尊敬的Dr Mohamme 先生
您们好！
非常感谢此次沙特之行的盛情款待，您们的真诚与友好更加深了我们之间的友谊，也为我们后续的项目合作奠定了坚实的基础。从现场实地考察回来至今，我公司已迅速成立沙特项目攻关小组，研讨项目实施方案，且在短时间内提出初步的意见及方案，对此我们有信心、有信念来共同完成我们的项目合作。
此次商务考察，得知有200万套规格的政府民生工程，可谓规模宏大、事关国计民生，建设规模及建设周期上的要求都较高。针对此项目，我们经研讨有以下设想：
- 就市场而言：
1、从长远角度出发，合资办厂是必须的，亦是可行的，贵国的建设市场巨大，而此行业的厂尚少或规模小，有巨大的市场潜力；
2、贵公司在贵国的社会人脉关系良好，具备了发展此种行业必备的特点，有利于业务的拓展；
3、我司有专业技术亦有多年的发展经验，从设计、制造及现场施工，亦提供在贵国建筑行业发展此行业的技术支撑，从高、中、低建筑均可满足。
- 从现实条件看，亦有存在不利因素：
1、贵国此行业的从业人员少，专业技术人员欠缺，而培训一个专业的从业人员需1-2年。
2、此行业属劳动密集型企业，重体力、野外施工时间较长，涉及相关行业专业人员多，而贵国劳力缺，重体力劳力更缺。
综上所述，我司的意见：
一、办厂选址、规划、设计，可先行作准备；
二、贵公司先在贵国争取1000-3000幢的承包任务，我司作为贵司的配套供应商，并提供现场的安装施工技术指导及相应的人员培训，为设厂作准备。
我司针对此次考察项目特点，已着手进行设计及相关节点的研发，研发方向为低层钢构架结构，在近期建成样品房供贵司及贵国的相关人员确认。现就钢结构建筑的优势做以下简要分析：
- 、世界所需 建筑之趋 抗震性能好。日本是地震频发国，其建筑多采用钢结构，地震对日本造成的人员伤害较少，社会经济损失也较小。但就土耳其2011年11月地震而言，6级本为中强度地震，造成的损失却重大，人员致死600多人，市中心最出名的巴伊拉姆酒店倒塌，市区20多处建筑坍塌，造成不可以弥补社会创伤。
- 、速度快 由于钢构件可工厂化、机械化、减少劳工、受气候影响小。若是引入大量外籍劳工，势必增大社会管理成本；而采用钢结构为建筑主体材料，恰好解决该潜在问题。
- 、环保 相较传统建筑，约节省水1立方 / 平方， 钢材料可循环利用，多用于民宅、中高层建筑、大型公共建筑、工业厂房、桥、清真寺、等等。
附件1：建厂投资估算
附件2：厂区规划平面图
商祺！
福建鑫晟钢业有限公司
陈夏生
2012年10月12日
Dear Dr. Mohamme:
We would like to first of all express our thanks and gratitude for the exceptional warm reception that we received during our trip to Saudi Arabia. You and your people’s sincerity and friendliness have further improved our already profound friendship, and lay a solid foundation for our future cooperation.
Immediately after our trip from Saudi Arabia, my company have formed a special task team aimed specifically for the construction projects in Saudi Arabia. During the short time frame since the creation of the team, we have discussed extensively regarding the details and feasibility of our preliminary plan for the development and implementation of construction projects. We believe, that as business partners, our each unique expertises will bring synergy to our partnership and lead us to achieve our ultimate goals.
From this business expedition, we realized the importance of Saudi Arabia government’s civilian projects to the people living in the country. Judging from the sheer number of these projects alone, which numbered around two millions, we know that the level of standards and quality required to successfully complete these projects need to be exceptional high. Therefore, after our company’s numerous in-depth discussions, we propose the following assumptions and execution plans:
- From a market perspective:
- From a long-term point of view, a joint venture for a new factory is necessary, and also feasible. Saudi Arabia’s construction industry has huge market potentials for profit and growth, with currently only few businesses competing in the industry. Hence, the outlook in this industry is very positive;
- Your company’s excellent business connections and relationships within the country, as well as your company’s own expertises make your business highly qualify to be successful within this industry;
- Our company possesses many years of professional knowledge and experiences in the field of construction including design, manufacture, and on-site construction, etc. We will be a valuable asset for your country’s construction industry as we have the expertises in constructing buildings of various heights (i.e. high, middle, and low).
- Based on current situation, we identified the following problems in the industry:
- Saudi Arabia currently lacks adequate labour force as well as professionals within the construction industry. Training a professional staff usually takes 1-2 years.
- The construction industry is heavily labour-focused, characterized by high labour intensity, long working hours in the construction site, and high demands for professional personnel. Saudi Arabia currently lacks adequate manpower for high intensity labour works.
Based on the points above, our company offers the following opinions:
- At current phase we can start discussions regarding the general plan, design, and suitable sites for the new factory;
- Your company should try to bid and win 1000-3000 contracts. Our company will act as a supplier by supplying necessary constructing materials to your company. In order to better prepare for the new factory, we will also provide on-site installation technical support and training for personnel.
From what we learned on this business trip, our company has already started to research on the materials suitable for the construction projects. We have decided that the best material suitable for our circumstance is the low-rise steel-frame structure. We will provide buildings build with the low-rise steel-frames as samples for you business and Saudi Arabian agencies for further review and inspection in the very soon future. The advantages of low-rise steel-frames are listed below:
- The current trend around the global is that buildings need to have great earthquake-resistance. Japan as a frequent earthquake country, uses low-rise steel-frames as primary construction materials for its buildings. Consequently, human and financial losses as a result of earthquakes are often minimized. In sharp contrast, the November 2011 earthquake in Turkey was only 5.6-magnitude in scale, but its effect was devastating. More than 20 buildings, including the famous Bayram Hotel, collapsed during the earthquake. More than 600 people were killed, and the financial loss to society was astounding.
- Low-rise steel-frames cost less time to manufacture. The steel-frame components can be industrialized, making mass-production a reality. As a result, labour hours and negative weather factors can be effectively reduced. If Saudi Arabia hires a large quantity of foreign workers, then the societal costs on managing this foreign labour force would be greatly increased. But if the country choose to use low-rise steel-frames as the primary construction material, the potential foreign labour force problem can be effective solved.
- Environmental-friendly. Compare to traditional buildings, low-rise steel-frames can reduce water usage by 1.1 cube/square. Low-rise steel-frames can be recycled and reused on residential buildings, tall buildings, large public buildings, industrial factories, bridges, and mosques, etc.
Attachment 1: New factory investment estimates
Attachment 2: Factory area layout plans