第一个吃螃蟹的人

The First Ukraine Company in Xiamen

访厦门首家乌克兰公司百国达经理Maksym Tryasunov

An Interview with the Maksym Tryasunov,

the Managing Director of the Pagoda-Build CO., LTD

                           编译：胡嫔嫔

编者：很高兴见到您。能否为我们介绍一下乌克兰的石材情况？

Editor: Nice to meet you. Could you tell something about Ukrainian stone?

Maksym:乌克兰有很多很漂亮的花岗岩。它的硬度比国内的花岗岩高，是高档建筑的理想材料。在石材出口方面，乌克兰有丰富的石材资源，很多来自欧洲、土尔其和巴西的买家都聚集在矿山，在第一时间内将石材买走。当然，在乌克兰购买石材要和矿主建立良好的关系。我们公司的目标是成为连接乌克兰石材和中国市场的渠道，推广和供应乌克兰石材。由于2010年欧洲杯将在乌克兰举行，届时会修建大量工程建筑，乌克兰国内石材消费市场会进一步扩大。

Maksym: There are a lot of beautiful granites in Ukraine. The Ukrainian granite is solider than Chinese granite so it is the ideal material for high quality construction. In stone exportation, due to the plenty stone resource, there are so many stone buyers from Europe, Turkey and Brazil congregating in the quarry in order to buy the stone in the latest time. Establishing a nicer relationship with the mine owners is the most important thing to buy stone. Our company target is to establish a stable channel of supply and promotion of Ukrainian Materials to Chinese markets. The domestic stone consumption market in my country is rapidly growing due to in 2012 the European Cup will be held in Ukraine and many construction projects are to be accomplished by that time.

编者：现在欧美、日本等发达国家市场都比较疲软，而东欧市场特别是俄罗斯市场则比较被看好，对此，您有什么看法呢？

Editor: Now, the developed markets such as Europe, America and Japan are declining. And the east-Europe especially the Russia market rises. How do you think about it?

Maksym:确实，随着俄罗斯经济的复苏，各种项目工程也随之发展。而建筑的发展，又离不开石材。俄罗斯的石油储量很大，现在油价不断攀升，俄罗斯的经济会发展得越来越快。加上俄罗斯取得了2014年冬季奥运会的举办权，相信俄罗斯的市场前景是十分光明的。

Maksym: With the Russian economy goes well, variety of projects and buildings are developing, too. The stone is the necessary to the construction. The Russian oil reserves are large and the oil price is growing up which help the Russian economy to develop quickly. Plus the Winter Olympic Games in 2014 will open in Russia; there will be a prosperous future in Russian market.

编者：您觉得在俄罗斯做生意，需要注意一些什么问题？

Editor: Which thing has to pay attention when merchants do business in Russia?

Maksym:我觉得最重要的是要了解客户需求。很多人都觉得俄罗斯客户对品质要求没有欧美客户高。这是一个误区。俄罗斯客户对于品质有自己的一套标准。而且俄罗斯客户是很优质的客户，他们会考虑商家的生产成本，不会拼命压价。和俄罗斯客人打交道要注意守信，说好了的事情就不要变卦。他们很注重长期合作，如果前期能取得他们的信任，那对于后期的合作发展是很有益的。

Maksym: I think the most important thing is catching the client’s need. It is a misunderstanding that Russian clients has lower request in quality than European and American. The Russian clients have their own standard in quality. They are good buyers would take into account the product cost and not demand a lowest price. When contact with the Russian buyers, we have to keep our word. They prefer to the long-term cooperation. If you are trusted by them, that will be good for the later cooperation.

编者：是什么吸引您来中国开设公司的？

Editor: Why did you set up company in China?

Maksym:最开始我只是受古老东方文化的影响来中国。中国是世界上经济发展最快的国家，到处充满了商机。2006年我来到了厦门，发现中国市场上没有一家俄罗斯公司或乌克兰公司，所以就萌生了开办公司的想法。我们的公司虽然很年轻，但是发展很快。

Maksym: At first time, I was affected by the ancient east culture. And Chinese economy is developing fastest in the world. There are full of business opportunity in China. I came to Xiamen in 2006 and found there was no any Ukrainian or Russian company operating on the stone market in China. So I established the company in Xiamen. Our company is very young but it develops very quickly.   

