想要“巴”结你

苏希玲

巴基斯坦伊斯蘭共和国（The Islamic Republic of Pakistan），简称巴基斯坦，是首个与中华人民共和国建立外交关系的伊斯兰国家。巴基斯坦全国人口2亿，是经济快速增长的发展中国家，也是世界贸易组织、不结盟运动、上海合作组织和英联邦成员国。作为中国的坚定朋友，巴基斯坦与中国“是长期、全天候和多方面发展的友好关系”。

在我国疫情爆发初期的紧要关头，巴基斯坦举全国之力对我国进行援助与支持。虽然从会展实力与会展容量来说，巴基斯坦排不到全球前列，但我们本期杂志邀请当地知名主办方和国内巴基斯坦相关机构进行分享，透析当地的会展市场。巴基斯坦场馆规模不大、会展服务有待提高、语言障碍是一大挑战，但市场潜力巨大、人文气息浓厚、清关相对规范，整体而言是值得以耐心和细心培育的会展市场。

Approaching youu

——A View Into the Pakistan Convention and Exhibition Markett

□Reporter/ Celion Su

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

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

潜力巨大的新兴市场

Saleem Khan Tanoli先生是巴基斯坦FAKT展览公司首席执行官和国际展览业协会亚太区第一副主席。他表示，“我们相信面对面的体验能为利益相关者带来巨大价值。”他的公司FAKT展览公司是巴基斯坦知名会展主办方。作为UFI成员，公司每年举办的旗下展会涵盖25个行业。伴随着巴基斯坦国内不断发展的经济，公司的展览业务蒸蒸日上。

Tanoli先生介绍道，整体而言，巴基斯坦展览行业在推动国家经贸发展方面扮演重要角色，技术手段也在向行业先进水平看齐。巴基斯坦共有两个功能齐备的展览中心，分别位于卡拉奇和拉合尔。大型的会展活动主要在纺织、塑料、印刷、包装、太阳能、建筑建材、电信、食品、装备技术、旅游等领域。Tanoli先生指出，巴基斯坦是一个潜力巨大的新兴市场，尤其是得到了来自中国等多个国家的各类投资项目。而国家当前最大的挑战是展览行业的资源和场馆不足。为此，当地政府正在开办新的展馆，采取相应的措施去扩增资源，推动展览业的发展。

巴基斯坦目前是全球人口数量第五大的国家。外国企业和当地企业都可以来展示自己的创新产品，当地的企业采购之后也可促进当地各行各业的发展。这对巴基斯坦的展览业、出口业和国家经济都有巨大的益处。

Tanoli先生告诉记者，当前，新冠疫情仍在持续，巴基斯坦几乎所有的行业也遭受重创，按下了暂停键。政府也在积极采取措施，力争尽早恢复国家经济。一旦局势好转，会展行业就可以重启并恢复正常发展。

谈到中国和巴基斯坦展览业的合作，Tanoli先生认为，中巴展览业之间的联系本来就已经非常紧密，两国的代表团也经常互访。“我们也组织过巴基斯坦的参展企业和买家代表团与中国团进行互访，来促进双方的经贸交流。”他还认为，巴基斯坦会展企业到中国办展、中国企业在巴基斯坦办展，也是中巴会展业共同发展的好渠道，这可以使得双边企业站在更大的舞台上展示自己的实力。

做好思想准备，以耐心持久耕耘

远大国际展览有限公司副总经理张雅竹从2016年至今，连续组织中国企业参加巴基斯坦汽摩配展，并且每年都亲自带团，可以说是一个“老巴”了。她对巴基斯坦市场的体验如下：

首先，从会展中心来讲，无论是巴基斯坦第一大商业城市卡拉奇，还是第一大工业城市拉合尔，展馆规模都不大。每个展览中心都有6个展厅，每个展厅约3000-4000平方米，展览中心总面积不到2万平方米。

其次，从会展服务来讲，各个方面都有待提高。比如，中国处处可见的安检设施和电子大屏幕在当地都没有。搭建材料的质量也不太好。比如，2019年巴基斯坦汽配展会上，一个展位上展商的图画因为背胶黏不到当地的展板上，每天早上都滑落掉在地上。搭建公司的工作也不够细致。例如，2018年展会上，出现了当地的搭建公司把展位顶部的“中国展团Brands of China”横幅做得比展位尺寸短的现象。此外，搭建工人不会讲英语，展具调整速度非常慢。所以，千万不要听了巴基斯坦人的几句“No problem！ Trust me. Everything will be fine when you come tomorrow”就高枕无忧了。对于展位搭建，一定要给每个细节（包括道具的摆放）提前画出图纸，并提前到现场去检查，尽量不要现场改动。同时，建议参展企业从国内准备足够的双面胶以备布展的不时之需。与当地搭建公司合作时，建议预留尾款，工程验收合格后再支付。

