Malaysia China

Trade, Investment & Economic
Cooperation Between China and

Southeast Asia:
The Case of MALAYSIA
November 2003 February 2004
JOINT RESEARCH BETWEEN

Institute of Developing Economies - Japan External Trade Organization
(IDE-JETRO)
AND
Socio-Economic & Environmental Research Institute (SERI)
Trade, Investment & Econ Cooperation China-ASEAN

Case Study on Malaysia by IDE-Jetro-SERI
CONTENT
Executive Summary
1. Introduction
2. Objective of Study
3. Methodology
4. MalaysiaChina Trade Relationship
5. MalaysiaChina Investment Relationship
6. Evolution of Malaysia-China Trade and Investment , From 1970
Onwards
7. Profiles of Malaysian Business in China
8. Profiles of Chinese Business in Malaysia
9. Reasons Why Malaysians Invest and Trade in China
10. Challenges in China from Malaysians Perspectives
11. Challenges in Malaysia In View of Competition From China
12. Evaluation of Current Influence of China
2
2
3
4
9
Private Sector
Public Sector
13. Evaluation of Future Influence Post China-Asean FTA (2010)

14. Initiatives to Improve Malaysias Competitiveness Vis--vis China
Malaysian Government Agencies
Non-Governmental Agencies
13
15
16
17
18
20
24
24
27
27
28
28
29
15. Opportunities for Malaysia

16. Conclusion - Future Direction
30
32
Appendix 1: Profile of Interviewed Companies

Appendix 2: Malaysian Exports to China in 2002
Appendix 3: Malaysian Imports from China in 2002
Appendix 4: Pictures from Field Interviews
Bibliography
33
35
36
37
39
Trade, Investment & Econ Cooperation China-ASEAN

Case Study on Malaysia by IDE-Jetro-SERI
Joint Research Project on

Trade, Investment and Economic Cooperation between China and Southeast Asia:
The Case of Malaysia
Executive Summary
In this study, we examine the economic relation between China and Malaysia in terms of trade,
investment and economic co-operation to understand the following aspects, from the viewpoint of
Malaysia:
-
Profiles of Malaysian business in China and Chinese business in Malaysia,
Reasons for Malaysian investment and trade in China,
Challenges in China and Malaysia,
Evaluation of the growing relationship,
Initiatives undertaken on the Malaysian side, and
Opportunities to grow the relationship.
China is Malaysias fourth largest trading partner. In 2002, Malaysias trade with China was worth
RM43.4 billion and up by 49 per cent compared to the year before. Malaysia-Chinas bilateral trade
is now ten-fold larger than ten years ago when it was only RM4.44 billion. Compound annual growth
rate (CAGR) over ten years is 25.6 per cent. In terms of investment, China is the 7th largest foreign
investor in Malaysia between 1998 and 2002. During this period, Chinese investors poured RM3.38
billion into Malaysia. In the first ten-months of 2003, an additional RM0.24 billion or a total of 11
projects from China were approved.
The true relationship between China and Malaysia is characterized by optimism, trust, and
excitement; rather than the inverse of fear and protectionism. Through our interviews across
Malaysia, we found that a large majority was thrilled by the increasingly liberalized market access
into the 1.26 billion Chinese population, lower cost of doing business, cheaper capital and
intermediate goods, and most of all, Chinas complementary growth alongside its Asian neighbours.
Without doubt, small-time Malaysian SMIs and companies that thrive on price rather than technology
and marketing prowess in Malaysia must be on the look out.
To maintain economic competitive vis--vis China, the Malaysians economy must move towards
high technology and value-added creations, skilled workers, and rational government policies.
Trade, Investment & Econ Cooperation China-ASEAN:

Case Study on Malaysia by SERI & IDE-Jetro
1.
Introduction
Is China a threat or an opportunity to South East Asian countries and to Malaysia in specific?
This has been the question playing in the minds of most Malaysian businessmen, politicians, and
academicians. It has left many Malaysians sleepless for fear of business failures and created
headaches for manufacturers who used to thrive on price competition. On the other hand, consumers
and bargain hunters are delighted by the flood of cheap goods, importers happy with lower cost of
input materials, and investors excited about the new source of growth.
The Malaysian government has, by far, adopted an open-mind, open-door policy to China by allowing
investments and imports from China to flow into the country freely. Besides that, it also wants to
promote exports and large scale project bidding in China.
Beneath the confusion of opinions and conflicts of interests, little is actually known about the true
perception of Malaysians on the growth of China. Even less is understood of the profiles of trade and
investment movements, as well as the human aspect that makes this happen.
To address the gap, this study, held jointly between the researchers from the Socio-Economic &
Environmental Research Institute of Penang (SERI) and international trade specialists from the
Institute of Developing Economies (IDE) and Japan External Trade Organization (JETRO), was
conducted over the period of October 2003 to February 2004.
2.
Objective of Study
In this study, we examine the economic relation between China and Malaysia in terms of trade,
investment and economic co-operation.
The research involves two stages:

(1) Informational and statistical data gathering through secondary research and
(2) One-to-one interview with business leaders (on the levels of Managing Director, Chief
Executive Officer, or Executive Chairman), government agencies, trade associations, and
other supporting organizations in Malaysia.

3.
Methodology
Informational and Statistical Research Through Secondary Research
Statistical research is conducted through secondary sources on the web and through direct collection
at business associations and government agencies. In addition, SERI also gather insights through
locally-produced and locally-available publications such as magazines, newspapers, conference
proceedings, and special reports.
Statistical research allows us to capture the nature and volume of economic relation between Malaysia
and China in a quantitatively-accountable ways. Besides acting as evidence to the exact nature of the
Malaysia-China bilateral relationship, it complements the qualitative insights gathered from the
interviews. Informational gathering through other sources, meanwhile, allows us to broaden our
understanding beyond the scope and constraints of this project.
Field Interviews
Over the period from October to December 2003, thirty-one (31) face-to-face interviews1 were
conducted with top-level executives of Penang and Kuala Lumpur-based companies. These
companies range in size from medium-sized local companies to listed local companies and foreign
multinationals (MNCs). Small local industries, i.e. SMIs and SMEs, were not included in the sample.
Through the interviews of business entities, we attempted to understand the profile of companies,
whether as investors or traders, that are involved with the China-Malaysia business relationship. We
also investigated their rationales for exploring the Chinese market, challenges faced in Malaysia and
China, and finally, their outlooks for the near and medium-term.
Business associations and government agencies whose functions are to regulate, support, and promote
international / bilateral relationship are included in the sample to understand the supporting structure
of Malaysias business. Attention was focused not merely on federal agencies but also on some state
agencies especially in the state of Penang where manufacturing features prominently in the local
economy. Several semi-governmental agencies included in our interview, such as the Penang Skills
Development Corporation (PSDC), are often benchmarked as role-model organizations in Malaysia.
Written interviews were done in the rare event that we could not schedule a live interview.

Finally, two renowned individuals of Malaysia, Dato PY Lai and Tan Sri Lim Guan Teik graciously
accepted our invitations for interview. Dato PY Lai was the former President for Motorola China
and Vice President for Motorola. He is currently serving as an advisor to the state of Penang. Tan Sri
Lim Guan Teik, the influential immediate past president of the ACCCIM (Associated Chinese
Chambers of Commerce and Industry of Malaysia), is currently the Chairman of Muda Holdings.
Both have significant direct involvements in China and as such were invaluable resources.
Following are the breakdown of our interviewees:

-
5 multinational companies (MNCs),
11 local Malaysia manufacturers,
3 local non-manufacturers,
5 business associations and supporting agencies,
5 government agencies, and
2 eminent Malaysian businessman / government advisor.
(List of interviewees in Appendix 1)
Aside from SERIs interviews in Malaysia, representatives of IDE-JETRO also independently

conducted interviews with the following organizations / companies in China: Matrade in Beijing,
Malaysian Chamber of Commerce, Maycham China, Parkson Beijing (Lion Group), and Globetronics
Jiaxing Inc. These interviews were not included in the analysis of this report.
4.
MalaysiaChina Trade Relationship2
China is an important trading partner for Malaysia. China is Malaysias fourth largest trading partner
and accounts for 6.6 per cent of Malaysias global trade in 2002.
In 2002, Malaysias trade with China was worth RM43.4 billion, up from $29.2 billion the year before
(Chart 1). This represents a 49 per cent increase, the highest percentage increase recorded since 1992
(the next highest being 46 per cent increase in 1994).
Malaysia-Chinas bilateral trade is now ten-fold larger than 10 years ago when it was only RM4.44
billion. Statistically-speaking, the compound annual growth rate (CAGR) over ten years is 25.6 per
cent. More notably, growth over last two years since 2000 has been phenomenal. Trade grew by
41% in 2000, 22% in 2001, and 49% in 2002. The increased trade not only signals a revival of the
Data based on statistics obtained locally within Malaysia government agencies. Discrepancy with data
published by the Chinese government may arise due to differential in definition and calculation.

