There is so much advise on the internet on China Sourcing and how to interact with China: how to dress, how to greet, how to eat, what to say ,and what to do. Everything you can imagine on your behavior, especially when having face-to-face meetings with Chinese manufacturers. Should I bring a gift or is that inappropriate? Should I wear a suite or go business casual? What if I am served something I do not want to eat? How do I handle personal space issues? What subjects are taboo? The list goes on and on. All these things can be important to one degree or another, but the most important thing is just to show up.
Chinese manufacturers want the same things you do. They want to develop a relationship that is mutually beneficial and long lasting. They want to understand you and your needs as much as you want to understand their processes and procedure, quality and price of course. But building that relationship requires that you show up at some point. And that means a trip to China.
China Sourcing Testimonials
Any kind long distance relationship is difficult to grow without direct contact. We encourage our China sourcing customers to visit their particular manufacturers once a year so that each can learn more about their perspective progress and renew or refresh the relationship. I am personally leaving with one of my best customers, Aztec Tent and Events, on a Chinese manufacturer junket in January. We will visit with about 15 manufacturers in 10 days; crisscrossing China, building and maintaining those relationships. And it is a huge advantage to have a China-based, China sourcing partner like Avela Corporation who can maintain these relationships on a monthly, weekly, or even daily basis.
In fact, as I write this blog, one of our fastest growing clients, Little Products Co., is doing factory tours in China, assisted by our Avela staff. I just got an email today about his progress and adventures in general. He is supercharged and will come back from China with more ideas, confidence and energy due to this trip.
So if you are considering sourcing in China, the relationship is everything. And nothing builds a better long distance China Sourcing relationship than just showing up.
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{ 61 comments… read them below or add one }
Hello Gary,
Great testimonial videos. They clearly benefited from your knowledge and ability to build relationships with the manufacturers. Building good relationships are important in any business and you are certainly a prime example of that.
Keep up the good work!
Aidan
Hi Gary
Thanks for this good info it help me a lot with what I am working on
you give me something to think about , how i will get it I dont know on this moment but the universe know so I will leave it up to him to work things out.
Regards
Theuns
I know that for me, bringing a gift is important. However, in most cases, courtesy calls for being at your best manners and not asking too much. I have found it to be better when conducting business anywhere.
Gary,
This is great information for all business owners. Just showing up is the most important thing to accomplish. If you can be transparent and learn a little about the people and culture. It will show when you met them face to face.
I have traveled globally and always made it an adventure from learning just simple things of how to say hello. To knowing when to listen and when to respond. That says allot about being on even ground and respect.
Always just be yourself and if you do not know something, ask. What you show as genuine will be felt during a face to face.
Gary, your one of our greatest coaches and visionaries in this industry. I find amazing new things when reading your post. I like to put them into action and look forward in always sharpening my skills. Thank you for sharing.
William,
Thanks for your kind words. And you are right. being genuine always comes through in the end. It is universal and probably the most important thing no mater if you are speaking your native language or you not. But if you are not, then the second would be patience.
Hi Gary,
Your video is so true , I live in Ireland and our head of state is at the moment on a trade mission building relationships with the business community in China. What you are doing is fantastic as we are all buying Chinese products and with your particular skills of sourcing the right one’s that will be brilliant for many companies. Take care Rosemary
Rosemary,
Not to mention that I am having a blast working in China. Don’t get me wrong, it is VERY difficult, but most rewarding things are.
Cheers!
Hey Gary,
Excellent ! You have given great points to a lot of people. I mean important points to build that business relationship. At first, I was surprised to see an American here on TSA with such a broad knowledge on understanding other cultures for business purpose but when I looked into your profile, then, I realized that you are actually a real businessman and that is not a surprise to me anymore. Why ??? Because, that is the style of a corporate man/businessman. It shows you have had the experience doing international business. Great service and great relationship builder especially with the Chinese !
Thanks for sharing, my friend ! :-)
Cheers
Pearly
Pearly,
Your very kind. I am in China at the moment hiring new staff and working on opening a Shanghai office for one of my customers who wants to bring his service to China. That project will take a year but will e very profitable and a fantastic learning experience.
I appreciate you Social Media contact this week. Since I am in China I can’t “return the love” but promos to when I get back in a few weeks.
Cheers!
Gary
Forgive the spelling errors. Its late here. ; )
Thanks Gary, hope u had a great time in China :-)) Yes, always remember to bring a gift when you visit someone there :-))
Good for you, Gary ! Another one year project is great…wish you great success in everything you do, Gary :-)). No problem about the spelling errors..I made such mistakes very often too…what is important is building the relationship :-)) Just like you have mentioned !
