{"id":999179,"date":"2026-10-28T03:32:54","date_gmt":"2026-10-28T03:32:54","guid":{"rendered":"https:\/\/boman.group\/?p=999179"},"modified":"2026-10-28T03:45:36","modified_gmt":"2026-10-28T03:45:36","slug":"andrew-robb-chafta-chinese-companies-australia","status":"publish","type":"post","link":"https:\/\/boman.group\/zh\/andrew-robb-chafta-chinese-companies-australia\/","title":{"rendered":"Andrew Robb on ChAFTA and Chinese Companies in Australia \u2014 Chin to Chin (Boman Group)"},"content":{"rendered":"<div class=\"vgblk-rw-wrapper limit-wrapper\">\r\n<h2>Short answer<\/h2>\r\n<p>Chinese companies succeed in Australia when they find the right local partner, build on strengths the two economies don\u2019t share, and earn trust over years, not quarters. That is the core advice of Andrew Robb AO, Australia\u2019s former Minister for Trade and Investment (2013\u20132016), who signed the China\u2013Australia Free Trade Agreement (ChAFTA) on 17 June 2015, in the second episode of <em>Chin to Chin<\/em>. <a href=\"\/zh\/[YOUTUBE_LINK]\/\">Watch the episode on YouTube<\/a> (released on 27th of Oct).<\/p>\r\n<p><div class=\"lazyload smush-lazyload-video smush-lazyload-youtube\" style=\"--smush-video-aspect-ratio: 1280\/720\" data-bg-image=\"url(https:\/\/boman.group\/wp-admin\/admin-ajax.php?action=smush_video_thumbnail&#038;url=https%3A%2F%2Fwww.youtube.com%2Fembed%2FgSniWOAfSC8%3Ffeature%3Doembed&#038;video_width=1280&#038;video_height=720)\" ><iframe title=\"\u201c\u4e2d\u56fd\u4f01\u4e1a\u4e0d\u4ec5\u5b88\u7ea6\uff0c\u4ea7\u54c1\u8d28\u91cf\u4e5f\u597d\u201d\u6fb3\u6d32\u524d\u8d38\u6613\u90e8\u957fAndrew Robb \uff0c\u8c08\u4e2d\u4f01\u51fa\u6d77\u7684\u4e92\u8865\u4e0e\u4fe1\u4efb | \u300a\u79e6\u89c1\u300b\u7b2c\u4e8c\u671f\" width=\"1280\" height=\"720\" data-src=\"https:\/\/www.youtube.com\/embed\/gSniWOAfSC8?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\"><\/iframe><span class=\"smush-play-btn\" role=\"button\" aria-label=\"Play video\">\n\t\t\t\t<span tabindex=\"0\" class=\"smush-play-btn-inner\">\n\t\t\t\t\t<span>\u64ad\u653e<\/span>\n\t\t\t\t<\/span>\n\t\t\t<\/span><\/div><\/p>\r\n<p>&nbsp;<\/p>\r\n<ol>\r\n<li><strong>Play to complementary strengths.<\/strong> Robb\u2019s five Australian strengths are resources and energy, agriculture, health, education and tourism.<\/li>\r\n<li><strong>Find the right local partner.<\/strong> It slows things down at the start, but \u201cthe payback is enormous.\u201d<\/li>\r\n<li><strong>Take a strong position, not a dictating one.<\/strong> Successful Chinese investors hold a majority or around 40 per cent, enough for real influence.<\/li>\r\n<li><strong>Earn a social licence.<\/strong> Keep local management, train people and support the community around the business.<\/li>\r\n<li><strong>Keep your word and build trust.<\/strong> \u201cTrust is at the heart of it,\u201d from one-to-one relationships to country-to-country ones.<\/li>\r\n<\/ol>\r\n<p>Robb\u2019s one-line summary of why partnering works: \u201cTwo plus two won\u2019t equal four. It\u2019ll at least equal five or six.\u201d<\/p>\r\n<h2>Who is Andrew Robb?<\/h2>\r\n<p>Andrew Robb AO is an Australian agricultural economist and Liberal politician who served as Minister for Trade and Investment from September 2013 to February 2016, under Prime Ministers Tony Abbott and Malcolm Turnbull. He had carriage of the final negotiations for Australia\u2019s free trade agreements with Korea, Japan and China, and for the Trans-Pacific Partnership. Born in 1951 in Epping, Victoria, he grew up as one of nine children on a family dairy farm.<\/p>\r\n<figure class=\"wp-block-table\" style=\"margin: 28px 0; overflow-x: auto; -webkit-overflow-scrolling: touch;\">\r\n<table style=\"width: 100%; border-collapse: collapse; font-size: 15px; line-height: 1.55; border: 1px solid #E3E6EC;\">\r\n<thead>\r\n<tr>\r\n<th style=\"background: #14213D; color: #ffffff; font-weight: 600; text-align: left; padding: 12px 16px; border: 1px solid #14213D;\">Role<\/th>\r\n<th style=\"background: #14213D; color: #ffffff; font-weight: 600; text-align: left; padding: 12px 16px; border: 1px solid #14213D;\">Years<\/th>\r\n<\/tr>\r\n<\/thead>\r\n<tbody>\r\n<tr style=\"background: #FFFFFF;\">\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933; font-weight: 600;\">Agricultural economist, Victorian Department of Agriculture<\/td>\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933;\">Early career<\/td>\r\n<\/tr>\r\n<tr style=\"background: #F5F7FA;\">\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933; font-weight: 600;\">Economist, later Executive Director, National Farmers\u2019 Federation<\/td>\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933;\">1980s<\/td>\r\n<\/tr>\r\n<tr