When Li Jiaxiang, chairman of Air China, agreed to sell the airline's Hong Kong unit to Cathay Pacific Airways for US$1.58 billion, he held out for more than just money.

In exchange for access to the growing Chinese domestic market, Cathay agreed to a partnership with Air China that will help the Beijing-based carrier glean management and technical expertise from Cathay, one of the most profitable Asian airlines.

"If you are willing to step outside your comfort zone, join the other side's camp as a director or senior manager and thereby learn their method of operating, that's more likely to result in enhanced cooperation between the two sides," Ng Kay Ian, a partner in Hong Kong at Freshfields Bruckhaus Deringer who advised Air China in its talks with Cathay Pacific said.

As part of the transaction, Air China will acquire a 17.5 percent stake in Cathay Pacific, based in Hong Kong, as well as two seats on the Cathay board. Cathay will buy Hong Kong Dragon Airlines and double its stake in Air China to 20 percent.

China Eastern Airlines, which has one of the country's biggest fleets of aircraft, said in July that it was talking to potential investors, including Singapore Airlines. The Shanghai-based airline is seeking to improve service after it posted a first-quarter loss of 955 million yuan.

Chinese companies offered to buy US$32 billion of overseas assets in the past 24 months, more than five times the figure for the previous four years. Cross-shareholding agreements can reduce political objections and improve chances of getting a deal done, said Peter Ding, a director at UBS who specializes in mergers in China.

Deals like the Cathay-Air China agreement help take some of the risk out of cross-border mergers by allowing both parties to study their partners, Ng, of Freshfields, said. "If you don't have people on the ground to run the proper checks, then chances of success will be slim," he said.

Air China is linking with Cathay as China opens its market, allowing rivals like British Airways to add flights to the country. The alliance could also help Air China against domestic rivals like China Southern Airlines.

The agreement was made easier because Cathay had as much to gain as Air China, Ding, of UBS, said. With Dragonair, Cathay will gain passenger flights to cities like Shanghai and Tianjin, becoming the dominant overseas-controlled airline serving China. "It's win-win," Ding said. "The Chinese love that."

Source:佚名