36 Comments Add your own

• 1. Dan Noland  |  November 13th, 2010 at 10:07 pm

  Weren’t you just aching for the old guy there for a while!? I kept thinking, “this guy is just begging to be taken advantage of.” I thought for sure that, if anyone was going to get burned, it was going to be him.

  What strikes me about all three of these stories is that their paths to success required accepting the fact that business is done very differently in China than the western world. Take Vance for example. If a supplier takes your money and doesn’t deliver than you would normally dump him. Yet Vance decides to say, “may this be the beginning of a new relationship rather than the end of an old one.” I don’t think he says that to an American or British supplier. Then there is the old guy doing a handshake deal with a guy who falls off the grid. What does the old guy do? He watches war movies and waits. Finally, there is the textile guy allowing his “partner” to put her sister’s father-in-law in charge of the construction project even though she had managed the project poorly up to that point. The guy decides to continue trusting her and it pays off. In all three cases I probably would not have had the guts to stick it out. Business in China is definitely played by a different set of rules. If you don’t understand those rules (knowing when to trust, wait, be tough, smile, run away, etc.) than how can you possibly expect have a chance of coming out a winner.

• 2. Dan Noland  |  November 13th, 2010 at 10:34 pm

  There was a glaring omission from my last post, that being Vance Miller and his lack of ethics. How can anyone watch this documentary and not have something to say about the way that Mr. Miller treats others? I Googled the guy and it turns out that several different news sources confirm that “The Kitchen Gangster” has spent time in prison in 6 different countries for crimes ranging from kidnapping to diamond smuggling. Regardless of this news, I don’t buy the argument that his legal actions in China are different because “it’s kill or be killed” in the tiger’s lair.

  I’m guessing that some of my classmates are going to argue that Vance is doing us all a service as a market maker and that “this is the way it’s done” in China. I don’t buy it. Guys like Vance (and his Chinese counterparts) ruin it for everyone because they start a cycle of distrust and deceit that is self-sustaining. Are the Chinese taking advantage of Vance or protecting themselves from guys like Vance and vice versa?

  We all need to be careful not to unconsciously adopt an attitude that it’s kill or be killed in China. What if there is the potential for the opposite? What if win/win relationships with those that we interact on our trip are possible? I’m not saying that we should allow ourselves to be led to slaughter…

• 3. Cassie Bettencourt  |  December 21st, 2010 at 12:06 am

  Lessons learned from Tony, Peter, and Vance:

  -Addiction of the West Fuels China: Each of these men came over to China in order to fill the needs of people from other parts of the world and/or to fill their pockets.

  -It’s China or bust: I believe this was a quote from Tony and refers to his attitude that he had no choice but to try. He either had to jump on the bandwagon or lose in his business to the growing Chinese economy. Peter recognized the huge clientele potential of China and decided this was the place his energy saving device would prosper with the country’s new consciousness regarding energy.

  -Villages are Moving to the Cities: Tony was having a hard time with his construction because the construction industry is focusing on building cities. After considering this, I realized this should be expected in a country that is growing in both population and its economy.

  -Connections, Clout, Cash, and Cultural Understanding: Don’t try and start a successful business in China without these four C’s.

  -Watch Out for the Cushion Paparazzi: I found this idea really interesting. I would have never thought this would be something a person bringing their product to China would need to be aware of and watch out for. However, as a country that is known for making things faster and cheaper, it makes sense that people would try and steal designs in order to mass produce it for their own profit.

  -Use Wining, Dining, and Wenching: Apparently, this is the proper way to do business in China according to Cecil Pih, and it seemed to work for him and Peter. It is one of those cultural norms that stood out to me in the videos. It would be interesting to observe something like this while we are on our trip.

  -Business in China is like the Art of War: Vance brought a “dog eat dog” mentality to his business ventures in China. Although he wasn’t always the most ethical or nicest businessman, Vance realized that he must view business in the same way as the Chinese view business in order to play the game and win in China.

• 4. Robbin Forsyth  |  December 21st, 2010 at 6:44 pm

  Nice show with a broad spectrum of strategies towards business in China. I wonder how many people were filmed and not included in the documentary? It would have been more interesting to see a failure with the successes. Some thoughts on the different characters:
  Tony, (Cushion Guy): Why open your own factory? One of the advantages of working in China is being able to leverage contractors and their existing infrastructure. It seems to me that a simple product such as pillows could be made at numerous factories on contract. Instead of spending the two million pounds on a factory and waiting he could have been securing orders and turning them from the first day.
  Peter, (Air Conditioner Guy): The old school British arrogance of this guy was entertaining. I had a sinking feeling watching him. He was like a textbook example of what not to do when trying to sell your product in China. To attempt this with no trusted contacts, relationships in place or previous experience in country is naive to say the least. I hope that Cecile comes through and actually shares any sales with Peter. This story is a prime example of business is not what you know but WHO you know.
  Vance is the best example of what it takes to succeed in business in China. He is overly aggressive and brash, but he understands that business is about persistence and must be viewed in the long term. The Chinese will respect these characteristics and ultimately work better with a client that is strong willed, (and fair). As we saw in the video if the customer seems complacent they will become a lower priority and receive inferior and/or late goods.