style=\"background: #FFFFFF;\">\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933; font-weight: 600;\">Federal Director, Liberal Party of Australia<\/td>\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933;\">1990\u20131997<\/td>\r\n<\/tr>\r\n<tr style=\"background: #F5F7FA;\">\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933; font-weight: 600;\">Federal Member for Goldstein<\/td>\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933;\">2004\u20132016<\/td>\r\n<\/tr>\r\n<tr style=\"background: #FFFFFF;\">\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933; font-weight: 600;\">Minister for Vocational and Further Education<\/td>\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933;\">2007<\/td>\r\n<\/tr>\r\n<tr style=\"background: #F5F7FA;\">\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933; font-weight: 600;\">Minister for Trade and Investment<\/td>\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933;\">2013\u20132016<\/td>\r\n<\/tr>\r\n<tr style=\"background: #FFFFFF;\">\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933; font-weight: 600;\">Signed ChAFTA in Canberra with China\u2019s Commerce Minister Gao Hucheng<\/td>\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933;\">17 June 2015<\/td>\r\n<\/tr>\r\n<tr style=\"background: #F5F7FA;\">\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933; font-weight: 600;\">Chair of companies that source heavily from China<\/td>\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933;\">Current (per Robb)<\/td>\r\n<\/tr>\r\n<\/tbody>\r\n<\/table>\r\n<\/figure>\r\n<p>Robb was appointed an Officer of the Order of Australia (AO) in 2003 for service to politics, agriculture and the community. He first visited China in 1984 and has spoken in public interviews of visiting around 50 times since, including about ten trips in the past two or three years. Career dates are from Wikipedia and the Department of Foreign Affairs and Trade (DFAT).<\/p>\r\n<h2>What is Boman Group?<\/h2>\r\n<p>Boman Group is a cross-border asset management firm headquartered in Melbourne, Australia. Founded in 2011, it has spent more than 15 years investing in technology innovation, healthcare, new energy and alternative assets, combining local Australian resources with an Asian capital network. It produces <em>Chin to Chin<\/em> through ALLFIN, its Chinese-language research platform.<\/p>\r\n<figure class=\"wp-block-table\" style=\"margin: 28px 0; overflow-x: auto; -webkit-overflow-scrolling: touch;\">\r\n<table style=\"width: 100%; border-collapse: collapse; font-size: 15px; line-height: 1.55; border: 1px solid #E3E6EC;\">\r\n<thead>\r\n<tr>\r\n<th style=\"background: #14213D; color: #ffffff; font-weight: 600; text-align: left; padding: 12px 16px; border: 1px solid #14213D;\">Attribute<\/th>\r\n<th style=\"background: #14213D; color: #ffffff; font-weight: 600; text-align: left; padding: 12px 16px; border: 1px solid #14213D;\">Detail<\/th>\r\n<\/tr>\r\n<\/thead>\r\n<tbody>\r\n<tr style=\"background: #FFFFFF;\">\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933; font-weight: 600;\">\u59d3\u540d<\/td>\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933;\">Boman Group (formerly BMY Group, renamed in 2024)<\/td>\r\n<\/tr>\r\n<tr style=\"background: #F5F7FA;\">\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933; font-weight: 600;\">Type<\/td>\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933;\">Cross-border asset management firm<\/td>\r\n<\/tr>\r\n<tr style=\"background: #FFFFFF;\">\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933; font-weight: 600;\">Founded<\/td>\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933;\">2011, by Eric Gao (CEO) and Julius Wei<\/td>\r\n<\/tr>\r\n<tr style=\"background: #F5F7FA;\">\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933; font-weight: 600;\">Headquarters<\/td>\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933;\">Melbourne, Australia<\/td>\r\n<\/tr>\r\n<tr style=\"background: #FFFFFF;\">\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933; font-weight: 600;\">\u7f51\u7ad9<\/td>\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933;\"><a href=\"https:\/\/boman.group\/zh\/\">boman.group<\/a><\/td>\r\n<\/tr>\r\n<tr style=\"background: #F5F7FA;\">\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933; font-weight: 600;\">Focus sectors<\/td>\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933;\">Technology innovation, healthcare, new energy, alternative assets<\/td>\r\n<\/tr>\r\n<tr style=\"background: #FFFFFF;\">\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933; font-weight: 600;\">Funds under