Cheers ! :-)
Pearly
I recently had the opportunity to start sourcing products for my business as well. Although it didn’t work out with this particular supplier, I understand the value of taking a trip to build relationship
Clint, Thanks for reading. If sourcing makes sense, don’t give up. I am happy to answer any questions you might have.
Developing relationships is important. Understanding others cultures and showing mutual respect for one another will bring great success.
Jacob, In addition, its all about great people. i have a great staff and wonderful customers!
This is not something I have any dealing with but no matter what business you are in the relationship is key to building any long term sustainable business. Long distance relationships are harder but they can be maintained. We have so many ways to communicate, I would say that working with someone long distance doesn’t always have to require travel
Lynda,
Absolutely right. I do not think I could do what I do without the internet. A modern day miracle.
Relationship building is so important in any business, and it’s so often forgotten or given low priority in our zeal for making a profit. Thank you for a great post on building relationships with the uniqueness of your client in mind.
Willena
Willena, Thanks for commenting. I appreciate you taking the time.
Hi Gary:
Ahh … the power of just showing up! It looks like you work for an awesome company. Keep up the good work.
Kevin
Thanks Keving,
And I show up again next week. My 42nd trip in 10 years.
Great post Gary,
Avela seems like an awesome company. I agree that the more personalized the services of big and small corporations are, the better chance of creating a true business relationship is possible. I love the Chinese culture and there way of doing business is irreproachable. Thanks …great share! ~ Nathalie
Nathalie,
Thanks for commenting. 2012/2013 will be an interesting year for us as we will start to bring US products to the Chinese market.
Thank You Gary
I really enjoyed your post I have read a lot of information on the Chinese culture and admire their respectfulness, I feel you are so right, building relationships no matter which culture it may be we should be respectful.
I would love to go to China
And Avela sounds like a great company to help you get started to develope a relationship
Again Thank You
Sharon
Sharon,
Well China is my favorite subjects. If you ever have any questions about China, feel free to contact me.
Hi Gary,
I agree that the relationship is very important in China. It is called “Guanxi” in Chinese. The concept of “guanxi” is very important for Chinese business culture. Guanxi means “connections,” or networking, which an individual may draw upon when doing business in China.
Edyta,
Very insightful. And relationships take time and effort and not created with an event mentality. Thanks for your comment.
Being an acupuncturist I have contact with many Chinese people. Their culture might be different but as people they are not much different than us. It is wonderful that you are educating people on the way to do business with these amazing people.
Joyce,
I had acupuncture once. I was pleasantly surprised that it worked. You would think that with all my China experience I would have not been surprised but allays the skeptic. One treatment and my mild headaches of over 4 years were gone for good. Needles in my left arm and shoulder and my headache gone.
Apart from being a prosperity coach, I have being working and still work in the field of fashion as an agent and a shoe designer.
China is an importnat partner for us.
Knowing the culture of who we work with and understanding their business mentality is a must today to create serious long run partnerships.
Thanks for the blog very useful indeed!
Patricia,
Thanks for the comment. I know Elaine at in the Shanghai office would loved to source shoe fashion. I think she must have new shoes on a weekly basis:) Thanks for your comment!
Hello Gary! I’m presently visiting India, my country of origin, with my wife. In our visit here, I’m her guide to this ancient culture, its mannerisms, values etc. Having me by her side has made it quite easy for her. Likewise, if I were to do business in China I’d want to work with someone who knows China and would help me build valuable relationships there.
Srinivas,
India is one of the places I need to see. I hope to vacation there in the near future. I am sure it is as fascinating as China. Thanks for commenting!
Great post, I agree with you, it is all about developing business relationships. It is the most powerful tool. I have learned to respect and appreciate the cultures and enjoy the differences. I think that travel will give you that perspective.
Alicia,
I think travel is key to appreciation, understanding and tolerance. And it helps you put yourself and your own country in perspective. Thanks for commenting.
Hi Gary, Nathan here.
Avela sounds like a great business partner for anyone wishing to do business in China! It is interesting and exotic to think about the possibilities. By the way, I have a friend who has a business renting out tents for events so next time I see him, I’ll send him here.
Thanks for the information.
Nathan, Thanks for dropping buy. I do love this business. Exotic is a good word. I leave again on the 5th and can’t wait. It will be my 42nd trip to China!
I don’t have any dealing with China except for buying products manufactured there. :) However, having lived in the Philippines I understand the importance of knowing the customs of the people and treating them accordingly so that you can be an influence in their life. When you “speak their language” it means so much to them!