good economic relationship with China but also exceeded growths during the good times in the early
1990s.
Chart 1 Total Bilateral Trade Between China-Malaysia (in RM bil)
80%
40
60%
30
40%
20
20%
10
% Change from Previous Year
Total Trade Value (in RM bil)
50
0%
1992 1993 1994 1995 1996 1997 1998 1999 2000 2001 2002
4.44 5.92 8.64 9.2 9.52 11.5 15
Total Trade
Change from Previous Year (%)
33% 46% 6%
17 23.8 29.2 43.4
3% 21% 30% 13% 41% 22% 49%
Source: Matrade
Along with unparalleled increase in trade, Malaysia has also recorded the largest ever trade deficit
with China (RM3 billion) in 2002. As seen on Table 1, Malaysia has a total of 4 trade deficits only
during the last ten years from 1992 to 2002. These occurred in the years 1992, 1997, 2000, and 2002.
Except for 2002, none exceeded RM1.02 billion. In 2002, an explosion of imports from China, which
grew at 62 per cent, accompanied by a much more modest increase in exports (36 per cent), pushed
trade deficit into RM3.5 billion.
Table 1 Malaysias Trade With China
Bal of
Year
Trade
(RM
Billion)
1992
1993
1994
1995
1996
1997
1998
1999
2000
2001
-0.52
0.27
1.49
0.61
0.08
-1.02
0.51
0.65
-0.81
0.21
Total
Total
Exports
Imports
Exports
Imports
Growth
Growth
(RM Billion)
(RM Billion)
Rate
Rate
58%
64%
-3%
-2%
10%
48%
13%
31%
28%
14%
27%
20%
10%
33%
16%
12%
51%
17%
1.96
3.09
5.06
4.9
4.8
5.26
7.77
8.8
11.51
14.68
2.48
2.82
3.58
4.3
4.72
6.27
7.26
8.15
12.32
14.47

2002
-3.51
19.97
23.47
36%
62%
Source: Matrade
In Figure 2, we see that manufacturing goods takes the lead in exports to China. Manufactured goods
accounts for 69% of exports or equivalent to RM14 billion, agriculture accounts for 19.6% (RM3.9
billion), mining goods 9.6% (RM1.9 billion), and others 0.6% (RM0.1 billion).
Figure 1- Malaysian Export Sectors to China
Agricultural
goods
20%
Mining goods
Others
10%
1%
Manufactured
goods
69%
Total Export = RM19.96 bil
Source: Matrade
The export of electrical and electronics (E&E) products, under the manufactured goods category,
make up 43% of total export to China (Table 3). E&E export by itself is even greater than the entire
category of agricultural goods. At RM8.6 billion, electrical and electronics is approximately threetimes the value of the next largest exports (i.e. palm oil, which is valued at RM2.9 billion) and four
times the size of chemicals and chemical products export (valued at RM2.29 billion). Crude
petroleum is the fourth largest export, with a value of RM1.3 billion. Table 2 summarizes the
composition of Malaysias export to China.
Table 2 Top 10 Malaysian Products Exported to China in 2002 (in RM Million)

Product Sectors
Value (in RM
Share of Total
Annual Growth
mil)
Exports (%)
(2001-2002)
Electrical & electronics
8,619.80
43.2
21.1
Palm oil
2,911.20
14.6
100.7
Chemicals & chemical products
2,293.50
11.5
50
Crude petroleum
1,334.80
6.7
84.3
774.6
3.9
17.1
Machinery, appliances & parts

Saw logs & sawn timber
516.8
2.6
9.8
Other agricultures
447.2
2.2
93.3
Manufactures of metal
399.5
16.8
LNG
381.3
1.9
67.9
Wood products
322.6
1.6
0.6
Source : Matrade
Note
: Refer to Appendix 2 for the exhaustive list of exported products.
On the imports side, we see that manufactured goods takes up an even larger chunk of the share (87%
of imports) compared to exports (69% of exports) (Figure 2). This amounts to RM 20.39 billion in
2002 (Figure 2). Agricultural goods consist of 8% of imports, mining goods 2%, and others 3%. The
large chunk of imported manufactured goods is partly attributed to the imports of E&E products, as
evident in Table 3. In 2002, Malaysia imported RM13 billion worth of E&E products from China. In
contrast, Malaysia only exported RM8.6 billion to China.
Figure 2 Malaysian Imports From China

Manufactured
goods:
87%
Others:
3%
Agricultural goods:
Mining goods:
8%
2%
Total
Import = RM23.47 bil
Table 3 Top 10 Malaysian Imports from China in 2002 (in RM Million)

Product Sectors
Value
Share of Total
Annual Growth
(in RM mil)
Exports (%)
(2001-2002)
13,019.70
55.5
70.6
1,831.30
7.8
78.7
Cereal
988.7
4.2
139.1
Textiles & clothing
962.9
4.1
46.5
Other manufactures
952.8
4.1
71
945.1
4.0
18.7

Other agricultures
922.9
3.9
13.3
704.2
3.0
38.7
Processed food
440.7
1.9
36.2
Optical & scientific equip.
428.7
1.8
66.2
Source : Matrade
Note
: Refer to Appendix 3 for the exhaustive list of exported products.
The demarcation of production according to competitive advantage between both countries has clearly
caused large inflows and outflows of E&E products. By and large, many of the components and
products used for assembly and testing in Malaysia are imported from China as they are cheaper to
manufacture in China. In other words, intermediate and capital goods are the most common imported
items from China. Availability of skilled workers is a shortage in China, so Malaysia is able to take
part in the E&E supply chain by acting as a value-added manufacturer and designer, in certain cases.
This complementary trade is mutually beneficial as it keeps cost down for Malaysians E&E finished
products at the same time that it forces Malaysian manufacturers to move up the value chain. The
differences in the nature of imported vs exported E&E products as well as Malaysians E&E export
focus on developed countries (instead of emerging countries such as China) also explains the RM4.4
billion trade deficit.
Apart from E&E, other sectors with significant trade deficits are machinery appliances and parts,
cereals (food), as well as textile and garments (Table 4). With the abolishment of Multifibre
Agreement (MFA) under the WTO rules in 2005, imports of textiles and clothing will only grow
exponentially as Chinas textile will no longer be subjected to quotas. On the flip side, palm oil,
chemical and chemical products, and crude petroleum are large money earners for Malaysia. Each of
these respective sectors have trade surplus of RM1 billion and above.
Despite complementing Chinas growth in the E&E field, Malaysia is fast losing grounds on
competitive basis. Severe domestic labour crunch and inadequately-skilled local employees in
Malaysia, coupled with Chineses abundant supply of cheap and skilled workers will skew trade
deficit further. Further sections in this report will explore further the challenges faced by Malaysian
businesses. To compensate for the decline, Malaysia is turning towards resource-based exports. Palm
oil, petroleum products, liquefied natural gas (LNG), and wood-based products are top exports to
China. As a matter of fact, China has become the largest export market for Malaysias palm oil in
2002, overtaking India. Chemical product manufacturing, which is also somewhat dependent on
natural resources, is another avenue of trade receipt.
Table 4 Trade Deficit and Surplus (RM Bil)

Top 5 Sectors With Trade Deficit

-4.40
-1.06
Cereal
-0.99
Textiles & clothing
-0.74
Processed food
-0.39
Top 5 Sectors With Trade Surplus

Palm oil
2.91
1.35
Crude petroleum
1.02
0.51
LNG
0.38
Source : Matrade
5.
MalaysiaChina Investment Relationship
According to statistics published by Malaysian Industrial Development Authority (MIDA), China is

the 7th largest foreign investor in Malaysia between 1998 - 2002. The amount of investment stood just
below Taiwan and surpassed investments from the Republic of Korea, United Kingdom, and
Switzerland.
From 1998 - 2002, Chinese investors invested RM3.38 billion into Malaysia. In the first ten-months
of 2003, an additional RM0.24 billion or a total of 11 projects poured in from China. In total, Chinese
FDI summed up to RM3.6 billion between 1998 to October 2003.
2001 was truly an exceptional year. A total of RM2.9 billion was invested in Malaysia in 2001,
compared to RM0.36 bil in 1998, RM0.01 bil in 1999, RM0.03 bil in 2000 and RM0.25 bil in 2002.