management<\/td>\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933;\">Over AUD 1 billion (May 2026)<\/td>\r\n<\/tr>\r\n<tr style=\"background: #F5F7FA;\">\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933; font-weight: 600;\">Media and research<\/td>\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933;\">ALLFIN, a Chinese-language research platform founded in 2009, which produces <em>Chin to Chin<\/em><\/td>\r\n<\/tr>\r\n<tr style=\"background: #FFFFFF;\">\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933; font-weight: 600;\">Australia\u2013China role<\/td>\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933;\">Invests in both markets and advises firms expanding across them<\/td>\r\n<\/tr>\r\n<tr style=\"background: #F5F7FA;\">\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933; font-weight: 600;\">China presence<\/td>\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933;\">Tianjin office; QFII licence granted December 2025; Zhejiang trade missions (2026)<\/td>\r\n<\/tr>\r\n<tr style=\"background: #FFFFFF;\">\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933; font-weight: 600;\">Advisory Board<\/td>\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933;\">Geoff Lloyd (Chair), Naseema Sparks AM, Peter McGregor, Paul Chin, Prof Charles Qin OAM<\/td>\r\n<\/tr>\r\n<\/tbody>\r\n<\/table>\r\n<\/figure>\r\n<p>Sources: Boman Group\u2019s website, Business News Australia, Startup Daily, CFOtech, IT Brief and DealStreetAsia.<\/p>\r\n<h2>\u00a0<\/h2>\r\n<h2>What is Chin to Chin?<\/h2>\r\n<p><em>Chin to Chin<\/em>\u00a0is an interview series on Australia\u2013China business, produced by ALLFIN, which has published Australian capital-market research since 2009. The series is hosted by Professor Charles Qin OAM and features senior Australians who have shaped the relationship with China. Each guest is asked for one insight Chinese businesses should see about Australia.<\/p>\r\n<figure class=\"wp-block-table\" style=\"margin: 28px 0; overflow-x: auto; -webkit-overflow-scrolling: touch;\">\r\n<table style=\"width: 100%; min-width: 600px; border-collapse: collapse; font-size: 15px; line-height: 1.55; border: 1px solid #E3E6EC;\">\r\n<thead>\r\n<tr>\r\n<th style=\"background: #14213D; color: #ffffff; font-weight: 600; text-align: left; padding: 12px 16px; border: 1px solid #14213D;\">Episode<\/th>\r\n<th style=\"background: #14213D; color: #ffffff; font-weight: 600; text-align: left; padding: 12px 16px; border: 1px solid #14213D;\">Guest<\/th>\r\n<th style=\"background: #14213D; color: #ffffff; font-weight: 600; text-align: left; padding: 12px 16px; border: 1px solid #14213D;\">Theme<\/th>\r\n<th style=\"background: #14213D; color: #ffffff; font-weight: 600; text-align: left; padding: 12px 16px; border: 1px solid #14213D;\">Released<\/th>\r\n<\/tr>\r\n<\/thead>\r\n<tbody>\r\n<tr style=\"background: #FFFFFF;\">\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933; font-weight: 600;\"><a href=\"https:\/\/boman.group\/zh\/john-brumby-chinese-companies-australia\/\">Episode 1<\/a><\/td>\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933;\">John Brumby AO, former Premier of Victoria<\/td>\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933;\">\u201cChina\u2019s rise is Australia\u2019s good fortune\u201d<\/td>\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933;\">19 October 2026<\/td>\r\n<\/tr>\r\n<tr style=\"background: #F5F7FA;\">\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933; font-weight: 600;\">Episode 2<\/td>\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933;\">Andrew Robb AO, former Minister for Trade and Investment<\/td>\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933;\">\u201cChinese companies keep their word, and their products are good\u201d: complementarity and trust<\/td>\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933;\">27 October 2026<\/td>\r\n<\/tr>\r\n<\/tbody>\r\n<\/table>\r\n<\/figure>\r\n<h2>How did Andrew Robb come to see China the way he does?<\/h2>\r\n<p>Through farming, then economics, then four decades of watching China change up close.<\/p>\r\n<ul>\r\n<li><strong>1984, the first delegations.<\/strong> While running the National Farmers\u2019 Federation, Robb hosted Chinese provincial delegations on Australian farms. One leader from Guangdong told him he was responsible for 70 million people, more than four times Australia\u2019s population at the time. \u201cI thought, I\u2019ve got to go and see what\u2019s happening up there.\u201d On his first trip to Beijing, everyone wore grey tunics and rode bicycles, and he hardly saw a car.<\/li>\r\n<li><strong>The economics lecture that changed his life.