of the cost ofnew depreciable assets located in Michigan; and a tax credit of 1.9% of all research and development expenses incurredin Michigan during the tax year. These three credits can offset up to 75% of a taxpayer’s total tax liability. Michigan alsoprovides a special entrepreneurial tax credit for 2008 through 2010 equal to 100% of the increased tax liability attributable tothe increase in employment in Michigan for businesses that in the previous tax year had less than $25 million in gross receipts,created in Michigan, or transferred to Michigan, at least 20 new jobs, and made at least $1.25 million in capital investments.Michigan also provides other tax credits for brownfield developments and for investments in designated Renaissance Zones.Michigan taxes real estate, personal property and sales. Manufacturers can claim a refundable credit equal to 35% of thepersonal property taxes levied on industrial personal property. Generally, manufacturers are exempt from sales tax forpurchases of raw materials and equipment used in manufacturing. Michigan taxes personal income at 3.9%, which isone of the lowest personal income tax rates in the country.Under the income tax treaty between China and the United States, income attributable to a Michigan subsidiary will be subjectto U.S. federal income tax. The treaty also provides that taxation of dividends, interest and royalties paid by a wholly-ownedU.S. corporation to its Chinese parent is limited to 10%. Otherwise, the Chinese parent of a subsidiary will not be subject totax in the U.S. unless the Chinese parent conducts business in the U.S. through a permanent establishment. Typical transferpricing restrictions will apply to transactions between a wholly-owned subsidiary and its Chinese parent.Doing business in MichiganImport/Export RegulationsSince the terrorist attacks of Sept. 11, 2001, the federal government has instituted changes to import and export regulations.Increased surveillance and enforcement by federal agencies designed to protect trade routes with important trading partnerssuch as China do require companies to take special care to learn and adhere to U.S. import and export regulations.A number of Chinese companies invest in Michigan to promote the import of Chinese-made products. They are either sellingfinished products or jointly producing products with Michigan companies for sale in the U.S. or for re-exportation. Establishing sales,assembly, warehousing or R&D facilities in Michigan can help promote a Chinese company’s imports into the U.S.Imports must be properly declared to the U.S. Customs and Border Protection (CBP). CBP officers may detain and examine importsto ensure compliance with laws and regulations. When a formal “entry of merchandise” occurs, the “importer of record” must fileor electronically transmit all required documentation. The importer of record must use reasonable care to enter, classify, and valuethe goods to enable CBP to assess duties, collect accurate statistics, and determine whether all applicable legal requirements are met.25

因为规定很复杂且对不合规的行为处罚非常严厉 , 通常在进口产品之前 , 进口商都会向公司外部专业人员如报关行、律师或其他顾问咨询意见或要求帮助。密西根专门建有国外贸易区或自由贸易区 ( F T Z ) , 鼓励并促进与其他国家 ( 如中国 ) 的国际贸易活动。自由贸易区的设立是为了降低进行国外采购的国内制造业的关税壁垒。自由贸易区能够减少、延迟或完全减免国外产品的美国关税 , 这些产品在贸易区内储存、分派或与其他国内外产品组装 , 或在贸易区内的制造过程中使用。在自由贸易区里 , 货物免征关税和消费税直到它们转入美国商业市场。密西根有六个主要自由贸易区 : 底特律、百特克里克、Sault Ste. Marie、 Kent-Ottawa-Muskegon counties、St. Clair County 和 Flint。综合来说 , 密西根州自由贸易区在年产值 (2005 年六十亿四千万美元 ) 和使用贸易区服务的公司数量 (2005 年 51 家公司 )方面在全美名列前茅。经商美国主要的出口控制法律是 “ 国际贩卖军火法规 ”(the International Traffic in Arms Regulation)、“ 外国资产管理条例 ”(the Foreign Assets Control Regulations) 和 “ 出口管理条例 ”(the Export AdministrationRegulations)。美国国务院国防贸易管制委员会 (The U.S. State Department’s Directorate of Defense TradeC o n t r o l s ) 负责 “ 国际贩卖军火法规 ” 的执行并总管国防商品和服务的出口。美国财政部外国资产管理办公室( T h e U . S . D e p a r t m e n t o f T r e a s u r y ’ s O f f i c e o f F o r e i g n A s s e t s C o n t r o l ) 负责 “ 外国资产管理条例 ” 的执行并总管所有从美国出去的货物和服务 , 无论其是否具有战略或军事重要性。美国财政部还负责管理向一批主要受制裁国家和其他特殊控制地区的出口。美国商务部产业和安全局 ( T h e U . S . D e p a r t m e n t o f C o m m e r c e ’ sBureau of Industry and Security) 负责出口条例的执行。通常来说 , 商务部比较关注 “ 双重用途 ”( 军用和民用 ) 的产品和技术是否符合出口规定。中国公司意图从美国出口高科技项 目 ( 包括化学品、微生物、毒素、高科技软件和电脑技术、电讯和航海及航空设备 ) 应熟悉出口规定。缺乏相关知识就等于是缺乏保护 , 而且对粗心的出口商来说 , 陷阱密布。因为不合规可能导致很严重的处罚 ( 包括禁止出口 ), 通常出口商就特殊项 目 的出口以及如何在公司内部建立合规程序都会咨询有资质的报关行和 / 或律师事务所。在密西根风险管理中国公司需要有计划地保护他们的财产和营运 , 保护自己免除第三方的诉讼。除了建立合适的公司治理和内部程序之外 , 也可以购买一些保险产品保护自己免除这些损失责任。通常而言 , 在风险管理方面 , 中国公司应考虑如下事项 :● 购买财产损失险 , 使厂房设施、设备和存货在毁坏和被盗时能够得到赔偿。● 购买责任保险 , 对给第三方造成的赔偿责任进行保险 ( 如 , 员工诉讼 , 产品责任索赔等 )。● 在公司内部对危险和受控制物品的储存、使用和处理建立合适的程序 , 明确职责 ; 管理人力资源 ; 确保商业记 录 合理文件化、归档并保管。● 确保产品和服务符合有关产品标识、安全和其他标准的行业要求。● 对可能影响经营的货币汇率波动做好准备。● 仔细审核公司的合同义务 , 并就重要合同咨询法律顾问的意见。在密西根能用中文提供服务的专业人士日益增多 , 他们可以协助投资者处理风险评估和合规事项。26

Because the rules are complex and the penalties for noncompliance severe, importers commonly seek advice or services from outsideexperts such as customs brokers, attorneys or other consultants prior to importing products.Michigan specifically established foreign or free trade zones (FTZ) to encourage and promote international trade-related activities withcountries such as China. FTZ procedures are designed to reduce tariff barriers on domestic manufacture which incorporates foreign-sourcedparts. The FTZ can reduce, delay, or altogether eliminate U.S. customs duty on foreign goods to be stored, distributed, combined with otherforeign or domestic products, or used in manufacturing operations while in the zone. No customs duty or excise tax is paid on goods in anFTZ until they are transferred into U.S. commerce. Michigan has six major FTZ areas: Detroit, Battle Creek, Sault Ste. Marie, Kent-Ottawa-Muskegon counties, St. Clair County and Flint. Combined, Michigan FTZ are among the leaders the United States for annual volume ($6.04billion in 2005), and in the number of firms using FTZ services (51 companies in 2005).The major U.S. Export Control Laws are the International Traffic in Arms Regulations, the Foreign Assets Control Regulations andthe Export Administration Regulations. The U.S. State Department’s Directorate of Defense Trade Controls administers ITAR andgenerally regulates the export of defense articles and services. The U.S. Department of Treasury’s Office of Foreign Assets Controladministers FACR and regulates generally all U.S.-origin goods and services, regardless of strategic or military non-importance. U.S.Treasury also administers a list of major sanctioned countries and other areas subject to special controls. The U.S. Department ofCommerce’s Bureau of Industry and Security administers the export regulations. Generally speaking, the bureau is concerned withthe regulation of “dual use” goods and technologies that have both civilian and military applications. Chinese companies intendingto export high technology items from the U.S. (including chemicals, micro-organisms, toxins, high tech software and computertechnologies, telecommunications and navigation and avionics equipment), should be familiar with the export regulations. Lack ofknowledge is not a defense and there are many pitfalls for the unwary exporter. Because noncompliance can lead to serious penalties(including the prohibition of export activities), it is common for exporters to consult with licensed customs brokers and/or law firmswith respect to the export of particular items and the establishment of compliance procedures within the company.Risk ManagementChinese companies need to plan to protect their property and operations, and to protect against lawsuits from third parties. Inaddition to establishing proper corporate governance and internal procedures, insurance products protecting against many suchliabilities may be available.Generally speaking, Chinese companies should consider the following with respect to risk management:Doing business in Michigan● Obtaining property loss and damage insurance to insure facilities, equipment and inventory against destruction and theft.● Liability insurance to insure against liabilities to third parties (for example, employee lawsuits, product liability claims, etc.).● Establishing proper internal procedures and responsibility for matters relating to the storage, use and dispositionof hazardous and controlled materials; managing human resources; and ensuring proper documentation, filing andmaintenance of business records.● Confirming that products and services meet industry requirements relating to product labeling, safety and other standards.● Planning for currency rate fluctuations that might affect the business.● Carefully reviewing the company’s obligations under contracts and consulting with legal advisors with respect to important contracts.There is a growing number of Chinese-speaking professionals in Michigan who can assist investors with risk assessmentand compliance matters.27

