Ocean Xue,  Technical Marketing Manager

Company Profile
Sertek, www.yosungroup.com

Who are your clients? Kontron, Advantech, IEI, etc.
What is your mission? design in and design win
What problem do you resolve? Intel Atom series procesor desing issue and promotion

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

Some western companier is looking for more bussiness in China. But they are not understand chinese style. China has great high-end market which do not need more service which just more advertisement which is filling of impuse purchase. Absolutely, China has great low-end market which do not need more serivce which need lower price which do not need a brand. But there are few market for middle-end market.

Chinese Manufacturer is one kind of cluster manufacture, huge factorys, millions of people with bad production environment, splenetic employer. They are always wanna lower the cost do not wanna advance the production. There are lots of potential risk in this modle.

We need a IT leader ti lead these manufacture to crear a healthy competition, help them develop more effecient bussines modle.

How a Western company can find a reliable Chinese supplier?

You have to know that there are no always reliable supplier in the world. The boss is always chase the profit. You should connect the profit with suppliers, let ther feel you are helping them, and then you will get a reliable chiness supplier.

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

The only one thing you should do is TRUST.

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

The big risk is workers who live in terriable dormitory, with litte education, without social status. They wanna happiness too which we can not give. When production accident happen that will be a cause to our manufacturers.

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

At first, you have to let our clients know chiness product is not inferior but it’s inexpensive.

How usually do you prefer to conduct negotiations?

I will consider the risk for my opponent, the more he have the more he will give.

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

That depend on the type of the company. In the westen company, may be the international sale manager will be the one.

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

Wow, that is a long story. but you have to know that there are lots of century-old company in the west, but there are a few in China except some restaurant.

 What would you like to tell to our audience?

Welcome to China. And we can be friend if you wannt.

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