麥凱布在中國(guó)的經(jīng)營(yíng)之道

凱文•麥凱布(Kevin McCabe)對(duì)自己在中國(guó)銷售的一款新品咖啡非常興奮，他讓我?guī)б话丶移穱L。唯一的問(wèn)題是，我沒(méi)有咖啡機(jī)。他從自己公司在利茲(Leeds)的辦公室大堂拿了一臺(tái)嶄新的咖啡機(jī)說(shuō)道：“你帶回去。”

I explain the Financial Times’ strict rules on gifts and the machine is returned. But the episode goes some way to illustrating the Sheffield-born entrepreneur’s success around the world: charm, persistence and an impulsive drive to exploit the next opportunity.

我向他解釋了英國(guó)《金融時(shí)報(bào)》關(guān)于禮物的嚴(yán)格規(guī)定，謝絕了咖啡機(jī)。但這件事在某種程度上說(shuō)明了這位出生于謝菲爾德的企業(yè)家為何能在世界各地取得成功：富有魅力、鍥而不舍以及迫不及待地想要利用下一個(gè)機(jī)遇。

Mr McCabe, 68, was one of the first British property developers in China. He travels there frequently and enthuses about his upmarket Espuma coffee house chain developed with the Novell family from Barcelona.

現(xiàn)年68歲的麥凱布是最早進(jìn)入中國(guó)市場(chǎng)的英國(guó)房地產(chǎn)開發(fā)商之一。他經(jīng)常前往中國(guó)，也樂(lè)于講述他與巴塞羅那的Novell家族聯(lián)手開發(fā)的高檔Espuma咖啡連鎖店。

“Do you know how many cups of coffee the Chinese drink on average?” he asks, eyes lighting up. “Five a year. There are a billion of them, imagine how much you could sell!”

“你知道中國(guó)人平均喝多少杯咖啡嗎?”他問(wèn)道，兩眼發(fā)亮，“一年5杯。中國(guó)有十億人口，想想你能賣多少咖啡吧!”

He admits there is competition from Starbucks and other multinationals but is undaunted. The three Espuma bars are more like restaurants and pitched upmarket with premium prices.

他承認(rèn)，Espuma也面臨星巴克(Starbucks)以及其他跨國(guó)公司的競(jìng)爭(zhēng)，但他毫不氣餒。3家Espuma咖啡館更像是餐廳，定位于高檔市場(chǎng)，價(jià)格非常高。

At a subsequent meeting at his office in Manchester — he has them dotted across the UK — he says he developed his business “by instinct”. “If I have an Achilles heel it’s probably always wanting to have a go at what’s put in front of me. Did I ever plan for the group to be as varied and as large as it is? No, not really. Things happen.”

后來(lái)我們又在他位于曼徹斯特的辦公室中——他在英國(guó)各地設(shè)立了許多辦公室——見了面，他說(shuō)自己“出于本能”發(fā)展業(yè)務(wù)。“如果我有致命弱點(diǎn)的話，那可能就是總想嘗試眼前的機(jī)遇。我計(jì)劃過(guò)讓公司多樣化和做到現(xiàn)在這么大規(guī)模嗎?沒(méi)有。但事情就這么發(fā)生了。”

His company, Scarborough Group International, encompasses property interests in continental Europe, Canada, Australia, Hong Kong and India and owns football clubs including Sheffield United, his home city club, and Ferencvaros i of Hungary.

他的思嘉伯集團(tuán)(Scarborough Group International)在歐洲大陸、加拿大、澳大利亞、香港和印度等地涉足房地產(chǎn)，并擁有謝菲爾德聯(lián)隊(duì)(Sheffield United)和匈牙利的費(fèi)倫茨瓦羅斯(Ferencvárosi)等足球俱樂(lè)部。

United — known as “the Blades” after Sheffield’s steel industry — played a crucial part in the international reach of Mr McCabe’s business.

謝菲爾德聯(lián)隊(duì)在麥凱布拓展國(guó)際業(yè)務(wù)方面扮演著關(guān)鍵角色。該隊(duì)因謝菲爾德鋼鐵業(yè)出名而被稱為“鋼刀”。

In 2002 a juice company called Desun from Xian in China made enquiries about sponsoring United’s shirts — the company did not retail in the UK but English football was shown on television in China. Negotiations had stalled. “I said I’d go and sort it out myself,” explains Mr McCabe.

