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Business in China is evolving at an incredible pace. The hardware industry is learning that, in China, it IS possible to improve the price of products without giving up the desired quality. This “discovery” puts us in a very advantageous spot in the market. After 23 years in this nation, IBMH understands negotiations and the internal workings of Chinese furniture hardware manufacturers and companies. Without a doubt, this Asian giant is opening up to the world. Its companies are adopting recruiting strategies and starting to do business in the Western style. However, the cultural traditions rooted in Confucianism are still very relevant. In fact, if you are a Westerner, no matter how much you have traveled to this continent, the cultures are so different from each other that it’s quite easy to make a mistake in protocols or simply not understand certain attitudes. Chinese furniture hardware manufacturers and companies: boss-employee [...]

We don’t know if you are looking to include a Millennial in your furniture hardware business or if you already have, but we encourage you to reflect on it and, of course, prepare yourself for it! This subject is addressed in the 2015 movie “The Intern”. Robert De Niro plays a 70-year-old retiree who starts working as an intern at a company managed by a young entrepreneur (Anne Hathaway). Without giving away any spoilers, it’s interesting to see how two people with such a huge age difference and such atypical roles in our society can come to work together. Although it may seem like fiction, this is starting to happen in the industrial sector. The Millennial generation is climbing to diverse positions in companies. And yes, even executive positions! So, it won’t be surprising in a few years to see ourselves surrounded by young bosses who: • Have a digital [...]

At IBMH, daily interactions with Chinese businesspeople have taught us about their culture and values. But if you are planning on starting a commercial relationship in the furniture and door hardware industry, you should know that business isn’t always done in an office. In fact, many business deals are sealed in restaurants. In order to be successful and close a deal with your local partners or providers, you need to understand the protocol you should follow at these business lunches or dinners in China. It is at these business meals that the Chinese manage the concept of mianzi or “face”; in other words, the level of reputation that a person has socially. What to do at a business meal with partners in the furniture and door hardware industry in China Where to sit? Facing these types of business lunches or dinners in China requires a good understanding of protocol, starting [...]

We live in an age where apartments keep getting smaller and smaller, and the cost per square meter keeps getting higher and higher. Because of this, the ability to optimize your space is essential in order to enjoy your home. Today, we introduce space-saver furniture hardware for fold-out beds. Undoubtedly, a trend that is on the rise in global markets. Fold-out beds for everyone   In order for the consumer, whatever their budget, to enjoy their fold-out bed, manufacturers offer different solutions. They create product ranges with variable prices, adjusting the details in each one. For example, by: • Increasing or decreasing the thickness of the back part, or not including this part • Using manual or automatically positioning legs • Creating lightweight or completely compact structures • Making fold-out beds that are more or less prone to wobbling • Pieces with restricted measurements or ones that adapt to any [...]

It wouldn’t be the first time, and it won’t be the last, that during our first meeting with a client, we realize that the features they are telling us about do not correspond to the hardware that they are showing us. Testing furniture hardware correctly and coming to this realization can be a very delicate moment. But at IBHM, we make a commitment to our clients and we stay true to it from the beginning. We have to look out for their interests, and so we have to speak frankly. Luckily, in most cases, from that moment on the customer relationship is strengthened, and we begin a chapter in which promotion plays the leading role. Unfortunately, and more often than you would think, the hardware that is marketed does not have the quality that you are paying for. Because of this, testing furniture hardware correctly is very important. You need [...]

Forget the stereotypes before negotiating in China with furniture hardware manufacturers   Despite the speed with which it is developing and taking over the market, China continues to be a mystery to many people. There are stereotypes about their culture and customs that Western businesspeople still lean on. On many occasions, this complicates professional relationships with furniture hardware manufacturers. One of the dangers of stereotypes is that they make us believe that we understand a given person/situation, when we are actually going off of incomplete or, occasionally, false assumptions. When thinking about negotiating in China with furniture hardware manufacturers, the first thing that comes to mind for many is: • Carefully observing business card protocol • Hiring a good translator And although it’s true that these are aspects that need to be taken into account, they only scratch the surface of the negotiation process in China. Understand the details of [...]