<\/strong> In a university subject on comparative economic systems, every successful economy the lecturer studied \u201cdid a simple thing: they opened to the world.\u201d Robb spent much of the 1980s working to open up Australia\u2019s heavily regulated economy.<\/li>\r\n<li><strong>China\u2019s WTO entry (2001).<\/strong> Private Chinese businesses were allowed to trade and invest overseas. Robb counts six and a half million that entered world trade, which he calls \u201cthe unleashing of innate entrepreneurship.\u201d<\/li>\r\n<li><strong>The 2008 Beijing Olympics.<\/strong> Venues built with the best designers from France, Australia, the United States and China showed him a country \u201cconfident to go and get the best,\u201d and a sign it would be confident about much more in future.<\/li>\r\n<\/ul>\r\n<h2>What has ChAFTA actually changed after ten years?<\/h2>\r\n<p>Trade has more than tripled, but the bigger change, Robb says, is the depth of the commercial relationship. In a speech marking ChAFTA\u2019s tenth anniversary at the China International Import Expo (CIIE) forum in Shanghai in November 2025, Robb put two-way trade at about $98 billion when the agreement was signed and about $330 billion a decade later. DFAT\u2019s official figure for 2024 is $312 billion in two-way goods and services trade, with China accounting for 25 per cent of Australia\u2019s total trade. Robb separates two relationships: \u201ca political relationship and a commercial relationship.\u201d The political one has to be workable and \u201crespectful each way\u201d if the commercial one is to reach its potential. What has surprised him most is how well the commercial side works.<\/p>\r\n<blockquote>\u201cChinese business people enjoy doing business with Australia, and Australian business people enjoy doing business with Chinese. When I say enjoy, I mean they find it effective. They get a sense of both winning out of it.\u201d \u2014 Andrew Robb<\/blockquote>\r\n<figure class=\"wp-block-table\" style=\"margin: 28px 0; overflow-x: auto; -webkit-overflow-scrolling: touch;\">\r\n<table style=\"width: 100%; border-collapse: collapse; font-size: 15px; line-height: 1.55; border: 1px solid #E3E6EC;\">\r\n<thead>\r\n<tr>\r\n<th style=\"background: #14213D; color: #ffffff; font-weight: 600; text-align: left; padding: 12px 16px; border: 1px solid #14213D;\">ChAFTA milestone<\/th>\r\n<th style=\"background: #14213D; color: #ffffff; font-weight: 600; text-align: left; padding: 12px 16px; border: 1px solid #14213D;\">Date<\/th>\r\n<\/tr>\r\n<\/thead>\r\n<tbody>\r\n<tr style=\"background: #FFFFFF;\">\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933; font-weight: 600;\">Negotiations launched<\/td>\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933;\">2005<\/td>\r\n<\/tr>\r\n<tr style=\"background: #F5F7FA;\">\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933; font-weight: 600;\">Rounds of negotiation<\/td>\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933;\">21<\/td>\r\n<\/tr>\r\n<tr style=\"background: #FFFFFF;\">\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933; font-weight: 600;\">Declaration of Intent (negotiations concluded)<\/td>\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933;\">17 November 2014<\/td>\r\n<\/tr>\r\n<tr style=\"background: #F5F7FA;\">\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933; font-weight: 600;\">Signed in Canberra by Andrew Robb and Gao Hucheng<\/td>\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933;\">17 June 2015<\/td>\r\n<\/tr>\r\n<tr style=\"background: #FFFFFF;\">\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933; font-weight: 600;\">Entered into force<\/td>\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933;\">20 December 2015<\/td>\r\n<\/tr>\r\n<tr style=\"background: #F5F7FA;\">\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933; font-weight: 600;\">MoU on implementation and review signed, during Prime Minister Albanese\u2019s visit to China<\/td>\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933;\">July 2025<\/td>\r\n<\/tr>\r\n<tr style=\"background: #FFFFFF;\">\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933; font-weight: 600;\">Submissions to the ChAFTA General Review closed<\/td>\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933;\">31 March 2026<\/td>\r\n<\/tr>\r\n<\/tbody>\r\n<\/table>\r\n<\/figure>\r\n<h2>Why are Australia and China such complementary economies?<\/h2>\r\n<p>Because each is strong where the other is not, and Robb built his negotiating strategy around that fact. The lesson started on his family\u2019s dairy farm near Melbourne. Milk tankers began carrying thousands of gallons from regions better placed to produce milk more cheaply, and the farm, too small for a family of eleven, could not compete. Robb\u2019s family moved to the city.