made in china insider’s guide chinese...

Featuring:

Where Dragon’s RoamChinese GenerosityFaces & Hands10 Fun Facts in China

Made in China Insider’s GuideChinese People

Download the Guidebook here:

Featuring:

Where Dragon’s RoamChinese GenerosityFaces & Hands10 Fun Facts in China

Made in China Insider’s GuideChinese People

Made in ChinaMade in ChinaMade in ChinaMade in ChinaMade in China Insider’s Guide Insider’s Guide Insider’s Guide Insider’s Guide Insider’s GuideChinese PeopleChinese PeopleChinese PeopleChinese PeopleChinese People

Download the Guidebook here:

CONTENTS

Preface 01

Letter from the President 04

Letter from the Editor 05

China: Fact vs. Fiction 06

Where Dragon's Roam 08

The Chinese Dreams 12

Chinese Friends 15

Chinese People 18

Faces 20

It's All About People 27

Hands 31

Chinese Culture 34

Chinese Generonsity 36

China Lessons 39

Coming Home 41

Made-in-China.com 44

Connecting Buyers with China Suppliers 46

Trade Yellow Pages 48

Buyer Service 50

Beauty of Made in China Award 54

10 Fun Facts in China 60

March,2013Published by Focus Vision Magzine,Made-in-China.com

Chief Editor: Mimi WeiDesigner: Ge ShilinPhoto by CFP and Focus Vision

06

18

46

60

CONTENTS

Preface 01

Letter from the President 04

Letter from the Editor 05

China: Fact vs. Fiction 06

Where Dragon's Roam 08

The Chinese Dreams 12

Chinese Friends 15

Chinese People 18

Faces 20

It's All About People 27

Hands 31

Chinese Culture 34

Chinese Generonsity 36

China Lessons 39

Coming Home 41

Made-in-China.com 44

Connecting Buyers with China Suppliers 46

Trade Yellow Pages 48

Buyer Service 50

Beauty of Made in China Award 54

10 Fun Facts in China 60

Where Dragon's Roam 08Where Dragon's Roam 08

Faces 20Faces 20

Chinese Generonsity 36Chinese Generonsity 36

Letter from the President 04 Letter from the President 04

The Chinese Dreams 12The Chinese Dreams 12

It's All About People 27It's All About People 27

China Lessons 39China Lessons 39

Trade Yellow Pages 48Trade Yellow Pages 48

Letter from the Editor 05Letter from the Editor 05

Chinese Friends 15Chinese Friends 15

Hands 31Hands 31

Coming Home 41Coming Home 41

Buyer Service 50Buyer Service 50

Beauty of Made in China Award 54Beauty of Made in China Award 54

March,2013Published by Focus Vision Magzine,Made-in-China.com

Chief Editor: Mimi WeiDesigner: Ge ShilinPhoto by CFP and Focus Vision

06

18

46

60

Birthday Cake: Chinese people love eating and having fun. Here, Made-in-China.com's sta� er Chang Shasha, photographs her son's four year-old birthday party.

Over the past 30 years, the world has witnessed Chinese soci-ety's profound transformation, as the economy develops and the lives of the people improve. Thanks to China's values of industriousness and thrift, as well as the ability of China's vast labor force to produce professional workmanship, the “Made in China” brand has become a major force throughout the global economy. However, it's also created the impression of being cheap, rough, even low-quality or at times counterfeit.

In fact, China today is going through so many reforms and transformations that many Chinese people themselves are not even aware of all the changes happening, often quickly and quietly, beneath the surface. Like any economy in the world, after a period of rapid growth, China is experiencing the need to improve quality, safety, innovation and environ-mental protection. These needs, shared by both the central government and ordinary citizens, are pushing the country forward in new directions. As such, the “Made in China” brand is saying goodbye to the past, and re-branding itself as a high standard bearer of quality and responsibility.

Welcome to China. We are pleased to serve you. We stand with you as a bridge to China's best suppliers, in order to help propel your business forward. I believe good business people throughout the world all uphold the same principles of hon-esty, quality, innovation and determination. These are our core principles as well, and at Made-in-China.com, we're striving to do better day after day..

Sincerely,

Mr. Gavin Xu, Director of Made-in-China.com

Dear Readers,

In a speech to the TED, Leslie T. Chang tells people stories of workers in China. He tells the story of Min, an ordinary young worker in Dongguan, who wrote to him. “I work hard in the factory. A person should have some ambition while she is young, so that in old age she can look back on her life and not feel that there was no purpose to it.”

I was impressed by the speech. Having been in close relation-ship with thousands of Chinese manufacturers for almost 10 years, I am always inspired by the people I meet. They are of passion, dreams and warmth. They love their families and friends; they work with their hands, for themselves, for their families and for you and me, for a better world.

In Made in China Insider’s Guide, our foreign contributors share their experiences, their impressions with Chinese peo-ple. Made-in-China.com goes to factories, talking to them and taking photographs of them with respect. They transform China as we know it today.

We here wish you happiness, good fortune, and the best in your endeavors, as you go about your trading activities here, seeking to better your own lives and the lives of those around you.

Sincerely,

Mimi Wei, Chief Editor

LETTER FROM THE EDITORLETTER FROM THE PRESIDENT OF Made-in-China.com

05MADE IN CHINA INSIDER’S GUIDE CHINESE PEOPLE / 03 / 201304 PREFACE

Dear Readers,

In a speech to the TED, Leslie T. Chang tells people stories of workers in China. He tells the story of Min, an ordinary young worker in Dongguan, who wrote to him. “I work hard in the factory. A person should have some ambition while she is young, so that in old age she can look back on her life and not feel that there was no purpose to it.”

I was impressed by the speech. Having been in close relation-ship with thousands of Chinese manufacturers for almost 10 years, I am always inspired by the people I meet. They are of passion, dreams and warmth. They love their families and friends; they work with their hands, for themselves, for their families and for you and me, for a better world.

In Made in China Insider’s Guide, our foreign contributors share their experiences, their impressions with Chinese peo-ple. Made-in-China.com goes to factories, talking to them and taking photographs of them with respect. They transform China as we know it today.

We here wish you happiness, good fortune, and the best in your endeavors, as you go about your trading activities here, seeking to better your own lives and the lives of those around you.

Sincerely,

Mimi Wei, Chief Editor

LETTER FROM THE EDITOR

05MADE IN CHINA INSIDER’S GUIDE CHINESE PEOPLE / 03 / 2013

CHINA: FACT VS. FICTIONBecause you need a leading edge in China's rapidly changing market, Made-in-China.com's experts and specialists offer the most accurate information, now. Hailing from many nations and walks of life, our contributors weigh-in on what it takes to make it here.

WHERE DRAGON'S ROAMBy_ Bill Irwin

Bill Irwin re� ects on a lifetime of global sourcing, his childhood impressions of China, and how his actual en-counters with China changed those impressions for the better.

Over fifty years ago, as a small boy, I dug a hole in my backyard. My grandfather asked me if I was going to dig all the way

to China? This was my � rst introduction to China.

As I grew older and understood the concept and magnitude of the Earth, I realized China was halfway around the world, and the hole would have to be very deep. One Christmas I received a toy wooden rickshaw; my parents told me this is what Chinese used to travel instead of cars. It was

one of my favorite toys until it broke. I was then told it must have been made in China since it was cheaply made and everything from China broke.

My understanding of China further grew when I was introduced to Chinese food, a childhood staple for our large family. Our weekly treat was chicken Chop Suey in a can, ready in eight min-utes and enough to feed our family of six. Chun King and La Choy were the two brands. I liked La Choy since, according to the TV commercials, it was made by Delbert the Dragon who cooked it with real Dragon � re. Once we were given two sticks to eat our Chop Suey with since, I was told, Chinese didn’t have forks. We were further China-educated over dinner by being told “eat all your food, don’t you know there are millions of starving children in China”. Even though I'd never seen a Chinese person, my childhood China-education was complete. It was very far away, had millions of starving kids, primitive life with only sticks to eat their food, no cars, cheap toys that broke and � re breathing dragons to cook their food.

My career in global sourcing and quality assur-ance began with the passing of NAFTA, and was focused in Mexico and Central America, but I was still anxious to experience sourcing from China.

My � rst opportunity came � fteen years ago and the pre-conceived expectations I had developed as a child were quickly shattered. One expectation was true: it was a long trip half-way around the world. My � rst surprise was being picked up at the airport in a car, not a rickshaw. There were modern shopping centers, stores, highways and hotels. Chinese food did not come from a can. Everything we ate came from fresh produce and was very tasty. And I did not see millions of starving chil-dren. They looked like normal children, full of love, innocence, laughter and smiles.

Getting the Results You Need

China was not like I expected; it was a place rich in

0908 MADE IN CHINA INSIDER’S GUIDE CHINESE PEOPLE / 03 / 2013CHINA: FACT VS. FICTION

Over fifty years ago, as a small boy, I dug a hole in my backyard. My grandfather asked me if I was going to dig all the way

to China? This was my � rst introduction to China.

As I grew older and understood the concept and magnitude of the Earth, I realized China was halfway around the world, and the hole would have to be very deep. One Christmas I received a toy wooden rickshaw; my parents told me this is what Chinese used to travel instead of cars. It was

one of my favorite toys until it broke. I was then told it must have been made in China since it was cheaply made and everything from China broke.

My understanding of China further grew when I was introduced to Chinese food, a childhood staple for our large family. Our weekly treat was chicken Chop Suey in a can, ready in eight min-utes and enough to feed our family of six. Chun King and La Choy were the two brands. I liked La Choy since, according to the TV commercials, it was made by Delbert the Dragon who cooked it with real Dragon � re. Once we were given two sticks to eat our Chop Suey with since, I was told, Chinese didn’t have forks. We were further China-educated over dinner by being told “eat all your food, don’t you know there are millions of starving children in China”. Even though I'd never seen a Chinese person, my childhood China-education was complete. It was very far away, had millions of starving kids, primitive life with only sticks to eat their food, no cars, cheap toys that broke and � re breathing dragons to cook their food.

My career in global sourcing and quality assur-ance began with the passing of NAFTA, and was focused in Mexico and Central America, but I was still anxious to experience sourcing from China.

My � rst opportunity came � fteen years ago and the pre-conceived expectations I had developed as a child were quickly shattered. One expectation was true: it was a long trip half-way around the world. My � rst surprise was being picked up at the airport in a car, not a rickshaw. There were modern shopping centers, stores, highways and hotels. Chinese food did not come from a can. Everything we ate came from fresh produce and was very tasty. And I did not see millions of starving chil-dren. They looked like normal children, full of love, innocence, laughter and smiles.

Getting the Results You Need

China was not like I expected; it was a place rich in


culture, beautiful scenes and a heritage that went back thousands of years. The factories we visited were well-established, most were � rst, second or third-generation businesses. The older generation of factory owners were already starting to dele-gate more of the day-to-day operations and busi-ness to their children, many of whom attended universities in the USA and had college degrees. In general, factories understood the importance of making quality products and the downside of delivering bad quality. They understood what worked in the past to build good business for both the buyer and the factory, and what resulted in failed business growth.

I have found two primary reasons limiting busi-ness growth. First is when price becomes the sin-gle driver in placing an order. Often times negotia-tions with the factory start with, “I want this exact widget, and I need your cheapest price.” Once the order quantities and delivery dates are established the price is o� ered. In most cases, the � rst reaction is “I need a cheaper price.” But when buying and production decisions are based solely on price, results are always the same, you get what you pay for. Experienced factories know how to meet cheaper pricing; it can be backed into by reducing product quality or value.