10
Figure 3 FDI from Foreign Sources, 1998 - 2002 (in RM Mil)
30,000
25,000
20,000
Value of FDI
15,000
(RM Mil)
10,000
5,000
0
A
US
Ja
y
n
ds
an
ore
an
pa
iw
an
rm
S 'p
Ta
erl
h
Ge
t
Ne
in
Ch
re
Ko
UK
e
itz
Sw
nd
rla
Table 5 Top 10 Sources of FDI in Approved Projects in Malaysia (RM Mil)

Rank
Country
1998
1999
2000
2001
2002
1998 - 2002
USA
6,433
5,159
7,492
3,412
2,668
25,164
Japan
1,868
1,006
2,881
3,366
587
9,708
F.R Germany
152
187
1,656
2,603
5,055
9,654
Singapore
968
902
1,778
2,228
1,019
6,896
Netherlands
628
772
2,175
69
607
4,251
Taiwan
1,001
267
916
1,140
252
3,576
China
361
12
34
2,923
55
3,384
Korea,Rep.
76
35
723
1,703
369
2,907
United Kingdom
479
192
772
123
168
1,734
10
Switzerland
142
708
91
85
25
1,050
Source:MIDA
Compared to other ASEAN countries, FDI from China is second only to Singapore and well ahead of
the second largest ASEAN source of FDI, namely, Indonesia.
Table 6 Sources of FDI into Malaysia, Comparison of China vs. ASEAN countries (RM Mil)
Country
1998
1999
2000
2001
2002
1998 - 2002
Singapore
968.1
902.4
1,778.5
2,227.8
1,019.2
6,896.0
China
360.9
11.5
33.7
2,922.7
55.3
3,384.1
55.3
31.6
66.3
75.5
11.8
240.5
Thailand
1.9
0.0
16.4
67.6
8.9
94.7
Philippines
1.5
0.8
2.3
Brunei
1.2
1.2
Indonesia
Source:MIDA

11
To date, 51 projects from China have been approved by the Malaysia Ministry of International Trade
and Industry (MITI).3 Of that, 10 projects worth RM53.6 mil are already in production while another
29 projects worth RM323 mil are in the initial stages of implementation and machinery installation.
The 10 projects in production are involved in the following industries: transport equipment, E&E,
chemical and chemical products, wood and wood products, non-metallic mineral products, machinery
manufacturing, food manufacturing, and plastic products manufacture.
In terms of Malaysian investment in China, we refer to the special survey report by Deloitte
KassimChan, entitled Malaysian Investment into China Fitness Survey conducted in 2003.4
Following are the key results of the survey, out of 160 respondents representing diverse sectors in
Malaysia:
-
21% already have operation in China
43% intend to make their first investment in China within next five years
58% of respondents planning to enter or expand in China anticipate that it will take at least three
years for their Chinese business to become profitable
An overwhelming number of respondents (79%) with existing operations in China intend to expand
their operations. More than half intend to take advantage of the liberalization afforded by Chinas
ascension onto WTO by expanding into different localities and previously prohibited industries or
sectors. The easier expansion plan consisting of growing existing operations is in the pipeline for 8
out of 10 of respondents already operational in China.
The size of anticipated investment is mostly in the region of RM50 million or less (Figure 4). Out of
the 87% of investors who plan to invest RM50million or less, half will be investing less than RM10
million. It is interesting to note that those with experience in China have more confidence in the
Chinese market compared to those who have never been there. This is reflected by the higher amount
of investment intention of the group who is already operating in China (see pop-up tables in Figure
4). The majority of those already in China intend to invest between RM11 million to RM50 million in
the next 5 years, whereas those who are just planning to enter are most likely to start small by
investing less than RM10 million.
Specific detail on the 51 projects remains confidential. According to MIDA, data on Chinese investment in
Malaysia is hard to track because Chinese companies usually maintain a local identity. Identification of the
parent company is not required by the government.
4
The Malaysian authority does not have statistics on Malaysian investment in China.

12
Figure 4 Anticipated Size of Intended Investment in China Over the Next 5 Years
RM101 RM500m , 1%
>RM500m , 4%
RM51 - 100m , 7%
% of Respondents
Already in China
Planning to Enter
China
% of Respondents
29%
Already in China
Planning to Enter
52%
China
RM101 - RM500m
37%
RM11 - 50m , 43%
<RM10m , 44%
>RM500m
54%
RM51 - 100m
RM11 - 50m
<RM10m
Source: Malaysian Investment into China Fitness Survey 2003,Deloitte KassimChan
To explain this phenomenon, it is important to look at the differential in perception of the Chinese
market between the two groups. While those who are already in China perceive competition and
operational challenges (such as recruiting and raising funds) as obstacles, those who have not enter
China are more likely to perceive external challenges such as dealing with the Chinese government,
fraud, and obtaining relevant information and professional advice as stumbling blocks. Thereby, they
prefer to play-it-safe by investing minimally.
In terms of location, Malaysian investors predominantly choose coastal cities because of their better
infrastructure and better prospect for return on investment. Their development is a reflection of
Chinas history of liberalisation, deregulation, and government support. Shanghai is the biggest draw
of all 30% of respondents with operation in China are located there. Up next are Tianjin,
Guangdong, Jiangsu, and Beijing. Together, these five cities make up almost three-quarter of the
overall pie.

13
Figure 5 Investment Locations (of Respondents Already in China)
Others, 22%
Shanghai, 30%
Hubei, 6%
Beijing, 8%
Jiangsu, 8%
Tianjin, 16%
Guangdong, 10%
Source: Malaysian Investment into China Fitness Survey 2003,Deloitte KassimChan
6.
Evolution of Malaysia-China Trade and Investment , From 1970 Onwards
Trade relationship between Malaysia and China has taken place more than a century ago. In the olden
days, many migrant Chinese people moved to Malaysia to seek jobs. Penang, a tiny state in the
northern region of Malaysia populated by Chinese ethnic immigrants, was one of the pioneer trader of
goods from China.
In the past 30 years, relationship between Malaysian and China has grown by leaps and bounds. On
May 1974, Malaysia established diplomatic relationship with China one of the first Southeast Asian
countries to do so. That said, there were many restrictions for entrance and exit between the two
countries. In terms of business, the 1970s was a period defined by business explorations rather than
actual business dealings. Participation in trade shows, the Canton trade fair being the prime event,
was tightly monitored. The trips were organised by the Associated Chinese Chamber of Commerce
and Industry of Malaysia or the Kuala Lumpur/Selangor Chinese Chamber of Commerce and Industry
and led by Pernas and the Ministry of International Trade and Industry (MITI). Businessmen had to
seek approval from the Malaysian internal affair department and be interviewed in order to join the
trade fair. Because of the limitation in human movement, bilateral trade was limited. To bypass the
almost impassable border of China, many Malaysian businesses routed their goods through Hong
Kong, and sometimes Singapore, for distribution in mainland China. Robert Kuok, a wealthy
Malaysian tycoon, was said to be one of the first Malaysians to invest in China, through Hong Kong.
His main investments were in the hotel, property, and manufacturing lines.

14
In the 1980s, the Prime Minister of Malaysia then, Tan Sri Dr. Mahathir Mohamad, had a vision to
improve relationship between China and Malaysia. When he took office in the 1980s, he joined
delegations to China and granted more freedom for visits to China on business or tourism purposes.
From 1985 onwards, the Malaysian Government made gradual readjustment of its policy toward
China. Frequent visits by leaders of both countries occurred. In 1994, President Jiang Zemin paid a
state visit to Malaysia.
In January 1988, the Malaysian government removed the much-criticized AP system (Approved
Permit) under which importers of Chinese goods had to apply for permits from the former government
agency, Pernas, that charged a fee of 0.5 per cent against the invoice value of imports. Prior to 1988,
complaints of permit issuance irregularities were rife. As a result, the Malaysian trade bore the brunt
of the governments inefficiency as traders prefer to trade through Singapore.
The lifting of restrictions in the 1990s allowed Malaysian businesses to flourish. Tourists thronged
between both countries. Trade missions and government-to-government relationship became less and
less important as individually-led initiatives took over. More importantly, a new organization, The
China Goods Importers and Exporters Association of Malaysia, a forerunner of the Malaysia-China
Chamber of Commerce (MCCC), was formed specifically to serve the interests of importers of goods
from China and to take advantage of an expected surge in trade with China after the Malaysian
government lifted travel restrictions to China and relaxed business conditions.
While restrictions on investment and trading still apply in certain sub-segments in China nowadays,
Malaysian companies are able to penetrate the Chinese market on their own without seeking
assistance from the Malaysian government. As one of the respondents said aptly, I can just buy a
ticket and fly to China. In fact, during our interview, the Malaysian Industrial Development
Authority (MIDA) professed that they do not actively keep close track of Malaysian investors and
traders in China.
In the banking sector, the Bank of China and Bank of Malaya set up its own branch respectively in
Kuala Lumpur and Shanghai beginning year 2000. In October 2002, the Chinese People's Bank and
the National Bank of Malaya signed an agreement on bilateral exchange of currencies.
In 2003, relationship with China took a step further when the current Prime Minister, Datuk Seri
Abdullah Ahmad Badawi, toured China and met with senior leaders including Chinese President Hu
Jintao and Premier Wen Jiabao in September. Among others, the visit signaled 30 years of diplomatic
ties between the two countries and commitment to further strengthen. The year 2004 marks the
"Malaysia-China Friendship Year":