2002年，中國(guó)西安一家名叫鼎盛的果汁公司有意向謝菲爾德聯(lián)隊(duì)贊助球衣——該公司在英國(guó)沒(méi)有零售業(yè)務(wù)，但中國(guó)電視會(huì)播放英國(guó)足球比賽。當(dāng)時(shí)談判沒(méi)有進(jìn)展。麥凱布解釋稱：“我說(shuō)我要親自去解決。”

Expecting a drab industrial city, he was astonished by the pace of development there and in Beijing. He clinched the shirt deal and set up an office for his Scarborough property business in Shenzhen, a southern city, and another in Hong Kong.

他本以為西安是一座乏味無(wú)趣的工業(yè)城市，結(jié)果卻被西安和北京的快速發(fā)展驚得目瞪口呆。他敲定了贊助合同，并在深圳設(shè)立辦公室從事思嘉伯集團(tuán)的房地產(chǎn)業(yè)務(wù)，同時(shí)還在香港設(shè)立了一個(gè)辦公室。

It lost a “bob or three” he says, before finding a suitable local partner in Top Spring, a developer that has worked on 21 projects across China including Hidden Valley, a complex of villas in Shenzhen.

麥凱布說(shuō)，該公司先是虧了一些錢，后來(lái)才找到一家合適的當(dāng)?shù)睾献骰锇?mdash;—萊蒙(Top Spring)。萊蒙是一家開發(fā)商，在中國(guó)各地開發(fā)了21個(gè)項(xiàng)目，包括深圳的水榭山(Hidden Valley)別墅項(xiàng)目。

“You need partners who really have contacts at government level, can put teams together,” he says.

他說(shuō)：“你需要真正擁有政府層面的人脈、能夠把團(tuán)隊(duì)組建起來(lái)的合作伙伴。”

Sheffield is twinned with the Chinese city of Chengdu and Scarborough Group owns the Chengdu Blades football club. Scarborough also has a joint venture with the state-owned Avic group, which operates more than 50 shops in China for Spanish retailer Cortefiel.

謝菲爾德與中國(guó)成都是友好城市，思嘉伯集團(tuán)擁有成都謝菲聯(lián)足球俱樂(lè)部(上圖為成都謝菲聯(lián)足球俱樂(lè)部的新聞發(fā)布會(huì)，左起第三人是凱文•麥凱布)。思嘉伯集團(tuán)還與國(guó)有的中國(guó)航空工業(yè)集團(tuán)公司(AVIC)成立了一家合資企業(yè)，為西班牙零售商Cortefiel在中國(guó)運(yùn)營(yíng)著50多家店。

According to Mr McCabe, being treated as the token “white man” helped open doors in China. “You spend a long time in meetings just grinning while others talk.”

麥凱布說(shuō)，“白人”這個(gè)身份標(biāo)簽有助于在中國(guó)打開門路。“你會(huì)花很多時(shí)間在會(huì)議上，在別人談話時(shí)只需要咧著嘴笑。”

Networking is essential to operating in China and it could be several long meetings before any business is done. But he says it is best to avoid Maotai, the fiery grain liquor that is a staple of such events — one of his staff makes sure his glass is topped up with green tea instead: “I ain’t drinking that rubbish.”

在中國(guó)做生意關(guān)系網(wǎng)至關(guān)重要，而且你可能得參加多次冗長(zhǎng)的會(huì)議才能做成任何一樁生意。但他說(shuō)，最好別碰茅臺(tái)——這種烈性谷物酒是宴會(huì)的主角——一名下屬會(huì)確保他的杯子里倒?jié)M綠茶：“我不會(huì)喝那種垃圾。”

So far, he has stuck to mainland China’s secondary cities rather than Beijing and Shanghai. Projects include a new suburban centre in Changzhou covering 5.6 sq km. It has a five-star hotel, large shopping centre, arts and cultural centre, youth recreation centre along with offices and apartment blocks. In Chengdu the group has built a new office district with 55,000 sq m of offices and 47,000 sq m of retail space.