I've found the best sourcing practice is to begin the conversation with the product � rst. How can we develop a quality product that an American consumer will buy, be satisfied with, and come back to buy more. Most factories know what they are doing and how to be successful, or they would no longer be in business. Unless a speci� c type of widget is needed, the factory can offer sugges-tions on variations to make it a better-selling prod-uct. They may be able to o� er alternative colors, materials, shapes and sizes, all with di� erent pric-ing options. They can engineer to save costs. Only

after the � nal, most sellable product is determined should pricing negotiations begin. Arriving at a � nal price should be a compromise between the buyer and the factory. More important, it should be a win-win for both parties.

Cultural understanding and building personal relationships are keys. Any business partnership is more successful when both parties understand and value each other as a person. We all enjoy talking about our country and family. While our US history can go back a dozen generations, Chi-nese history goes back hundreds of generations. Embrace the opportunity to learn about both Chi-nese culture and the person you're dealing with.

The majority of conversations with a Chinese business partner will be through a translator. The best practice is to make direct eye contact with whomever you are having the conversation with, use slow, simple English with no slang, and pause often for translations. It’s also important to be a good listener. While most of the younger genera-tions can speak English, the speci� cs of a business deal can be lost in translation. Take time to repeat the details, and then repeat them again. Most importantly, make negotiations a positive and personal experience for both parties.

I appreciate the values of hard work, love of family and dedication to successful business within Chi-nese culture, and have been blessed with the op-portunity to establish lifetime friendships in China. While there are di� erences in cultures, there are very few di� erences in our heart and soul. My per-ception of Chinese culture has changed since my childhood, very much for the better. I have appre-ciated each trip as a great life-learning experience and value the time spent there. My only regret was to � nd out there were no � re-breathing drag-ons, but that is probably a good thing.

About the author:

Originally from Pittsburgh, Pennsylvania, Bill Irwin began his career with JCPenney and eventually assumed the role of corporate associate buyer. He joined Haggar Clothing Company in 2001 and Michael's Strategic Sourcing QA team in 2008. With 40-years combined retail store buying, sourcing and QA/QC experience, he now presents seminars around the world.

▲ Life in a temple in china is peaceful and slow-paced.▲ People come to the big cities to make their dreams come true.

1110 CHINA: FACT VS. FICTION MADE IN CHINA INSIDER’S GUIDE: CHINESE PEOPLE / 03 / 2013

▲ Life in a temple in china is peaceful and slow-paced.▲

People come to the big cities to make their dreams come true.

11MADE IN CHINA INSIDER’S GUIDE: CHINESE PEOPLE / 03 / 2013

China, with its incredible economic sig-nificance, has become a key player in the global economy. Amidst the current

global economic stagnation, it's attracting mil-lions of professionals in pursuit of realizing their “Chinese Dream”. Unlike one decade, or even � ve years ago, we now look to China, along with other emerging economies, to take up the slack of de-livering global growth and help nurse the global economic recovery.

Although China is currently undergoing massive transformation, its' culture is still deeply rooted in 5000 years of history. To succeed in doing busi-ness in China, you'll have to do your homework to grasp the cultural di� erences, especially concern-ing how Chinese think and how they approach di� erent business scenarios.

During my last Beijing visit, a colleague asked me: “Why is everyone so interested in whether or not I've eaten?” I laughed and went on to explain that Chinese enjoy friendly banter prior to getting down to business. Instead of the Western-style “How are you today?”, or a polite discussion of the weather, Chinese ask if you've eaten. This question helps break the ice, putting both sides at ease in a warm-up for the next step of the social dance. The meal question merely serves to kick-start conver-sation and a simple, “I have, have you?”, turns the tables and opens up the conversation.

Beyond the Great Wall

Perhaps because the routine inside factories can grow monotonous, or because their clients are often foreigners they rarely have direct contact with, professionals in the trade industry love to get to know you and understand the culture you live in. They're passionate to connect to the world beyond the Great Wall and are eager to cultivate long-term relationships. Don’t be o� ended if peo-ple ask your age, marital status, or even how much you make, as such questions are often exchanged between locals. Next time you're asked the meal

question, exercise your sense of humor and throw it back to your host with, “No, I haven't. Are you buying me dinner?”, and watch their response.

Meetings in China are often long, and the pace can be slow. It's not because work here is ine� -cient; it's a re� ection of the way of doing business, coupled with the challenge of linguistic and cul-tural di� erences. Initial meetings are usually high-level introductions of the companies you each represent, and entail discussions and explorations of shared business values so that you can estab-lish and negotiate on a common platform.

You may � nd, at times, you're spending more time talking about your experiences in China and Chi-nese food then the business topic at hand. Com-ing from a Western culture where we may meet strangers and swiftly seal the deal, answering questions relating to your culture, even personal questions, may be o� -putting at � rst. But Chinese like to build trust and comfort by getting to know you before contracts are signed. As such, Chinese salespeople routinely wine-and-dine prospects and makes deals on the dinner table after few rounds of baijiu (Chinese liquor). Perhaps by the end of the night, when the tables are cleared and you've � nished singing your last Spice Girls song, you'll have started good guanxi (relationships) with your Chinese counterpart.

Guanxi Pays

Guanxi simply means “relationship”. The concept of building good relations with your stake holder is universal. In the context of international trade, having good guanxi with your Chinese partner is pivotal to your ventures' success. Building good guanxi may also entail social dances over more dinners, karaoke and perhaps even gifts from you the next time you're in town. Guanxi means you're becoming friends. Business relations bonded by personal connections strengthen trust and make potential con� ict resolution much easier.

THE CHINESE DREAMBy_ Sophia N.F. Zhao

Sophia de-mysti� es some common Chinese expressions, o� ers advice on how Westerners can adapt to Chi-nese practices and celebrates her experiences here.


China, with its incredible economic sig-nificance, has become a key player in the global economy. Amidst the current

global economic stagnation, it's attracting mil-lions of professionals in pursuit of realizing their “Chinese Dream”. Unlike one decade, or even � ve years ago, we now look to China, along with other emerging economies, to take up the slack of de-livering global growth and help nurse the global economic recovery.

Although China is currently undergoing massive transformation, its' culture is still deeply rooted in 5000 years of history. To succeed in doing busi-ness in China, you'll have to do your homework to grasp the cultural di� erences, especially concern-ing how Chinese think and how they approach di� erent business scenarios.

During my last Beijing visit, a colleague asked me: “Why is everyone so interested in whether or not I've eaten?” I laughed and went on to explain that Chinese enjoy friendly banter prior to getting down to business. Instead of the Western-style “How are you today?”, or a polite discussion of the weather, Chinese ask if you've eaten. This question helps break the ice, putting both sides at ease in a warm-up for the next step of the social dance. The meal question merely serves to kick-start conver-sation and a simple, “I have, have you?”, turns the tables and opens up the conversation.

Beyond the Great Wall

Perhaps because the routine inside factories can grow monotonous, or because their clients are often foreigners they rarely have direct contact with, professionals in the trade industry love to get to know you and understand the culture you live in. They're passionate to connect to the world beyond the Great Wall and are eager to cultivate long-term relationships. Don’t be o� ended if peo-ple ask your age, marital status, or even how much you make, as such questions are often exchanged between locals. Next time you're asked the meal

question, exercise your sense of humor and throw it back to your host with, “No, I haven't. Are you buying me dinner?”, and watch their response.

Meetings in China are often long, and the pace can be slow. It's not because work here is ine� -cient; it's a re� ection of the way of doing business, coupled with the challenge of linguistic and cul-tural di� erences. Initial meetings are usually high-level introductions of the companies you each represent, and entail discussions and explorations of shared business values so that you can estab-lish and negotiate on a common platform.

You may � nd, at times, you're spending more time talking about your experiences in China and Chi-nese food then the business topic at hand. Com-ing from a Western culture where we may meet strangers and swiftly seal the deal, answering questions relating to your culture, even personal questions, may be o� -putting at � rst. But Chinese like to build trust and comfort by getting to know you before contracts are signed. As such, Chinese salespeople routinely wine-and-dine prospects and makes deals on the dinner table after few rounds of baijiu (Chinese liquor). Perhaps by the end of the night, when the tables are cleared and you've � nished singing your last Spice Girls song, you'll have started good guanxi (relationships) with your Chinese counterpart.

Guanxi Pays

Guanxi simply means “relationship”. The concept of building good relations with your stake holder is universal. In the context of international trade, having good guanxi with your Chinese partner is pivotal to your ventures' success. Building good guanxi may also entail social dances over more dinners, karaoke and perhaps even gifts from you the next time you're in town. Guanxi means you're becoming friends. Business relations bonded by personal connections strengthen trust and make potential con� ict resolution much easier.


Your local connection is your access to local information, and often provides astute market forecasts and insights. For instance, I once had a Skype call with my Chinese counterpart whom I'd become friends with. We were commenting on spot pricing for steel when he quickly whispered he'd received word from his contacts pointing to a potential supply disruption. I ran the scenario with our analyst who proposed we purchase a few futures contracts to mitigate risk. Within two months the price of steel increased 15%. I sat in my chair feeling relieved and wrote on my To-Do

List: Purchase more Johnny Walker for my friend.

When I first dove into the interna-tional business pool, I was not used to seeing emails from China pop up in my inbox at my 11am co� ee break. This meant my Chinese coun-terpart was still awake at 2am China-time working. Later, when we � nally met at one of the conferences, he told me he works from 9am to 2am every day. Not only did he have to work normal China hours manag-ing local a� airs, he also had to work North American hours on business development.

I’ve now come to learn that many Chinese work long hours, even those not earning the most com-petitive salaries. Despite these chal-lenges, almost everyone I encounter carries on full of optimism and hope. The road to closing an international deal can be long and treacherous but the professionals I've worked with all exhibit great perseverance.

Growing up in Canada, I'm infused with both Chinese and Western culture and I'm privileged to be working in a cosmopolitan business arena that heightens my sensitivity to cultural differences and how they may impact working relationships. Every one of my China visits has been a humbling experience, as never before have I been so thor-oughly inspired by the people I've met and the business and life lessons I've learned. I hope all China adventurers find what they're looking for and I wish you all a safe and pleasant journey in China.

About the author:

Sophia N.F. Zhao oversees the procurement department of Can-West Distribution Ltd and frequently travels to China and India for business. An active member of the Vancouver Board of Trade, she enjoys wine tasting, gallery hopping and reading and her personal motto is, “A pes-simist sees the di� culty in every opportunity, an optimist sees the opportunity in every di� culty.”

CHINESE FRIENDSBy_ Julie Wing

Nearly � fteen years of sourcing in China opens up new worlds of business, experience and friendship for Julie Wing.

I � rst went to China in 1999 to visit a jewel-lery factory. At the time, I had neither experi-ence in jewellery nor in China, which may

have been for the best as I went without many preconceived ideas. And while over the years I've heard many stories about China, both good and bad, from my � rst visit in 1999 until now I've had only good experiences. I'm not sure whether that comes down to good judgement or good luck; it's probably a bit of both.

That � rst visit I � ew to Hong Kong, then changed planes for Fuzhou, the capital of Fujian Province. I was the only Western person on the � ight and we arrived late at night. Upon arrival, everyone dispersed in a matter of minutes as if they magi-cally disappeared. A driver was to meet me ,but he was nowhere to be found and my international mobile phone did not work.

I looked around for a phone box and wondered what I'd do if he didn't turn up. The � oor did not look good to sleep on. I peered out the window into the pitch black and felt a twinge of anxiety. About ten minutes later a Chinese man ran in the door holding a sign bearing my name, Julie Wing.