III. 进入北美和全球市场 ( 经由密西根 ) *寻求进入美国市场的中国企业有多种选择可以建立其美国机构 :● 指定一家美国公司作为其销售代表或分销商 , 在北美市场上销售和分销中国制造的产品 , 或者指定一家美国公司成为其在北美地区的授权制造商。● 在美国建立一家全资子公司。● 和一家公司联合建立一家美国合资公司。● 和一家美国公司通过协议结成战略联盟。● 投资一家现有的美国公司 , 作为隐名投资人或积极投资人 (active investor)。● 收购一家现有的美国公司。投资者选择投资方式一般由下列因素驱动 : 可用资本、现有专有技术在美运作可行性、战略商业 目 标和机遇。销售代表 , 分销商和授权制造商经商在密西根中国公司具体可以采用的市场战略和其他商业战略包括如下 :销售代表和分销商。中国和其他国外制造商通常都会委任美国的分销商或销售代表为他们产品进行市场营销、销售和分销。销售代表或分销商应为当地组织 , 且与行业有关。在与销售代表和分销商签订合同方面 , 密西根法律较为灵活。委任可以是排他性或非排他性的 , 且时间长短、佣金比率和其他条件都可以由当事人协商决定。中国公司也可以考虑在密西根建立一家下属公司支持美国的销售代表和分销商。中国公司的密西根子公司可以参与市场营销活动 , 同时可以通过本地的工程和技术力量直接支持销售、保养和维修服务。授权制造或装配。对于那些针对北美和全球市场的产品 , 密西根是最佳的地理选择 , 在那里中国公司可以生产、制造或装配符合本土要求的产品。除了全球公认的制造和工程方面的熟练工之外 , 密西根贴近北美客户 ( 主要的亚洲和欧盟国家的企业都在密西根有生意 ), 拥有全球分销渠道和一流的物流、仓储、机器人技术、自动控制以及其他制造和生产技术 , 这些因素也为全世界公司包括新兴的中国公司赢得了战略优势。中国公司可以通过以下方式分享到密西根的增值。通过以下方式分享到密西根的增值生产能力 : 授权密西根制造商生产中国公司的产品 , 密西根公司支付中国公司使用费 ; 在密西根外包生产 ; 或者建立和授权密西根全资子公司或合资公司制造产品。随着时间的推移 , 中国公司可以从一开始在密西根装配 , 扩展到部分产品在密西根生产 ,甚至全部产品都在密西根生产。* 本章由华诺杰律师事务所和美国德勤 LLP 编撰。30

III. Entry to North American and Global Markets (via Michigan) *Chinese business enterprises seeking to enter the U.S. market have several options for establishing their U.S. presence:● Appointing a U.S. company as a sales representative or distributor to market, sell and distribute Chinese-madeproducts for the North American market, or as a licensed manufacturer in North America.● Establishing a wholly-owned subsidiary corporation in the U.S.● Jointly establishing a U.S. company with a business partner to operate as a joint venture.● Contractually entering into a strategic alliance with a U.S. company.● Investing in an existing U.S. company as a silent or active investor.● Acquiring an existing U.S. company.The route by which an investor chooses to invest is commonly driven by factors such as the investor’s available capital, itsexisting know-how with respect to operating in the U.S., strategic business goals and the availability of opportunities.Sales Representatives, Distributors and Licensed ManufacturersSpecific market and other business strategies for Chinese companies include the following:Sales Representatives and Distributors. Chinese and other foreign manufacturers commonly appoint U.S. distributorsor sales representatives in the U.S. to launch the marketing, sale and distribution of their products. The salesrepresentative or distributor should be a local organization with ties to the industry. Michigan law is flexible in regard tocontracting sales representatives and distributors. Appointments may be exclusive or non-exclusive, and the term length,commission rates and other terms may be freely negotiated by the parties.Chinese companies also may consider establishing a subsidiary company in Michigan to support U.S. sales representative anddistributors. A local subsidiary of the Chinese company can participate in marketing activities, as well as directly support sales,maintenance and repair services with local engineering and technological support.Doing business in MichiganLicensed Manufacturing or Assembly. With respect to certain products destined for the North American and global market, Michigan canbe the optimal location from which Chinese companies can produce, manufacture or assemble their products to meet local requirements. Inaddition to its highly-skilled and globally recognized manufacturing and engineering work force, factors such as Michigan’s proximityto North American customers (including major Asian and EU companies doing business in Michigan), its global distribution routesand reputation for state-of-the-art logistics, warehousing, robotics, automation and other manufacturing and production technologiescan also be strategic advantages for global or emerging Chinese companies. A Chinese company may take advantage of Michigan’s value-added production capacity by licensing a Michigan-based manufacturer to produce the Chinese company’s products inexchange for royalties paid to the Chinese company, by outsourcing production in Michigan, or by establishing and licensing awholly-owned subsidiary or joint venture company in Michigan to manufacture products. Some Chinese companies may begin withassembly in Michigan and expand local operations to partial production or full production over time.* This chapter authored by Warner Norcross & Judd LLP ( 华诺杰律师事务所 ) and Deloitte & Touche USA LLP ( 美国德勤 LLP).31

美国和加拿大的销售管理 ( 以密西根为基地 )。加拿大是密西根最大的贸易伙伴。密西根的地理位置及其与美国其他各州和加拿大的产业关联 , 使得将密西根设为北美运营中心成为一个理性的选择。建立全资子公司除非中国公司的美国子公司或美国关联公司拥有在美国的商业经营 , 通常中国公司都会建立一家商业公司在美国进行经营。要建立一家公司 , 必须准备公司章程并递交给有受理权的州机构。在密西根是由商业服务局(Bureau of Commercial Services) 负责。根据密西根法律 , 公司章程必须包括 :● 公司名称。● 常驻代表姓名以及密西根州的办公注册地址 , 以便法律服务能够送达。● 公司营业性质的描述。经商在密西根● 公司存续期限。● 将要发行股份的数量和类别。● 公司创立者的姓名及其经营或居住地址。● 公司创立者之间的协议 , 关于终止、资产分配、清算、以及公司创立者认为需要包括的其他事项。组建公司很简单且费用不贵。在一家密西根律师事务所的帮助下 , 在密西根成立一个基本的公司可以在几天内完成且费用仅为几千美元。中国的投资者需要就下列事项与律师、税收和财务顾问、以及密西根的银行进行讨论 :● 税务计划。● 前往美国工作的中国公民的入境手续。● 劳工和雇佣惯例以及本地用工的相关法律。● 办事处或其他经营地点的选址问题32

