Self-exposed "trade secrets" Tan Xuguang why overseas mergers and acquisitions are successful

The era of globalization has brought opportunities for Chinese companies to “go global”. Capital mergers and acquisitions have become a “shortcut” for many companies to speed up internationalization. But this "shortcut" is not good. There is a “seventy-seven law” in the industry, that is, 70% of mergers and acquisitions have not achieved the expected commercial value, and 70% of them have failed to integrate after mergers and acquisitions. However, Weichai Tan Xuguang was able to successfully avoid this "magic".

In the past ten years, Tan Xuguang has set up a few overseas overseas. Weichai has established a “super-family” in the global map, building a global community, mutual synergy, different steps, and different business communities with China headquarters as the core. The business contributes to the company's annual revenue close to “half of the country”.

Tan Xuguang, Chairman of Weichai

Why is Tan Xuguang able to seize 30% chance of success? Tan Xuguang has a unique overseas merger and acquisition integration "combat logic."

The soldiers and horses have not moved and the strategy has been ahead of schedule. In Tan Xuguang's view, the first thing to do is to understand why the other side is selling. The acquisition of Weichai is a very cost-effective enterprise. The second is to understand why you want to buy? Weichai's mergers and acquisitions are all around the main business. In 2012, Weichai acquired German Linde Hydraulics to supplement the weakness of China's construction machinery industry – the lack of high-end hydraulic technology.

Only by maintaining a high degree of sophistication in strategy can tactics be more than sufficient. After the war broke out, the key is to look at the wisdom and vision of entrepreneurs. When Weichai acquired Italian Ferretti, Tan Xuguang spent three months in Milan to study in depth what the risks existed, one by one. "Only by doing this, we can quickly achieve mergers and acquisitions." Second, we must fully respect each other's culture. Tan Xuguang emphasized that Chinese entrepreneurs must be integrated with entrepreneurs from different countries and different ecological developments. They must abide by local laws and fully take into account the cultural differences between countries. Tan Xuguang once said on many occasions: "We never invade the culture of the reorganized enterprise, but through the integration and refinement of culture, and exert its superior resources to achieve the same."

Reading volume: Source: Chinese network of truck: Le Feng

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