Doing business requires skills

Yesterday evening I read this short, yet interesting / puzzling post from Brick. It doesn’t require much fantasy to figure out which dealer we’re talking about, but I’m keeping my mouth shut. It made me wonder about a few things:

  • Should you refuse to sell a radio just because of the company who made it, even if it would be the best ever? If the answer is yes, then (IMHO) customers come second, not first.
  • Will all other Wouxun products disappear from the website too? If not, all of this looks a bit irrational to me.
  • Is it all about the idea “Chinese Stuff Should Be Cheap”? If it comes to price, it doesn’t matter where the radio was designed and built. Value for money all is we should care about. Customers (especially those picky hams) are more than capable of determining if that’s the case or not.

bad-worseAvoiding the ‘From Bad to Worse’ sign
When I still circled the globe 4-5 times a year, talking to companies anywhere in the world, I had to learn a few new things at first. Doing business with Asian companies required a totally different approach. There are local customs, there’s pride, there’s a “Failing is not an option” attitude. You need to be more patient, diplomatic, and never push people around by criticizing everything they do. It doesn’t matter if you’re right or not.

I always took the time to do research in advance, about the company and about the country. It proved to be the best move ever. If you don’t, things go from bad to worse. Once you start to dislike someone, everything they do begins to annoy you, and it works both ways. I always tried to avoid that. It wasn’t always easy, and when it comes to Wouxun I failed once too.

Being realistic
Let’s be realistic, the Chinese came a long way in a very short time. Maybe we’re just too impatient. If I look back in time and count the number of fixes implemented by Yaesu to improve their FT-101 / FT-901 series, Wouxun suddenly doesn’t look so bad.

Business Ethics
All of this doesn’t mean I approve the way Wouxun worked and communicated towards dealers and customers. There’s a lot to be desired, no doubt about that. If they really want to compete, they need to get their act straight. If your behavior repels customers, your sales will suffer – one way or the other.

If Wouxun doesn’t, we just sell their company to the Ferengi. At least we will know exactly what to expect. 😉



3 comments on “Doing business requires skills

  1. The dealer told me some other things that I did not feel comfortable posting, but I would just add that I do not think this is a knee-jerk reaction. It sounds like it got to this point over time because of multiple issues – not just the KG-UV920R.

    You hit the nail on the head toward the end – in most cases, it has to be a two-way street in order for these relationships to work.

    BTW – Nice Ferengi reference!

  2. It is all about business. Wouxun did not allow the dealer sell UV920R less than $320.
    The dealer though he can not make more profit as Wouxun’s mandatory price will reduce selling, so to refuse sell this model for revenge.
    That fact is at that time, KG-UV920R was ï¿¥1800 RMB /$287 in China.
    If KG-UV920R sold for $250- $275, there is potential the product will be sold back to China to reduce Wouxun’s selling in China market.
    Then It is no reason for Wouxun to exporting UV920R to US anymore.
    Considering the handling, shipping and the selling cost, the dealer still can sell UV920R for $250 in US, it is $30 less than in China!
    Wouxun must be provide much lower price to US dealer than Chinese dealer.
    Wouxun let the dealer can make more profit in order to develop oversea market.
    But the dealer think the profit is not high enough.
    The other reason is the dealer is not the only US dealer anymore….
    Wouxun is so excessive profit, then how about the Big Three…

  3. I would disagree with skills required to do business – on the contrary business is to be based upon strict, unique and – scientific – grounds. Unless all existing holes in “modern business” (and there are loads of them) are eliminated – such situations are predictable, and it’s just a matter of time when a new one arises.

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