Management of U.S. and Canadian Sales (From Michigan Location). Canada is Michigan’s largest trading partner.Michigan’s geographic location and industrial ties to other U.S. states and Canada make it the logical choice for centralizedNorth American operations.Establishing a Wholly-Owned SubsidiaryUnless business operations in the U.S. will be owned by a Chinese company’s subsidiary or other affiliate in the U.S., Chinesecompanies normally establish operations in the U.S. in the form of a business corporation. In order to form a corporation,articles of incorporation must be prepared and filed with the appropriate state agency; in Michigan, it is the Bureau ofCommercial Services. Under Michigan law, the articles of incorporation must include:● Name of corporation.● Name of the resident agent and registered office in Michigan upon whom legal service of process may be served.● Description of the general nature of the corporation's business.● The term of the corporation.● The number and class of shares to be issued.● The name and business or residence address of the incorporators.● Any agreements between incorporators regarding terminations, distributions of assets, dissolution and any other mattersthat the incorporators may decide to include.Incorporation is simple and relatively inexpensive. A basic Michigan corporation can be established in a few days and for aslittle as a few thousand dollars with the help of a law firm in Michigan. Chinese investors should confer with lawyers, tax andfinancial advisors, as well as banks in Michigan with respect to issues such as the following:Doing business in Michigan● Tax planning.● Immigration procedures for Chinese nationals to work in the U.S.● Labor and employment practices and laws for local hires.● Sitting issues for office or other operating space.33

● 当地经营执照获取的要求。● 商标保护和预设名称的登记。● 国外投资者可享受的优惠政策。● 银行有何要求 , 可提供何种服务。投资于现有公司或与现有公司合作成立合资企业中国公司可以投资或收购一家现有的美国公司 , 或者与美国公司建立合资企业 , 这不仅可以节约进入美国市场所需的时间和资本 , 还可以获得现有的专有技术、人力资源、设备和其他战略价值。合资也可以节约成本 , 并加速市场进入及产品开发。经商在密西根合资 / 战略联盟一般而言 , 一家合资公司是两个或更多当事人之间为了达到同一个商业 目 的而进行的联合商业操作。合同形式的操作如战略联盟、联合研发项 目 也可以被视为合资。中国公司或许发现合资是一个获取资本、技术、设备、人力资源、销售和分销网络的有利渠道。合资可以通过分享战略优势的方式让中美双方公司双赢。和密西根公司合资可以简化中国公司进入全球市场的过程。比如 , 通过结合中国新的汽车技术和密西根的汽车行业基础 , 中美双方的合资将是双赢的。投资美国公司美国公司可能会基于战略原因或完全出于财务原因寻求中国的投资。例如 , 正在经历重组的密西根公司可能因为财务原因需要更多的资金 , 来降低现有负债 , 升级现有设施 , 或投资公司运营和产品开发。对于一些密西根公司来说 , 寻找股权投资人可能是比债务融资更合算的财务来源。在某些情况下 , 股权投资人更青睐中国公司 , 因为他们能够在专有技术或新的商业关系方面为公司带来战略价值。对中国公司来说 , 对密西根公司的股权投资获得的不仅仅只是资本收益机遇 , 同时也是一个与潜在的战略合伙人和收购对象进行交流的平台。例如 , 密西根法律允许战略投资者使用多样的有创造性的法律工具从事私人股权交易 , 无论是以风险投资的方式还是以为一家陷入财务困境的公司提供财务支持的方式或者其他方式。密西根有许多家公司已经上市。因为美国和中国的证券市场差异很大 , 在探索可能的投资项 目 的早期阶段 , 中国投资者最好咨询财务顾问、税务顾问和律师。34

● Local business licensing requirements.● Trademark protection and registration of fictitious names.● Available incentives for foreign investors.● Banking requirements and available services.Investing in and Joint Ventures with Existing BusinessesA Chinese company might choose to invest in or acquire an existing U.S. company or establish a joint venture with a U.S.company not only to reduce the required time and capital otherwise needed to enter the U.S. market, but also to acquireexisting know-how, human resources, equipment and other strategic value. A joint venture may also reduce costs andotherwise expedite market entry or product development.Joint Ventures / Strategic AlliancesGenerally speaking, a joint venture is a joint business arrangement between two or more parties to accomplish a business goal.Contractual arrangements such as strategic alliances, joint research and development projects may also be considered jointventures.Chinese companies may find a joint venture to be an expedient means to gain access to capital, technology, equipment,human resources, sales and distribution networks. Joint ventures can provide companies from China and the U.S. withmutual benefits derived from the sharing of strategic strengths. A joint venture with a Michigan corporation can simplifythe process of Chinese entry into global markets. For example, with new Chinese automobile technology and Michigan’s automotive background, joint ventures between Chinese and Michigan’s companies would be mutually beneficial.Investing in a U.S. CompanyU.S. companies may seek investment by a Chinese company for both strategic and for financial reasons. For example,Michigan companies in markets undergoing restructuring may need additional funds in order to reduce existing debt,finance facility upgrades, or fund business operations and product development. For some Michigan companies, equityinvestors may be a more economical source of funding companies than debt financing. In some circumstances, Chinesecompanies may be preferred equity investors because of the strategic value that the investor may bring to the business interms of know-how or new business relationships.Doing business in MichiganFor Chinese companies, equity investments in Michigan companies can provide not only an opportunity for capitalgains, but also a doorway to begin relationships with potential strategic partners and acquisition targets. Michigan laws,for example, permit a number of very creative legal tools for strategic investors engaging in private equity transactionswhether under the scenario of a venture capital investment, financial support of a financially distressed company orotherwise. Many Michigan companies are listed on public markets. Because the U.S. and Chinese equity markets can bevery different, it is advisable that Chinese investors consult with financial advisors, tax consultants and attorneys at theearly stages of exploring potential investments.35

经商在密西根收购美国公司中国公司可以在资本市场上通过公开收购的方式 , 或以收购人与 目 标公司所有人私下协商交易的方式收购美国公司。收购上市公司和私人公司 , 包括由国外投资者进行收购 , 这在美国非常普遍。收购一家公司的程序往往从聘请一家财务顾问公司如投资银行 , 或采用一家咨询公司的财务咨询服务开始。在选择合适的顾问时 , 中国公司不但应注重顾问公司对 目 标美国市场的熟悉程度 , 还要考虑其对中国公司现有市场的熟悉程度 , 以及它的管理和商业文化。顾问公司通常会在收购的各个阶段给投资者以指导。在下列情况下 , 美国公司会寻求中国公司的收购 :● 家族所有或其他股东人数有限的公司 , 其管理层退休且没有继承人或其他合适的人选继续经营生意。● 由于经济重组而陷入财务困境的公司。● 为了深入研发、扩大公司规模、海外扩张、收购更多的资产或其他战略需要 , 管理层寻求新的或更多的投资者以提供资金注入。在收购交易中 , 应该在程序开启的早期阶段 , 在正式谈判启动之前向法律顾问咨询。财务顾问通常会和法律顾问、税务顾问以及其他顾问一道处理交易中法律、财务和运营各方面事项 , 提供服务如对 目 标公司、其资产、所有者、管理层和其他情况进行尽职调查等等。一次收购交易的费用可能很高 , 但收购也是一些中国公司进入美国市场最迅速最有效率的方式。36