Relief washed over me as I followed him into the parking lot and the dark of night. No matter where I looked, I couldn't see a single car.

He signalled for me to wait, and with that he ran o� into the dark; � ve minutes later he returned in a Mercedes. This was another welcome sight. To this day, he is the same driver who picks me up every time I return to Fuzhou.

Sound Advice

After all these years, what advice would I give someone travelling to China to do business? Listen carefully to the answers to your questions. We sometimes hear what we want to hear, not what's actually being said. Chinese are very polite people and do not like to o� end so they will often avoid using the word 'no'. This sometimes leads us to think that, if they haven't said 'no', they must mean 'yes'. This kind of misunderstanding can lead to disappointment on both sides so it's very important to take time to clarify things. Besides work, ask Chinese people about themselves, their lives and their families. You will often learn more

A young sales executive with warm smile, poses for a picture in the hallways.


CHINESE FRIENDSBy_ Julie Wing

Nearly � fteen years of sourcing in China opens up new worlds of business, experience and friendship for Julie Wing.

I � rst went to China in 1999 to visit a jewel-lery factory. At the time, I had neither experi-ence in jewellery nor in China, which may

have been for the best as I went without many preconceived ideas. And while over the years I've heard many stories about China, both good and bad, from my � rst visit in 1999 until now I've had only good experiences. I'm not sure whether that comes down to good judgement or good luck; it's probably a bit of both.

That � rst visit I � ew to Hong Kong, then changed planes for Fuzhou, the capital of Fujian Province. I was the only Western person on the � ight and we arrived late at night. Upon arrival, everyone dispersed in a matter of minutes as if they magi-cally disappeared. A driver was to meet me ,but he was nowhere to be found and my international mobile phone did not work.

I looked around for a phone box and wondered what I'd do if he didn't turn up. The � oor did not look good to sleep on. I peered out the window into the pitch black and felt a twinge of anxiety. About ten minutes later a Chinese man ran in the door holding a sign bearing my name, Julie Wing.

Relief washed over me as I followed him into the parking lot and the dark of night. No matter where I looked, I couldn't see a single car.

He signalled for me to wait, and with that he ran o� into the dark; � ve minutes later he returned in a Mercedes. This was another welcome sight. To this day, he is the same driver who picks me up every time I return to Fuzhou.

Sound Advice

After all these years, what advice would I give someone travelling to China to do business? Listen carefully to the answers to your questions. We sometimes hear what we want to hear, not what's actually being said. Chinese are very polite people and do not like to o� end so they will often avoid using the word 'no'. This sometimes leads us to think that, if they haven't said 'no', they must mean 'yes'. This kind of misunderstanding can lead to disappointment on both sides so it's very important to take time to clarify things. Besides work, ask Chinese people about themselves, their lives and their families. You will often learn more


The Pace of Change

I'm amazed every time I go to China. So much change takes place and it happens so fast; new highways, new bridges and new buildings seem to sprout from the earth and grow overnight like Jack's magic beanstalk. They seem to have achieved so much in such a short space of time, far more than we have in the West. Anyone whose travelled on the M25 in London will bear witness to this fact. Progress on our roads in the UK feels like the movie Ground-hog Day.

The pace of change is another factor to take into account in China. We see the speed at which China has developed and we expect all things to have changed at the same rate. But Chinese people are also trying to catch up. Customs and habits, the software, take longer to change than infrastructure, or hardware. Anyone who's visited China has experienced times when Chinese people seem unaware of their surroundings; men may get into an elevator smoking cigarettes when there are signs saying NO SMOKING posted on the wall. We (in the Western world) need to un-derstand this and be patient with people who are simply striving to catch up with the massive trans-formations that are rippling through their coun-try. Think back to London or New York twenty or thirty years ago and realize that we were, in fact, in

a similar situation.

Over the years, I've made many more friends and given Chinese children Western names, like my friend Echo in Guangzhou, who has a son called Henry and is now expecting her second child.

Echo sometimes says she thinks I could be Chinese. Over the years, we've

helped each other in so many ways; I've given her many

contacts in the UK while she always helps me in China. They say you can count your good friends on one hand. Lucky I kept one hand free for my Chinese

friends.

So what advice can I give people travelling to China?

Research whomever you're going to visit as much as possible.

Always be polite and respectful, and listen more than you speak. Be patient in every situa-tion. Speaking louder does not mean people will understand you better.

I often hear people from the West say that the Chinese need their business, and that they can always go elsewhere if it doesn't work out. And though this maybe true in some cases, I believe we need the Chinese more then they need us. For a long time now, most things have been made in China.

Business is a two-way street, and both parties have to bene� t for the road to remain open.

About the author:

Specializing in fashion, design, marketing and export management, Julie Wing began her career at the Burton Group. She subsequently ran a promotions and marketing team as a consultant for Anvil Consultancy, servicing clients like Gallagher International, White & MacKay and National Westminster Bank.

“I looked around for a phone box and

wondered what I'd do if he didn't turn up. The floor did not look good to sleep on. I peered out the win-dow into the pitch black

and felt a twinge of anxiety.”

about a person through coming to understand their personal life.

Over the years I've made many good friends. One such person is Frank Lin, my business partner, and the brother I always wanted. When I met Frank on my � rst trip, he looked about 15 years-old, though he was already 21. I wouldn't learn this for many years to come, but Frank had actually endured many tough times growing up. His father had been very ill and Frank had helped support his family while also teaching himself English.

He has fantastic English, not just because of the way he speaks but because he's made a point of understanding many of our expressions. I've always been impressed by Frank's drive and determination to succeed in life and learn about Western culture. He's also taught me much about China, and I do my best to learn from him.

I attended Frank's wedding to Mia, gave his chil-dren English names and I'm still watching them very grow up. Frank and I have mutual trust and respect for each other.

Two generations: CEO Xu Jingnan(right) and his son Xu Zhihua of Peak Sports.


The Pace of Change

I'm amazed every time I go to China. So much change takes place and it happens so fast; new highways, new bridges and new buildings seem to sprout from the earth and grow overnight like Jack's magic beanstalk. They seem to have achieved so much in such a short space of time, far more than we have in the West. Anyone whose travelled on the M25 in London will bear witness to this fact. Progress on our roads in the UK feels like the movie Ground-hog Day.

The pace of change is another factor to take into account in China. We see the speed at which China has developed and we expect all things to have changed at the same rate. But Chinese people are also trying to catch up. Customs and habits, the software, take longer to change than infrastructure, or hardware. Anyone who's visited China has experienced times when Chinese people seem unaware of their surroundings; men may get into an elevator smoking cigarettes when there are signs saying NO SMOKING posted on the wall. We (in the Western world) need to un-derstand this and be patient with people who are simply striving to catch up with the massive trans-formations that are rippling through their coun-try. Think back to London or New York twenty or thirty years ago and realize that we were, in fact, in

a similar situation.

Over the years, I've made many more friends and given Chinese children Western names, like my friend Echo in Guangzhou, who has a son called Henry and is now expecting her second child.

Echo sometimes says she thinks I could be Chinese. Over the years, we've

helped each other in so many ways; I've given her many

contacts in the UK while she always helps me in China. They say you can count your good friends on one hand. Lucky I kept one hand free for my Chinese

friends.

So what advice can I give people travelling to China?

Research whomever you're going to visit as much as possible.

Always be polite and respectful, and listen more than you speak. Be patient in every situa-tion. Speaking louder does not mean people will understand you better.

I often hear people from the West say that the Chinese need their business, and that they can always go elsewhere if it doesn't work out. And though this maybe true in some cases, I believe we need the Chinese more then they need us. For a long time now, most things have been made in China.

Business is a two-way street, and both parties have to bene� t for the road to remain open.

About the author:

Specializing in fashion, design, marketing and export management, Julie Wing began her career at the Burton Group. She subsequently ran a promotions and marketing team as a consultant for Anvil Consultancy, servicing clients like Gallagher International, White & MacKay and National Westminster Bank.

“I looked around for a phone box and

wondered what I'd do if he didn't turn up. The floor did not look good to sleep on. I peered out the win-dow into the pitch black

and felt a twinge of anxiety.”


CHINESE PEOPLEA nation's greatest resource is its people. At Made-in-China.com, we treasure the relationships we've built; they're what we stand on. We hope you enjoy this offering of the faces, hands and sto-ries that are creating China today.

Ms. Ma Qun founded Truemax and put it all on the line to become a construction machinery legend.

Female leaders in the heavy machinery industry are rare. Even rarer are ones who say things like, “I feel about large machinery the same way most women feel about clothes,” a quip she's now fa-mous for. Standing in front of towering concrete machinery in Truemax's red-colored exhibition booth (Bauma 2013) , we're glad to see Ms. Ma wearing a form-� tting black dress rather than scaf-folding or a tower crane.

Showroom: http://turemachines.en.made-in-china.com

Miller Chan, in his 40s, is a regular man with a mas-ter's degree and speaks � awless English.

Growing up in a poor family, Chan went to college determined to improve his fate. He started his company in 2003 from almost nothing, growing it until it reached to all four corners of the world. His company, Dongguan Topleader, is famous for roof air conditioners and LED Christmas lights.

Committed to producing the best for the custom-ers, Chan is always inspired by his dreams “for a better life”.

Showroom: http://topleader.en.made-in-china.com

2120 CHINESE PEOPLE MADE IN CHINA INSIDER’S GUIDE CHINESE PEOPLE / 03 / 2013

Ms. Ma Qun founded Truemax and put it all on the line to become a construction machinery legend.

Female leaders in the heavy machinery industry are rare. Even rarer are ones who say things like, “I feel about large machinery the same way most women feel about clothes,” a quip she's now fa-mous for. Standing in front of towering concrete machinery in Truemax's red-colored exhibition booth (Bauma 2013) , we're glad to see Ms. Ma wearing a form-� tting black dress rather than scaf-folding or a tower crane.

Showroom: http://turemachines.en.made-in-china.com


Mr. Zhang Xihong, Sales Manager of Yuanxing Rubber in Sichuan Province, expands on the bright prospects he sees for developing markets in the coming years.

Born in 1983, Mr. Hou Hongliang is part-owner of Boreal Tent Company. A young man of few words, Hou is determined to become one of the top tent producers in the world.

More and more women are running their own companies in China, like Ms. Xiong Jiangfang, General Manager of Darong Fine Chemical.

Con� dent of his company's products, Mr. Mou Fangli, General Manager of Jinjiang Electric Machinery Company, looks ahead with hope towards the future.

Hand craftsmanship is still central to many quality products made in China. Here, a craftsman patiently and carefully assembles a violin.


Mr. Zhang Xihong, Sales Manager of Yuanxing Rubber in Sichuan Province, expands on the bright prospects he sees for developing markets Mr. Zhang Xihong, Sales Manager of Yuanxing Rubber in Sichuan Province, expands on the bright prospects he sees for developing markets Mr. Zhang Xihongin the coming years.

Born in 1983, Mr. Hou Hongliang is part-owner of Boreal Tent Company. A young man of few words, Hou is determined to become one of the top tent producers in the world.


Ms. Liu Xiaodong, CEO of Glory Star Laser Tech-nology in Guangdong Province looks con� dently ahead to 2013 and prepares to greet the chal-lenges of a rapidly changing market.

Ms. Xu hand-sews a silk bedding sheet in Suzhou Inboo Silk.

Sailstar Company's young and dynamic sales team determines to meet their goals in 2013.