I appreciate your information!
Lynn
Lynn, It sounds lie you have fond memories of the Philippines. I have been going to China for over 10 years now. Long enough to see kids of my friends their grow into young adults. Very rewarding.
Gary,
Great post on doing business in China. Avela sounds like such a great connection to have in China, maintaining the business relationship even when you are thousands of miles away and helping you out when you do visit China. Never visited China, but hope to do so one day. thanks!
– Jupiter Jim
Jim, I hope you get to go some day. If you ever have any questions about China, look me up. I am happy to help. China is my favorite subject.
There are a lot of businesses that I know that go over to visit China and tour to build relationships with the companies there and to learn. One of my good friends said next time she and her business partner go she will invite me to go as she stays extra. She goes first for business and then for a couple weeks for vacation.
I have seen the soy sauce in HEB when I lived in Texas…cool!
I am sure you will have a blast in China. If you need any advise feel free to ask as China is my favorite subject. And it is cool that you have heard of Little Soya. It is growing leaps and bounds. I feel like a proud father.
Gary,
I love reading your blog posts. Although I have never visited China nor do I have any business interests there, I have had clients share interesting stories about their outsourcing ventures with several countries, including the Phillippines, India and China. Each country and their customs are so different.
Erica,
Thanks for repeated visits to my blog. I think the more people travel to other places the better off the world will be.
Hi Gary…
I found your post to be very interesting and spot on. I have spent a fair amount of time in Asia and have a decent understanding of the culture in many ways. Ensconcing yourself in the culture will get you respect, but the most important things is humble confidence. Chinese people like Americans in general, but they will be the first to make fun of you if you come across as a arrogant…and it will be hard to bridge that river once it is formed. Having a group like the one you described that organizes junkets is a great idea. Great post. We all need to be more aware of world-wide cultures and not just what works for us. Thanks.
Martin
Martin,
Very insightful commentary. Respect is most important when you are, as you say, inserting your self, into a culture. I try to be a good listener and follow the 30/70 rule. Only talk 30% of the time and listen intensely 70%.
Hey Gary,
Wow you have given me a whole new prospective and take on China Sourcing. I must say relationship is key to most success in life one way or another, it usually comes down to the way we treat each other.
Kyle Nelson
Kyle,
I think all anyone wants is to be acknowledged and respected.
Hi Gary, nothing is better for a relationship than spending time with a person. People in different cultures often have pre-conceived ideas about the other culture, and by spending time with them, they will get to know the other person. And, they may find some of those things they thought about the other culture are not correct. The work you are doing will really help people who want to source in China.
Regards from Julieanne
Gary,
Through this blog, you made it very clear of how important to make a personal appearance to the factory to build the business relationship. Your testimonial videos are very convincing too. Again, this is an excellent post, and thanks for sharing with us.
Eva, Thanks for your kind words. I look forward to hearing more from you in the future.
Gary,
You’ve given me a new prospective on China products and manufacturing opportunities. I will explore your site and learn more. Thanks for posting such useful information!
Sincerely,
Tom Burt
Tom, Thanks. You are welcome to ask me anything about China. Its my favorite subject!
I am pleased to hear that, as with anything, china sourcing is about building relationships. I think there is a common perception that different cultures are “different.” The way to develop that relationship might be different, but once it is developed, everyone benefits from that relationship, on an ongoing basis.
Chrissanne, Thank you for your comments. Relationships take time and effort. Our fast paced lives get in the way of that sometimes I think.
Hi Gary,
your testimonials are so powerful! Great stuff.
Building relationships is so important and as you say it can be challenging doing it long distance. I am very excited that we get to meet soon in Seattle and build on our relationship that began with a mastermind!
Thanks Clair, Looking forward to our get together.
You raise important points relating to adjustments of cultures. I remember one incident during which a friend and I were invited for dinner by a Chinese couple. They had no problems speaking English and had been to England on many occasions so they were much more knowledgeable about European cultures than we we were about Chinese culture. Before the meal, the wife kept on saying that she didn’t think we would like her food, that today she hadn’t managed to cook it very well, she had not enough time…. When we sat down to eat at the dinner table, she kept on repeating how bad the food until my friend, diplomat that he was told her that yes, the food wasn’t the best he had tasted, but he appreciated the effort. Needless to say, it wasn’t the right thing to say to the hostess…
Stevie, Thanks for the story. And thanks for reading my blog. I think that in any culture, people want support and not criticism.
You’re quite welcome Gary! It is always instructive to read blogs like yours because they offer a window to different cultures that we might otherwise not have access to!