7.
15
Profiles of Malaysian Business in China
Malaysian businessmen in China are involved in a range of activities. While direct investment has
grown by historical standard, trading still accounts for a major part of the bilateral relationship.
In manufacturing, some Malaysian manufacturers have moved their labour intensive activities such as
components and parts manufacturing, low-end electrical appliances, and parts of garment-making to
China to take advantage of the low labour cost. There are reasons to manufacture within China
beyond cost factor. Among others, tax savings and manoeuvrings around the Chinese government
restrictions on licensing and distribution are essential factors. Without doubt, some subcontractors are
being forced by their customers, notably the multinational corporations (MNCs), to shift part of
their production to China so that they could continue serving them.
To capitalize on the voracious appetite for infrastructure development, some Malaysian companies
have also ventured into contract biddings. Property development, including hotel building and retail
property development, is another promising sector the Lions Group is a big Malaysian player in
China. In the education market space, several new Malaysian players are entering to capture the
growing demand for tertiary and technical education in China. For example, the Kuala Lumpur
Infrastructure University College (KLIUC) recently signed a Memorandum of Understandings
(MoUs) with Tongji University, Tianjin Engineering and Technical Institute, and Tianjin University
to provide joint technical twinning degrees in engineering and scientific fields. Inti International
College, a renowned local college, has been providing management education in Beijing for a decade,
since 1993. Many of these projects have received the blessing, and in some cases, support, from the
Malaysian government.
Location wise, most Malaysian business are concentrated within the coastal cities such as Beijing,
Shanghai, and Guangzhou for ease of marketing, distribution, talent sourcing, and infrastructural
support. However, Malaysian subcontractors serving multinationals in China, are located around the
bases of the MNCs but not necessarily along the coastal areas.
In terms of human resource strategy, most prefer to hire locals (Chinese) for low-level, nonmanagerial jobs. The preference for local employees is driven by cost consideration as well as the
locals possession of crucial connections and market knowledge. Furthermore, relocating low-skilled
Malaysians workers to China is unjustifiable. Meanwhile, among the higher-skilled engineers and
managers, Malaysian companies are interested to hire local Chinese workers. In reality, the tight

16
labour market and inadequately-skilled human resources in China constrain their abilities to do so.
Therefore, Malaysians are placed in China on short-term expatriate basis for supervision, quality
control, and technology transfer purposes. In the long run, plans to transition such positions to local
managers will be put in place.
On the subject of profitability, most respondents said that they are making reasonable amount of
profits. Profit levels are not optimal and there is a potential to be more profitable. Despite of that,
they are concerned that profit margin is not sustainable given the fierce competition in China.
Nonetheless, none of our respondent professed that they plan to exit the Chinese market irregardless
of difficulties because businessmen believe in the potential of China.
There is an incorrect perception among foreigners that the Malaysian-Chinese people are attracted to
China because of their ancestral roots, which is as recent as two generations ago. Nonetheless, the
reality for Malaysian businessmen is that they ply their trade where opportunities arise. Connections
and feeling of attachment to their ancestral roots is often not a factor in deciding where to go in China.
The Malaysian- Cantonese people have no preference for Guangzhou, nor do the Fukiens (or
Hokkiens) for the Fujian province. Business sense prevails above sentimental value.
8.
Profiles of Chinese Business in Malaysia
The presence of Chinese investors is still uncommon in Malaysia. As an illustration, we noted that
most respondents, when asked to name a few types of Chinese investors in Malaysia, were not able to
give a clear answer.
Trading services accounts for the majority of the bilateral business relationship. China is already the
seventh largest foreign investor in Malaysia, as stated in the MalaysiaChina Investment
Relationship section above. The few Chinese business transactions in Malaysia include herbal
medicine sales, resource-oriented products trading such as rubber and palm oil trading, and property
investment and development.
One of the highest profile Chinese investments in Malaysia was a proposal to build a US$4.5 billion
pulp and paper mill in Sabah in 2001, featuring joint co-operation between the Sabahs state
government (through Yayasan Sabahs investment arm, Innoprise Corporation Sdn Bhd), the Lions
Group of Malaysia and the China Fuxing Pulp and Paper Industries of China. The project failed to
take off due to strong environmental concerns, which was then followed by the withdrawal of the
Lions Group.

9.
17
Reasons Why Malaysians Invest and Trade in China
Malaysians consider China as a place of vast opportunity and great potential.
With 1.26 billion population in the 31 provinces, autonomous regions and municipalities of mainland
China, growing at a rate of 12.79 million persons, or 1.07 percent annually, there is no doubt why
China has been earmarked as the next big market in Asia. And with the thawing of diplomatic
relationship between Malaysia and China since the year 1974 and the ascension of China into the
WTO in December 2001, the path towards the 1.26 billion people is becoming clearer. Before the
recent Western craze about China, Malaysians have, for the last three decades, identified China as an
important trading nation. Hence they were willing to go to great lengths to penetrate the country by
bypassing restrictions through ports in Hong Kong and Singapore.
But size alone is not the sole indicator of market potential. The ability of the market to sustain and
support business activities is very important as well. In the last quarter of 2003, Chinas GDP grew
by 9.9 percent; in the previous quarter by 9.6 percent. Meanwhile in Malaysia, GDP grew by 5.1
percent in the fourth quarter of 2003 a very respectable growth but still lagging behind China.
Meanwhile, industrial output in China grew 18.1 percent year on year in December and 17 percent for
the whole of 2003. No wonder China is a magnet for Malaysian and foreign businessmen alike.
The urge to follow the market trend is yet another factor for Malaysians to go to China. Fear of
losing out to other competitors keeps them on their toes. Also, first-mover advantage is a strong
motivation for the race to China. A simple but common Malaysian wisdom goes as follow: If you go
to China, youll die. If not, youll die too. Not surprisingly then, some Malaysian businessmen in
China are less interested in making long-term profits but more interested to take advantage of the
small window of profit opportunity between now and when their customers convert to local Chinese
suppliers.
The choice to go or not to go to China is not always an option. Several local manufacturing
companies, especially those serving MNCs, have been compelled to enter China to service their
existing customers in this new location. To quote one of our respondents, Many MNCs are moving
to China. So in order to continue to serve our MNC customers, we must be there. We werent
intending to do so if it wasn't because of the MNCs. Unfortunately for them, since competition is so
intense, their customers may not even end up choosing them as the outsourcing supplier in China.

18
Without doubt, cost of materials and cost of labour in China are motivational factors. This would be
most applicable for cost-sensitive manufacturers and other labour-intensive industries. Malaysian
manufacturers, from garment makers to electronics component producers, have re-positioned part of
their low-cost or cost-sensitive manufacturing from China to Malaysia, while maintaining high valueadded, skill-intensive production in Malaysia. Cost is a tricky issue, though. Inflation in China,
though still low, has jumped into positive territory after being in the negative in 2002. As China
improves its living standard, cost savings will be increasingly less relevant. Some soothsayers predict
that China will be able to sustain its cost-competitiveness for a much longer period compared to
smaller countries like Malaysia because Chinas provinces are unevenly developed. Hence, when the
coastal cities become unreasonably expensive, businessmen could move westwards / inland.
Whatever it is, China will inadvertently lose out its low-cost image.
Domestic limitation also forces Malaysian businessmen to move to China. Not only is the Malaysian
market small, its population is also not wealthy and sophisticated enough to afford high-priced items
that local manufacturers make. To add salt to wound, cheap imports from China is flooding the
market. The saving grace is that AFTA has opened up the Asean countries, so local businesses have
more incentives to stay put in Malaysia to explore tariff benefits afforded by AFTA.
At present, there is no overt government incentive to explore China. The Malaysian government,
however, is encouraging Malaysians to explore overseas market to broaden their exposures.
10.
Challenges in China from Malaysians Perspectives
Our respondents named six business challenges in China, as shown in Figure 6:

Figure 6 - Diagram of Business Challenges in China

External Market
Intellectual property
High cost of doing business in
China
Herd instinct
Government
Restricted access to certain
industries
Export licensing difficult
to get
19
Finance
High inflation rate especially at
coastal cities
Difficulty in getting funding
Difficulty in collecting
payments
Challenges in China
for Malaysians
Marketing / Distribution
Difficulty penetrating market
without local agents / MNCs
Local agents need scrutiny
Operations
Mediocre quality
Restructuring challenges
Human Resources
Employees market
Skills of Chinese managers are
still inadequate
English comprehension is poor
among workers
Externally, Malaysian businessmen often complain about the lack of intellectual property (IP)
protection and the alacrity with which their products are copied in the Chinese market. This affects
small and large companies alike. Small companies are naturally more concerned as they lack the
breadth of product lines and the depth of product innovations to stay ahead of the modern day
piraters. Forward-looking firms, though no less affected, are less worried as they are able to
introduce new models continuously based on rigorous R&D efforts.
Besides the IP issue, the cost of doing business is high in China. This is because a lot of
unnecessary resources are spent dealing with corruption and red tapes. Herd instinct, or more simply
explained as having a mass of players flooding the market with the same business interest, creates
intense competition. This happens because of the sheer number of population in the cities, the
constant influx of new migrants, the populations fiercely competitive personalities, and the Chineses
intellectual abilities.
Secondly, the Chinese government is a sizeable business barrier. While WTO rules have relaxed
Chinas stringent control over its domestic market, it remains a fact that China is still a restricted
country. Local government in China also has the power to block products that are competitive with
the ones that are produced under its own jurisdiction. To solve the problem, an article called the
China Countering Fair Unfair Competition Law, was promulgated in 1993; sadly it has never taken
effect to promote healthier competition.