2524 CHINESE PEOPLE MADE IN CHINA INSIDER’S GUIDE: CHINESE PEOPLE / 03 / 2013

Ms. Liu Xiaodong, CEO of Glory Star Laser Tech-Ms. Liu Xiaodong, CEO of Glory Star Laser Tech-Ms. Liu Xiaodongnology in Guangdong Province looks con� dently ahead to 2013 and prepares to greet the chal-lenges of a rapidly changing market.

25MADE IN CHINA INSIDER’S GUIDE: CHINESE PEOPLE / 03 / 2013

Mr. Wang, a local Shanghainese, has been working in the factory for more than 20 years. He is carefully checking the performances of the machines.

Chili and frozen fruits are made and distributed to tables all over the world. Photo in Euro-Asia Fruits and Vegetables.General Manager of Shini Corporation, Mr. Chen Yanliang, poses in front of their new corporate headquarters and prepares for a year of hopefully steadily growing business.

Whether facing heat, humidity or other challenges, Chinese factory workers stay focused and determined to succeed.

Mr. Zhang, a technician working in the company for over 16 years, poses in front of the machine he works on every day.


General Manager of Shini Corporation, Mr. Chen Yanliang, poses in front of their new corporate headquarters and prepares for a year of Mr. Chen Yanliang, poses in front of their new corporate headquarters and prepares for a year of Mr. Chen Yanlianghopefully steadily growing business.

Whether facing heat, humidity or other challenges, Chinese factory workers stay focused and determined to succeed.

Mr. Zhang, a technician working in the company for over 16 years, poses in front of the machine he works on every day.


Determined to give their all, hands-on CEO of Suzhou Pioneer Material Handling Equipment Company, Mr. Pan Xiaojun, appears on the factory � oor to test product performance and suggest improvements. With plans to attract world-wide talent, they're now building an inter-national design team.

IT'S ALLABOUT PEOPLEBy_ Marco Jaggi

Marco shares his experiences of how getting connected with peoplemakes life in China procurement much easier

The plane circles in from the seaside ap-proaching Xiamen, a charming and rap-idly developing city in Fujian Province on

China’s east coast. Brand new skyscrapers shoot up from the historic town center, named Amoy by early Portugese traders. One of ancient China's most important ports, Xiamen is busily working to regain that distinction today.

As the plane descends, spider-like shadows pen-etrate the haze; closer inspection reveals them to be rows of cargo cranes piling containers along the loading docks. Container ships ply the coastal lanes, moving thousands of tons of goods in and out of China every day. Among the containers leaving Xiamen’s port at the moment may also

Chief Engineer, Mr. Wang, carefully studies the plans for a new project.

be one of my orders, having come right out of the factory I’m about to visit.

As I jostle my way out of the airport, I realize I'm excited. No matter how many factories I’ve seen, I'm fascinated by the variety of production envi-ronments and the people I meet along the way. Vivian, a slender, bespectacled Chinese girl in her mid-twenties welcomes me and leads us to the parking lot where the factory’s driver is waiting in a black Buick.

We’ve been doing business together for over two years now. I met Vivian at a trade fair and im-mediately liked her attitude. She was sincere and listened carefully. She answered questions hon-estly and didn’t try to oversell her products. After placing several orders with her, she proved to be a jewel. Vivian knew her products and her factory workers' capabilities, calculated bu� er days when giving us delivery dates, spoke English well and seemed to work non-stop.

Vivian is a great example of China's development. As an only child of factory workers, she grew up in a small provincial town in Hunan Province. A good student, her parents scraped together their sav-ings to give her a good education and send her to university. After graduating, she got her � rst job in sales at a small factory. From a university dorm with seven roommates, she moved to a factory dorm she shared with three other girls. A year later Yi Yanan, born in 1985, with her colleagues, pose for a team shot

together.


IT'S ALLABOUT PEOPLEBy_ Marco Jaggi

Marco shares his experiences of how getting connected with peoplemakes life in China procurement much easier

The plane circles in from the seaside ap-proaching Xiamen, a charming and rap-idly developing city in Fujian Province on

China’s east coast. Brand new skyscrapers shoot up from the historic town center, named Amoy by early Portugese traders. One of ancient China's most important ports, Xiamen is busily working to regain that distinction today.

As the plane descends, spider-like shadows pen-etrate the haze; closer inspection reveals them to be rows of cargo cranes piling containers along the loading docks. Container ships ply the coastal lanes, moving thousands of tons of goods in and out of China every day. Among the containers leaving Xiamen’s port at the moment may also

be one of my orders, having come right out of the factory I’m about to visit.

As I jostle my way out of the airport, I realize I'm excited. No matter how many factories I’ve seen, I'm fascinated by the variety of production envi-ronments and the people I meet along the way. Vivian, a slender, bespectacled Chinese girl in her mid-twenties welcomes me and leads us to the parking lot where the factory’s driver is waiting in a black Buick.

We’ve been doing business together for over two years now. I met Vivian at a trade fair and im-mediately liked her attitude. She was sincere and listened carefully. She answered questions hon-estly and didn’t try to oversell her products. After placing several orders with her, she proved to be a jewel. Vivian knew her products and her factory workers' capabilities, calculated bu� er days when giving us delivery dates, spoke English well and seemed to work non-stop.

Vivian is a great example of China's development. As an only child of factory workers, she grew up in a small provincial town in Hunan Province. A good student, her parents scraped together their sav-ings to give her a good education and send her to university. After graduating, she got her � rst job in sales at a small factory. From a university dorm with seven roommates, she moved to a factory dorm she shared with three other girls. A year later Yi Yanan, born in 1985, with her colleagues, pose for a team shot

together.


she found a job at the factory I’m about to visit. Three years later, she now manages a team of eight sales people.

Real Life Challenges

Crammed in a small o� ce with battered cubicles and cluttered with merchandise, she works ten-to-fourteen hours a day, six days a week. She an-swers emails at all times. She now lives in a small room of her own in the factory’s dorm. Last time we met, Vivian had just bought a new LCD TV. To-day I notice she's carrying a new handbag. When I ask if her next bag will be a Louis Vuit-ton, she laughs, “No no, I don’t need that. It’s not useful.”

“What is useful?” I ask.

“A boyfriend,” she an-swers half-jokingly.

“You’ll buy a boyfriend next?”

“I wish it was so easy,” she sighs.

Her parents push her to start a family. “They’re afraid I’m getting old. But I don’t have time for a boyfriend now.” Many young Chinese women like her share this dilemma of pursuing their career and improving their own, and their family's lives, while their par-ents urge them to get married and have kids.

“Do you like your work?” I ask.

“Yes, it’s OK”.

“What are you working for?”

“I want a good life, for me and my parents. I want it to be less hard then when they were young. And I want to buy an apartment next year.”

The driver steers the black Buick through a harmonica-like gate, past a blue uniformed guard, and pulls up in front of a white-tiled, three story building. I follow Vivian down a dimly lit hallway. As we pass the sales o� ce I hear loud chattering and catch a glimpse of the team, huddled in their cubicles, making phone calls and hammering away at their brand new desk top computers. I see a lot of laughter and smiles.

The Boss

Entering a large office with neon lighting, Mr. Chen, the factory owner, jumps up from

his desk and gestures for me to sit. I hand him the Swiss chocolates

I brought from back home. “I know you don’t like them

but your son and wife do!” I say jokingly. Mr. Chen laughs and starts the ritual of preparing tea on a beautiful ma-

hogany board. The smil-ing jade Buddha on the

tea board gets showered with the first cup for good

luck’s sake.

Mr. Chen pours a round, hands me a cup, and we savor the rich � avor of the local green tea. For a moment everything seems to fall into slow mo-tion.

Despite ongoing market tension, Mr. Chen keeps increasing his turnover. He first opened his fac-tory six years ago with only � ve other employees. He soon specialized in making high-quality products for Japanese and European markets; smaller quantities but steady orders and higher margins. Today he is up to almost 100 employees and growing. I ask about finding and retaining workers. “I’m lucky, most of our workers have been

with us for three or four years. Wages are rising, yes, that’s a challenge. But I treat my people well, which is just as important as high salaries.”

On my last visit he introduced me to an impres-sive set-up of screens which enable him to moni-tor all his employees movements from behind his desk; it's all on camera. Even the sales team is being monitored to ensure they don’t spend too much time online instead of doing their job. Special software enables him to hook on to each computer to eavesdrop.

“I ask a lot from my workers. We do a lot of over-time and quality reworking, but that’s how it is. We all want to have a better life. It’s not only money, it’s also a good working environment.” Once a factory worker himself, he got to know production from the bottom up. When he had enough knowledge and a fist-full of RMB, he set out to do his own thing.

“Being a worker is still in his heart,” Vivian once told me, “He hasn’t forgotten.”

Building Trust

Mr. Chen and I have built a relationship of respect and trust. I make an e� ort to speak Chinese and I'm apparently his only foreign customer who does. It makes him feel comfortable and gives him face in front of his English-speaking employees.

We haven’t only had friendly encounters, especial-ly in the beginning. Our company has high stand-ards and we're very strict. We don't order huge quantities either. But in return, we're willing to help suppliers improve, we don’t hammer at the lowest possible price, we accept supplier sugges-tions, faithfully come back with new orders and we keep our promises. Mr. Chen got this. Losing money on the � rst round of orders didn’t discour-age him, because he wanted to improve himself and the factory. He has an eye for the future.

He leads us to the brightly lit production floor.

Despite sweltering weather outside, inside is air-conditioned and ventilated by huge electric fans. Chinese pop music echoes from the speakers. We stand amidst long rows of whirring sewing machines. “I just had half the machines replaced,” Mr. Chen points out as I notice a large number of brand new Japanese models.

Improving Step-by-Step

On my � rst visit, Vivian had guided me through a sauna of a production hall with cables hanging all over the place, workers sitting behind ancient machines, and cutting and packing sites right in the middle of it all. Now, two years later, it's still a bit chaotic but there's a clearly organized produc-tion line and vastly improved infrastructure. What hasn’t changed is the high-e� ciency and sincerity that the workers put in to their tasks.

Wu Meiling smiles as she looks up from the colorful fabric she’s pushing through her sewing machine. She comes from a small farming town in Sichuan Province and was the � rst in her family to leave home in pursuit of a job. Today, she earns the most in her family.

“Even more than my older brother,” she says proudly. “I can support my parents.”

“How do you like it here?” I ask her when Mr. Chen is out of earshot.

“It’s OK. Everything is getting better. We have air-conditioning and safety has improved.”

“Do you work a lot of overtime?”

“Yes. But it’s paid at least. That’s good.”

Upon our company’s incentive, Mr. Chen has im-proved safety, workers registration and working-hour documentation to get a BSCI certi� cate. The factory had passed inspection and I wanted to see. “We want to get better, we want to keep on improving.” Mr. Chen says earnestly. “We want to

When I ask if her next bag will be a

Louis Vuitton, she laughs, “No no, I don’t need that.

It’s not useful.” “What is useful?” I ask.“A boyfriend,” she an-

swers half-jokingly.


with us for three or four years. Wages are rising, yes, that’s a challenge. But I treat my people well, which is just as important as high salaries.”

On my last visit he introduced me to an impres-sive set-up of screens which enable him to moni-tor all his employees movements from behind his desk; it's all on camera. Even the sales team is being monitored to ensure they don’t spend too much time online instead of doing their job. Special software enables him to hook on to each computer to eavesdrop.

“I ask a lot from my workers. We do a lot of over-time and quality reworking, but that’s how it is. We all want to have a better life. It’s not only money, it’s also a good working environment.” Once a factory worker himself, he got to know production from the bottom up. When he had enough knowledge and a fist-full of RMB, he set out to do his own thing.

“Being a worker is still in his heart,” Vivian once told me, “He hasn’t forgotten.”