<\/p>\r\n<blockquote>\u201cIt taught me a great lesson: in life you\u2019ve got to go with your strengths. Then I realised that is just as true for a company: work out what you are good at, where you are best placed to meet a market need. And then I realised that same principle is true for a country.\u201d \u2014 Andrew Robb<\/blockquote>\r\n<figure class=\"wp-block-table\" style=\"margin: 28px 0; overflow-x: auto; -webkit-overflow-scrolling: touch;\">\r\n<table style=\"width: 100%; border-collapse: collapse; font-size: 15px; line-height: 1.55; border: 1px solid #E3E6EC;\">\r\n<thead>\r\n<tr>\r\n<th style=\"background: #14213D; color: #ffffff; font-weight: 600; text-align: left; padding: 12px 16px; border: 1px solid #14213D;\">Level<\/th>\r\n<th style=\"background: #14213D; color: #ffffff; font-weight: 600; text-align: left; padding: 12px 16px; border: 1px solid #14213D;\">Robb\u2019s principle<\/th>\r\n<\/tr>\r\n<\/thead>\r\n<tbody>\r\n<tr style=\"background: #FFFFFF;\">\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933; font-weight: 600;\">Person<\/td>\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933;\">Go with your strengths, and recognise when others are better placed.<\/td>\r\n<\/tr>\r\n<tr style=\"background: #F5F7FA;\">\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933; font-weight: 600;\">\u516c\u53f8<\/td>\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933;\">Work out what you are good at and where you are best placed to meet a market need.<\/td>\r\n<\/tr>\r\n<tr style=\"background: #FFFFFF;\">\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933; font-weight: 600;\">Country<\/td>\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933;\">Trade what you are good at for what the other side is good at.<\/td>\r\n<\/tr>\r\n<\/tbody>\r\n<\/table>\r\n<\/figure>\r\n<p>Robb took five Australian strengths into every negotiation: resources and energy, agriculture, health, education and tourism. With China, he found the fit unusually close: \u201cWhat China is good at, we\u2019re not so good at, and what we\u2019re good at, China\u2019s not so good at.\u201d Of all the trade agreements he completed, ChAFTA had \u201cthe greatest complementarity between our two business sectors,\u201d with most sectors \u201ccomplementary, not competing.\u201d<\/p>\r\n<h2>How did Robb break the nine-month deadlock in the ChAFTA talks?<\/h2>\r\n<p>He put the hardest products in a \u201cbox\u201d and moved on. Negotiations stalled for nearly nine months over two oilseeds and sugar, and the talks had not yet reached services, the area Robb most wanted to open. He describes his counterpart, Commerce Minister Gao Hucheng, as \u201cvery professional and proper,\u201d but neither side would move. An informal adviser, a businessman who had succeeded in both China and Australia, explained why: although China had lifted 800 million people out of poverty, around 300 million were still poor, which made those commodities sensitive.<\/p>\r\n<blockquote>\u201cLet\u2019s imagine there\u2019s a box in the middle of the table. Let\u2019s put those three products in the box. We\u2019ll close it up, but we\u2019ll put the box into the agreement, not to be opened until a few years\u2019 time, when we will then negotiate about those things.\u201d \u2014 Andrew Robb<\/blockquote>\r\n<p>Within the next two rounds, the two sides finished goods and moved on to services, and the deal \u201cjust rolled out magnificently.\u201d Robb says the issues in the box have since been resolved. The lesson for companies on either side: find out what the other party cannot concede at home, and don\u2019t let one product stall the whole deal.<\/p>\r\n<h2>What makes Chinese business partners different, in Robb\u2019s experience?<\/h2>\r\n<p>They negotiate as hard as anyone, but once the deal is done, they honour it. Robb now chairs companies that source heavily from China, and his view comes from that experience as well as from government.<\/p>\r\n<blockquote>\u201cIt\u2019s just as hard to do a deal with the Chinese as it is with anyone. But once you do the deal, that\u2019s it. They don\u2019t recant later on. With some other countries that I won\u2019t name, you do the deal, then you get an email the next day saying we want another five per cent, or another ten per cent.\u201d \u2014 Andrew Robb<\/blockquote>\r\n<ul>\r\n<li><strong>Deals stick.<\/strong> Agreed terms are not reopened the next day.<\/li>\r\n<li><strong>Quality is high, but choose carefully.<\/strong> \u201cThe vast majority are very good, and so it\u2019s up to you to find the good producers.\u201d<\/li>\r\n<li><strong>They handle the paperwork.