] ]

n

Meetings: Here in the US, we have a different sense of time. Start and stop times are scheduled. In Asia, a start time is a given, but when the meeting ends is an open question. Often, the meeting continues until the problem is solved.

 

n

Conflict outcome: As we have all heard, the concept of “face” is very important in Asia. A simple definition of face is respect. Respect is a vital aspect of all your business relationships there. Showing “face” to someone in Asia -- essentially, being respectful -- will get you better service, and will often get you the price you need.

 

PATIENCE, A GREAT VIRTUE

Above all, be patient. As we say often to our clients, “Great vendors are not discovered –– they are developed.”

 

Once, you could travel to the far corner of a foreign country and find that great undiscovered vendor. Those days are gone, or largely gone. While we’re occasionally surprised –– new countries or factories do occasionally pop up –– for the most part, success depends on properly cultivating your vendors.

 

Typically, we find that it takes three seasons –– which is to say, nine months to a year –– to truly understand a factory. You need to work through a certain amount of development and number of deliveries to understand each other, and how to work well together.

 

In conclusion, most Asian vendors are honest. Just like you, they seek to ship goods, and want to get paid. There’s no hidden agenda. People are simply trying to make a living. n

Alex B. Angelchik is President, Newtimes Development

Ltd., Hong Kong, a division of the Newtimes Group

of Companies. One of the world’s largest product

development and sourcing companies, The Newtimes

Group employs some 1,500 people in 40 sourcing and

quality offices in Asia, India and the Middle East. Alex

Angelchik’s experience includes international sourcing,

marketing and country management in Europe, Asia and

Latin America. Prior to his current appointment, he was

Global Vice President - Sourcing for Russell Corporation.

A special “Thank You!” to Diane Berry, CEO of VCF/TPMA, for her help in bringing this article to the GMA e-Forum.