Building Trust

Mr. Chen and I have built a relationship of respect and trust. I make an e� ort to speak Chinese and I'm apparently his only foreign customer who does. It makes him feel comfortable and gives him face in front of his English-speaking employees.

We haven’t only had friendly encounters, especial-ly in the beginning. Our company has high stand-ards and we're very strict. We don't order huge quantities either. But in return, we're willing to help suppliers improve, we don’t hammer at the lowest possible price, we accept supplier sugges-tions, faithfully come back with new orders and we keep our promises. Mr. Chen got this. Losing money on the � rst round of orders didn’t discour-age him, because he wanted to improve himself and the factory. He has an eye for the future.

He leads us to the brightly lit production floor.

Despite sweltering weather outside, inside is air-conditioned and ventilated by huge electric fans. Chinese pop music echoes from the speakers. We stand amidst long rows of whirring sewing machines. “I just had half the machines replaced,” Mr. Chen points out as I notice a large number of brand new Japanese models.

Improving Step-by-Step

On my � rst visit, Vivian had guided me through a sauna of a production hall with cables hanging all over the place, workers sitting behind ancient machines, and cutting and packing sites right in the middle of it all. Now, two years later, it's still a bit chaotic but there's a clearly organized produc-tion line and vastly improved infrastructure. What hasn’t changed is the high-e� ciency and sincerity that the workers put in to their tasks.

Wu Meiling smiles as she looks up from the colorful fabric she’s pushing through her sewing machine. She comes from a small farming town in Sichuan Province and was the � rst in her family to leave home in pursuit of a job. Today, she earns the most in her family.

“Even more than my older brother,” she says proudly. “I can support my parents.”

“How do you like it here?” I ask her when Mr. Chen is out of earshot.

“It’s OK. Everything is getting better. We have air-conditioning and safety has improved.”

“Do you work a lot of overtime?”

“Yes. But it’s paid at least. That’s good.”

Upon our company’s incentive, Mr. Chen has im-proved safety, workers registration and working-hour documentation to get a BSCI certi� cate. The factory had passed inspection and I wanted to see. “We want to get better, we want to keep on improving.” Mr. Chen says earnestly. “We want to


keep you as a customer and we hope a BSCI cer-ti� cate helps us to get new ones, especially from Europe.”

It had cost him and his team quite some time and money to get there, but he felt it was worth it. “We all want a better life, “ he adds. “You and us, right? I’m hungry. Let's go eat!” He smiles and points the way out the door, where a brand new emergency exit sign and a pair of bright red � re ex-tinguishers have been installed.

A Better Life

After a delicious seafood dinner during which we discuss business, family and the fu-ture of China, I’m now in a taxi on my way to the ho-tel. In the distance, I once again see the spider-like shadows of the cargo cranes at the har-bor moving goods. My mind drifts around an insight that keeps returning to me: “It’s all about the people.”

A factory's appearance doesn’t give you true insight into how the service or the products will turn out. But talking to the people, from the boss down to the workers, does. I've come across suppliers with well-equipped, modern produc-tion plants who've left us with lousy products and lousy service. I've worked with small family businesses, located in former farm houses in the rice � elds, who had committed workers, great at-

titudes and way outdid our expectations.

China always surprises me, but connecting with people means less unwanted surprises. When handling an order, we frequently run into prob-lems that don’t seem to make sense. Knowing the people helps us get honest communication and, if necessary, have the boss get things done. That way we have made products and met deadlines

that would have been unimaginable in the West.

Chinese people work hard to get things done, a

determination and c o m m i t m e n t I

sometimes miss in the West. In the end, we all want a better life. I'd heard this several times today and it

brought me back to my original con-

clusion; it’s all about the people.

Marco Jaggi is a Swiss-American citizen who has been

working in China for 4 years. He worked for the Swiss-Chinese Chamber of Commerce and as the general manager of a Swiss buying o� ce in Shanghai. He gathered wide experience in supplier management, quality assurance and social compliance. Today Marco Jaggi is a business consultant for Western companies in China. He writes on procurement topics and social respon-sibility and holds lectures about customer service. He speaks Chinese and loves to travel to Chinas culturally rich and remote areas.

I've come across sup-pliers with well-equipped, modern production plants

who've left us with lousy prod-ucts and lousy service. I've worked

with small family businesses, lo-cated in former farm houses in the

rice fields, who had committed workers, great attitudes and

way outdid our expecta-tions.

About the author:

Marco Jaggi is a Swiss-American citizen who has been working in China for 4 years. He worked for the Swiss-Chinese Chamber of Commerce and as the general manager of a Swiss buying o� ce in Shanghai. He gathered wide experience in supplier management, quality assurance and social compliance. Today Marco Jaggi is a business consultant for Western companies in China. He writes on procurement topics and so-cial responsibility and holds lectures about customer service. He speaks Chinese and loves to travel to Chinas culturally rich and remote areas.

THE HANDS, CREATINGA BEAUTIFUL WORLD

Lady Bugs –Regular people, doing regular jobs, actually create the stunning array of toys and knick-knacks seen in markets and shops around the world.


THE HANDS, CREATINGA BEAUTIFUL WORLD

Lady Bugs –Regular people, doing regular jobs, actually create the stunning array of toys and knick-knacks seen in markets and shops around the world.


Nutcracker – Though they may have never even visited Germany, Chinese craftsman have a knack for learning and adapting techniques famed throughout the world, seen here with these Nutcrackers.

Medals – China's skilled hands produce medals for clients around the world. Chinese virtues of patience, steadfastness and attention to detail come in handy for � ne, high-quality engraving.


Nutcracker – Though they may have never even visited Germany, Chinese craftsman have a knack for learning and adapting techniques famed throughout the world, seen here with these Nutcrackers.


CHINESE CULTUREWith over five thousand years of continuous recorded history, Chinese culture deeply roots in every Chinese. Here are a few highlights, as shared by our contributors and friends.

Kids are happy with their new school desks, donated by Made-in-China.com.Kids are happy with their new school desks, donated by Made-in-China.com.

CHINESEGENEROSITYCruising down the Yangtze River, and subsequent visits to Shanghai, opens Derek's eyes to the true meaning of giving in China.

By_ Derek Haapanen

O n my � rst trip to China, while sailing on the Yangtze River from Chongqing to Shanghai, I was befriended by a man that

was brave enough to engage me in conversa-tion. I'd just started learning Chinese and, while I could hold a simple conversation, my vocabulary was very limited. As we spent a few days together onboard, I was surprised that he always offered me whatever food or drink he had. And when he learned I was going to visit Shanghai for the � rst time, and hadn’t arranged a place to stay, he be-came very concerned.

He insisted I stay with him. I declined, saying I'd � nd a place and that after many days onboard, I was really looking forward to a good, hot shower. A day out of Shanghai, without warning, he pre-pared to disembark. He shook my hand, told me how great it was to spend the last few days with me, and that fate would bring us together again. I said goodbye, accompanied him to the platform, and waved as he walked down the gangway.

As a frequent traveller, I've rarely run into someone I've met during my travels again unless we ex-change contact information, so I didn’t give a sec-ond thought to his statement, “fate will bring us together again.” I spend a quiet evening onboard, enjoying the last few hours of our long cruise. And when our ship docked in Shanghai, I lingered,

standing on the bow to enjoy the views of Shang-hai's skyline and the Bund.

But as I gathered my things and started to leave the ship, I heard someone calling my extremely uncommon Chinese name. For my Chinese name, I simply took my English name and used

3938 CHINESE CULTURE MADE IN CHINA INSIDER’S GUIDE CHINESE PEOPLE / 03 / 2013

As a frequent traveller, I've rarely run into someone I've met during my travels again unless we ex-change contact information, so I didn’t give a sec-ond thought to his statement, “fate will bring us together again.” I spend a quiet evening onboard, enjoying the last few hours of our long cruise. And when our ship docked in Shanghai, I lingered,

standing on the bow to enjoy the views of Shang-hai's skyline and the Bund.

But as I gathered my things and started to leave the ship, I heard someone calling my extremely uncommon Chinese name. For my Chinese name, I simply took my English name and used


Chinese characters that sounded similar to it, so I've never heard of a native Chinese person having the same name as me, Ha Du Ray. As this person called out “Ha Du Ray, Ha Du Ray!”, I thought, “Wow, what are the chances that someone in Shanghai has the same name as me?”

But whoever was yelling was calling out to me. My friend, who'd disembarked the day before, was waiting for me at the wharf with his sister and brother-in-law. They were calling my name and waving their hands to get my attention. I couldn't believe it. I went over to greet them and again they insisted I stay with them. I told them I'd booked a hotel but asked if we could have dinner together. They took my bag, threw it into a cab and nearly threw me in with it!

Sometimes foreigners complain that Chinese seem rude or pushy when they do this, but they're actually just being hospitable. Because people sometimes refuse invitations for fear of imposing on their hosts, Chinese hosts sometimes must show that they won’t accept “no” for an answer.

No Money, Please!

Once in the cab we drove a short distance to their apartment. It was a small two-room apart-ment with a kitchen in front and a combined living room/bedroom in the back. They were not wealthy and actually didn’t have the means to host an extra guest – at least not a Westerner who expects his own bed! But they prepared a fabu-lous dinner of beef, shrimp, � sh, vegetables and

fruit. I felt guilty they'd spend so much time and money to prepare such a great dinner for me.

When I told them I couldn’t stay overnight they ar-gued that it was no problem. But they didn’t actu-ally have space for an extra person, so they agreed to show me to a guesthouse close to their home and negotiated a special rate. As we left for the guesthouse, I tried to give them some money for the dinner. They adamantly refused and another small pushing match ensued, so I retracted my o� er and thanked them for their generosity. But before I left, I put $50 under a bowl on the table. I said goodbye to his sister and thanked her for the meal. The three of us then left for the guesthouse. All of a sudden, from their window all the way down in the street, I heard a scream.

Thinking something terrible had happened, we stopped in our tracks and turned around to see what had happened. My friend’s sister came run-ning out of the house saying, “He gave us money, take back your money!” Another friendly scuffle occurred on the street while they tried to return my money. Neighbors began appearing in their windows and doorways to see what all the fuss was about. And as hard as I tried, they would not accept a single cent from me.

We remained friends for years after that. When-ever I returned to Shanghai, I would visit and bring them gifts while they would always cook fantastic Shanghai dinners for me. While this is only one ex-ample, I've been fortunate to meet many Chinese along the way whom are equally generous and willing to go far above and beyond what is neces-sary to be great hosts.

About the author:

Since graduating from the University of Minnesota, Derek Haapanen has lived in Asia and travelled throughout the region. Having worked in wholesale, manufacturing and retail, he's encountered all kinds of factories from � nger puppets to automobiles. Derek is currently a Sourcing Manager for Michaels Stores and lives in Dallas, Texas.

CHINA LESSONSDon Bryant shares his impressions of Chinese culture, the lessons he's learned doing business here and the value of making connections with Chinese counterparts.

By_ Don Bryant

I work for Michael’s Stores as a Supplier Optimi-zation Manager and I was one of the � rst few sourcing managers hired by the company.

During my time at Michael's, as well as during my previous careers at JC Penney and in the golf business, I've worked with many Chinese business partners.

The � rst, and most important, thing to learn about the Chinese is the meaning of guanxi (关系). In English, this roughly translates as “relationships”. Whether the relationship lasts for a few minutes or a lifetime, it is the foundation upon which all other

interactions are built. Without guanxi, it is di� cult to move forward on any level. Relationships are extremely important, not only as Westerners deal-ing with Chinese, but even more so in Chinese people dealing with each other. Many businesses rely on, and function based on both simple and complex networks of relationships between pro-ducers, suppliers, relatives and friends.