<\/strong> Chinese partners \u201cget on top of the boring stuff\u201d: the regulations and forms that every cross-border deal involves.<\/li>\r\n<li><strong>They invest ahead of demand.<\/strong> Suppliers look for products a customer might need next, then \u201ctool up to be at world standard\u201d and make the investment.<\/li>\r\n<\/ul>\r\n<p>That kind of forward investment depends on trust, which Robb says grows after a few years of working together.<\/p>\r\n<h2>What do Chinese companies that succeed in Australia have in common?<\/h2>\r\n<p>A local partner, a stake strong enough to influence but not to dictate, and a social licence.<\/p>\r\n<blockquote>\u201cThey have made a very serious attempt to add value, and really often come in with a partner. They might be the majority partner or they might be 40 per cent. They\u2019ve taken quite a strong position so that they\u2019ve got an influence, but they mightn\u2019t be dictating how the business runs.\u201d \u2014 Andrew Robb<\/blockquote>\r\n<p>Robb\u2019s example is New Hope at Kilcoy, a beef processing town in regional Queensland. In December 2013 a group led by New Hope Investment Fund, linked to China\u2019s largest animal feed producer, took a majority stake in Kilcoy Pastoral Company and committed to keeping its management team and staff. By Robb\u2019s account, the plant had been an important source of local jobs, but its technology was old and the business \u201cwas going backwards.\u201d<\/p>\r\n<figure class=\"wp-block-table\" style=\"margin: 28px 0; overflow-x: auto; -webkit-overflow-scrolling: touch;\">\r\n<table style=\"width: 100%; border-collapse: collapse; font-size: 15px; line-height: 1.55; border: 1px solid #E3E6EC;\">\r\n<thead>\r\n<tr>\r\n<th style=\"background: #14213D; color: #ffffff; font-weight: 600; text-align: left; padding: 12px 16px; border: 1px solid #14213D;\">What New Hope did at Kilcoy<\/th>\r\n<th style=\"background: #14213D; color: #ffffff; font-weight: 600; text-align: left; padding: 12px 16px; border: 1px solid #14213D;\">What Robb\u2019s example shows<\/th>\r\n<\/tr>\r\n<\/thead>\r\n<tbody>\r\n<tr style=\"background: #FFFFFF;\">\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933; font-weight: 600;\">Kept the existing management<\/td>\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933;\">Local know-how and relationships stayed in the business.<\/td>\r\n<\/tr>\r\n<tr style=\"background: #F5F7FA;\">\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933; font-weight: 600;\">Put capital in for world-leading machinery and facilities<\/td>\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933;\">Robb says output is now well over double what it was.<\/td>\r\n<\/tr>\r\n<tr style=\"background: #FFFFFF;\">\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933; font-weight: 600;\">Linked the plant to operations in the US and China<\/td>\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933;\">A regional plant became part of a global sales and management system.<\/td>\r\n<\/tr>\r\n<tr style=\"background: #F5F7FA;\">\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933; font-weight: 600;\">Supported sporting clubs and local facilities, and trained people<\/td>\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933;\">Investment in liveability earns local support, or social licence.<\/td>\r\n<\/tr>\r\n<tr style=\"background: #FFFFFF;\">\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933; font-weight: 600;\">Learned how business is done in Australia<\/td>\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933;\">Choosing good partners beats trying to \u201cjust replicate what I\u2019m doing in China.\u201d<\/td>\r\n<\/tr>\r\n<\/tbody>\r\n<\/table>\r\n<\/figure>\r\n<p>Robb sums it up in three steps: \u201cThey put the capital in, they\u2019ve respected, and they\u2019ve built trust.\u201d<\/p>\r\n<blockquote>\u201cLife is based on trust. In all relationships, one to one, business to business, country to country, trust is at the heart of it.\u201d \u2014 Andrew Robb<\/blockquote>\r\n<h2>What is the logic of Australia\u2013China cooperation that survives political cycles?<\/h2>\r\n<p>Complementarity first, trust second. \u201cFirst and foremost, we are highly complementary,\u201d Robb said, \u201cso there\u2019s enormous logic in seeking to do business together.