IV. 商业和文化环境美国商业文化 : 当东方遇到西方 *无论在中国或是美国 , 文化渗透于商业行为。对文化差异的理解不当会带来难以克服的障碍。因此 , 对中国企业来说 , 花点时间和精力去理解东西方商业文化的相同点和不同点是非常有意义的。以下是对相同点与不同点的探讨。● 商业交易中的不同做法 . 中国商人侧重过程 , 着眼于 “ 全局 ”, 而美国商人通常讲究战略 , 注重细节和以结果为导向。经商● 依靠研究和可用信息 .在美国 , 商业决策建立在仔细研究和计划的基础上。在某些外国文化里 , 企业并不太注重研究 , 但是与美国公司打交道时 , 外国公司如果与深入研究并有备而来的企业进行谈判的话 , 就会处于不利地位。在密西● 非常依赖专业服务 . 由于在美国经商的相对复杂性 , 企业做生意非常依赖专业人员 , 如经纪人 , 咨询师 , 顾问和律师。使用专业服务的好处远超过其花费。因为缺乏研究准备和违反法规会导致金钱和运作方面的严重后果 , 美国企业都把聘请专业服务机构的费用当作必要的经营成本。根● 依法办事 . 美国人注重法律是为了预见性和风险管理 , 并把它作为标准程序。在处理商业合同时 , 中国商人和公司应要求他们的美国合作方严格依照法规和法律程序。● 声誉的重要性 . 就像在中国一样 , 美国企业在商圈里也看重他们的声誉。因此 , 外国公司想要在这个市场上有全新的开端 , 很重要的一点是必须考虑其行为对长期声誉的影响。在美国 , 良好的管理措施、透明度、可预测性和公平交易都会带来好声誉。● 商业与文化规范因行业和地区而异 . 中国企业在做生意时应该注意到特定行业和地区的规范。“ 美国是汇聚不同人群的大熔炉 ”, 这句话是对美国多文化融合的普遍描述。跟中国一样 , 美国有极其多样化的人、宗教、食物、社会和文化传统、语言和方言、地理和气候 , 以及自然资源。对文化和商业规范的敏锐理解将为中国公司的业务带来积极影响。好声誉常常来自其他公司与一个企业生意往来中的良好经验 , 而这些良好经验很大一部分归因于对规范的遵守和对文化差异的敏感性。* 本章由 JSJ 公司的 Timothy Liang 和 AlphaMax Advisors 公司的 Ping Liang 共同编撰 , 他们都是生活和工作在密西根的中国商务专业人士。38

IV. Business and Cultural EnvironmentU.S. Business Culture: East meets West *Culture permeates business practices whether in China or the U.S. If not addressed appropriately, cultural differences can prove a difficultobstacle to overcome. Thus, for Chinese enterprises, it makes sense to devote time and attention toward understanding the similarities anddifferences between the business cultures of the East and the West. Below is a discussion of the similarities and differences.● Different approaches in business dealings. Whereas Chinese businesspeople tend to place emphasis on process and look atthe “big picture,” their American counterparts will typically be very strategic, focused on details and outcome-oriented.● Reliance on research and available information. In the U.S., business decisions are made based on careful research andplanning. In certain foreign cultures, business enterprises do not rely as much on research, but in dealing with U.S. companies,foreign enterprises will be at a disadvantage if they negotiate against and deal with companies that are well prepared and researched.● Heavy reliance on professional services. Given the relative complexity of doing business in the U.S., business enterprisesrely heavily on professionals, such brokers, consultants, advisors, and lawyers, in conducting their businesses. The benefitsof using professional services outweigh the costs. Because of serious monetary and operational consequences of lack ofresearch and preparation and non-compliance with regulations, U.S.-based enterprises treat the fees of professional serviceproviders as a necessary part of the cost of doing business.● Reliance on Law. Americans look to the law for predictability and risk-management and as a standard process. Chinesebusinesspeople and companies should expect their American counterparts to strictly follow laws and legal procedures whentransacting business agreements.Doing business in Michigan● Importance of reputation. Like in China, U.S. business enterprises value their reputation in the business community. Thus,in having a fresh start in this market, it is important for a foreign company to consider the effects of its actions on its long termreputation. In the U.S., a good reputation results from sound management practices, transparency, predictability and fair dealings.● Business and cultural norms are industry and region specific. In conducting business, a Chinese business enterprise should besensitive to industry and region-specific norms. “The United States is a melting pot of different peoples” is a popular description of thecultural diversity in the U.S. Like China, the U.S. has a vast diversity of people, religions, food, social andcultural traditions, languagesand dialects, geography and climates, and natural resources. A keen understanding of cultural and business norms will positively impact aChinese company’s business dealings. A good reputation often comes from the good experience of other entities in dealing with a businessenterprise, and a large part of a good experience stems from the observance of norms and sensitivity to cultural differences.* Authored by Timothy Liang, JSJ Corporation, and Ping Liang, AlphaMax Advisors, both Chinese business professionals living and working in Michigan.39

● 较少强调关系 . 在中国 , 生意来自于关系 , 而在美国 , 关系是生意的结果。跟中国一样 , 与客户、生意伙伴和员工的良好关系对一个公司在美国的成功至关重要。可是 , 关系并不一定会阻止生意双方根据市场和法律方面的考虑而提出要求。因此 , 外国企业还必须适应照合同办事的文化 , 而不仅仅只发展关系。密西根华人协会底特律中华商会 : 驱动力 *底特律中华商会 ( D C B A ) 是一个具有全球化视角的组织。 D C B A 由充满激情的志愿者组成 , 它努力培养中美商业关系 , 并推进本地华人社区的创业精神。当世界经济发生转变 , 中国崛起成为一股经济力量时 , 就需要有一个中国组织来促进商业交流和中美企业之间的交易 , 为有兴趣进一步加深中美贸易关系的个人和实体提供客观商业见解 , 创造联络机会 , 跨越文化隔阂 , 并且在中美两国华人社区推广创业精神。在志愿者的不断努力和赞助者的支持下 , D C B A 已然承担起这些工作。经商在密西根从 1 9 9 5 年成立以来 , D C B A 组织了大型会议、研讨会、座谈会、贸易代表团、招待会和其他专门促进中美贸易关系的活动。它组织来自中国各地的访美代表团并为中美企业安排对接。参加者包括 1 5 0 0 多个注册会员和无数普通与会者 , 以及为 D C B A 的成功作出贡献的人士。创立至今 , D C B A 已经与中美政府机构和组织建立了密切的工作关系 , 包括中华人民共和国总领事馆 , 中国商务部 , 中国国际贸易促进委员会 ,原始设备供应商协会和密西根自动化协会。 D C B A 不断增加的赞助商包括中美企业、银行和金融机构、会计和咨询公司、律师事务所、大学和经济发展机构。D C B A 的巨大努力和成功使之成为在大底特律区、密西根乃至中国都广受尊重的华人组织。D C B A 保持着坚定不移地决心要在全球市场达成美籍华人社区的 目 标和宗旨。 D C B A 为中国同事和同胞提供服务和友谊 , 并利用一切机会来帮助、协助和确保进入美国市场的中国企业获得成功。欲知更多信息 , 请登 录D C B A 的网站 w w w . d c b a . c o m , 或联系上文作者。* 本章作者是底特律中华商会主席 Mingan Tan, Ph.D. ( 谭明安 ) 和理事 Albert Vincent Y. Yu Chang ( 卢明培 ) 律师40

西密西根华人协会 : 推广中华传统经商在密西根在西密西根生活的中国移民若担心如何保留传统 , 他们会惊喜地发现西密西根华人协会 (CAWM) 这样一个充满活力的华人社区正在西密西根兴起。于 1991 年正式成立的 CAWM 是一个由大约 600 名个人会员组成的社交和文化组织 , 会员多数居住在大溪地大区 , 包含大溪地城 ,Holland,Muskegon,Allegan, 和 G r a n d H a v e n 。它的宗旨是加强华人社区内的互助和团结 , 推动对中华文化传统的崇尚 , 在各民族社区之间和全社会鼓励多样化和相互理解。它的现有会员大多数是中国人 , 任职于制造业、高等教育、信息技术、生物科学研究所、国际贸易行业等领域。CAWM 在其相对较短的历史中做出了不少骄人成绩 , 包括种类广泛的项 目 和活动以推进它的使命。CAWM 组织休闲和社交活动 , 开设相关问题的信息座谈会 , 并专责帮助家庭和个人应付困境。CAWM 的一大主要项 目 是中文学校。 目 前 , 语言学校有十多个班级、100 多名学生 , 从 4 岁的儿童到成人职员 , 其中不乏工程师、律师和教授。在过去的 5 年里 , C A W M 一直组织每年的中国新年庆祝会 , 包括两小时以中国民族舞表演、音乐演出、戏剧小品和民族服装表演为特色的晚会。通过这一年一度的盛会 ,CAWM 促进了主流社会里的文化意识和对中国传统的欣赏。CAWM 不仅展示中国表演艺术 , 还通过参加各种社区活动来联络当地政府、其他社区组织和全社会。例如“ 领养公路计划 ” ( C A W M 成员自发养护某段特殊公路 ) 和大溪地艺术节 ( 特色是有 6 个表演舞台、提供各民族口味食物的小吃摊、歌手、舞蹈演员、戏剧演员、视觉艺术家和来自西密西根各地的表演者 )。随着中美经济活动的持续增加 ,CAWM 正在调整其组织和日常活动 , 为密西根公司提供各种不同的帮助 ,如提供中华文化问题咨询 , 帮助企业沟通和组织中国企业代表团。CAWM 通过多种途径展示中华传统、价值观和文化。它的历史突显了所有中国人特有的奉献和决心。CAWM的规模不断壮大 , 其领导者不断运作并创新项 目 。在此过程中 ,CAWM 创建了一个基于尊重、同胞友谊和对每个社区成员真诚关心的西密西根华人社区。更多信息 , 请登 录 其网站 http://www.wmchineseassociation.org42