Chinese people are often very eager to please, sometimes to a fault. This means that, sometimes in business, “yes” can actually mean “no”. They may use phrases such as “no problem” or “we will try”

when, in fact, your request may be very di� cult, if not impos-sible, to carry out. If you can’t recognize the differences be-tween a solid “yes” and the subtle clues that may actually mean “no”, you may fail in your business venture. In fact, your request may never have had any chance of success at a l l . When communicat-ing business needs, I've found it's always better to use pictures,

People choosing gifts in supermarket for Chinese New Year. Gifts are part of Chinese culture, like Mianzi (face). Chinese suppliers often o� er gifts to their foreign customers to show their sincerity.


CHINA LESSONSDon Bryant shares his impressions of Chinese culture, the lessons he's learned doing business here and the value of making connections with Chinese counterparts.

By_ Don Bryant

I work for Michael’s Stores as a Supplier Optimi-zation Manager and I was one of the � rst few sourcing managers hired by the company.

During my time at Michael's, as well as during my previous careers at JC Penney and in the golf business, I've worked with many Chinese business partners.

The � rst, and most important, thing to learn about the Chinese is the meaning of guanxi (关系). In English, this roughly translates as “relationships”. Whether the relationship lasts for a few minutes or a lifetime, it is the foundation upon which all other

interactions are built. Without guanxi, it is di� cult to move forward on any level. Relationships are extremely important, not only as Westerners deal-ing with Chinese, but even more so in Chinese people dealing with each other. Many businesses rely on, and function based on both simple and complex networks of relationships between pro-ducers, suppliers, relatives and friends.

Chinese people are often very eager to please, sometimes to a fault. This means that, sometimes in business, “yes” can actually mean “no”. They may use phrases such as “no problem” or “we will try”

when, in fact, your request may be very di� cult, if not impos-sible, to carry out. If you can’t recognize the differences be-tween a solid “yes” and the subtle clues that may actually mean “no”, you may fail in your business venture. In fact, your request may never have had any chance of success at a l l . When communicat-ing business needs, I've found it's always better to use pictures,

People choosing gifts in supermarket for Chinese New Year. Gifts are part of Chinese culture, like Mianzi (face). Chinese suppliers often o� er gifts to their foreign customers to show their sincerity.


rather then words, to get your point across. And to avoid confusion, be as clear, direct and to the point as possible.

Chinese people generally divulge little about pri-vate matters at � rst meeting, and may appear very guarded. But as your relationship develops and grows, they're willing, sometimes even anxious, to share their thoughts, and they're curious to learn more about you. They're very proud of their herit-age. One of the � rst things they will always tell you is the location of their hometown and and what that area is 'famous' for. I've gathered much infor-mation from conversations that begin like this.

There's a famous saying that goes, “If you travel to China once, you write a book. If you travel there twice, you write a paragraph. If you travel there a third time, you'll write nothing.” While this seems counterintuitive at first, for me it not only de-scribes my experiences in China but with Chinese people as well. The � rst meeting with people in China is full of uncertainty and newness but there is much to tell after you return. The next visit is more familiar, as you begin to get accustomed to the many differences from Western life, but afterwards you still have something to share. By the third time (and all times after), you’ve already adjusted and know what to expect, so there's a sense of familiarity.

Beneath the Surface

But however familiar it may seem, there's always opportunities to learn something new when interacting with Chinese people, as well as op-portunities to teach. Food and travel are favorite

subjects. Like America, most people in China have not traveled outside of their own country, and are very curious about the outside world. The impres-sions they have of the West, and those we have of the East, are often quite di� erent from reality. One of the most interesting things for me about China is that the new and the old often still exist side-by-side. This is also re� ected in the people – although Western culture is becoming increasingly preva-lent in China, most Chinese people are pretty good at balancing their own traditional culture with new, imported ones. This is evident in every part of their daily lives.

“Everything in China is a production” – I make this statement to everyone I talk to about China. From an outside point of view, very little is “simple” in China. Everything from ordering lunch to negoti-ating costs to talking about how a factory is man-aged is a complex process that requires patience and perseverance to work through all the details. Some things that appear to us to be simple issues with simple solutions may actually be very com-plex and involved. Learning to work completely and thoroughly through an issue, rather then just working on the surface, is crucial to doing busi-ness well here.

When I’m asked about my travels to China, and my impressions of Chinese people, I usually re-spond that after all these years I’m still learning. I don’t think I'll ever have a complete understand-ing of the Chinese, nor will they ever have a com-plete understanding of my world, and that's OK. Our cultures may be very di� erent, but the reward is in � nding the similarities that make us in many ways the same.

About the author:

Don Bryant graduated from the University of Southern Colorado with a degree in psychology. With over 30-years of retail experience, Don has enjoyed assignments in sales, management, buying and global sourcing and possesses a unique advantage of being able to see businesses from numerous di� erent perspectives.

COMING HOMEOscar Galeano details how the decision to study in China changed his life and opened up new � elds of busi-ness endeavor.

By_ Oscar Galeano

Returning home from China last year was as exciting and as terrifying as it was when I � rst came to Shanghai � ve years ago to do my

Master's degree in international economics and trade. In China, I found everything I was looking for and more; a welcoming place full of beautiful people changing at an unbelievable rate.

Initially, I was terrified about going to China; I didn’t speak the language, I'd be far from home and the people I loved, I didn’t know anyone and I'd be leaving my career and contacts behind. But in my mind, China was where 'magic happened' and I kept in mind Bruce Lee's words: “Do not pray for an easy life, pray for the strength to endure a difficult one.” I took the chance, hoping to be where history was being made and to see it with my own eyes. I made the right choice.

I was motivated by predictions that, as China merges into the world economy, best China prac-tices would become best global practices, prod-ucts developed in China would become global products, and industrial processes developed in China would become global processes. Encour-aged by these notions, I went to university con-� dent that, as China solidi� ed its role as a major talent pool, executives would � nd in China what they needed to lead the rest of the world.

The World Learning From China

In 2009, I started working in the consulting busi-ness and saw how China has its own rules. In order to succeed, you must understand them. Re-sponding to seemingly unique China situations, multinational managers adapted management practices and design customized processes, sepa-rate form their global standards, to cope with the increasing local and global competition.

As an executive in the sustainability field, I also witnessed growing awareness amongst factory owners of the importance of achieving social responsibility standards and improving their com-petitiveness.

And even as the sun sets on the 'Cheap China-era', China has much more to o� er than just cheap

But in my mind, China was where 'magic happened' and I kept in mind Bruce Lee's words: “Do not pray for an easy life, pray for the strength to endure a diffi-cult one.”


COMING HOMEOscar Galeano details how the decision to study in China changed his life and opened up new � elds of busi-ness endeavor.

By_ Oscar Galeano

Returning home from China last year was as exciting and as terrifying as it was when I � rst came to Shanghai � ve years ago to do my

Master's degree in international economics and trade. In China, I found everything I was looking for and more; a welcoming place full of beautiful people changing at an unbelievable rate.

Initially, I was terrified about going to China; I didn’t speak the language, I'd be far from home and the people I loved, I didn’t know anyone and I'd be leaving my career and contacts behind. But in my mind, China was where 'magic happened' and I kept in mind Bruce Lee's words: “Do not pray for an easy life, pray for the strength to endure a difficult one.” I took the chance, hoping to be where history was being made and to see it with my own eyes. I made the right choice.

I was motivated by predictions that, as China merges into the world economy, best China prac-tices would become best global practices, prod-ucts developed in China would become global products, and industrial processes developed in China would become global processes. Encour-aged by these notions, I went to university con-� dent that, as China solidi� ed its role as a major talent pool, executives would � nd in China what they needed to lead the rest of the world.

The World Learning From China

In 2009, I started working in the consulting busi-ness and saw how China has its own rules. In order to succeed, you must understand them. Re-sponding to seemingly unique China situations, multinational managers adapted management practices and design customized processes, sepa-rate form their global standards, to cope with the increasing local and global competition.

As an executive in the sustainability field, I also witnessed growing awareness amongst factory owners of the importance of achieving social responsibility standards and improving their com-petitiveness.

And even as the sun sets on the 'Cheap China-era', China has much more to o� er than just cheap

But in my mind, China was where 'magic happened' and I kept in mind Bruce Lee's words: “Do not pray for an easy life, pray for the strength to endure a diffi-cult one.”


e� orts to build a sustainable economy and a har-monious society.

China demands our attention, as evidenced by an increasing inflow of people from all over the world. And while you may � nd Starbucks, Apple Stores and Porsche dealers throughout most big cities, China is not 'westernizing'. While things are changing, China has over 5000 years history and cultural traditions, and foreigners hoping to do business in China would do well to understand this the best they can.

As increasing numbers of Chinese study in the world's most prestigious universities and work for large multinationals, they adapt Western business practices to the China context. Knowing, under-standing and respecting these di� erences is es-sential to building healthy business relationships here.

China is essentially a Confucian society, hierarchi-cal with a high degree of social mobility; the same as us, Chinese want better lives and they care deeply about their families. And while we may exhibit di� erent behaviors and play o� ce politics di� erently, social acknowledgement is critical to success, which is why the concept of “giving face” —showing respect or deference to others— is so important in Chinese culture.

Chinese are competitive; even though they’re team players, they look to “win” at all levels of life. While they tend to be very strict with saving habits, price sensitivity and avoiding credit card interest payments, there's a simultaneous fixa-tion with luxury goods. People may spend high percentages of their yearly income on cars, and it's common to see recent graduates treating friends to expensive meals that outstrip their salaries.

These expenses are seen as investments in image and network.

In all honesty, it's hard to keep up with the pace of change in China and, in the year since I've left, I'm sure much more has changed. Most likely, the old stereotypes about cheap labor have been re-placed with new concepts of innovation. Chinese products are starting to be recognized as world class products. And China is no longer only for adventurous lao wai (foreigners); it's a place that increasingly welcomes all kinds of people seeking a safe business environment. As more and more foreigners establish track records in China, the path of doing business here becomes increas-ingly broad, less because of westernization then because of shared experience.

About the author:

Oscar Galeano is a partner and director at World Link Asia, a international strategic consulting � rm that o� ers innovative and integral solu-tions to generate value and knowledge in a sustainable way.

labor. Wages may be rising fast but so is productiv-ity. Workers are paid more because they produce more. In addition, competitiveness is not only about labor costs; it takes into consideration entire supply chains. While other countries may have lower labor costs, China's reliability and availability may still make it uneconomic to move produc-tion elsewhere.

Higher wages indicate a growing market and, throughout China, government initiatives to de-velop consumer society are improving the lives of the people. Around the world, Chinese consum-ers represent one of the best hopes for growth as the US, Japan and Europe strive to reduce expens-es and pay off their debts. Soon, there may be opportunities for millions of Americans to design products and services for Chinese consumers.

Witnessing Change

During my stay in China, I witnessed China be-come the third, and then the second biggest economy in the world, beating out Germany and Japan. Not only did I see the 2008 Beijing Olym-pics, Shenzhen’s 30th Anniversary and Shanghai’s 2010 World Expo, but I also observed government

Soon, there may be op-portunities for millions of Americans to design prod-ucts and services for Chi-nese consumers.

People rushing for good deal in a department store, Hangzhou.More and more foreigners living and working in Shanghai.


e� orts to build a sustainable economy and a har-monious society.

