Adrian Buga, Managing Member, EUROGATOR LLC, Orlando,Florida,USA

Profile:
Company website www.eurogator.com
Who are your clients? firms and individuals looking for customized, not copy-paste solutions, willing to initiate a business in the US or China
What is your mission? provide customized solutions, get the right people on board, bring «back to earth» some of the major concerns…
What problem do you resolve? interim executive management, turnarounds, crisis management, staffing,

Tell in a ONE sentences about business with China:
Need to be there, to be in the middle of the game, remote and web-based businesses do not work.

What kind of problems between Western companies and Chinese manufacturers do you see?

an equal (sometimes major ) lack in understanding of the business and social envorinment. Too much about » we are right, you are wrong» and too little about understanding that Asia is, actually, more and more technologically advanced, while Europe and the US,for instance, are still very good markets for Asian /Chinese products and services.

How a Western company can find a reliable Chinese supplier?

• be there, spend more on travel ,rely as little as possible on the internet-based searching.
• start from Fairs & Exhibitions, spend time to set appointments and get as much «samples» you can (check for the Manufacturer, double-check on quality and workmanship while you are there)

What is necessary for TOP managers of western companies for start-up business with China?

• understand that as little as 10% of the » corporate standards » may work in China.
• understand that a «reputed» Western Company, although having a great name in China, is always facing a much fiercer competition than in their home countries.
• admit the fact that smiling is just a sign of being polite in China and nothing more.Forget about getting «approved» or accepted if you get some friendly faces around the table.
• admit the fact that everyting is subject to changes…too many changes compared to the Western standards…
• admit that «many & we» means much more than «me and my company» in terms of motivation and benefits….

What are the risks while working with a Chinese manufacturers and with what they are related?

• little control on manufacturing if the Client is not in China, poor communication on key matters, different standards for reporting and quality control, different understanding of what’s importand and what’s not.

What kind of advice could you give to Western companies: how to effectively sell Chinese products?

- be there (in China) , even though you want to sell the products in the US,Europe or in any other part of the world…
- integrate whatever you may be willing to sell into a final product that is different (at least …slightly) to the product that you buy or manufacture in China.Although it may require some additional » costs» , it helps to differentiate from «the others»..

How usually do you prefer to conduct negotiations?

Softly, aware of the fact that all may happen at any time, be aware that personal relationship and «guanxi» counts in the end. Be polite and avoid being arrogant.

Who usually makes main decisions? International sale manager or director of the company?

In China…only the Director of the Company.If state owned, the decision making process is, in most of the situations, unknown, therefore the the Director or the International Sales Manager will simply be the ones that are supposed to make this decision public…

Could you tell us a short interesting story from your experience, which shows difference of the Chinese and Western business culture?

as soon as there is someone interested in what I have shared today…I have plenty of such situations showing such differences that I can also share…

What would you like to tell to our audience?

nothing more than be simple, enthusiastic, yet, precaucios, honest, yet, ready to accept that lying is part of the game, consistent in what you say and ….energetic…this is one may be looking at you while in China…?

What are you think about it? Please  leave a response in comment….