• 5. Robbin Forsyth  |  December 21st, 2010 at 6:51 pm

  I also wanted to add that Vance, Tony and Peter are show us how important it is to be on location and in peoples faces.
  Vance got more accomplished than the other characters because he was there checking things out and talking face to face.
  Peter eventually got his factory setup but the construction work never really started until he was there in person.
  Peter had no idea what deals were being made because he was not involved with Cecile and the customers.
  Boots on the ground make for more effective execution.

• 6. Amanda Podesta  |  December 22nd, 2010 at 6:05 pm

  It seems like there is a lot of posturing and uncertainty while doing business in China.

  The biggest white elephant in the room for each of the businessmen is “How do I know I can trust you?”

  Tony (cushions): Why did he need to build a factory? How could he have had NO carry-over contacts/orders from his Liverpool days?

  Peter (energy-saver): After realizing how ineffective he was in China, Peter should have tried to get preorders of his product/relationships with customers in England (wouldn’t that be the primary population interested in English awards?)—he needs to prove to his partner that he’ll continue to be an asset to the company… or he has no business in business (he should sell the patent).

  Vance (kitchens/bathrooms): Absolutely speechless. Hugely exposed as he tries to vertically integrate but with competitors’ products as his factory models, an “Olympic” bus, and recording pens he is just as sneaky and shameless as the Chinese he seems to love to hate.

• 7. Tara Millard  |  December 29th, 2010 at 5:36 pm

  It is stated that “In a wonderful dream world, we would just sit back and collect the buckets of gold.” This quote refers to bringing business to china to remain competitive and increase profit at the sake of the extremely low wages in China. This quote alone represents the dog eat dog mentality of businessmen in general, and even more so in China. Without second thought, they are willing to exploit Chinese workers for a personal profit. No one comes to China with a mission to increase working conditions for the Chinese. It is a vicious cycle in which the consumers around the world will continue to get greedier while Chinese workers are forced to work harder for less. Can’t anyone step back and see the sadness of these so called successful business ventures.

  Tony’s story follows right along this same path. His cushion business is forced out of business by harsh competition from Chinese manufacturers. Rather than fighting these ever decreasing wages for products, he joins the party. He becomes one of the people he resented. It is stated that it is “China or bust,” implying that risk is highly rewarded in china. This is a tough market to enter, and generally those in desperation or with excellent financial backing are among the few that will risk it all for the chance at success.

  As for Peter, I can’t help but feel bad for him. He is so proud and so full of excitement, yet his over eagerness to jump blindly into the Chinese market may be the target on his back. In Britain he has been honored for his invention, yet this means nothing in china with their laid back copy right laws. Peter believes his success will be a walk in the park, but it is quite the opposite. I can only image his anguish throughout this venture.

  I found Dan’s post about Vance Miller to be quite fitting. He is arrogant. “If I want a cheap product, I chop down a tree.” His sense of entitlement is sickening. His anger towards those who have crossed him and copied his business model is ironic. From what I’ve read, that is merely business in China. Vance seems to think in this dog eat dog world that he is the pack leader. I think he needs to be put in his place.

• 8. Jessica Shayler  |  January 3rd, 2011 at 11:01 pm

  Adding to my comrade’s comments above, I pose two additional chunks of thought food.

  First, you have to be a little crazy to succeed with a big idea. In the first clip Tony’s opening comment is “What am I doing here? I must be mad!” All three men were mad in a way.

  Second, true failure is giving up. Peter said “You either go on and overcome them (obstacles) or you give up. Some of us just weren’t meant to give up.” None of the men gave up though they each had their own style of overcoming their obstacles.

  Your idea, no matter what it is, is worth the struggle because it is yours. I feel one of the more difficult tasks is to remain true to yourself and your values while making appropriate sacrifices and taking steps outside your comfort zone to make your idea a reality. Just look at politicians… Most of them seem to loose themselves in the struggle.

• 9. David Hart  |  January 4th, 2011 at 12:12 pm

  “High risk, high rewards.” This video really shows the cutthroat competition in China in the business world. Each of these British entrepreneuers exemplified some of the characteristics necessary to be a successful businessman. They had useful traits such as persistence and passion. They were willing to take risks realizing that the rewards were great. They also were able to deal with failure (some better than others).