他迄今堅(jiān)持在中國(guó)內(nèi)地二線城市、而非北京和上海經(jīng)營(yíng)。項(xiàng)目包括在常州郊區(qū)占地5.6平方公里的新中心。它有一座5星級(jí)酒店、大型購(gòu)物中心、藝術(shù)和文化中心、年輕人休閑中心以及寫字樓和公寓。在成都，該集團(tuán)建設(shè)了一個(gè)包含5.5萬(wàn)平方米寫字樓空間和4.7萬(wàn)米零售區(qū)的新商務(wù)區(qū)。

Mr McCabe’s partners also include Metro, a listed Singapore developer. More recently he teamed up with Hualing Group, which is involved in controversial mining projects in the far northern province of Xinjiang, where human rights groups say the Muslim Uighur minority is persecuted and there have been violent clashes with police. George Osborne, the former UK chancellor, was criticised for going to Urumqi, the region’s capital, last year. Mr McCabe says he has seen no evidence of abuses. The city, he says, is affluent.

麥凱布的合作伙伴還包括新加坡一家上市的開發(fā)商Metro。更近一些時(shí)候，他與華凌集團(tuán)(Hualing Group)建立合作，后者在新疆開發(fā)了具有爭(zhēng)議性的采礦項(xiàng)目。人權(quán)組織說(shuō)，新疆維吾爾族穆斯林遭受迫害，并與警方發(fā)生多起暴力沖突。英國(guó)前財(cái)政大臣喬治•奧斯本(George Osborne)去年曾因前往烏魯木齊而遭受抨擊。麥凱布表示，他沒(méi)有發(fā)現(xiàn)任何人權(quán)濫用的證據(jù)。他說(shuō)，烏魯木齊非常富足。

Hualing is now investing in housing in the north of England with Scarborough, as is Top Spring. “The pendulum has swung,” says Mr McCabe, with Chinese companies looking to diversify into UK investments.

華凌目前正與思嘉伯集團(tuán)聯(lián)合在英格蘭北部投資開發(fā)住宅項(xiàng)目，與萊蒙一樣。麥凱布表示：“鐘擺擺動(dòng)起來(lái)了。”有許多中國(guó)企業(yè)正尋求在英國(guó)投資。

This year Scarborough also formed a consortium with state-owned China National Electric Engineering for the €230m upgrade and extension of the Loznica gas-fired power station in Serbia.

今年思嘉伯集團(tuán)還與中國(guó)電力工程有限公司(China National Electric Engineering)組建財(cái)團(tuán)，共同承擔(dān)西伯利亞Loznica天然氣發(fā)電廠的2.3億歐元升級(jí)擴(kuò)建項(xiàng)目。

It is a long way from Mr McCabe’s start in a property company in Teesside in north-east England, where he was a director by the age of 25. But, thinking that he could do better himself, in 1976 he borrowed £10,000 from the Bank of Scotland and began his own business refurbishing and selling on properties in Aberdeen and Edinburgh.

麥凱布是從英格蘭東北部提賽德(Teesside)一家房地產(chǎn)公司起步的——他在25歲的時(shí)候就是該公司的董事。但他認(rèn)為自己?jiǎn)胃蓵?huì)更有出息，于是在1976年向蘇格蘭銀行(Bank of Scotland)借款1萬(wàn)英鎊，在阿伯丁和愛丁堡創(chuàng)辦了改造和銷售房地產(chǎn)的企業(yè)。

In 1980 he founded the Scarborough Group, naming it after the Yorkshire resort in which he lives. The group mainly worked for Bank of Scotland and the two businesses rose together, with Mr McCabe advising, or even taking over, property portfolios the bank had lent against when the group got into trouble.

1980年，他創(chuàng)立了思嘉伯集團(tuán)，并以自己居住的約克郡度假勝地命名。那時(shí)該集團(tuán)主要為蘇格蘭銀行服務(wù)，這兩家企業(yè)共同成長(zhǎng)，蘇格蘭銀行曾在思嘉伯集團(tuán)陷入困境時(shí)為其提供貸款，而麥凱布為貸款抵押房產(chǎn)提供咨詢服務(wù)甚至直接收購(gòu)這些房產(chǎn)。

The relationship became strained during the financial crisis in 2008 when Halifax Bank of Scotland, as it had then become, had to be rescued from collapse by a merger with Lloyds Bank.

