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Understanding concepts like mianzi and gei mianzi is essential for doing business in China successfully. If you work with companies from this country, as we do, then you already know how important it is to know their customs and other cultural aspects that influence their social relationships, as well as business communication. Mianzi, which literally translates to “face”, is defined as the level of reputation that a person has socially. It is prestige, the respect that others have for them socially, and it is something that can be gained and lost. For Chinese society, a person who is not respected is a person without power, and, in some cases, even a person without dignity. For example, being cautious in conversation whenever other people are present will help you maintain your mianzi. Consequently, maintaining and not “losing mianzi” through your behavior in interactions with your Chinese business partners will help you [...]

This past year, we have realized that there has been an increase in manufacturing of furniture hardware in China with integrated soft-closing, resulting in a novel, game-changing product that is being very well received in the industry. Metal box with soft-closing Occasionally, we have talked about the Metal Box (also known as the Metal Side Panels, Metal Drawer, Drawer Side Panel or Metabox). If you remember, the Metal Box had 3 unique features that, when combined, make it an unbeatable hardware item: • Different body widths • Variety of profile lengths • Range of heights • Countless finishes The Metal Box is suitable for any living area, office or commercial space. And now that we have added built-in soft-closing on top of its original features, its value is unquestionable.   Epoxy Runners with soft-closing On the other hand, within the manufacturing of furniture hardware in China with integrated soft-closing, are [...]

Working and socializing in China is a challenge. For example, a very common problem, if you don’t have practice negotiating with companies from this country, is a lack of understanding when requesting a quote for a product from a manufacturer. At IBMH, our more than 20 years’ experience dealing with Asian businesses allows us to share some basics in the “art” of conversation with furniture hardware manufacturers in China, which we’re sure will make a difference. But, first of all, two words: patience and calm. If you ever come to China for a fair or meeting with suppliers, follow these tips to ensure your trip is a success. Because every moment of your negotiation is important, always keep these in mind: Preparing your meeting… • Personalized meeting. For the Chinese, it is extremely important to get to know you and have lunch or dinner together. Business negotiations tend to take [...]

Before we can talk about quality in hardware management in China, we need to start from the beginning. Originally, quality was simply the innate characteristics of an object that allowed it to be compared with another. That concept has become more sophisticated and even professionalized. Now, quality is perceived in both products and services. It is “created”, “conceived” and “maintained” under strict authority. How can we define “quality”? For better or worse, the word “quality” is linked to the expectations we have associated with a particular product or service. These expectations originate from: • Our own previous experiences • Other people’s experiences • Advertising, literature, film… • Each person’s own personality These expectations are not always met, since it will depend on how realistic and accessible they are. Because of this, it is very important to have impartial bodies which use generalized guidelines to assess and evaluate the quality of products [...]

In the world of furniture hardware, as in many others, growing competition is making it increasingly difficult to stand out from the crowd. Even if you’re good. To make yourself heard, you need a balanced combination of investment in marketing and what the experts call earned content—in other words, content that is published with no financial agreement in the middle. Within this earned content is what is traditionally known as “public relations” or “media relations”, which contribute to the prestige of your brand. However, despite the importance of good coverage in the media, many people falter when it comes to designing their public relations strategies. A distributor of furniture hardware shouldn’t follow the same plan as, say, a university or a soft drink brand. Each of them has its unique characteristics, and must know how to communicate them appropriately. At IBMH, we’d like to offer some tips to establish a [...]

China is a nation of contrasts. We can’t ignore the centuries-old traditions that shape the country, while also recognizing that it has become a global superpower: • With an economy in full expansion. • With a large volume of foreign investments. Because of this, as leaders in our industry who are familiar with the real, authentic China, we invite you to reflect: When you started your business, were you expecting to import  furniture hardware from a high-tech, competitive China like the one you have come to know? At IBMH, we have spent years working with Chinese companies, and we have witnessed the impressive transformation of its cities, its factories, its processes and its population. That’s why we wanted to take this occasion to debunk some of the most common myths about China, which paint a very different picture from its real situation. This Asian giant offers a huge range of [...]