\u201d That is the platform. To succeed on it, both sides have to build trust: getting to know each other, showing respect, being responsive, and learning the important cultural differences. Robb\u2019s advice is to \u201cenjoy the differences\u201d rather than tolerate them. He stresses that the logic runs both ways. Australia has been strong in basic research and early development but weak at manufacturing and commercialising products, partly because its capital market is small and its nearest big market is nine hours away. Australians, he argues, would have done better over the last hundred years by partnering more with countries that do what Australia doesn\u2019t, so they share in the return instead of giving their technology away.<\/p>\r\n<h2>What should the next stage of ChAFTA focus on?<\/h2>\r\n<p>The digital economy, artificial intelligence and energy, areas that have changed dramatically since 2015. Australia and China signed a Memorandum of Understanding on implementing and reviewing ChAFTA in July 2025, and the General Review is continuing through 2026. Robb notes that the digital age had already arrived when the agreement was signed but has grown enormously since, and that AI, while still early, is \u201calready having a massive impact in so many areas.\u201d Energy is the third priority: building renewables while keeping access to low-cost coal and gas. Robb recalled President Xi being asked whether China, now leading the world in renewables, would reduce its reliance on coal and gas. Xi\u2019s answer, as Robb tells it: yes, when renewables can do what coal and gas do. In his CIIE anniversary speech, Robb also called for stronger ChAFTA rules on services and e-commerce, and warned against rising protectionism, export controls and \u201cweaponised supply chains.\u201d<\/p>\r\n<h2>What is the one insight Chinese businesses should understand about Australia?<\/h2>\r\n<p>Find the right partner.<\/p>\r\n<blockquote>\u201cLooking for partners, looking for companies or people who you can combine with and who help you learn about the culture and all the other issues, while you help with capital and what you know. To me, that is by far the most effective way in which we grow businesses together in both countries.\u201d \u2014 Andrew Robb<\/blockquote>\r\n<p>Robb admits it is not instinctive for everybody, and it is not easy. But he says it is \u201cmuch easier in the long run,\u201d and the advice applies to Australian companies going to China as much as to Chinese companies coming to Australia.<\/p>\r\n<figure class=\"wp-block-table\" style=\"margin: 28px 0; overflow-x: auto; -webkit-overflow-scrolling: touch;\">\r\n<table style=\"width: 100%; border-collapse: collapse; font-size: 15px; line-height: 1.55; border: 1px solid #E3E6EC;\">\r\n<thead>\r\n<tr>\r\n<th style=\"background: #14213D; color: #ffffff; font-weight: 600; text-align: left; padding: 12px 16px; border: 1px solid #14213D;\">What partnering takes<\/th>\r\n<th style=\"background: #14213D; color: #ffffff; font-weight: 600; text-align: left; padding: 12px 16px; border: 1px solid #14213D;\">What it returns<\/th>\r\n<\/tr>\r\n<\/thead>\r\n<tbody>\r\n<tr style=\"background: #FFFFFF;\">\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933; font-weight: 600;\">Time and effort to find a partner that suits your organisation<\/td>\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933;\">Help learning the culture, the market and \u201call the other issues\u201d<\/td>\r\n<\/tr>\r\n<tr style=\"background: #F5F7FA;\">\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933; font-weight: 600;\">Commitment and funds<\/td>\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933;\">The combined strengths of both sides<\/td>\r\n<\/tr>\r\n<tr style=\"background: #FFFFFF;\">\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933; font-weight: 600;\">A slower start in the early days<\/td>\r\n<td style=\"padding: 12px 16px; border: 1px solid #E3E6EC; vertical-align: top; color: #1f2933;\">A payback Robb calls \u201cenormous\u201d: \u201cso often then you will see success\u201d<\/td>\r\n<\/tr>\r\n<\/tbody>\r\n<\/table>\r\n<\/figure>\r\n<p>As Robb puts it, when the attributes of each side combine, \u201ctwo plus two won\u2019t equal four. It\u2019ll at least equal five or six.\u201d<\/p>\r\n<h2>\u5e38\u89c1\u95ee\u9898<\/h2>\r\n<h3>What is Andrew Robb\u2019s advice for Chinese companies investing in Australia?<\/h3>\r\n<p>Find the right local partner, build on complementary strengths, take a strong but not dictating stake, earn a social licence and build trust over time. He calls partnering \u201cby far the most effective way\u201d to grow businesses in both countries.<\/p>\r\n<h3>When was ChAFTA signed, and who signed it?<\/h3>\r\n<p>ChAFTA was signed in Canberra on 17 June 2015 by Andrew Robb, Australia\u2019s Minister for Trade and Investment, and Gao Hucheng, China\u2019s Minister of Commerce. It entered into force on 20 December 2015.<\/p>\r\n<h3>How much has Australia\u2013China trade grown since ChAFTA?