An Opinion:       Western businessmen-since Marco Polo-have sought ways to capitalize on the fantastic opportunities in China. Today, everything from economic pressures here in the US to China's new membership in the World Trade Organization have produced an unparallel level of interest in what China represents.       There is a rapidly expanding domestic market in China brought about by government reforms and a population that is making a brisk transition from a controlled to a free-market economy, along with corresponding advances in quality. There is a skilled workforce of hundreds of millions people-from engineers to machine operators to assembly workers-who eagerly work for a small fraction of the wages expected in the US. In addition, the supplier base and materials availability make for true cost savings possibilities. Yes, whether you are buying or selling, the opportunities are plentiful but they are usually not captured the way, or as easily, as you might think.       Many companies' plans for doing business in China have failed to materialize. Negotiations frequently don't end up the way they were intended. The experience and capabilities of some Chinese companies can fall short of what is professed. Large, promising markets for US goods in China can turn out to not exist or be more costly than expected to penetrate. But still, the opportunities are big and they are real and competitive pressures demand that they be pursued. And, victory is more likely for those who make the right choices, avoid the traps, and use China to affect their company's competitive position.       We at C-OPS Group strongly believe in the positive impact that a well crafted and well executed China plan can have a corporation's competitive strategry. We also believe that many of those who don't play this card are likely to be left behind.

R. W. Hyora, Principal    C-OPS Group

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