As a middle man, I see a transaction from both the persepctive of the buyer as well as the perspective of the seller.

People like to talk about win-win situation, but in my experience a lot of the deals involve someone usually "winning" more than the other.

A good and real business relation is built up over time.

If we are talking in general terms lets face it, suppliers don't trust buyers because many of them shop around and always looking to cut costs, and buyers don't trust suppliers because they hear of all these scams all the time.

At the start of any relationship forget about culture, language and all that, the motivation is about money. Buyers looking for a bargain, sellers looking to maximise revenue.

If a buyer is only ever interested in the money side, they will never have a solid business foundation with their supplier "partner" and if the supplier only ever thinks of making money, they will get the same result.

It is only after some time of dealing with eachother that the trust can grow and both can really start to appreciate eachother for what they are.

be good

Dear Big Bad Larry
(or should I say Big Mad Larry?)

First of all, to deal with a Chinese who's English is just perfect for sure is a very pleasant thing. We all hope for this. But honestly, is this really soooo important? Isn't the key more about, if your opponent can understand what the main important things are that you are talking about? My English is far from perfect. Does this disqualify me to have business with a Chinese supplier? Okay - okay - there are really dumb nuts out there, but you will notice this from the first 2 minutes. Dump them and fine! Now, lets look at the other side of the medal. I know myself many many successful business guys, who's English is trash. I'm not talking about Nepalese or Antartic Citizens - no. I'm talking about the French, the Italian, the Swiss, even the German where I come from and many more. Not all are from the US and UK.... The Chinese suppliers have to also deal with this people, who barely speak english. What about this side of the medal?

You are talking about, why every factory wants the big qty and dont like to do the small qty first to develop a mutual win-win situation. I also ask this myself from time to time. But its not so easy for a Chinese - believe me. Every supplier that you talk with also have suppliers and they can't care your personal opinion or promise about a win-win philosophy. Even if your supplier is a real manufacturer, he also have to make his many suppliers of raw materials happy. I dont know what business you are into. But make yourself clear, a supplier cant earn 1000 USD from a 1000 USD value order. He will not be willing to invest time and money in your idea only except its an extraordinary innovation. The investment always must be mainly on the buyers side unless your name is Mr Mc. Donald. If you are lucky, he will just accept an order below his normal MOQ and that must be seen then already as your suppliers investment in your idea.

My Tip:
if you have the qty problem, then post in here the question "does anyone know where I can get this or that in small (name it straight) qty". Dont be afraid the scam that sure will come. Think positive and hope for the one who can help you.

Your reply is really good comments. As a sales I should follow up buyers ideas. I will remember it and hope can do it better in the future. Best regards, Lisa from Suntrap Company

chinese people part of them frankly speaking lack the universal values. it will cast a long time for them to shorten the gap with others. 

All right!

These are what really matters!  There must be a lot of people who can not speak English well in different countries as English is not the language they daily used and also what counts is that peole from different areas have their own proniunciation accents.

 

Lillian

B. Regards

Thank god if all the purchasers have such understanding about us, how wonderful the world will be.

Importing from China has never been easier. Now is the right time for this.

In China, you can find a supplier for your new product or a market channels for products. They have low production development and costs. Finding one that meets your needs and wants to work with you to prevent frustration. Awareness, knowledge, and homework are necessary to find a suitable China suppliers.

STEPS

Know what is available and and categorize to understand your needs. Manufacturer vs 3rd party supplier or vertically integrated manufacturer vs assembly-based manufacturer are examples.

Do preliminary research. Create a data table including company name, contact information, business scale and scope, check boxes, and notes.

Search engines find related information. Review your competitor’s information.

Structured information for Chinese suppliers and industrial knowledge can be obtained by using business directory websites.

Narrow supplier list to a manageable amount. Know your needs and what is available.. Contact and develop supplier relationships.

TIPS

Analyze supplier types to understand where you are, what to expect, and what you need to do. An experienced person to analyze the information is helpful. Ask advice from people who understand Chinese mentality, culture, and business practices.

Establishing good relationships with management is crucial. The decision-maker may not speak English.

E-mail is fine for exchanging information. A phone call establishes a deeper relationship. A personal meeting is even better.

Work with experienced suppliers and pay attention to agent relationships. This may mean business for you.

Access US Customs records for independently verified list of US shipments. Import Genius offers these records at affordable rates.

A cost effective review of potential suppliers is wise before choosing. Companies in China run by Westerners are available for help.

Visit the production site to know it’s capabilities, check your data, and see that ISO & Quality principles are applied. It helps you know how the company is managed, and creates a crucial friendly relationship.

Document your product using 3D and 2D drawings, Bill of Materials, photos, and prototypes.

WARNINGS

Inquiries will get tons of replies for years that pass through spam protection. Don’t use your e-mail address. Contact a reliable outsourcing company.

Be aware that Chinese suppliers with a backlog will sub-contract without informing you. This can lead to sub-standard deliveries.

Watch for fraudulent sellers. Famous brands don’t allow selling below normal selling cost. The sellers may be selling illegally or the product is an imitation.

Check this Out!! http://bit.ly/chiNOWtw

It is a common scenario you have just described. Simple explanation, lack of understanding of cultures, wrong conceptions between buyers and sellers. Chinese language is very complex, most of the times translators are not able to translate word to word. Yes, it is frustrating that they have this NO-Feedback attitude. This is cultural disease(Face value). Very often we are the victims - for example, they thought they all productions process, made mistakes, we corrected or advice them. They would complain 'quality deman too high', 'difficult to do', blah blah. Finally things are done. Now that they know the 'know-how', they are ready to take the next o tder. However, they would ask for price increment with unlogical and most insensible reasons. A lot of times, business relationship is based on 'connections or Guanxi'. Just have to stay on your toes at all times. Trust has its different meaning here. Good Luck!

"Simple explanation, lack of understanding of cultures, wrong conceptions between buyers and sellers"

I don't know why we always come back to the issue of culture, Guanxi etc. when dealing with a supplier in China.

I really don't understand why everything has to be so complex.

If I send a request for details about your product and ask for specific information then you can either send a reply with the infromation I requested or you can ignore me, in which case you may lose a business opportunity.

If you don't provide me the information I want, then thats not to do with culture, thats to do with you not being professional.

If you send me a good sample and the mass production is not of the same quality, thats nothing to do with culture, thats you trying to rip me off.

If you say you will do something and don't do it, thats not culture thats...well I hope I have made a point.

Sure there are certain aspects to developing a good business relationship, but surely that should be down to mutual respect rather than just hiding behind "cultural differences".