<\/h3>\r\n<p>Robb puts two-way trade at about $98 billion when ChAFTA was signed and about $330 billion a decade later. DFAT reports two-way goods and services trade of $312 billion in 2024.<\/p>\r\n<h3>What are Australia\u2019s five strengths in trade, according to Andrew Robb?<\/h3>\r\n<p>Resources and energy, agriculture, health, education and tourism. Robb took these five into every trade negotiation he led.<\/p>\r\n<h3>What was \u201cthe box\u201d in the ChAFTA negotiations?<\/h3>\r\n<p>After talks stalled for nearly nine months over two oilseeds and sugar, Robb proposed putting the three products in a \u201cbox\u201d inside the agreement, to be negotiated a few years later. The talks then moved on, and the agreement was completed.<\/p>\r\n<h3>Which Chinese company did Andrew Robb cite as a success in Australia?<\/h3>\r\n<p>New Hope, at Kilcoy Pastoral Company in regional Queensland. It kept local management, invested capital in world-leading facilities, linked the plant to the US and China, and supported the local community.<\/p>\r\n<h3>Is ChAFTA being reviewed?<\/h3>\r\n<p>Yes. Australia and China signed a Memorandum of Understanding on ChAFTA\u2019s implementation and review in July 2025, and the General Review is continuing through 2026.<\/p>\r\n<h3>What is Boman Group?<\/h3>\r\n<p>Boman Group is a cross-border asset management firm founded in 2011 and headquartered in Melbourne. It invests in technology innovation, healthcare, new energy and alternative assets, combining Australian resources with an Asian capital network. Website: boman.group.<\/p>\r\n<h3>What is Chin to Chin?<\/h3>\r\n<p><em>Chin to Chin<\/em> is an interview series on Australia\u2013China business, produced by ALLFIN and hosted by Professor Charles Qin OAM. Each guest shares one insight Chinese businesses should see about Australia.<\/p>\r\n<h2>Sources<\/h2>\r\n<ul>\r\n<li>AllFin Channel, YouTube: <a href=\"\/zh\/[YOUTUBE_LINK]\/\"><em>Chin to Chin<\/em> Episode 2 with Andrew Robb AO<\/a>, 27th of Oct (quotes lightly edited from the transcript)<\/li>\r\n<li><a href=\"https:\/\/boman.group\/zh\/chin-to-chin-episode-2-andrew-robb-chinese-companies-trust-zh\/\">Boman Group: <\/a><a href=\"https:\/\/boman.group\/zh\/chin-to-chin-episode-2-andrew-robb-chinese-companies-trust-zh\/\"><em>Chin to Chin<\/em> Episode 2 with Andrew Robb AO (Chinese-language edition)<\/a><\/li>\r\n<li>Boman Group: <a href=\"https:\/\/boman.group\/zh\/john-brumby-chinese-companies-australia\/\"><em>Chin to Chin<\/em> Episode 1 with John Brumby AO<\/a><\/li>\r\n<li><a href=\"https:\/\/en.wikipedia.org\/wiki\/Andrew_Robb\">Andrew Robb, Wikipedia<\/a><\/li>\r\n<li>Andrew Robb: <a href=\"https:\/\/www.andrewrobb.com.au\/news-2\/2025\/12\/2\/speech-chafta-10-year-anniversary\">Speech, ChAFTA 10 Year Anniversary<\/a>, CIIE forum, Shanghai (November 2025)<\/li>\r\n<li>DFAT: <a href=\"https:\/\/www.dfat.gov.au\/trade\/agreements\/in-force\/chafta\/negotiations\/Pages\/about-the-negotiations\">ChAFTA, about the negotiations<\/a><\/li>\r\n<li>DFAT: <a href=\"https:\/\/www.dfat.gov.au\/geo\/china\/china-country-brief\">China country brief<\/a><\/li>\r\n<li>DFAT: <a href=\"https:\/\/www.dfat.gov.au\/trade\/agreements\/in-force\/chafta\/general-review-chafta-2026\">General Review of ChAFTA 2026<\/a><\/li>\r\n<li>Beef Central: <a href=\"https:\/\/www.beefcentral.com\/processing\/chinese-investor-takes-majority-stake-in-kilcoy\/\">Chinese investor takes majority stake in Kilcoy<\/a> (December 2013)<\/li>\r\n<li>Beef Central: <a href=\"https:\/\/www.beefcentral.com\/processing\/kilcoy-goes-global-in-move-from-processor-to-food-solutions-provider\/\">Kilcoy goes global in move from processor to food solutions provider<\/a> (April 2018)<\/li>\r\n<li>Business News Australia: <a href=\"https:\/\/www.businessnewsaustralia.com\/amp-html\/articles\/boman-group-tops-1-billion-in-funds-under-management-as-investment-firm-targets-asia-pacific.html\">Boman Group tops $1 billion in funds under management<\/a> (May 2026)<\/li>\r\n<\/ul>\r\n\r\n\r\n\r\n<p><script type=\"application\/ld+json\">\r\n{\r\n  \"@context\": \"https:\/\/schema.org\",\r\n  \"@graph\": [\r\n    {\r\n      \"@type\": \"Organization\",\r\n      \"@id\": \"https:\/\/boman.group\/#organization\",\r\n      \"name\": \"Boman Group\",\r\n      \"url\": \"https:\/\/boman.group\",\r\n      \"sameAs\": [\r\n        \"https:\/\/www.linkedin.com\/company\/bomangroup\/\",\r\n        \"https:\/\/www.youtube.com\/@Boman_AllFin\"\r\n      ]\r\n    },\r\n    {\r\n      \"@type\": \"Person\",\r\n      \"@id\": \"https:\/\/boman.group\/andrew-robb-chafta-chinese-companies-australia\/#andrew-robb\",\r\n      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