Chinese Association of West Michigan:Promoting Chinese HeritageChinese immigrants who are concerned about how to keeptheir heritage while living in West Michigan find themselvespleasantly surprised when they find a vibrant Chinese communityin West Michigan that thrives through the auspices of the ChineseAssociation of West Michigan (CAWM).Formally founded in 1991, CAWM is a social and cultural organizationof approximately 600 individual members, mostly living in theGreater Grand Rapids region which includes Grand Rapids, Holland,Muskegon, Allegan, and Grand Haven. Its main goals are to enhancemutual support and cohesiveness within the Chinese community,promote appreciation for Chinese culture and heritage, and fosterdiversity and mutual understanding between and among different ethniccommunities and society at large. Most of its current members are ofChinese origin who work in the professions such as manufacturing,higher education, information technologies, biotech research institutions, international trade industries, etc.In its relatively short history, CAWM is proud of its accomplishments, which include a wide variety of projects and activitiesthat advance its mission. CAWM organizes recreational and social activities, conducts information sessions on relevant issues,and helps families and individuals deal with harsh situations on an ad hoc basis. Among CAWM’s key projects is its Chineselanguage school. Currently, the language school has over ten classes with an enrollment of more than 100 students, rangingbetween four year olds to working adults, including engineers, lawyers, and professors.For the past five years, CAWM has been organizing an annual Chinese New Year Celebration Party which includes a twohourshow featuring Chinese folk dances, musical presentations, theatrical sketches and ethnic costume shows. Through thisannual event, CAWM promotes cultural awareness and appreciation for Chinese heritage within the mainstream society.Doing business in MichiganBeyond showcasing Chinese performing arts, CAWM also reaches out to the local government, other communityorganizations and society at large by participating in various community activities, such as the Adopt-A-Highwayprogram (where CAWM members volunteer to maintain a portion of a particular highway) and the Grand Rapids ArtsFestival (which features six performance stages, food booths offering ethnic delights of all kinds, singers, dancers,thespians, visual artists, and performers from all over West Michigan).With the continuous growing business activities between China and the U.S., CAWM is adjusting its organization and dailyactivities to offer different kinds of help for Michigan business, such as consulting on Chinese culture issues, helping businesscommunications and hosting business groups from China.In a myriad of ways, CAWM showcases Chinese heritage, values and culture. Its history highlights the characteristic ofdedication and determination of every Chinese person. As CAWM continues to grow in size, its leaders continue to runand innovate its projects. In the process, CAWM has created in West Michigan a Chinese community based on respect,camaraderie and a sincere desire to care for each and every member of the community. Further information is available onCAWM’s website, http://www.wmchineseassociation.org.43

V. 马上开始 / 可用资源 *当中国企业开始开拓美国市场时 , 他们会发现有各种各样的政府机构、非政府组织和私营公司愿意并渴望与他们合作。在这个成熟的市场里 , 广泛的专业服务为企业的成功作出了卓越贡献。尽管顶级专业人员可能收费甚高 , 但他们的服务是不可或缺的 , 也是这里经商成本的一部分。一些企业有时会选择自力更生并且做得不错 , 但是风险很大。专业服务 , 如商业顾问和管理咨询 , 能为企业的成功带来积极影响。如果不遵守会计、税务和法律要求 , 就会遭致高额罚金和金钱债务。以下是为中国公司提供服务的机构。密西根州政府驻中国办事处密西根州是美国少数几个在中国有办事机构的州。密西根州政府驻中国办事处是一个与美国驻沪总领事馆合作的非营利性政府机构 , 能为中国企业提供各种有价值的服务、信息和其他专业指导。这里有能说中文的主任和职员 , 他们负责回复询问、组织专门针对中国企业的活动和项 目 来为潜在中国投资者服务。该办事处 ( 上海 ) 欢迎未来的中国投资者来电来访。具体联络方式请见封底。经商在密西经济开发机构对投资、激励政策和市场进入协助有兴趣的中国公司 , 在开拓美国市场的前期就应该联络经济开发机构并与之合作。经济开发机构有办事处和办事人员 , 他们有信心能处理外国投资者的要求 , 并提供客观的市场信息 , 包括当地特定的激励项 目 和其他投资支持。这些机构也会介绍潜在合作伙伴。经济开发机构可以是政府性的或非政府性的。在密西根 , 致力于经济开发的州政府机构是密西根经济发展公司。此外 , 还有地区性的、郡级和市级经济开发机构和组织 , 其中一些是密西根全球合作组织 ( M G P) 的成员。请参看本书中密西根全球合作组织成员名 录 。根美国商务处美国商务处是美国商务部国际贸易局促进贸易的部门。它的一项主要任务是协助美国公司向外国市场出口 , 如中国。按照美国商务部 “ 投资美国 ” 计划 , 美国商务处促进和帮助对美国的外国直接投资 , 并为外国政府和潜在投资者提供协助。美国商务处的贸易专员遍布美国 107 个城市和 80 多个国家 , 包括中国 (6 个中国办事处 )。他们随时准备提供相关信息 , 帮助中国公司在美国开拓业务和投资机会。想要了解美国商务处中国人员名 录 , 请登 录 http://export.gov/eac/intl_staff_list.asp?CPostName=156* 本章由百特克里克无限公司的 Jannette A. Burland, The Right Place, Inc. 的 Ray DeWinkle, Genesee 区商会的 Janice Karcher, 美国商务处的 KendraKuo, 美国商务处的 Thomas Maguire, 美国联信银行的 Aaron M. Perrault, 和华诺信律师事务所的 Albert Vincent Y. Yu Chang 律师合编。44