20
Within the firm level, operational issues deserve careful attention. On average, the quality of Chinas
outputs is mediocre. Hence, many expatriates including those from Malaysia have been sent to China
for quality supervision as well as to transfer technology for quality improvement.
Financially, there are 3 obstacles: high inflation rates, fund raising, and credit collections. Along the
coastal cities of China, where growth is the highest, inflation rate is skyrocketing. These coastal cities
have prospered much due to their long history of liberalization and modernization. Naturally, high
inflation, ranging from property to human resources, accompanies the high growth. In fact, a few
respondents stated the costs in Shanghai and Beijing are already above the cost in Kuala Lumpur! As
such, they said, the image of China as a cheap place is deceptive. The weak financial market in
China is also posing trouble for raising funds internally. Chinas recent rule to allow foreign banks to
conduct Renminbi business with Chinese enterprises is a welcomed change for a market strapped for
liquidity. And lastly, there are complaints of difficulty in collecting credits and payments among
debtors. The problem spreads extends beyond foreign enterprises; locals are facing the same problem.
Chinas reputation as the factory of the world is somewhat negated by the tight labour supply market.
On top of high labour costs in Shanghai, Beijing, Shenzhen, Guangzhou, and other modern cities, an
additional 60 to 80 percent of taxes need to be contributed by employers to cover education, housing,
retirement, and medical funds. To make matters worse, Malaysian businessmen have difficulty
employing English-proficient employees and if they manage to, the salary is often steep. Restrictive
labour laws, such as heavy overtime payment and difficult termination process, create operational
challenges. Finally, a hot labour market leads to high employee turnover.
Marketing and distribution is an uphill battle, and especially without the help of local Chinese agents
or multinationals already operating on the soil of China. The prevailing mentality among the Chinese
people is that they should support their own countrymen. Intriguingly, the Chinese people are also
obsessed with foreign labels which they associate with quality and prestige. Despite the benefits of
employing local agents, Malaysian companies cautioned of the need to screen out unscrupulous
agents.
11.
Challenges in Malaysia In View of Competition From China
Chinas economic influence is felt not only within its internal boundary but also much beyond. China
has emerged as a nation to fear in the recent few years, competing fiercely for a share of the MNCs
production revenue as well as exporting its own outputs to other countries. The promise of the vast
land of China along with its competitive ability to jostle with emerging nations has placed developing

21
countries such as Malaysia and even low-cost India in a quandary. The emergence of China has
simultaneously expedited the exposure of Malaysias economic weaknesses. How do these countries
compete against China?
Figure 7 Diagram of Business Challenges in Malaysia

External Market
Local Industries
Bureaucratic and inefficient government
servants
Rule of 30% Bumiputera ownership scares
investors
Competing with China as well as other low-cost
countries
Availability of local supply base poor and base is shrinking

Local industries are obsolete
Act as supports for MNCs
Perception that Malaysians are more superior than mainland
Chinese
Challenges in Malaysia In View

of Competition From China
Technology, R&D, and Design Capabilities

Movement up value chain too slow
Design & development (D&D) needs to grow
faster
R&D lacking funds
Human Resources
Inadequate supply of labour
Salary for low-wage workers in Malaysia is higher than
China
Brain drain to China
Quality of local human resource & graduates poor
In the 1970s and 1980s, Malaysia was one of the worlds premier destinations for foreign investment.
The rule of 30% Bumiputera ownership, although not well-liked, was acceptable then. However, it is
becoming a burden to investors, now that they have much more choice in terms of investment
location. Malaysias declining competitiveness is further aggravated by burdensome and inefficient
government sector, in comparison to aggressive Asian countries such as Singapore, Thailand, and
even China. Investment incentive in Malaysia, such as tax breaks, has lost its appeal as it was based
on obsolete models long emulated at other nations. The Chinese government openly supports targeted
industries; in Malaysia, while the government espouses an open door policy, its earnestness in
attracting foreign investors should be questioned.
Industrialists in Malaysia often lament about the tedious and convoluted government process of
application, approval, and grant-seeking. An affair with the government, which could take several
days to several weeks in other countries, may drag on for several months in Malaysia. Apart from
that, many often complain about the lack of understanding among low-level government officers. A
story that has been told to us involves an application for R&D grant which was rejected because the

22
processing agent failed to understand the significance of technological advancement stated in the
application. Our respondents admitted that the government people at the helm is not the source of
blame, rather the problem lies with the middle and bottom-rungs who are inflexible and procedureoriented. As a result, Malaysian companies fear and avoid dealing with the government unless it is
absolutely necessary. The lack of true private-public partnership leads to the countrys
competitiveness degradation. It is time for Malaysia to wake up and to understand that it is not only
dealing with China alone, but also with many other countries its neighbours and foes who are all
vying for the same piece of the worlds economy and who are willing to work very hard to attract that
piece of the pie.
On top of poor government partnership, the Malaysian economy is also suffering because its local
industry base is weak. As supporting contractors of MNCs, the Malaysian local industry merely
fulfilled their customers requirements, without taking the time to develop their own technologies and
capabilities. Three decades of industrialization later, Malaysia is still stuck with a poor supply base
with obsolete technologies. Training, a vital part of upgrading, is ignored not because of the lack of
opportunities but because of the local mentality that training is a waste of time and it encourages job
hopping. There is no comfort either that the existing base of local suppliers is shrinking, as some
industries moved to China to cater to the relocated MNCs. To top it off, some Malaysians still
perceive themselves as being more superior than the mainland Chinese people.
Technologically, Malaysia has been, and still is, at the bottom of the value chain (smiling curve5)
(Figure 8). Malaysia excelled at being on the Build to Capacity (OEM) stage, the lowest rung on
the curve. Competitiveness at this level is defined by cost rather than technology or expertise. With
China in the horizon, there is no hope for Malaysia to win the cost game. An obvious alternative is to
populate the other segments of the Creation Stage, by engineering to order key components,
improving designing capability, and intensifying research breakthroughs. On the other side of the
curve, advancement can also be achieved by inching up the Consumption Stage through order
management and delivery, support and service, order generation, and most of all, market path finding.
Figure 8 Value Chain of High Tech Industry
The Smiling Curve was made popular by Stan Shih, the Chairman, CEO, and co-founder of the Acer Group in
Taiwan, to describe the high tech development stages. See Figure 8.

23
Value Add
CREATION STAGE
CONSUMPTION STAGE
Market Path
Finding
R&D, IP
Order
Generation
Product
Development
(Software)
Engineer to Order
(Key compoentns
LCD, IC, Picture
Tubes)
R&D
Service & Support
Build to Order
(ODM)
Custom
Manufacturing
Order Mgt & Delivery

Build to
Capacity (OEM)
High Volume
Manufacturing
Customer Experience
Business
Development
As shown in Figure 9, Malaysia is in danger of technological obsolescence. On the OEM rung (trough
of the curve), Malaysia is fast losing out to cost-competitive countries. On the Consumption Stage
(right side of curve), insufficient marketing and branding effort by the private sector thwarts economic
growth. One does not need to go far to seek evidence than to attempt to associate Malaysia with an
internationally-renowned brand in short, there is a dearth of Malaysian brands. Progress on the
Creation Stage (left side of curve) is slightly better as the Malaysian government is more aware of
the importance of it, thus the renewed emphasis on science and technology as well as the recent
financial support to re-skill unemployed graduates. Unfortunately, time is not on this countrys side
slow uptake on the area of technology, D&D, and R&D may leave the country behind in the
technological race. Furthermore, the country does not have sufficient R&D funds to support local
innovations on the tertiary education level and industry sectors; even if there is, government grants are
cumbersome to apply and inadequately-funded.

24
Figure 9 The State of High Tech Industry in Malaysia
Value Add
CREATION STAGE
CONSUMPTION STAGE
MALAYSIA: Slow
on the uptake of
technology
MALAYSIA:
Insufficient
marketing / branding
efforts
MALAYSIA: Losing Out

R&D
Custom
Manufacturing
High Volume
Manufacturing
Customer Experience
Business
Development
Human resource is also a problem in Malaysia. However, the HR challenges in Malaysia are
dissimilar to China. Uncontrolled salary inflation and rampant job-hopping is not a big problem in
Malaysia. Rather, the quantity and quality of workers are the causes. On the low-skill, low-wage
spectrum, there is insufficient number of workers. Malaysia, being a small country, could not satisfy
the entire demand for labour. Nor does its tough immigration policy allow for foreign labour to plug
the gap. On the technical spectrum, which includes the technician, engineer, and researcher levels,
there is an urgent need for expertise. The irony is that while many local graduates with technical
degrees could not make themselves employable locally, the industry is yearning for more quality
technical workers. Part of this discrepancy is caused by differential between local graduates
workforce preparation and the requirements of high-tech companies. Most respondents have accepted
the fact that fresh local technical graduates are ill-prepared for work, so companies are turning
towards internal trainings to provide re-skilling. Brain drain to developed countries (and to China)
aggravates the lopsidedness; so does the inflexible policy of hiring foreign expertise.
12.
Evaluation of Current Influence of China
Private Sector
Surprisingly, in spite of the purported threats of free trade from China, the majority of the private
sector respondents views China positively.

