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This post was edited by laowaipengyou at 2012-1-29 17:49|
On the second time I visited China, besides taking care of my own work, I sourced at an exhibiton, flourescent lanterns (SIMILAR to the ones seen bellow) for my neighbor, a low budget tools importer and distributor.
I negotiated what we considered a good deal for 1500 pcs..
When I called my neighbor to inform him and told him the price I negotiated ... he told me to order 5000 pieces...
I called from the hotel, "my new friend" salesman of fluorescent lanterns and gave him the good news..
That night when we met for dinner (he invited me) and the salesman handed me the proforma invoice ..... he had added to the price 0.45 USD/ea...
When I asked for an explanation ...... "well we didn't talk about individual packaging of the lanterns"...
There is a je ne sais quoi on the Chinese manufacturers and suppliers, that after being several times in China, I am convinced is an inherent stupidity on the Chinese folklore.
You spend time and resources to create an image (website, catalogs, exhibitions, samples....) and when you have to close a deal you destroy the trust and credibility that the customer already deposited on you...
For a few more percents of profit, you cross the barbed wire lines ..... into the land of dishonesty and without compassion you are willing to sacrifice the image and trustworthiness of your business.
You didn't learn yet that honesty and trust once you lost it, you can not buy it back...
From my experience of being 24 years an independent and importer....... When I purchase something in Germany, Italy, Spain, the Czeck Rep., Holland, USA, Canada and Brazil .... once I finished the negotiations, I'm sure that I'm getting what I paid and negotiated for .... and some times, like in the case of a German supplier, I get two sets of gaskets, nuts and bolts, for free (with the pump) that we haven't contemplated on the deal....
You need to change the attitude of your sales people and management ... if you want to be equal to the Europeans .... like someone wrote a few screens before.
I hope nobody feels insulted by what I wrote. I'm writing it as a friend, with the purpose of having you improve your performance...
However, if someone feels insulted or aggravated .... my sincere appologies...