V. Getting Started / Available Resources *As Chinese business enterprises begin to explore the U.S. market, they will find various government agencies, nongovernmentalorganizations and private companies that are willing and eager to work with them. In this mature market, thereis a wide range of specialized professional services that will contribute significantly to the success of a business enterprise.While top professionals may charge premium rates, their services are often indispensable and part of the cost of doing businesshere. Occasionally, some business enterprises opt to do things on their own and are able to get by; but the risks are substantial.Professional services, such as business advisory and management consulting, can positively impact a company’s success;while non-compliance with accounting, tax and legal requirements can result in hefty fines, penalties and monetary liabilities.Below is a description of services offered to Chinese companies.State of Michigan China OfficeThe State of Michigan is among the few states in the U.S. with an official State office in China. The State of Michigan ChinaOffice is a non-profit government office that works in cooperation with the US Consulate in Shanghai. This office providesvaluable services, information and professional referrals for Chinese enterprises. Its mandarin-speaking director and staffrespond to inquires, and organize events and programs tailored to serving the needs of potential Chinese investors. The Stateof Michigan-China Office (Shanghai) welcomes visits and phone calls from prospective Chinese investors. Please see Guide’sback cover for contact details.Economic Development OrganizationsChinese companies interested in investment, incentive and market entry assistance should contact and work with economicdevelopment agencies early in the process of exploring the U.S. market. Economic developers maintain offices and personneldedicated to work in confidence to address the needs of foreign investors, and provide objective information about the marketincluding specific local incentive programs and other investment support. These organizations also provide introduction topotential partner firms. Economic development agencies can be governmental or non-governmental. In Michigan, the stateagency dedicated to economic development is the Michigan Economic Development Corporation. In addition, there areregion, county and city based economic development agencies and organizations, some of which are members of the MichiganGlobal Partnership (MGP). See directory of MGP members in this manual.U.S. Commercial ServiceDoing business in MichiganThe U.S. Commercial Service is the trade promotion arm of the U.S. Department of Commerce's International TradeAdministration. One of its primary missions is to assist U.S. companies in exporting products into foreign markets, such asChina. Pursuant to the U.S. Department of Commerce's "Invest in America" initiative, the U.S. Commercial Service promotesand facilitates foreign direct investment into the U.S. and reaches out to foreign governments and potential investors. U.S.Commercial Service trade specialists are in 107 U.S. cities and more than 80 countries, including China (with 6 officesin China), and are ready to provide relevant information and assist Chinese companies in exploring business and investmentopportunities in the U.S. For a directory of the U.S. Commercial Services' China staff, please visit http://export.gov/eac/intl_staff_list.asp?CPostName=156.* This Chapter co-edited by Jannette A. Burland, Battle Creek Unlimited, Inc., Ray DeWinkle, The Right Place, Inc., Janice Karcher, GeneseeRegional Chamber of Commerce, Kendra Kuo, U.S. Commercial Service, Thomas Maguire, U.S. Commercial Service, Aaron M. Perrault, ComericaBank, Albert Vincent Y. Yu Chang, Esq., Warner Norcross & Judd LLP.45

金融机构美国金融系统包含各种机构 ( 如信用合作社 , 储蓄贷款协会 )。但是 , 在美国运营的公司使用最多的是商业银行。多数大银行提供各种服务帮助外国公司在北美设立运营机构 , 包括支票账户汇入汇出钱款、外汇服务、进出口贷款协助 , 以及为扩大业务或日常运营提供贷款。银行也协助保险、投资和其他商业相关产品。当外国公司设立子公司的时候 , 银行也会提供咨询服务 , 并把他们介绍给其他服务机构和潜在客户。除了公司银行业务 , 银行也为公司的雇员提供个人金融服务 , 包括信用卡、支票账户以及购房贷款。当建立新的客户关系时 , 银行会想对公司的业务和计划有更多了解。新客户应该准备好告知公司基本信息、财务状况和商业计划。与地区多种经济组织合作 , 使密西根银行能把对消费者和客户的理解同他们与密西根跨国公司合作的历史结合起来 , 以便为公司及其人员提供针对他们需求的独特解决方案。一些密西根银行会保留一名专员专门为中国和亚洲企业服务。商业顾问公司、咨询公司和经纪公司商业顾问公司和咨询公司包括会计师事务所 , 管理咨询公司 , 投资银行 , 律师事务所 , 经纪公司和其他服务机构。经商在密西根● 会计师事务所为企业提供审计、税务和咨询服务 , 其规模和专长各不相同。中国企业应该找一家他们最满意的 , 但必须是具有国际会计和税务专长的会计师事务所。● 管理咨询公司通过分析现有业务问题和开发未来计划来帮助企业提高业绩。管理咨询服务会涉及识别与融合最佳做法、分析技术、战略开发、改善运营、培训技能或技术实施。● 投资银行帮助企业和政府及其机构通过在一级市场发行和出售证券来募集资金。他们帮助国有和私营企业在资本市场 ( 证券和债务 ) 募集资金 , 也为合并、收购和其他形式的金融交易提供战略咨询服务。● 律师事务所会告诉企业法律是怎样应用于他们的业务和公司。在美国 , 企业并非只有在打官司的时候才去找律师事务所。法律服务涵盖了企业的整个生命周期 , 从组建公司、税收筹划、合同谈判、遵守法律规定 ,到劳动与就业及知识产权保护。象会计师事务所一样 , 律师事务所的规模也各异 , 因而中国公司最好找一家理解商业文化和中国企业需求的律师事务所。● 由于行业操作的相对复杂性 , 经纪公司会在各种商业交易中提供协助 , 例如房地产经纪、保险经纪和股票经纪等。* 本章由百特克里克无限公司的 Jannette A. Burland, The Right Place, Inc. 的 Ray DeWinkle, Genesee 区商会的 Janice Karcher, 美国商务处的 KendraKuo, 美国商务处的 Thomas Maguire, 美国联信银行的 Aaron M. Perrault, 和华诺信律师事务所的 Albert Vincent Y. Yu Chang 律师合编。46

Financial InstitutionsThe U.S. financial system includes a variety of institutions (e.g., credit unions, savings and loan associations). However, commercial banksare the most utilized by companies operating in the U.S. Most large banks provide a variety of services to assist foreign businesses inestablishing operations in North America, including checking accounts to receive and send money, foreign exchange services, import/exportloan assistance, and lending money for business expansion or day-to-day operations. Banks also assist with insurance, investments, and otherrelated business products. Banks may also serve as consultants when setting-up subsidiaries of foreign companies and make introductions toother service providers and potential customers. In addition to business banking, banks provide personal financial services to the corporateclient’s employees, including credit cards, checking accounts, and financing to facilitate purchasing a home.When establishing a new client relationship, the banker would want to learn about the company’s business and its plans.The new client should be prepared to share basic information about the company, its financial statements and business plan.Working with the region’s diverse economy allows Michigan banks to combine their understanding of their customers andclients with their history of working with Michigan’s global companies to provide a solution unique to needs of the business andits personnel. Some Michigan banks maintain a staff of specialists dedicated to serving Chinese and Asian business enterprises.Business Advisors, Consultants and BrokersBusiness advisors and consultants include accounting firms, management consulting, investment banks, law firms, brokers andother service providers.● Accounting firms performing auditing, tax and consulting services for business entities. Accounting firms vary in termsof size and expertise. Chinese firms should go to the firm that they are most comfortable with; however, it is necessary thatChinese companies be served by firms with expertise in international accounting and taxation.● Management consulting firms help companies to improve performance through analysis of existing business problems anddevelopment of future plans. Management consulting may involve the identification and cross-fertilization of best practices,analytical techniques, strategy development, operational improvement, skills coaching or technology implementation.● Investment banks help companies and governments and their agencies to raise money by issuing and selling securities inthe primary market. They assist public and private corporations in raising funds in the capital markets (both equity and debt),as well as in providing strategic advisory services for mergers, acquisitions and other types of financial transactions.Doing business in Michigan● Law firms advise business enterprises of how laws apply to their business and operations. In the U.S., business enterprisesdo not go to law firms just when they have a court case. Legal services cover the entire life cycle of a business enterprise,from incorporating a business entity, tax planning, negotiating contracts, compliance with legal requirements, to labor andemployment and intellectual property protection. Like accounting firms, law firms come in different sizes and Chinesecompanies are best represented by firms with an understanding of the business culture and needs of Chinese enterprises.● Brokers assist in various business transactions because of the relative complexity of the industry practices. Examples ofbrokers are real estate, insurance and stock brokers.* This Chapter co-edited by Jannette A. Burland, Battle Creek Unlimited, Inc., Ray DeWinkle, The Right Place, Inc., Janice Karcher, GeneseeRegional Chamber of Commerce, Kendra Kuo, U.S. Commercial Service, Thomas Maguire, U.S. Commercial Service, Aaron M. Perrault, ComericaBank, Albert Vincent Y. Yu Chang, Esq., Warner Norcross & Judd LLP.47