25
The obvious reason for their optimisms, for Malaysians and foreigners, is the magnitude of the human
population in China, which translates in market potential. China has 1.29 billion people, growing at a
rate of 12.79 million people a year and accounting for more than one-fifth of the worlds population.
In terms of household, there are 348.37 million family households. Only 36 percent of the population
resides in urban areas, 64 percent in the rural areas. The population in the Beijing municipality alone,
numbering 13.82 million, is 55 percent of the total Malaysian population; the population in the
Guangdong province is 3.4 times that of Malaysias population. These numbers are indeed mindboggling. Apart from absolute population numbers, Chinese consumers rising purchasing power also
makes it an appealing market. The advent of foreign companies and increasing competitiveness of
Chinese-owned businesses generates personal incomes at levels never been seen before. For
Malaysian businessmen, being able to tap into even a small segment of the population is good enough.
This would overcome business expansion limitation caused by the small domestic market in Malaysia.
Heterogeneous development among the provinces creates opportunities for business. While the
coastal cities surge ahead, inner cities and the Western sections of China lag behind. This leaves a
range of marketing possibilities to target consumers differentially. Luxury goods may be the hunt for
wealthy coastal dwellers, but low-tech products may sell better in rural China.
China, in addition to being a potential for expansion, also plays a part to the flow of money outwards.
That is, when Chinese people travel to this region, seek medical consultations here, pursue their
education overseas, or invest in Malaysia, their money will contribute to the Malaysian economy
directly. The flow of money in this manner is rather limited at the moment, but it is not far-fetched
to think that one day, those resources will make up a significant portion especially when the Chinese
population becomes financially stable.
China is also a sourcing market for Malaysia. Its the factory of the world and the source of cheap
components, parts, and sometimes even finished goods such as undergarments, shoes, and trinkets.
However, more often that not, Chinese imports to Malaysia are intermediate or capital goods which
feeds into the production lines of Malaysian manufacturers. Take for example, the manufacturing of
shoes. By shifting or sub-contracting the actual labour-intensive shoe-making to China and adding
the value-added finishing touches (such as branding), Malaysias shoe-makers can profit through
lower labour cost, lesser capital outlays, and higher profit margin. They could also devote more
attention to marketing. The garment industry also exemplifies this win-win trade. A respondent of
ours moved approximately sixty percent of the garment sub-components (such as buttons, collars, and
pockets) to China; in Malaysia, the plant assembles and adds value to the garments using processes
such wrinkle-free or anti-odor technologies. With this type of complementary trade, no wonder some

26
Malaysian manufacturers are happy with the liberalization of China. Malaysia, the country, benefits
through expansion of export capability.
Due to Malaysias 30-years history of industrialization, Malaysia could position itself as a contributor
of expertise. This may come in the form of technology transfer, Asian management knowledge,
infrastructure building, and human resource expertise. Already, Malaysia is seeing a trend of
migration among knowledge workers to seek opportunities in China. Expatriate Malaysians are also
recruited or transferred to China to help develop business from the ground-up. Infrastructure
companies lend expertise as road and bridge-builders.
Furthermore, competition promotes new ways of thinking and eradicates complacency. It will force
local companies to adapt and change its old way of doing business. Without the threat of China,
Malaysian companies would become complacent and stuck on inefficient ways.
Among the minority of respondents who gave the thumbs down to Chinas influence, four reasons
were stated. Firstly, local companies that compete on cost basis would not survive. From our
observation, companies that are small, cost-driven, and rely little on product innovation were the ones
most likely to state negative consequences of Chinas growth. Secondly, respondents also highlighted
the difficulty of penetrating the Chinese market despite its ascension into WTO. The restless hand
of the Chinese government still has a major role to play in determining market access. Among the
textile and garment industry players, the lifting of Multifibre Agreement (MFA) in 2005 means very
uncertain time for Malaysian businesses. Previously protected or helped by the quota system,
garment makers may see negative implication with the abolishment of MFA. Finally, expansion into
China and other countries may lead to growth impediment in Malaysia, within the same company.
That is to say, if a Malaysian company were to invest money in China, it is less likely to invest money
in Malaysia given its limited financial resources and Malaysias limited growth potential.
Nonetheless, negative comments are often peppered with optimistic outlooks. Examples include the
following:
-
We can solve problems and turn it into good opportunities
Malaysia needs challenges in order to benchmark themselves
Within the textile and garment industry, some players believe that Malaysia will benefit once the
smoke clears. The saving grace for Malaysian manufacturers is that they are reputed as reliable
suppliers who are able to meet customers deadlines. For highly-seasonal products such as clothing,
capability to ship on-time is extremely important. Some believe that their customers who turn to lowcost countries such as China may get burned and decide to return to Malaysia. Finally, Malaysian

27
manufacturers capability to make higher value-add materials, such as anti-odor and anti-wrinkle
materials, is unmatched by the low-cost countries.
Public Sector
All of the government agencies, such as the Ministry of International Trade and Industry (MITI),
Malaysian Industrial Development Authority (MIDA), and Malaysia External Trade Development
Corporation (Matrade), expressed positive views with regards to China.
The Malaysian government is open to increased trade because trade is perceived to be beneficial for
the country. This is aptly expressed by the following wisdom stated by MIDA: Its better to build
bridges than walls. Outward protectionism against China is unheard of in Malaysia. Defensive
action against Chinas trade is not common. More importantly, balance of trade is considered less
important than the overall effect of trade on Malaysian economy.
Malaysia does not actively target Chinese traders and investors. The same policies apply to all kinds
of investors regardless of national origins. Where investors are concerned, Malaysia would like to
target companies intent on making Malaysia an international hub i.e. as a regional center, a
procurement center, or a headquarter. Labour-intensive industries that will necessitate the hiring of
foreign workers are discouraged; capital-intensive investments are encouraged.
Above all, the Malaysian government is well aware of the multiplier effect. That is, for RM1
invested, there is RM7 spin-off to local industries. Should Malaysian-based companies relocate to
China, Malaysia stands to lose significant amount of this indirect benefit. So despite the open door
policy, the interest of the Malaysian government is clear: maintain the presence of manufacturing
companies in Malaysia, attract more foreign investments, and encourage more exports.
13.
Evaluation of Future Influence Post China-Asean FTA (2010)
The Association of South East Asian Nations (ASEAN) and the People's Republic of China (PRC)
started taking initiatives in establishing a bilateral free trade area in 2010 during the Annual Summit
in Bandar Seri Begawan on November 6, 2001. On 4 November 2002 during the ASEAN-China
Summit in Phnom Penh, Cambodia, the Leaders of ASEAN and China signed the Framework
Agreement on Comprehensive Economic Cooperation. In actual fact, closer ASEAN-China
partnership has already taken place with the implementation of the Early Harvest Package on January
1, 2004. What does this mean to Malaysia and Malaysian businessmen?

28
Consistent with their optimistic outlooks, as outlined in Section 12, Malaysians embrace the ChinaASEAN FTA positively. Large changes are not foreseen because the impact of China has already
arrived onshore. To push this initiative further, it is imperative to develop closer human relationship
and government-to-government relationship. Continued economic exploration between the countries
is also needed; so is the need for negotiations on thorny issues such as petroleum exploration and rail
projects. The obstacle is large. Unlike European countries in the EU circle, the South East Asian
countries have significant differences in all aspects from political system, economic structure, culture,
to education. These differences need to be ironed out and economic cooperation tightened to prolong
the positive effect of free trade.
Doubtless, inefficient local manufacturers will suffer even more but on a macro level, free trade is
beneficial to ASEAN and Malaysia.
14.
Initiatives to Improve Malaysias Competitiveness Vis--vis China
Malaysian Government Agencies

Malaysian government agencies initiatives fall into these categories:
-
Trade promotions
Financial & taxation
Administrative
In terms of trade promotion initiative, trade missions are frequently held by the government (MITI,
MIDA, Matrade), chambers of commerce, and trade groups (FMM). Since the 1970s, Malaysians
have been participating in trade missions to China. Exposure to the market is the primary reason for
such mission, insufficient as it is for real investment purpose. Chambers of commerce and private
organizations that are interested to organize trade missions are now authorized to conduct trade
missions and may receive the assistance of officers for trade matchmaking; however, in this case, the
government will not be the lead agency.
Trade missions aside, Malaysians are also participating in international exhibitions. For example,
Malaysians participation in the Stadia China 2004 Exhibition, scheduled for February 16-18, 2004 in
Beijing aims to supply for the 2008 Olympics and to intensify and expand the countrys exports to
China. Apart from that, Matrade organizes product exhibitions featuring Malaysian products.
In terms of finance and taxation, the governments investment agency, MIDA, provides incentives for
cross-border investment. At the moment, there are few takers. Tax exemption for remittance from