语言不通也是一个大的挑战。与成熟的欧美展会市场不同，巴基斯坦并没有横跨中外的华裔导游和精通外语的华裔翻译。幸运的话，能够聘请到来中国留过学的巴基斯坦人，但大部分还是在当地学中文、只会简单的“你好”之类的学生。所以，企业应该尽量派懂英语或者熟练使用谷歌翻译等软件的业务员参展，便于与客户沟通。

关于安全问题，虽中巴关系良好，但仍需要制定安保方案，配备安保人员。

总而言之，在巴基斯坦，无论是办展还是参展，都要有足够的思想准备。张雅竹总结道，巴基斯坦是一个具有2亿人口的大市场，在展览方面也是需要我们会展人用细心和耐心慢慢适应，并与之共同成长的一个市场。

申報数据务必一致

青岛辉诺国际物流有限公司总经理陈晓表示，目前，中国入境巴基斯坦的货物并无特殊要求，但巴基斯坦多数企业在家办公，处于半停工状态。而且，巴基斯坦海关还加强了对中国动植物产品的熏蒸措施，这势必导致货物到目的港后清关、转运的效率大大降低。运输时效延长还将产生额外的码头堆存等费用。因此，大家近期出货时务必留出更充裕的时间，并关注额外的费用情况。

另外，随着疫情在海外的加剧，一些当地企业面临崩溃，很多收货人面临破产，可能会产生不提货、弃货等行为，因此建议大家出货前务必谨慎，确保款项收齐。

特别需要注意的是，由于巴基斯坦海关与中国海关系统联网，发往巴基斯坦的货物，在中国出口申报的货物金额以及件重尺必须与巴基斯坦申报的进口一致，否则无法清关，还会产生一定的罚金。

巴基斯坦商旅：彩衣般的东方神韵

北京王府国际旅行社国际展览部经理宋莲花介绍道，巴基斯坦位于南亚，首都为伊斯兰堡，是个多民族国家。在巴基斯坦，你在大街上说你是中国人，一定会有巴基斯坦人请你到他家里吃饭。在公共场所可见身披美丽彩衣的客车、身着色彩艳丽服装的女人和虔诚祈祷的信众。中国企业到当地参展，闲暇之余可以考虑以下打卡地。

克里夫顿海滩

在这里可以在海边骑马和骑骆驼，玩沙滩摩托车。可以看到巴铁这个穆斯林国家最温馨的家庭游玩场景，可以看到无数的老鹰掠过印度洋上空。

MOHATTA宮

坐落于市中心，是英国殖民时期的老建筑，巴基斯坦定都卡拉奇时曾用做外交部，现在作为一座漂亮的博物馆。建筑外型典雅，现在经常举办一些展览活动，算得上卡拉奇地标建筑。

拉合尔古堡

拉合尔古堡的前身是泥筑的堡垒，城墙全用巨大的红褐色岩石筑成，堡内有亭台楼阁、喷泉池塘和园林花圃，古堡中最富盛名的景点是东北角上的镜子宫。抽出时间在这里走一走，你会感受到它的神秘与魅力。

印巴降旗仪式

仪式中印巴两国士兵在号角声中挺起胸膛，夸张的正步踢过腰部，挥舞双臂，动作夸张，表情严肃。两国人民会跟着口号呐喊助威，游客可以参与其中感受别样的人文，感受巴基斯坦人民的激情。

巴基斯坦纪念碑博物馆

博物馆设计独特。这座莲花瓣儿形状的建筑，四朵花瓣儿代表巴基斯坦的四个省，象征着巴基斯坦人民的团结，花瓣儿上的图形主要讲述巴国建国历史。

费萨尔大清真寺

八角形顶部，像座巨大的沙漠帐篷，沙特前国王出资建造并以他命名。同体白色大理石，内部马赛克装饰，祈祷厅里没有一根柱子。

凯沃拉盐矿

距巴基斯坦首都约250公里，它是南亚历史最悠久、储盐量最大的盐矿。前来参观的人们乘坐小火车进入，就能看到用盐砖搭建的建筑，精美绝伦。这里也是巴基斯坦的旅游和避暑胜地，每年吸引20多万游客前往参观。

罕萨河谷

靠近中巴边境的克什米尔地区，属于帕米尔山结地区。闻名世界的“香格里拉”就是罕萨河谷，它也是日本动画大师宫崎骏《风之谷》和构思地和《天空之城》的取景地。远处雪山雾气缭绕，山影重叠，近处百花齐放，绿野仙踪。

红其拉莆国家公园

位于吉尔吉特市，红其拉莆国家公园是世界上海拔最高的公园之一，也是巴基斯坦内高山生物多样性重要保护基地。若是运气好的话，说不定能见到世界濒危物种雪豹、马可波罗羊和喜马拉雅野生山羊。

An emerging market with tremendous potentiall

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

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

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

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

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

Grow together with patiencee

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

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

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

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

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

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

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

The declaration data must be consistent on two sides

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

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

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

Pakistani Business Travel： Oriental charm like colorful clothess

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

Clifton Beach

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

MOHATTA palace

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

Lahore Fort

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

India and Pakistan flag Lowering Ceremony

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

Pakistan Monument Museum

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

Faisal Grand Mosque

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