● 在美国运营的中国企业会需要其他一些服务 , 例如工资发放服务、招聘和人力资源服务、维护服务等。由于商业过程和步骤的相对复杂性 , 中小企业自己未必有能力来处理这些过程。因此 , 能执行某种特定工作而又性价比较高的服务公司就会有市场。聘请这些专业服务公司须仔细研究。对中国企业来说 , 聘请一家拥有适当的专业知识、合适的定价范围、并且了解特定文化和中国企业商业需求的公司很重要。经商在密西根贸易协会为了参与和建立行业内的关系 , 中国公司可以加入贸易协会并参加他们的各种活动。例如 , 在密西根有地区贸易协会 ( 如底特律地区经济合作会 , 和遍布全州的商会 ), 社区商业协会 ( 如底特律中华商会和亚太美国商会 ), 行业协会 ( 如密西根汽车工业协会或大溪地区家具制造商协会 ), 和致力于特定行业某部分的协会 ,( 如原始设备供应商协会和汽车工程师协会 )。这些协会欢迎中国企业来参加和入会。关于密西根全球合作组织密西根全球合作组织 (MGP) 是一个由公私机构自发建立的合作组织 , 以帮助密西根州的经济开发机构和密西根经济发展公司促进亚洲、欧盟和美洲等市场对密州的外国直接投资。MGP 亚洲部的任务是通过密西根州政府、当地经济开发机构和私营企业之间的合作与协调 , 来识别和联络对密西根的潜在新兴外国直接投资。通过 MGP 的活动 , 包括 “ 走向全球 21”, 密西根已经成为亚洲公司 , 比如中国公司在北美市场创业的首选之地。Jill Plate, CSM Worldwide 公司全球市场部经理是 MGP 的主席。Ray DeWinkle ,The Right Place Inc. 公司副总裁是副主席。48

● Chinese business enterprises operating in the U.S. will encounter a need for other services, such as payrollservices, recruiting and human resources, maintenance services, etc. Because of the relative complexity ofbusiness processes and procedures, small and medium sized companies do not always have the in-house capabilityto handle these processes. Thus, there is a market for such service providers who are able to perform certain tasksmore cost-effectively.Engaging these professional services companies requires careful research. It is important that a Chinese enterprise engagethe services of the company with the appropriate expertise, the right price range and the understanding of specific cultural andbusiness needs of Chinese enterprises.Trade AssociationsTo get involved and establish networks and relationships within the industry, Chinese companies mayjoin trade associations and participate in their various activities. For example, in Michigan, there areregional trade associations (e.g., Detroit Regional Economic Partnership and chambers of commerceacross the State), community-based business associations (e.g., Detroit Chinese Business Associationand Asia Pacific American Chamber of Commerce), industry associations (e.g., Michigan AutomotiveIndustry Association or the Grand Rapids Area Furniture Manufacturers Association) and associationsdedicated to segments of particular industries (e.g., Original Equipment Suppliers Association and theSociety of Automotive Engineers). These associations welcome the participation and membership ofChinese enterprises.About the MGPThe Michigan Global Partnership (MGP) is a private-public sector voluntary partnership organized to assist the State ofMichigan’s economic development organization, the Michigan Economic Development Corporation with its efforts topromote the state of Michigan for foreign direct investment from selected markets including Asia, the European Union andDoing business in Michiganthe Americas.The mission of the MGP Asia Division is to identify and contact potential new foreign direct investment leads for the state ofMichigan through collaboration and coordination between the State of Michigan, local economic development organizationsand private sector companies.Through activities of the MGP, including Going Global 21, Michigan has been positioned as the top location forbusiness ventures in the North American market from Asian-based companies, such as those from the People’sRepublic of China.Jill Plate, Manager of Global Marketing with CSM Worldwide, is Chair of the MGP, and Ray DeWinkle, Vice President ofThe Right Place Inc. in Grand Rapids, is Vice Chair.49

声明本书面材料 ( “ 材料 ” ) 仅包含一般信息 , 出版者、总编、作者和其他贡献者 , 包括他们的公司在内均非通过这些材料提供会计、商业、金融、投资、法律、税务或其他专业建议或服务。这些材料既不能代替专业建议和服务 , 也不能用于任何可能影响您企业的决策或行为的依据。在采取任何可能影响您企业的决策或行为之前 , 您应该向有资质的专业顾问进行咨询。上述人员对任何依靠这些材料的人所遭受的任何损失不承担责任。经商在密西根50

DisclaimerThis written material (the “Materials”) contains general information only and the publishers, general editors,authors and other contributors, including their affiliates, are not, by means of these materials, renderingaccounting, business, financial, investment, legal, tax, or other professional advice or services. These Materialsare not a substitute for such professional advice or services, nor should they be used as a basis for any decisionor action that may affect your business. Before making any decision or taking any action that may affect yourbusiness, you should consult with a qualified professional advisor. None of the foregoing shall be responsible forany loss sustained by any person who relies on these Materials.Doing business in Michigan51

密西根全球合作组织 — 亚洲部2007 年 10 月走向全球 21 代表团成员名 录中国Jerry Abbott金融顾问服务投资银行Deloitte Services LLP地址 :600 Renaissance Center, Suite 900Detroit, MI 48243-1895电话 : 001-313-396-3356传真 : 001-313-566-9363手机 : 001-248-872-5422电子邮件 :jerabbott@deloitte.comJanette A. Burland (Jan)经商在密西根公司项 目 总监外贸区主任百特克里克无限公司地址 :77 East Michigan AveBattle Creek, Mi 49017电话 : 001-269-962-7526 ext. 222传真 : 001-269-962-8096电子邮件 :burland@bcunlimited.orgAaron Cooley亚洲关系经理五三银行地址 :1000 Town Center Dr., Ste. 230Southfield, MI 48075电话 : 001-248-603-0102传真 : 001-248-603-0583电子邮件 :aaron.cooley@53.comRaymond De Winkle (Ray)副总裁The Right Place, Inc地址 :161 Ottawa Avenue, N.W.Suite 400Grand Rapids, MI 49503-270152

Michigan Global Partnership-Asia DivisionGoing Global 21 October 2007 Mission ParticipantsChinaJerry AbbottFinancial Advisory ServicesInvestment BankingDeloitte Services LLP600 Renaissance Center, Suite 900Detroit, MI 48243-1895Tel: 313-396-3356Fax: 313-566-9363Mobile: 248-872-5422jerabbott@deloitte.comJanette A. Burland (Jan)Director of Corporate ProjectsManaging Director, Foreign Trade ZoneBattle Creek Unlimited77 East Michigan AveBattle Creek, Mi 49017Tel: 269-962-7526 ext. 222Fax: 269-962-8096burland@bcunlimited.orgAaron CooleyDoing business in MichiganAsian Desk Relationship ManagerFifth Third Bank1000 Town Center Dr., Ste. 230Southfield, MI 48075Tel: 248-603-0102Fax: 248-603-0583aaron.cooley@53.comRaymond De Winkle (Ray)Vice PresidentThe Right Place, Inc161 Ottawa Avenue, N.W.Suite 400Grand Rapids, MI 49503-270153

电话 :001-616-771-0571传真 :001-616-771-0555电子邮件 :dewinkler@rightplace.orgJennifer Feng-Smith( 冯玫华 )Butzel Long 律师事务所地址 :150 W. Jefferson, Ste. 100Detroit, MI 48226电话 : 001-734-213-3604传真 : 001-734-995-1777电子邮件 :feng-smith@butzel.comJanice Karcher经商在密西根副总裁Genesee 地区商会地址 :519 S. Saginaw St.Suite 200Mott Foundation BuildingFlint, MI 48502电话 :001-810- 600-1430传真 :001-810- 600-1461电子邮件 :jkarcher@thegrcc.orgSteve LawsonWindham Group, LLC地址 :36400 Woodward Ave.Suite 205Bloomfield Hills, MI 48304电话 : 001-248-290-5300 ext.304手机 : 001-248-420-8349传真 : 001-248-290-5306电子邮件 :steve@windhamgroupllc.comRobert Lifsey亚太副总裁Viking Products上海代表处地址 : 金贸大厦 31 楼上海浦东世纪大道 88 号 200021电话 : 86-21-2890 9888手机 : 001-313-300-8811( 美国 )电子邮件 :blifsey@olsen-assoc.com54