29
Malaysian manufacturing business in China, another initiative to increase the presence of Malaysian
businesses abroad, will be implemented in the near future. Promotion of Chinese imports is not
actively done for two reasons: one, theres a reciprocal Chinese organization similar to Matrade to
promote exports from China; two, the government is supported by Malaysian taxpayers revenue,
hence it is inappropriate to concentrate the governments resources on import promotion.
Lastly in terms of administrative initiative, both MIDA and Matrade have offices in China. MIDA
has an office in Shanghai, while Matrade has two offices in Shanghai and Beijing. Besides that, there
is a China Watch Group although its existence and function are not known.
Non-Governmental Agencies
Apart from the government, we find many supporting organizations involved in the upgrading of
Malaysias competitiveness. These can be broadly divided as follow (Figure 10):
Figure 10 Types of Non-Governmental Agencies
3 types of organizations:
(1) Chambers of commerce by state or ethnic groups.
Examples are Associated Chinese Chamber of Commerce and Industries
of Malaysia (ACCCIM), Penang Chinese Chamber of Commerce (PCCC),
Selangor and Klang Valley Chinese of Commerce
(2) Industrial organizations

Example: Federation of Malaysian Manufacturing (FMM)
(3) Training organizations

Example: Penang Skill Development Corporation (PSDC), Japan-Malaysia
Technical Institute (JMTI)
As non-governmental agencies, their roles are to support and complement governments initiatives.
An important function of the former two categories (i.e. chambers of commerce and industrial
organizations) is to lead Malaysian trade delegations. Occasionally, they also receive trade
delegations from different provinces in China, acting as the middleman to match foreign trade
interests with local companies. Beyond that, the function of developing the relationship falls outside

30
of their jurisdiction. Lately, delegations from China have been very active, i.e. there is an average of
one inquiry every fortnight.
The organization of business networking events is yet another function of the NGOs. Furthermore,
through dialogues, annual forums, and joint councils with the government to discuss business issues,
NGOs are able to project their needs and form a united voice, compared to the voice of each business
separately. In fact, our respondent stated that they expect advisory help from the government, more
than actual hand-outs.
The third category, namely training organizations, fills the training aspect of the industries and
implements the governments policies in human resources. There is no overlap in function between
these organizations and the universities / colleges. The former is involved in the training of school
leavers, unemployed graduates, and full-time workers; whereas the latter are involved in tertiary
training in the traditional sense.
15.
Opportunities for Malaysia
Chinas growth is Malaysias opportunity (Figure 11).

Figure 11 Three Areas of Opportunities for Malaysia for Tapping Chinas Market
PRIMARY
Commodities
- rubber, palm oil, timber,
petroleum, and natural
gas
Infrastructure
- bridges, roads, power
stations, dams
Constructions / developer
- Olympics 2008.
- Participating in Stadia
China 2004 to win
projects from Beijing
Olympics 2008
SECONDARY
Oleochemical
products (chemicals
derived from natural fats
and oils)
Resource-based
products
- such as furniture, steel
Industrial materials
- metals and tools
Hub of Halal food
TERTIARY
Education
- English language
centre for foreign
students
- Study abroad
experience for
those who cannot
afford high-cost
countries such as
US, EU, Australia
Logistics hub
Health care
- Health care tourism
In the primary sector, commodity export and processing, infrastructure development, and
constructions / property development are opportunities for Malaysia. As a land rich in natural

31
resources both on land and in the sea Malaysia will play a key role in supplying Chinas appetite
for raw materials and semi-processed products. Rubber, palm oil, timber, petroleum, and natural gas
are Malaysias best bets.
In the secondary sector, the making of oleochemical products (chemicals derived from natural fats and
oils) should be another lucrative avenue. Oleochemical in Malaysia particularly represents the
production of fatty acids, fatty esters, fatty alcohols, and glycerol from palm oil and palm kernel oil.
Malaysias strength in this segment is bolstered by several factors including the availability of raw
materials especially lauric oils in the form of palm kernel oil, good infrastructure, adequate labour
supply, and appropriate timely and attractive government incentives (such as pioneer status and
foreign direct investments). Malaysias resource based products, such as furniture and steels, are also
promising given Malaysias abundant supply of natural resources and Chinas voracity for them.
In infrastructure building, opportunities exist in areas such as ports, roads, highways, resorts and
hotels buildings as well as oil and gas exploration. To capitalize on Beijings host status for the
Beijing Olympics 2008, Malaysians could bid on projects involving architectural design of sport and
related facilities, engineering services and infrastructure construction that meet the requirements of
modern sports facilities. With an existing experience base from major sporting events such as the
1998 Commonwealth Games and the Formula 1 racing, Malaysia is well-positioned to bid for further
sporting venues constructions. It is hope that Malaysias participation in the Stadia China 2004
Exhibition in February 2004 will bring Olympics-based business projects to this country.
China has an estimated 150 to 200 million Muslim population. Malaysia, established in its knowledge
of the requirements of halal food processing, could supply halal food to the Muslim population in
China, or better still, become the halal products hub in the region. In Malaysia, the Department of
Islamic Development Malaysia (JAKIM) has been issuing halal certificates since 1974. The
aspiration of Malaysia to be the regional halal hub is affirmed by Prime Minister Datuk Seri Abdullah
Ahmad Badawi who, in launching the 2003 Islamic Economic Development Week on December,
spoke about this issue. However, in order to achieve this, Malaysia should overcome barriers such as
shortage of livestocks (as halal food is always associated with meat-based products) and rural youth
migration away from the farming industry.
Two trends are in favour of developing Malaysia as the education center regionally: One, as the
wealth effect kicks in at China and the Chinese government opens its door, a growing number of
Chinese students will seek for foreign education. Two, the Chinese government announced in
February 2004 that it will be sending more students and scholars abroad. Malaysia could become the
regional English centre of education as it is one of the few Asian country where English features

32
prominently. Malaysia could also provide quality study abroad opportunity to those who cannot
afford to study at high-cost nations such as the United States, European countries, or Australia
Finally, Malaysia could grow itself as the logistics hub and the health care tourism centre. Malaysia
has good sea ports and its location at the middle point between the East and the West is ideal for
seafaring activities. Airports, especially the Kuala Lumpur International Airport (KLIA), are of
world-standard. Medically, good hospitals abound in Malaysia, doctors and medical personnel
receive internationally-recognized trainings.
16.
Conclusion: Future Direction
Many have predicted that China will be the next important economy in the world, after the US, in a
decade or so. For South-East Asian countries such as Malaysia and Thailand which rely heavily on
exports, Chinas growth represents an opportunity to broaden their distributions and reduce reliance
on the traditional export markets of the Americas and the EU.
As the China-Asean FTA becomes a reality in 2010, trading and investment should be made much
easier. Less effort will be spent on administrative procedures and information gathering; instead
resources could be focused on running the business. Standardization of business practices across Asia
will lower the cost of doing business and reduce barriers to market access.
Also, the Chinas economy is bound to saturate and possibly over-heat from over-investments.
Hence, Chinese businessmen will have to come out of China to source for new investments. Many
believe that Chinese entrepreneurs will find a win-win approach so that the neighboring countries in
Asia would prosper alongside China. When that happens, ASEAN will be seen as an attractive region
because of its 515 million population and natural resources. On top of that, Malaysia has an edge
over many other ASEAN countries as it offers developed infrastructure, established industrial
experience, and more sophisticated consumers. In the future, Malaysia may act as manufacturers and
distributors for the Chinese brands in ASEAN.
The potential for Malaysia-China business relationship is limitless. Threats from China remain
present. However, for most Malaysia, China is not seen as a devil but rather, the savior of Asia and
the epicenter of growth in the Asian region.

33
Appendix 1: Profile of Interviewed Companies

Company
Location of
Interview
Organization
Focus / Type of
Company
(i) MULTINATIONAL COMPANIES

Agilent Malaysia
Intel Malaysia
Pen Apparel Sdn. Bhd. (Malaysia)
The Eastern Garment Mfg. Co. Sdn. Bhd. (Malaysia)
Toray Pen-Group
Penang
Penang
Penang
Penang
Penang
E&E
E&E
Textile/Garment
Textile/Garment
Textile/Garment
(ii) LOCAL MANUFACTURERS

Eng Teknologi Holdings Bhd
Penang
Globetronics Technology Bhd.