China demands our attention, as evidenced by an increasing inflow of people from all over the world. And while you may � nd Starbucks, Apple Stores and Porsche dealers throughout most big cities, China is not 'westernizing'. While things are changing, China has over 5000 years history and cultural traditions, and foreigners hoping to do business in China would do well to understand this the best they can.

As increasing numbers of Chinese study in the world's most prestigious universities and work for large multinationals, they adapt Western business practices to the China context. Knowing, under-standing and respecting these di� erences is es-sential to building healthy business relationships here.

China is essentially a Confucian society, hierarchi-cal with a high degree of social mobility; the same as us, Chinese want better lives and they care deeply about their families. And while we may exhibit di� erent behaviors and play o� ce politics di� erently, social acknowledgement is critical to success, which is why the concept of “giving face” —showing respect or deference to others— is so important in Chinese culture.

Chinese are competitive; even though they’re team players, they look to “win” at all levels of life. While they tend to be very strict with saving habits, price sensitivity and avoiding credit card interest payments, there's a simultaneous fixa-tion with luxury goods. People may spend high percentages of their yearly income on cars, and it's common to see recent graduates treating friends to expensive meals that outstrip their salaries.

These expenses are seen as investments in image and network.

In all honesty, it's hard to keep up with the pace of change in China and, in the year since I've left, I'm sure much more has changed. Most likely, the old stereotypes about cheap labor have been re-placed with new concepts of innovation. Chinese products are starting to be recognized as world class products. And China is no longer only for adventurous lao wai (foreigners); it's a place that increasingly welcomes all kinds of people seeking a safe business environment. As more and more foreigners establish track records in China, the path of doing business here becomes increas-ingly broad, less because of westernization then because of shared experience.

About the author:

Oscar Galeano is a partner and director at World Link Asia, a international strategic consulting � rm that o� ers innovative and integral solu-tions to generate value and knowledge in a sustainable way.

More and more foreigners living and working in Shanghai.


Made-in-China.comMade-in-China.com strives to bring people closer together. With our vast network of buyers and suppliers, intimate un-derstanding of the China market, and services tailored to max-imize business relationship, we proudly present some of our offerings.

Our Mission

· To facilitate global trade between worldwide buyers and Chinese suppliers.

·To provide accurate and dependable information on Chinese products and suppliers to global buyers.

· To help buyers and suppliers communicate and do business with each other e� ectively and e� ciently.

For China Suppliers

·A world-known platform to promote their products worldwide.

·Become Audited Suppliers on-site audited by SGS.

For Global Buyers

·Access the latest products and the best suppliers in China.

·Professional buyer service available.

· Be sure with Audited Suppliers and Audit Reports.

In operation since 1998, Made-in-China.com has been a world leading B2B portal, providing the most complete, accurate and up-to-date information on Chinese products and Chinese suppliers.

·15 years experience in B2B industry

·Active global buyers from over 240 countries and regions

·Over 3,000,000 quality China suppliers online

·28 industry categories

·Suppliers audited by SGS

● Qualified supplier ● Supplier credibility ● Higher purchasing cost

Our Mission

· To facilitate global trade between worldwide buyers and Chinese suppliers.

·To provide accurate and dependable information on Chinese products and suppliers to global buyers.

· To help buyers and suppliers communicate and do business with each other e� ectively and e� ciently.

For China Suppliers

·A world-known platform to promote their products worldwide.

·Become Audited Suppliers on-site audited by SGS.

For Global Buyers

·Access the latest products and the best suppliers in China.

·Professional buyer service available.

· Be sure with Audited Suppliers and Audit Reports.

IN PRINT, APP AND WEB

Fast Match service on mobile terminal, fast sourcing experience in 30 seconds!

Trade Yellow Pages, a multi-channel sourcing medium launched by Made-in-China.com, collecting quality suppliers’ information in di� erent categories. Trade Yellow Pages provides a best channel and the utmost con-venience for global buyers, in print, APP and web formats.

You will � nd Trade Yellow Pages at 150 trade shows worldwide, experiencing the ultimate brand new service.

5150 Made-in-China.com MADE IN CHINA INSIDER’S GUIDE CHINESE PEOPLE / 03 / 2013 51MADE IN CHINA INSIDER’S GUIDE CHINESE PEOPLE / 03 / 2013

BUYER SERVICE, YOUR SOURCING HELPER IN CHINAOur Buyer Service Department has been committed to providing services to global buyers since 2004.

1. VIP one-stop service

- Arranging business trips to China

- Booking local transportation and hotels

- Providing temporary o� ce space

- Organizing and supplying face-to-face custom business matches

- Providing translation and personal trading consulting

5352 Made-in-China.com MADE IN CHINA INSIDER’S GUIDE CHINESE PEOPLE / 03 / 2013

1. VIP one-stop service

- Arranging business trips to China

- Booking local transportation and hotels

- Providing temporary o� ce space

- Organizing and supplying face-to-face custom business matches

- Providing translation and personal trading consulting


2. Match Meetings

We provide matching services by utilizing one-to-one match of Chinese suppliers and global buyers. Utilizing this type of personal face-to-face matching service provides both sides with the opportunity to participate in face-to-face trade and business transfer. The buyer can easily view various locations’ plants, achieve signi� cant savings in costs, and ensure a higher probability of purchasing success.

3. Business Banquette

Get to know global business associates, participate in business exchanges, acquir-ing global business contacts.

4. Seminars

Made-in-China.com in close cooperation with the global Chamber of Commerce have organ-ized the trade, investment seminars to introduce different markets and trade environments from around the world as well as attract Chinese enterprises who desire and have the potential to invest in overseas markets and enter markets outside of China.

Contact Us:

[email protected], 86-25-666677777- 24-hour rapid response for consumers- 11 di� erent languages support


3. Business Banquette

Get to know global business associates, participate in business exchanges, acquir-ing global business contacts.

4. Seminars

Made-in-China.com in close cooperation with the global Chamber of Commerce have organ-ized the trade, investment seminars to introduce different markets and trade environments from around the world as well as attract Chinese enterprises who desire and have the potential to invest in overseas markets and enter markets outside of China.

Contact Us:

[email protected], 86-25-666677777- 24-hour rapid response for consumers- 11 di� erent languages support


Made-in-China.com hosts the Beauty of Made in China Awards to serve as a valuable platform promot-ing open communication between the manufacturers and designers.

We invite leading design experts and relevant design media

We organize designers and SMEs to an annual Innovation Development Summit Forum for face-to-face exchange.

Chinese Designers, Unite!Chinese SMEs, Unite!Those Looking to Make More Beauty in China, Unite!

The Beauty of Made in China Awardsis a national-level industrial design competition.

Beauty ofMade in China

Awards

Made-in-China.com hosts the Beauty of Made in China Awards to serve as a valuable platform promot-ing open communication between the manufacturers and designers.

We invite leading design experts and relevant design media

We organize designers and SMEs to an annual Innovation Development Summit Forum for face-to-face exchange.

Chinese Designers, Unite!Chinese SMEs, Unite!Those Looking to Make More Beauty in China, Unite!

The Beauty of Made in China Awardsis a national-level industrial design competition.

DESIGNER YANG MINGJIE: CREATING THE PERFECT USER EXPERIENCE

Design and User Experience

One right after the other, Yang succeeded in win-ning Asia’s Most Influential Design Silver Award in 2008 and Germany’s Red Spot Design Award for his Absolute Vodka “dual bottle” in 2009. The “dual bottle” reflects the “combination of design and user experience”, a model used by Yang in his work.

“The Absolute Vodka dual bottle has a half cut in the center that can be extend from each side to create a dual package made with a translucent frosted material. The packaging reveals a bottle of original � avor and a bottle of apple pear � avored vodka. The contour, color, and bottle façade cre-ate a sort of stacking e� ect.”

This is Absolut Vodka brand’s first time working with a Chinese designer for its packaging. During the initial phase, designers considered various possibilities in terms of packaging and materials. Within the final phases, the design mentioned above was chosen. With its alternative handle de-sign, the problem of carrying more than one bot-tle of Absolut Vodka at the same time was solved. Environmental concerns were also raised during the design process. After consuming the pack-age’s contents, the bottle can be used as a storage container, fruit bowl, or as a decorative piece.

Design and Brand

In his autobiographical record “From Siemens to Y-

Town”, Yang mentions a “Design as central brand strategy” that places design as the key position to brand creation. In reality, after having already experienced 30 years of emphasizing devel-opment of the industry’s work itself, several Chinese industries have begun to realize the importance of branding. However, after begin-ning their own paths of brand development, even more enterprises are spending a great deal of money to develop their brands. Yet, these improvements only go as far to change the external image or advertising of the brand name.

“In terms of the product, the brand is an even bigger system. This includes branding con-cepts, imaging, marketing services, the product itself, etc. Within this system, customers will only come into true contact with the actual product. Yang believes, “The product undeniably is a brand’s central value. As the customer matures, they care more about the product itself, not the garish packaging. The DaVinci Incident is an example; industry has progressed from the era of marketing to the era of the product. Merely relying on slick packaging will not build a great brand.”

In 2013, Yang won two awards at the annual German Red Dot Design Competition for his multifunctional home system T-Box for Italy’s largest Furniture business Natuzzi and his Sarix IL10 se-ries camera capsule for the global leader in energy management, France’s Scheider Electric Group.

Yang Mingjie is sharing his opinions in industrial design at the an-nual Beauty of Made in China Award in 2012.

From Munich to Shanghai

In 2001, Yang graduated from Zhejinag University and was awarded a full scholarship from the WK Foundation to study abroad in Germany. After achieving a Masters, Yang started to work in Mu-nich’s Siemens Design Headquarters.

In 2002, Yang’s “Mobile RV Base” helped him to achieve the Red Dot Design RV Conceptual De-sign Competition Gold Medal. More than 10 years later, this young designer has already hone nu-merous awards including Red Dot, the iF Award, Japan’s G-mark award, and Asia’s most in� uential design silver award as well as dozens of other awards. Yang also served as a judge for iF’s China Design Awards Competition. Currently, Yang’s pieces can now be scene in the world’s premier design exhibitions and museums.

In 2005, Yang returned to China and established Yang Design. Under Yang’s leadership, this team has won the Red Dot, iF, G-Mark, as well as over 50 other international awards. The teams has also worked with leading international brands such as Schneider, Boeing, Audi, Bosch, Radar, Absolut Vodka, and others.

In terms of returning home to start his venture, Yang re� ects on the enormous growth of product design within China, “China’s industry environ-ment is increasingly advantageous for product design. Design has already changed into a type of necessity, a type of engine that spurs China’s eco-nomic growth.”


Town”, Yang mentions a “Design as central brand strategy” that places design as the key position to brand creation. In reality, after having already experienced 30 years of emphasizing devel-opment of the industry’s work itself, several Chinese industries have begun to realize the importance of branding. However, after begin-ning their own paths of brand development, even more enterprises are spending a great deal of money to develop their brands. Yet, these improvements only go as far to change the external image or advertising of the brand name.

“In terms of the product, the brand is an even bigger system. This includes branding con-cepts, imaging, marketing services, the product itself, etc. Within this system, customers will only come into true contact with the actual product. Yang believes, “The product undeniably is a brand’s central value. As the customer matures, they care more about the product itself, not the garish packaging. The DaVinci Incident is an example; industry has progressed from the era of marketing to the era of the product. Merely relying on slick packaging will not build a great brand.”

In 2013, Yang won two awards at the annual German Red Dot Design Competition for his multifunctional home system T-Box for Italy’s largest Furniture business Natuzzi and his Sarix IL10 se-ries camera capsule for the global leader in energy management, France’s Scheider Electric Group.

