Manner again in 2010, I wrote Ten Reasons Chinese Companies Fail In The U.S. for Forbes Journal.
My prime ten checklist in that article was as follows:
1. Chinese language firms deal with a Chinese language client, not an American one.
2. Chinese language firms fail to appreciate how one reputation-damaging mistake in the USA can doom them eternally right here.
3. Chinese language firms fail to appreciate takes time for to make an influence in the USA and they’re often not prepared to spend the money and time obligatory to take action.
4. Chinese language firms focus an excessive amount of on the tip end result (making a living), and by doing so, they sacrifice the professionalism that will enable them to realize long- time period success.
5. Chinese language firms inform customers what they need as an alternative of listening to customers.
6. Chinese language firms focus an excessive amount of on making a living within the quick time period, somewhat than on constructing the standard essential to maintain themselves in the long run.
7. Chinese language firms fail to know how magnificence and design can distinguish their product from their rivals’s merchandise.
8. Chinese language firms rely an excessive amount of on telephone calls and face-to-face conferences as an alternative of e-mail.
9. Chinese language firms fail to make use of “easy and chic designs.”
10. Chinese language firms fail to appreciate their want to rent MBAs and people with native data.
The opposite day I obtained an e-mail from a reader explaining why he appreciated this text a lot after which continuing to checklist out precisely how so lots of the above issues apply to the Chinese language firm with which he works. The beneath is the e-mail, doctored to keep away from his firm ever having the ability to acknowledge them.
Your article was SO spot-on I needed to attain out to you. Let me first introduce myself.
I’m in a excessive stage advertising associated place for a Chinese language firm with a U.S. workplace. I’ve many years of excessive stage advertising expertise, some with Fortune 500 firms. I’m happy with my expertise and my contributions. This Chinese language firm presumably employed me due to my expertise and my previous accomplishments.
I took my present place to boost the gross sales facet of this Chinese language firm. In my first 12 months on the firm I quadrupled the gross sales of 1 division. Regardless of this I’m always being instructed that gross sales on this division ought to be significantly larger and so they constantly forecast these larger gross sales though we don’t have the product in our warehouses to perform that. The excessive stage Chinese language executives on the firm merely don’t perceive that “American clients is not going to wait six months for his or her product to return by boat from China.” How can any CEO mission such a forecast with out the stock? It is mindless and I reiterate this to administration until I’m blue within the face.
When it turned clear I used to be instrumental in growing gross sales, it was deemed “luck” by the Chinese language executives, together with the CEO.
All of the factors in your article I’ve fought about advert nauseum. I’ve by no means been so annoyed by a job. The dearth of designated tasks and titles to workers, the built-in cultural (and bluntly hinted at) expectations of working over 40 hours every week, “Chinese language model,” a not-so-subtle reference to Individuals being “lazy,” and furtive “Chinese language conferences” are all facets of working for Chinese language employers that go away us American staff lower than motivated.
I do know my state of affairs is hardly an remoted one. I’ve a European buddy who obtained fired at his massive Chinese language firm for attempting to replace the customer support coverage to be friendlier to consumers (they misrepresented their merchandise and didn’t grant refunds), and one other who was terminated after taking a stand in opposition to a pretend product his firm was promoting as actual. There’s a weird mindset amongst many within the Chinese language enterprise group right here that US legislation is irrelevant.
Your level concerning the Chinese language coming right here pondering the US market is just like the Chinese language market hit dwelling with me. Chinese language tastes are fairly completely different from American – we like completely different colours of merchandise, for instance. Once I regularly level this out, it falls on deaf ears.
#1 and #5 go hand-in-hand, as I’ve additionally introduced up the “Shouldn’t we be telling China what to make, as an alternative of China sending us product we are able to’t promote?” query. Just lately, the CEO requested the identical query, as if it had been an unique thought, after all.
I additionally agree with you on how Chinese language firms are likely to devalue “mushy” competencies corresponding to advertising, regardless of a strong advertising technique being pivotal to enterprise success. At one level early on with the corporate, I unveiled my ideas on forming the corporate’s future advertising technique. After my gross sales group added its contributions, the CEO appeared dismissive of the proceedings, as if a few know-nothing Yanks had been telling him how one can run his enterprise.
Effectively, we had been. We’re in it for the long run. We need to construct model with status. Most significantly, we’re those with data of the American market and presumably that’s the reason we had been employed and that’s precisely what we had been supposedly tasked to do.
By the way in which, Level #1 made me snort out loud, as a result of it jogged my memory of conversations I’ve had with the CEO.
BLOG NOTE: The beneath are typical conversations our China legal professionals have had with Chinese language purchasers and had been what made this individual snort from Level #1:
Chinese language purchasers have pushed me batty by asking my views on issues I do know nothing about, after which fully ignoring my recommendation when I attempt to join them to actual specialists. The next are typical conversations:
Chinese language shopper: How a lot ought to we pay for that U.S. trademark?
Me: I don’t know. I have no idea your business effectively sufficient to have the ability to enable you on this. However, now we have labored with an organization that does nothing however worth IP and I’d be glad to present you their identify.
Chinese language shopper: However what’s your greatest estimate?
* * * *
Chinese language shopper: Ought to we begin promoting our product simply on the West Coast or ought to we begin out nationally?
Me: Tough query. It appears the reply hinges on the prices concerned and in your potential to arrange distribution networks. My agency doesn’t deal with questions like this (and even when we did, I don’t suppose it could make sense so that you can pay legislation agency charges for this data) however I’d be glad to refer you to prime notch enterprise consultants who do.
Chinese language shopper: Ought to we begin out in Los Angeles, Chicago or New York?
What are you seeing on the market? No actually, what are you seeing on the market by way of Chinese language firms determining how to make it in America? I’d love to listen to from what persons are seeing and listening to out within the subject.
February 9, 2023 Replace: For the final 12 months or so, a ton of Chinese language firms have reached out to our legal professionals to assist them get arrange in Mexico and although I’m discovering many of those firms significantly extra subtle and internationally savvy than these described above, for a lot of it’s a dangerous case of deja vu.
I truly pulled this submit in the present day after talking with a Chinese language firm that requested me the place it ought to arrange its small manufacturing unit in China, even earlier than I knew what merchandise it could be making. I instructed them that I didn’t know, however I might join them with somebody who did. Their response was to ask which I’d select as between Monterrey and Tijuana. I instructed them that I didn’t know and reiterated that I might join them to somebody who would know. They appeared very annoyed by my solutions.