Ingress Engineering Sdn. Bhd.
Kwong Yuen Machinery & Hardware
LKT Industrial Bhd
Penang
Negeri Sembilan
Kuala Lumpur
Penang
Pensonic Holdings Bhd
Penang
Pentamaster Corporation Berhad
Penang
Perusahaan Otomobil Nasional Berhad (Proton)
Selangor
E&E, Equipment /
Machinery
E&E
Autoparts
Fabricated Metal
Equipment /
Machinery
Electrical
Appliances
Equipment /
Machinery
Automobile
Penang
Penang
Penang
Footwear
Steel
Retail & E&E
Southern Rubber Works Sdn Bhd

Southern Steel Bhd
Suiwah / QDos
(iii) LOCAL NON-MANUFACTURING COMPANIES
Hai-O Enterprise Berhad
Kuala Lumpur
Maybank Group
Kuala Lumpur
Chinese Goods
Trading
Bank
Protasco / Ikram Group
Kajang
Infrastructure &
Education
(iv) BUSINESS ASSOCIATIONS

Associated Chinese Chamber of Commerce and Industries
Malaysia (ACCCIM)
Federation of Malaysian Manufacturers(FMM)
Penang (based in
Kuala Lumpur)
Kuala Lumpur
Malaysia-China Chamber of Commerce (MCCC)
Kuala Lumpur
Penang Chinese Chamber of Commerce
Penang
Penang
Penang Skills Development Centre (PSDC)

(v) GOVERNMENT AGENCIES
Malaysia External Trade Development Corporation
(Matrade)
Malaysian Industrial Development Authority (MIDA)
Malaysian-based
Chinese companies
Malaysian
Manufacturers
Malaysian
companies with
business interests in
China and investors
from PRC
Penang-based
Chinese companies
Education
Ministry of International Trade and Industry (MITI)
Kuala Lumpur
Penang Development Corporation
Penang
1
2
3
4
2
3
4
10
11
Kuala Lumpur
Kuala Lumpur
Malaysian
Exporters
All Investment
Related
All International
Trade Related
Manufacturers in
Penang PDCs
Industrial Zone

1
2
Small And Medium Industries Development Corporation

(SMIDEC).
(vi) EMINENT INDIVIDUALS
Dato PY Lai,
Penang State Advisor & Ex-President of Motorola China
Tan Sri Lim Guan Teik,
Immediate past president of ACCCIM and Chairman Muda
Holdings
34
Selangor
Malaysian SMIs
Penang
--
Selangor
--

35
Appendix 2: Malaysian Exports to China in 2002

(in RM Million)
Product Sectors
Manufactured goods:
Value
(in RM Mil)
14,005.0
Share (%)
Growth
(2001-2002)
Agricultural goods:
3,920.0
Palm oil
Other vegetable oil
Other agricultures
2,911.2
516.8
44.7
447.2
70.1
43.2
11.5
3.9
2
1.6
1.4
1.2
1.1
1.1
1
0.4
0.3
0.3
0.2
0.1
1
19.6
14.6
2.6
0.2
2.2
1,925.7
9.6
60.3
1,334.8
381.3
174.4
24.7
9.2
1.3
0.0
115.1
6.7
1.9
0.9
0.1
0
0
0
0.6
84.3
67.9
-11.3
-43.6
12.8
0.2
-100
-3.6
19,965.8
100
36

Wood products
Iron & steel products
Non-metallic mineral products
Textiles & clothing
Petroleum products
Transport equip.
Paper & pulp products
Rubber products
Processed food
Beverages & tobacco
Other manufactures
Mining goods:
Crude petroleum
LNG
Refined petroleum products
Metalliferous ores and metal scrap
Crude fertilizers & crude minerals
Tin
Other mining
Others:
TOTAL EXPORTS
8,619.8
2,293.5
774.6
399.5
322.6
271.1
242.2
226.7
211.8
199.1
70.5
63.1
60.3
48.2
11.4
190.7
Source: Matrade and Department of Statistics of Malaysia
25.3
21.1
50
17.1
16.8
0.6
100.5
87.5
-0.9
50.6
-13.9
43.8
-9.1
34.2
15.6
-56.7
70.2
79.7
100.7
9.8
53.3
93.3

36
Appendix 3: Malaysian Imports from China in 2002

(in RM Million)
Product Sectors
Manufactured goods:
Value
(in RM Mil)
Share (%)
Growth
(2001-2002)
20,385.20
86.8
62.4

Textiles & clothing
Processed food
Iron & steel products
Non-metallic mineral products
Wood products
Paper & pulp products
Transport equip.
Beverages & tobacco
Rubber products
Petroleum products
Other manufactures
13,019.70
1,831.30
962.9
945.1
704.2
440.7
428.7
354.3
242.5
140.6
119.4
119.2
61.4
46.3
16
952.8
55.5
7.8
4.1
4
3
1.9
1.8
1.5
1
0.6
0.5
0.5
0.3
0.2
0.1
4.1
70.6
78.7
46.5
18.7
38.7
36.2
66.2
32.5
60.6
58.2
23.9
10.3
151
-8.7
27.6
71
Agricultural goods:
1,936.30
8.2
53.9
Cereal
Other vegetable oil
Palm oil
988.7
19.7
3.4
1.7
4.2
0.1
0
0
139.1
13.3
-54.8
-69.2
Other agricultures
922.9
3.9
13.3
516.3
317.8
75.5
33.5
16.4
4.3
0.5
68.4
2.2
1.4
0.3
0.1
0.1
0
0
0.3
100.4
570
7.5
2,048.90
-81.8
8.3
2,597.90
53
636.6
19,965.8
2.7
19,965.8
58.7
19,965.8
Mining goods:
Crude petroleum
Crude fertilizers & crude minerals
Refined petroleum products
Metalliferous ores and metal scrap
Tin
LNG
Other mining
Others:
TOTAL IMPORTS
Source: Matrade and Department of Statistics of Malaysia

Appendix 4: Pictures from Field Interviews

Picture 1 - Interview With Protasco / Ikram (Education & Infrastructure Company)
Picture 2 - Interview With Proton (Automobile Company)
37

Picture 3 - Interview With Federation of Malaysian Manufacturers (FMM) (Trade organization)
Picture 4 Interview with Penang Skills Development Center (PSDC) (Training Organization)
38

39
Bibliography
Information About China, China Hiking Adventures Inc, 2002.
http://china-hiking.com/ChinaStatus/SocialEconomics/SocialEconomics.htm
China Population Information and Research Center, http://www.cpirc.org.cn/en/eindex.htm
National Bureau of Statistics of China. http://www.stats.gov.cn
OECD Global Forum on Competition, Challenges / Obstacles Faced by Competition Authorities in
Achieving Greater Economic Development Through the Promotion of Competition: Contribution
from China, 9 Jan 2004. http://www.oecd.org/dataoecd/18/51/23727203.pdf

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Trade, Investment & Economic

Cooperation Between China and

November 2003 February 2004

JOINT RESEARCH BETWEEN

Trade, Investment & Econ Cooperation China-ASEAN

13. Evaluation of Future Influence Post China-Asean FTA (2010)

15. Opportunities for Malaysia

Appendix 1: Profile of Interviewed Companies

Trade, Investment & Econ Cooperation China-ASEAN

Joint Research Project on

Profiles of Malaysian business in China and Chinese business in Malaysia,

Reasons for Malaysian investment and trade in China,

Challenges in China and Malaysia,

Evaluation of the growing relationship,

Initiatives undertaken on the Malaysian side, and

Opportunities to grow the relationship.

Trade, Investment & Econ Cooperation China-ASEAN:

The research involves two stages:

Trade, Investment & Econ Cooperation China-ASEAN:

Informational and Statistical Research Through Secondary Research

Trade, Investment & Econ Cooperation China-ASEAN:

Following are the breakdown of our interviewees:

5 multinational companies (MNCs),

11 local Malaysia manufacturers,

5 business associations and supporting agencies,

5 government agencies, and

2 eminent Malaysian businessman / government advisor.

(List of interviewees in Appendix 1)

Aside from SERIs interviews in Malaysia, representatives of IDE-JETRO also independently

MalaysiaChina Trade Relationship2

Trade, Investment & Econ Cooperation China-ASEAN:

% Change from Previous Year

Total Trade Value (in RM bil)

17 23.8 29.2 43.4

3% 21% 30% 13% 41% 22% 49%

Trade, Investment & Econ Cooperation China-ASEAN:

Figure 1- Malaysian Export Sectors to China

Total Export = RM19.96 bil

Table 2 Top 10 Malaysian Products Exported to China in 2002 (in RM Million)

Electrical & electronics

Chemicals & chemical products

Machinery, appliances & parts

Trade, Investment & Econ Cooperation China-ASEAN:

Saw logs & sawn timber

: Refer to Appendix 2 for the exhaustive list of exported products.

Figure 2 Malaysian Imports From China

Import = RM23.47 bil

Table 3 Top 10 Malaysian Imports from China in 2002 (in RM Million)

Textiles & clothing

Chemicals & chemical products

Machinery, appliances & parts

Trade, Investment & Econ Cooperation China-ASEAN:

Optical & scientific equip.

: Refer to Appendix 3 for the exhaustive list of exported products.

Table 4 Trade Deficit and Surplus (RM Bil)

Trade, Investment & Econ Cooperation China-ASEAN:

Top 5 Sectors With Trade Deficit

Machinery, appliances & parts

Textiles & clothing