Yang Mingjie is sharing his opinions in industrial design at the an-nual Beauty of Made in China Award in 2012.


Category of Construction Facilities:TRE-85 Battering Ram

Participating Enterprises:Shanghai Jiezhou Engineering & Mechanism Co., Ltd.

Category of Bathroom Plumbing Facili-ties:Smart Faucet

Participating Enterprises:Zhuhai Weijin Sanitary ware Co., Ltd.

Category of Medical Equipment:AM-4000 Surgery Microscope Lens

Participating Enterprises:Wuzhou AOSHUN Trading Co., Ltd.

Category of Commercial Facilities and Electrical Appliances:SODASODA soda water machine

Participating Enterprises:Shenzhen Taisenbao Technology Co.,Ltd

Category of Communication Facilities:CP41 Geriatric Mobile Phone

Participating Enterprises:Shenzhen New Plan Design Co., Ltd.

Category of Sports and Recreational Facilities:Seven in One Surf Paradise

Participating Enterprises:Zhongshan New Hongda Household Prod-ucts Co., Ltd.

Category of Office Facilities:Writing Companion-LED Table Lamp

Participating Enterprises:Guangdong CNLIGHT Co., Ltd. & Shenzhen New Plan Design Co., Ltd.

Category of Kitchen Facilities:Natural Rice Hull Cellulose Tableware

Participating Enterprises:Husk’s Green Tech Co., Ltd

Category of Industrial Equipment:Tang Series Inverter

Participating Enterprises:Wuxi Xinqi New Energy Science and Technol-ogy Co., Ltd

TOP AWARDS OFTHE BEAUTY OF MADEIN CHINA

EXCELLENCE AWARDS OF THE BEAUTY OF MADE IN CHINA

Category of Office Facilities:

“Mr Clamp” ClipParticipating Enterprises:Ningbo Bethlehem Plastics & Hardware Co., Ltd.

PVC O� ce Table F-01Participating Enterprises:Foshan Nanhai District SHIQI Hardware Products Factory

LX System TableParticipating Enterprises:Dongguan Saosen Furniture Co., Ltd.

Category of Kitchen Facilities:

Oppein CabinetryParticipating Enterprises:Guangdong OPPEIN HOME Group Inc.

KitchenwareParticipating Enterprises:China Ningbo Xianghai Kitchenware Co., Ltd.

Category of Industrial Equipment:

High-speed Ink Print Slotting and Die-Cutting MachineParticipating Enterprises:Foshan Nantai Precision Machine Technology Co., Ltd

Three Dimensional Electric Fork-lift TruckParticipating Enterprises:Hefei Banyitong Science & Technology Develop-ing Co., Ltd

Vehicle in Post-petroleum Era:

Electric Golf Sightseeing cars-the JalopyParticipating Enterprises:Dongguan Lvtong Golf &sightseeing Car Co., Ltd.

Energy-saving Electric Folding BicycleParticipating Enterprises:Zhejiang Baoguilai Vehicle Co., Ltd.

Category of Construction Facilities:

Portable Speed HumpParticipating Enterprises:

Zhejiang Dingtian Steel Structure Co., Ltd.Light Steel VillaParticipating Enterprises:Zhejiang Putian Integrated Housing Co., Ltd.

Wood Plastic Composite FloorParticipating Enterprises:Guangzhou SCUT Bestry Technology Co., Ltd.

Category of Commercial Facilities and Elec-trical Appliances:

LED Down Lamp D6002Participating Enterprises:Shanghai Imagey Electronics Co., Ltd.

Ultraviolet Footwear SterilizerParticipating Enterprises:Heshan Guangmingyuan Lighting And Electric Appliance Co., Ltd.

Category of Living Room Facilities:

DUETTO Armless ChairParticipating Enterprises:Qingdao Nuoya Furniture Co., Ltd.

Kids’ Treasures of the StudyParticipating Enterprises:Kanai (Beijing) Co., LTD

Outlet MouseParticipating Enterprises:Guangzhou Huirui Trading Co., Ltd

Permanent Seal Anti-fake Storage DeviceParticipating Enterprises:Guangzhou Guiku Science Dquipment Co., Ltd.

Category of Communication Facilities:

K1 Super Computer Participating Enterprises:Langchao (Beijing) Electronic Information Indus-try Co., Ltd. & Shenzhen Haoyu Design Co., Ltd

LED Bulb CR-MR16-5WParticipating Enterprises:Shenzhen Siaote Optoelectronics Technology Co., Ltd.

Category of Bathroom Plumbing Facilities:

Phoenix Heat and Cold Basin Faucet H-42Participating Enterprises:Foshan Nanhai Qinglian Hardware Machery Fac-tory

SV56-Water HeaterParticipating Enterprises:Guangdong Vanward New Electric Co., Ltd.

Category of Medical Equipment:

SY02-LED3+5 Operating Shadowless LampParticipating Enterprises:Shanghai Huifeng Medical Equipment Co., Ltd.

Wheel ChairParticipating Enterprises:Changshu Pingfang Wheelchair Co., Ltd.

Digital Color Doppler Diagnostic System AM-380Participating Enterprises:Youbang Medical Equipment Co., Ltd

Category of Entertainment Facilities:

Full-automatic Car DVDParticipating Enterprises:Shenzhen Nanba Technology Co., Ltd

Crazy Turtle PlaysetsParticipating Enterprises:Liben Group Corporation

Motorcycle ClothingParticipating Enterprises:Taian Dongsheng Clothing Co., Ltd.

Category of Sports and Recreational Facili-ties:

Kids' Gentle Fly JumperParticipating Enterprises:Guangzhou Gentle Fly Jumper Sporting Goods Co., Ltd.

Detachable Foam Hula HoopParticipating Enterprises:Ningbo Baiji Import & Export Co., Ltd.


EXCELLENCE AWARDS OF THE BEAUTY OF MADE IN CHINA

Category of Office Facilities:

“Mr Clamp” ClipParticipating Enterprises:Ningbo Bethlehem Plastics & Hardware Co., Ltd.

PVC O� ce Table F-01Participating Enterprises:Foshan Nanhai District SHIQI Hardware Products Factory

LX System TableParticipating Enterprises:Dongguan Saosen Furniture Co., Ltd.

Category of Kitchen Facilities:

Oppein CabinetryParticipating Enterprises:Guangdong OPPEIN HOME Group Inc.

KitchenwareParticipating Enterprises:China Ningbo Xianghai Kitchenware Co., Ltd.

Category of Industrial Equipment:

High-speed Ink Print Slotting and Die-Cutting MachineParticipating Enterprises:Foshan Nantai Precision Machine Technology Co., Ltd

Three Dimensional Electric Fork-lift TruckParticipating Enterprises:Hefei Banyitong Science & Technology Develop-ing Co., Ltd

Vehicle in Post-petroleum Era:

Electric Golf Sightseeing cars-the JalopyParticipating Enterprises:Dongguan Lvtong Golf &sightseeing Car Co., Ltd.

Energy-saving Electric Folding BicycleParticipating Enterprises:Zhejiang Baoguilai Vehicle Co., Ltd.

Category of Construction Facilities:

Portable Speed HumpParticipating Enterprises:

Zhejiang Dingtian Steel Structure Co., Ltd.Light Steel VillaParticipating Enterprises:Zhejiang Putian Integrated Housing Co., Ltd.

Wood Plastic Composite FloorParticipating Enterprises:Guangzhou SCUT Bestry Technology Co., Ltd.

Category of Commercial Facilities and Elec-trical Appliances:

LED Down Lamp D6002Participating Enterprises:Shanghai Imagey Electronics Co., Ltd.

Ultraviolet Footwear SterilizerParticipating Enterprises:Heshan Guangmingyuan Lighting And Electric Appliance Co., Ltd.

Category of Living Room Facilities:

DUETTO Armless ChairParticipating Enterprises:Qingdao Nuoya Furniture Co., Ltd.

Kids’ Treasures of the StudyParticipating Enterprises:Kanai (Beijing) Co., LTD

Outlet MouseParticipating Enterprises:Guangzhou Huirui Trading Co., Ltd

Permanent Seal Anti-fake Storage DeviceParticipating Enterprises:Guangzhou Guiku Science Dquipment Co., Ltd.

Category of Communication Facilities:

K1 Super ComputerParticipating Enterprises:Langchao (Beijing) Electronic Information Indus-try Co., Ltd. & Shenzhen Haoyu Design Co., Ltd

LED Bulb CR-MR16-5WParticipating Enterprises:Shenzhen Siaote Optoelectronics Technology Co., Ltd.

Category of Bathroom Plumbing Facilities:

Phoenix Heat and Cold Basin Faucet H-42Participating Enterprises:Foshan Nanhai Qinglian Hardware Machery Fac-tory

SV56-Water HeaterParticipating Enterprises:Guangdong Vanward New Electric Co., Ltd.

Category of Medical Equipment:

SY02-LED3+5 Operating Shadowless LampParticipating Enterprises:Shanghai Huifeng Medical Equipment Co., Ltd.

Wheel ChairParticipating Enterprises:Changshu Pingfang Wheelchair Co., Ltd.

Digital Color Doppler Diagnostic System AM-380Participating Enterprises:Youbang Medical Equipment Co., Ltd

Category of Entertainment Facilities:

Full-automatic Car DVDParticipating Enterprises:Shenzhen Nanba Technology Co., Ltd

Crazy Turtle PlaysetsParticipating Enterprises:Liben Group Corporation

Motorcycle ClothingParticipating Enterprises:Taian Dongsheng Clothing Co., Ltd.

Category of Sports and Recreational Facili-ties:

Kids' Gentle Fly JumperParticipating Enterprises:Guangzhou Gentle Fly Jumper Sporting Goods Co., Ltd.

Detachable Foam Hula HoopParticipating Enterprises:Ningbo Baiji Import & Export Co., Ltd.


Chen Guangbiao: China's larger-than-life philanthropist, Chen Guang Biao, gives back to the people with typical � air. A leading proponent of charity in China, Chen is famed for high-pro� le events and gifts that address people's basic needs like cash, cars and cows.

10 Fun Facts in ChinaYou can never learn China from textbook. Ten Fun Facts in China might help you know more about people here.

1 Mother-in-law is the law of the family in China. Son-in-law and daughter-in-law have to please the mothers for a happy marriage.

2 Go to weibo.com to freshen up your Chinese vocabulary on a regular basis.

3 In summer, Chinese ladies carry umbrellas to protect themselves from the sun, because they are allergic to tans.

4 Most girls are not allowed to have boyfriends before they graduate because parents want them to “concentrate on their studies”. But after they graduate? Then the parents will urge them to get married quickly.

5 Most Chinese don’t use laundry driers. We prefer to dry our clothes under the sun.

6 If a girl is over 25 years old and still single, most of the time, she will be urged to get married by her relatives. This explains why a girl who is 30 might tell you that “I am already 30! I am too old.

7 Foreigners speaking Chinese (Mandarin) will win people’s heart. And even if you aren’t fluent in Mandarin, your attempt to speak Chinese (even a few words) will be a good icebreaker.

8 Chinese love to offer gifts and buy meals for their guests. Turning them down might embarrass them. A good suggestion would be to tell your Chinese friends (or business partners) earlier: “no gifts please.”

9 China is diverse. People living in the big cities may behave differently from those living in the inner provinces (more traditional and conservative). You cannot easily generalize all Chinese people.

10 People from different cities speak different dialects, which are quite different from Mandarin. If you can speak their dialect, even a few words, they will be very happy to talk to you.

10 FUN FACTS IN CHINA By_ Mimi Wei

64 10 FUN FACTS IN CHINA

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