Tel: 616-771-0571Fax: 616-771-0555dewinkler@rightplace.orgJennifer Feng-SmithButzel Long150 W. Jefferson, Ste. 100Detroit, MI 48226Tel: 734-213-3604Fax: 734-995-1777feng-smith@butzel.comJanice KarcherVice PresidentGenesee Regional Chamber of Commerce519 S. Saginaw St.Suite 200Mott Foundation BuildingFlint, MI 48502Tel: 810- 600-1430Fax: 810-600-1461jkarcher@thegrcc.orgSteve LawsonWindham Group, LLC36400 Woodward Ave.Suite 205Bloomfield Hills, MI 48304Tel: 248-290-5300 ext. 304Cell: 248-420-8349Fax: 248-290-5306steve@windhamgroupllc.comDoing business in MichiganRobert LifseyVice President Asia PacificViking ProductsShanghai Representative Office31 Floor – Jin Mao Tower88 Shi Ji AvenuePudong DistrictShanghai 200021People’s Republic of ChinaTel: 86 21 2890 9888Cell: 313-300-8811blifsey@olsen-assoc.com55

Jason Miller投资分析师Pomeroy 投资公司地址 :74 E. Long Lake RoadBloomfield Hills, MI 48304电话 :001- 248- 723-2100 ext 319传真 :001- 248- 723-2109电子邮件 :jmiller@pomeroyinv.comAdam D. Nielsen经商在密西根投资银行Deloitte & Touche 德勤公司财务 LLC地址 :600 Renaissance Center, Suite 900Detroit, MI 48243-1895电话 : 001-313-396-3523传真 : 001-313-392-7563手机 : 001-734-255-0820电子邮件 :adnielsen@deloitte.comAaron M. Perrault副总裁国际金融 — 美国东亚美国联信银行地址 :411 W. Lafayette Blvd., 5th FloorDetroit, MI 48226电话 :001-313-222-7557传真 :001-313-222-6204电子邮件 :amperrault@comerica.comIvy Qi( 戚晶莹 )Viking Products客户服务上海代表处地址 : 金贸大厦 31 楼上海浦东世纪大道 88 号 200021电话 : 86-21-2890 9888电子邮件 :ivyqi@olsen-assoc.com56

Jason MillerInvestment AnalystPomeroy Investment Corporation74 E. Long Lake RoadBloomfield Hills, MI 48304Phone: (248) 723-2100 ext 319Fax: (248) 723-2109jmiller@pomeroyinv.comAdam D. NielsenInvestment BankingDeloitte & Touche Corporate Finance LLC600 Renaissance Center, Suite 900Detroit, MI 48243-1895Direct: 313-396-3523Fax: 313-392-7563Mobile: 734-255-0820adnielsen@deloitte.comAaron M. PerraultVice PresidentInternational Finance -- US East AsiaComerica Bank411 W. Lafayette Blvd., 5th FloorDetroit, MI 48226Tel: 313-222-7557Fax: 313-222-6204amperrault@comerica.comDoing business in MichiganIvy QiViking ProductsCustomer ServiceShanghai Representative Office31 Floor – Jin Mao Tower88 Shi Ji AvenuePudong DistrictShanghai 200021People’s Republic of ChinaTel: 86 21 2890 9888ivyqi@olsen-assoc.com57

Donald C. Schutt顾问执行总监中密西根创新中心地址 :4520 East Ashman Road, Suite MMidland, MI 48642直线 : 001-989-798-0997电话 : 001-989-631-7910传真 : 001-989-923-1572电子邮件 :dschutt@midmichiganinnovationcenter.orgRex Struble石桥商业合作公司地址 :363 West Big Beaver RoadSuite 300Troy, Michigan 48084电话 :001-248-246-9842 ext. 701手机 : 001-248-202-2976电子邮件 :rex@sb-businesspartners.com经商在密西根C. Peter Theut, J.D.董事长 , Butzel Long 中国联盟Butzel Long 律师事务所地址 :350 S. Main Street, Ste. 300Ann Arbor, MI 48104电话 :001-734-302-1024传真 :001-734-995-1777电子邮件 :theut@butzel.comAndrew Thorson华诺杰律师事务所地址 :200 Town Center, Suite 2700Southfield, MI 48075-1318电话 :001-248-784-5165传真 :001-248-603-9765电子邮件 :athorson@wnj.comShusheng Wang( 王树盛 )Butzel Long 律师事务所地址 :150 W. Jefferson, Ste. 100Detroit, MI 48226电话 :001-313-225-5313传真 :001-313-225-7080电子邮件 :wangs@butzel.com58

Donald C. SchuttConsulting Executive DirectorMidMichigan Innovation Center4520 East Ashman Road, Suite MMidland, MI 48642Direct: 989-798-0997Tel: 989-631-7910Fax: 989-923-1572dschutt@midmichiganinnovationcenter.orgRex StrubleStonebridge Business Partners363 West Big Beaver RoadSuite 300Troy, Michigan 48084Tel: 248-246-9842 ext. 701Cell: 248-202-2976rex@sb-businesspartners.comC. Peter Theut, J.D.Chair, Butzel Long China AllianceButzel Long350 S. Main Street, Ste. 300Ann Arbor, MI 48104Tel: 734-302-1024Fax: 734-995-1777theut@butzel.comAndrew ThorsonDoing business in MichiganWarner Norcross & Judd LLP200 Town Center, Suite 2700Southfield, MI 48075-1318Tel: 248-784-5165Fax: 248-603-9765athorson@wnj.comShusheng WangButzel Long150 W. Jefferson, Ste. 100Detroit, MI 48226Tel: 313-225-5313Fax: 313-225-7080wangs@butzel.com59

Yvonne Warmbier-Ramp ( 温怡芳 )主任密西根州政府驻中国办事处地址 : 上海商城 631 室 , 美国商务中心上海市南京西路 1376 号200040电话 : 86-21-6279-7460 ext 6229传真 : 001-347-823-0620 (USA)传真 : 86-21-6279-7649 (China)电子邮件 :michigantrade@yahoo.comHarry Whalen经商在密西根总监国际商务开发密西根经济发展公司地址 :300 North Washington SquareLansing, Michigan 48913电话 : 001-517-241-4554传真 : 001-517-241-3689电子邮件 :whalenh@michigan.orgAlbert Vincent Y. Yu Chang ( 卢明培 )华诺杰律师事务所地址 :900 Fifth Third Center111 Lyon Street NWGrand Rapids, MI 49503-2487电话 : 001-616-752-2783传真 : 001-616-222-2783电子邮件 :ayuchang@wnj.comSandra Zhou( 周菁怡 )高级市场分析师CSM Worldwide 公司地址 : 浦发大厦 22B 室上海浦东新区浦东南路 588 号200120电话 :86-21-6888-9599传真 : 86-21-6888-9598电子邮件 :sandrazhou@csmsauto.com60

Yvonne Warmbier-RampDirectorState of Michigan-China OfficeU.S. Commercial CenterShanghai Center, Suite 6311376 Nanjing West RoadShanghai, China 200040Tel: 86-21-6279-7460 ext 6229Fax: 347-823-0620 (USA)Fax: 86-21-6279-7649 (China)michigantrade@yahoo.comHarry WhalenDirectorInternational Business DevelopmentMichigan Economic Development Corporation300 North Washington SquareLansing, Michigan 48913Tel: 517-241-4554Fax: 517-241-3689whalenh@michigan.orgAlbert Vincent Y. Yu ChangWarner Norcross & Judd LLP900 Fifth Third Center111 Lyon Street NWGrand Rapids, MI 49503-2487Tel: 616-752-2783Fax: 616-222-2783ayuchang@wnj.comDoing business in MichiganSandra ZhouSenior Market AnalystCSM Worldwide22B, PuFa Tower588 South Pudong RoadPudong, Shanghai 200120People’s Republic of ChinaTel: 86-21-6888-9599Fax: 86-21-6888-9598sandrazhou@csmsauto.com61

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