Relationship building (or lack of) in the West

Our company is fortunate enough to work with a very large retailer in the U.S. I was visiting the city of this retailer’s headquarters last week on unrelated business so I thought “You know, I’ve never actually met our buyer Todd and seeing I’m right there, maybe I’ll see if he wants to have a quick bite to eat and finally put a face to a name”.  Veiled behind his response of “I’m afraid I won’t have time” I could hear Todd asking himself “That is so strange. Why would this Dave guy want to have lunch together?”.

Contrast this last year on a trip to Ningbo, China. I had been working with a supplier, Fei, for about a year and had never had a chance to meet him. His factory’s location was about 2 hours from Ningbo and so I thought I would go to his city and meet him. Unfortunately he was going to be in Germany the week I was coming, although he was flying back into Shanghai at 6pm on the Thursday, while I was leaving the following morning on Friday.  Despite the horrible timing, Fei came directly to Ningbo after a 14 hour flight, arriving around 9:30pm at our Hotel, all for a brief 30 minute meal. The man looked like he had walked all the way from Hamburg!

Being married to a Chinese woman and spending several weeks a year in China I’ve come so accustomed to Chinese culture I often find myself thinking the differences in Western and Chinese culture are over-stated. However, when I step back and contrast situations from time to time I realize how significant the differences can be.

The moral of the story is that even with Western educated sales associates and more KFCs than America, China is still a vastly different country. And oh yeah, make sure to visit your supplier’s at least once or twice a year.


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