在2008年金融危機(jī)期間，蘇格蘭銀行——當(dāng)時(shí)已成為蘇格蘭哈利法克斯銀行(Halifax Bank of Scotland)——不得不與勞埃德銀行(Lloyds Bank)合并來(lái)免于破產(chǎn)，雙方關(guān)系變得緊張起來(lái)。

Mr McCabe had sold some of Scarborough’s assets to Valad Property Group of Australia for £865m in 2007, picking up about £150m net profit.

2007年，麥凱布以8.65億英鎊的價(jià)格將思嘉伯集團(tuán)部分資產(chǎn)出售給了澳大利亞的Valad地產(chǎn)集團(tuán)，獲得了大約1.5億英鎊的凈利。

But it still had to sell its London properties to pay off the bank. Mr McCabe would not say how much he owed except the bill was “more than Paul Pogba” the midfielder Manchester United has recently bought for £89m.

但它仍不得不賣掉倫敦的地產(chǎn)來(lái)償還蘇格蘭哈利法克斯銀行的債務(wù)。麥凱布不會(huì)說(shuō)他欠了多少錢，只是說(shuō)賬單“超過(guò)了曼聯(lián)最近8900萬(wàn)英鎊購(gòu)買的中鋒保羅•博格巴(Paul Pogba)的身價(jià)”。

He has now sold 50 per cent of Sheffield United to Prince Abdullah al-Saud of Saudi Arabia. But he gets to most games, and such is his loathing of local rivals Sheffield Wednesday that he orders special diaries with the word removed from every week: “They have Tuesday A and Tuesday B. I hate Wednesdays.”

他現(xiàn)在已經(jīng)將謝菲爾德聯(lián)隊(duì)50%的股份出售給了沙特阿拉伯的阿卜杜拉•阿勒沙特王子(Prince Abdullah al-Saud)。但他仍去觀看大部分比賽，而且非常討厭當(dāng)?shù)氐母?jìng)爭(zhēng)對(duì)手謝菲爾德星期三足球俱樂(lè)部(Sheffield Wednesday)，還因此定制了去掉星期三的日記本：“他們有星期二A和星期二B。我討厭星期三。”

His two sons now work in the business. Simon handles property while Scott looks after the other interests. But he remains chairman and “chief pot and bottle washer”.

他的兩個(gè)兒子如今負(fù)責(zé)公司業(yè)務(wù)。西蒙(Simon)負(fù)責(zé)房地產(chǎn)業(yè)務(wù)，而斯科特(Scott)負(fù)責(zé)其他業(yè)務(wù)。但他依然是公司的董事長(zhǎng)和“管家”。

In accounts for the year to February 29 2016, the Scarborough Group made a pre-tax profit of £625,000 on turnover of £59.5m. In the same period last year it posted a pre-tax loss of £1.4m on turnover of £24.8m. He declines to put a value on the company, which he says may list in the next few years — but independent estimates begin at £90m.

在截止2016年2月29日的一年里，思嘉伯集團(tuán)實(shí)現(xiàn)收入5950萬(wàn)英鎊，稅前利潤(rùn)62.5萬(wàn)英鎊。上一年它實(shí)現(xiàn)收入2480萬(wàn)英鎊，稅前虧損140萬(wàn)英鎊。麥凱布拒絕對(duì)公司估價(jià)——他說(shuō)公司可能在今后幾年上市——但獨(dú)立的評(píng)估是至少9000萬(wàn)英鎊。

Mr McCabe believes Chinese investors will continue to come to the UK even after it leaves the EU.

麥凱布相信，即便英國(guó)退出歐盟，中國(guó)投資者仍會(huì)繼續(xù)來(lái)英國(guó)投資。

“One has to say the best country in Europe is the UK. We may have some problems but . . . I can only think of two strong nations in Europe, that’s ourselves and Germany.”

“人們不得不說(shuō)，歐洲最好的國(guó)家是英國(guó)。我們可能有一些問(wèn)題，但……我只能想到歐洲有兩個(gè)強(qiáng)國(guó)，那就是我們國(guó)家和德國(guó)。”