I usually write about the way to treat Chinese suppliers to avoid problems. But it is also interesting to analyse how they treat their foreign customers.

From my observations, I categorize the supplier’s attitudes in four distinct groups:

1. They would accept anything and they really “try their best”

If you represent a large business opportunity, or if you help them develop a new technology they are interested in, some manufacturers tend to be very motivated to please you. This also happens if you are their first direct foreign customer.

It is inspiring on the moment, but on the long term it can be very frustrating.

The risk is that their over-enthusiasm blinds them to the inevitable obstacles that will appear along the way. If it’s doesn’t work, it doesn’t work. If they have no idea about what you require and if you don’t explain it clearly, you ain’t gonna get it.

2. They say “yes” but they do what they want

This often happens if you deal with an intermediary, or if the salesperson does not care about your business. And it seldom lasts for very long.

If you have to send someone in the factory to check what production stage they have reached, there is something wrong with your supplier’s communication. If they assure you they double-checked the labeling, and you notice that it’s obviously not conform, there is a problem with their intent.

Don’t hesitate to ask directly for an explanation. Frame it as “I don’t understand…” rather than “why did you promise me…”, to avoid ruffling feathers unnecessarily. But you should insist on a response, and then check on what they promise you.

3. They deal with buyers as equals

This is the most healthy type of relationship, especially if they share information about production freely.

It means they are professionals who know what foreign buyers need, and they can distinguish between reasonable demands and crazy requests. They don’t hesitate to say “no” when needed, but they also try to suggest new methods.

If you have a few suppliers in this category, try to open the communication lines as much as possible. Try to develop their manufacturing skills, too. You will benefit the most. The only risk is that other buyers start giving them too many orders, and that prices go up too fast.

4. They think they know better because “you don’t understand production”

This attitude can be irritating, but it is not a reason to abandon a supplier. Stick to your guns. Lay down your standard QA procedure, and do not make exceptions.

More and more Chinese salespeople are perceived as arrogant by small and even midsize importers. This behavior can stem from their pride in working in a successful company. Or it can translate their lack of interest for small buyers.

My take on this is: as long as they accept to do business on your terms, do not pay attention to their attitude. Some other suppliers (particularly in the first category above) will inflate your ego to compensate for these guys!