AsiaConnect delivers Culturally Aware Sales Process (TM) training to companies in China and companies who want to sell their products in China and provide introductions and coaching to high-tech Suppliers

David Yakich, Founder and Principal Consultant AsiaConnect

Company Profile
www.WWSalesTraining.com
Who are your clients? Electronic component distributors, energy harvesting suppliers, and semiconductor component manufacturers.
What is your mission? Train and coach sales and sales management teams to increase sakes and be successful in the global market.
What problem do you resolve? How do you sell your products in the global market using existing sales teams while honoring the cultural of each unique country market.

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

Lack of cultural awareness from both perspectives. Miscommunication and missed opportunities because neither company has a Culturally Aware Sales Process (TM). Differences in objectives and business timing practices along with a mis-matched problem resolution process.

How a Western company can find a reliable Chinese supplier?

Utilize all of the available resources in your home country and in China to analyze potential suppliers before making a decision. Resources include, government trade organizations, research companies, consulting firms and personal connections.

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

Utilize an experienced 3rd party resource to help with the strategic planning and headquarters or local hiring before making any investment in China.

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

Quality is highly variable, IP protection is improving but still a concern, transparency of business practices and full disclosure is not standard practice. While, the Chinese manufacturer that the Western company chooses may be highly reliable and efficient, other Chinese companies may attempt to gain access to the IP or processes of the chosen manufacturer and trade secrets could be compromised.

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

Inspect the products, inspect the manufacturing facility, inspect the material suppliers, and establish close relationships with the top management of the complete supply chain for the products you are selling – to quote a famous North America electronic components distributor, “expect what you inspect”.

Establish the inspection process and be rigorous in implementing and maintaining the process.

How usually do you prefer to conduct negotiations?

Always in person with a 3rd party expert and always in the manufacturing or distribution facility.

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

It depends on the individual company cultural and the size of the company. Most international sales managers have authority for in-country tactical decisions and require or request support from executive management for strategic decisions.

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

The speed at which business is conducted in China often takes Western managers by surprise. During a negotiation involving a Hong Kong based electronics distributor and a Japan based distributor who was interested in investing in the Chinese company – after the research was completed and discussions were begun the Japan based company started the due diligence process. The China based company expected a decision in, what they considered to be a reasonable timeframe, 3 to 6 months. After waiting for 12 months for some, at least, initial decision, the China distributor who continued to conduct business as usual was acquired by another company that was able to complete the decision making process in less than 6 months.

What would you like to tell to our audience?

Modifying your communication, business and sales practices to incorporate a Culturally Aware Sales Process (TM) will improve your ability to attract customers from around the globe and increase your revenue potential.