编者：那您在中国的主要任务是什么？

Editor: What is your main task in China？ 

Maksym:我们主要是在中国采购荒料，然后经过加工制造再出口到俄罗斯、乌克兰、韩国、中东和欧美国家。我们也从乌克兰进口荒料到中国销售。同时，我们还与福建的石材加工机械厂合作，将他们的产品推销到俄罗斯和乌克兰。从2008年开始，我们也会尝试在中国做一些工程。

Maksym: We buy the block in China, and then process the block to export to Russia, Ukraine, Korean, Mid-east, Europe and America. We also buy the block from Ukraine and sell them in China. At the some time, we cooperate with the stone processing machine factories of Fujian to promote their equipment to Russia and Ukraine. From 2008 on, we will do some projects in China.

编者：贵公司做过哪些工程，能举例说明吗？

Editor: Which projects are accomplished by your company? Could you give some examples?

Maksym:我们公司在俄罗斯，乌克兰和南韩完成了许多工程。例如在俄罗斯克拉斯诺雅茨克的Teotralnaya Ploschad 广场和城市商业中心。这些工程大部分是用福建的石材建造的。我们不仅把中国的石头卖到俄罗斯，也把中国的工艺带到了那里。

Maksym: Of course. We accomplished a lot of construction projects in Russia, Ukraine and Korean such as the“Teotralnaya Ploschad”Square and the City Business Center in Krasnoyarsk, Russia. Most of the projects are set up by Fujian stone. We send not only the Chinese stone to Russia but also the Chinese techniques.

编者：贵公司的产品种类十分繁多，哪种产品是贵公司主打产品？

Editor: There are a lot of kinds of productions in your company. Which one is the hot-sale?

Maksym：每个客户的要求不一样，也不能说哪种产品是公司的主打产品。就像俄罗斯和乌克兰市场比较喜欢花岗岩，而韩国市场则比较喜欢砂岩。不一样的工程就要求用不一样的石材。

Maksym: It is really hard to say which one is the hot-sale because every client’s requirement is not the same. The Russian and Ukrainian clients prefer the granite and the Korean clients like the sandstone better. And the different stones fit for the different projects. 

编者：这次为中国带来哪些新产品呢？

Editor: This time what kind of new production you bring to China?

Maksym:这次我们带来了一种中国市场从未有过的新产品—乌克兰钻。这种产品花纹很漂亮，而且有蓝色的亮点，有点像蓝珍珠。现在这种产品只有乌克兰能供应。因为其独一无二的美，许多欧美买主都在矿山上等着买料。我们公司每个月有200立方米的乌克兰钻供应量。作为乌克兰钻矿山在中国的直接代理商，我们以最优惠的价格为客户提供最优质的石材。

Maksym: We currently supply relatively rare for China material — Volga Classic. It has the pretty veins and blue light dot, which is likes the Blue Pearl. Now the Volga Classic is only supplied in Ukraine. A lot of European and American businessmen wait to buy the material on the quarry due to its unique beauty. Our company is currently capable to secure the supply of up to 200 m³ monthly. Being a direct representative of the quarry of Volga Classic in China we also can offer the best quality material at the most competitive price.

编者：您的公司和别的石材公司有什么不同？

Editor: What is the difference between your company and other stone companies?

Maksym：我们能提供许多加工技术复杂的产品。我们公司的目标不单纯只是卖产品。我们会根据客户的需求做一整套完整的方案。我们不仅帮客户加工产品，还包括安装细节，如果客户在工艺和技术上有什么问题，我们还提供咨询服务，帮助客户解决问题。我们公司是由20个包括乌克兰、俄罗斯、希腊、中国人在内的拥有石材从业经验的团队组成，为客户提供专业的服务。

Maksym: We can claim to be one of the strongest suppliers of technically complicated stone products. Selling production is not the only thing we have done. We would settle a complete set of scheme following the client’s requirement. We not only process the production but also provide the installation detail. If the customer has any question in techniques, we offer the consulting service to help them solute the problems. Our company is currently employing 20 experienced professionals from Ukraine, Russia, Greece and China, affording the professional service.

编者：贵公司的名字很有趣，能为我们解释一下吗？

Editor: Your company logo is very interesting. Could you explain it for our reader?

Maksym: Pagoda的英文意思是宝塔，希望公司能像塔一样坚固。中文意思是百国达，希望我们公司能成为石材和世界石材市场的纽带，将各种优质的产品输送到世界各地。

Maksym: The “Pagoda” English meaning is tower. I hope our company is as firm as a tower. And the Chinese meaning is Bai Guo Da. It means that our company becomes the link between the stone and the global market, transporting all kinds of high- quality productions to all over the world.

编者：谢谢您接受我们的访问。

Editor: Thank you for our interview.