  The three men depicted in this documentary were committed to being successful. They were willing to win at all costs. They described their experience as a battle, not unlike a war. The video showed tough challenges such as unmet deadlines, competitors trying to rip off products, and doing business with unfamiliar people. Overcoming these challenges along with cultural and language barriers is not easy. Kudos to the three businessmen for their ability to push forward in the face of tough times.

  The most intriguing character in my opinion was Vance. He is not someone I would want to work with. He is not someone I would consider trustworthy. However, I was fascinated with his unique personality.

  I have to hand it to Peter for having such a vision for success at his age. Most people his age are in retirement, but he certainly was interested in accomplishing more in his life.

  I was surprised that the factory Tony was building actually was finished. That was quite a project. I agree with Robbin that perhaps there were other factories he could used to make his cushions. Of course, it looks like it all worked out for him in the end.

• 10. Katie Moeller  |  January 6th, 2011 at 6:47 pm

  I thoroughly enjoyed these videos. What great examples of seeing how business in China actually is. I think people get so caught up in the fact that China can produce on the cheap. What they don’t think about are all of the barriers that exist. Some of the most interesting learning’s from these videos are:

  1. The importance of needing a translator. For example, Peter was restricted to doing business in Hong Kong first because that’s where business in English can be done. Vance went everywhere with a translator so he had figured this out. Tony was restricted to hiring an English speaking only sales force so he could communicate with them. The big learning is how much barrier the language differences can be.

  2. Needing to know the way to do business in China. Cecil Pih was able to secure deals because he wined, dined, and wenched. Different cultures have different ways of negotiating and doing business. Cecil knew how to do it and was able to be successful. My favorite part was when karaoke was done after the business deal – a stereotype of the Chinese.

  3. The importance of trust? (Can you really trust?) Peter trusted Cecil that he wouldn’t steal his product rights and make deals for him based off a handshake. Tony trusted his business person’s contact with getting the building done based on a verbal contract. Vance trusting that his two business partners will end up paying him back. In the end, it seems that it has worked out for all three of them but it’s a lot of trust. This may be the way to do it in China but I would still be wary of being able to trust people with your life savings like Peter did.

  All three men are going to make it. I did think one of the last comments in regards to Peter, which he is celebrating but his biggest challenge now is actually getting paid is interesting. It highlights how business is different and it seems like you often have to go with the flow. I must say after watching these videos that doing business in China is difficult and challenging but it can be very rewarding.

• 11. Brady Haug  |  January 7th, 2011 at 5:22 pm

  In my undergraduate studies I took multiple classes on entrepreneurship. A hot topic in these classes was the issue of IP protection when involved in outsourcing. One of the most interesting parts of this documentary was Tony’s discussion of how his ideas were potentially being stolen. Being mindful, or nearly paranoid, ensured the security of his IP. One major lesson that I learned from this documentary was to be cautious of trickery and scams.
  This documentary truly showed that doing business in China is like the “Wild West.” Vance seemed to be the most proficient business man of the three. I believe that you have to have a cut throat mentality to be successful in China. Though he appeared to be the most able, I think his operation posed the most potential for breakdown. His business operated on such a massive scale, that it was inevitable that he would run into issues. Vance made a great decision to try and avoid as much uncontrolled activity. By vertically integrating and trying to localize as much activity as possible into one factory, he should not encounter as many problems.
  I was most surprised that Tony’s operation became a success. To me, he didn’t appear to have the stamina to do business in the China. He endured multiple setbacks but persevered. I would think that his product would have the lowest profit margins and would have been the easiest to replicate.
  I thought that Peter had the greatest possibility of success. He had what appeared to be a truly novel product that would offer the most benefit. I think more background research into Cecil should have been done. It paid off for Peter, but as mentioned previously, Cecil could have very easily stolen his idea and cut him out.
  As mentioned in Reports from China: Postcards from Tomorrow Square, China presents opportunity in the areas of energy and pollution. Americans looking to capitalize on opportunities in China should look to these business segments, just as Peter did. You should be mindful of the hurdles in your operation because just as Vance said, “High Risk. High Reward.”

• 12. Anthony Kallioinen  |  January 12th, 2011 at 8:37 pm

  This movie was a fantastic way to sum up how business works in China– high risk, high reward. It is interesting how much of one’s success is determined in the negotiation of everything. How do you know you can trust a person, what are they trying to get you to commit to and what both party’s reservation points? I felt that Vance was a fantastic negotiator in that he took apart any argument that was sent his way until he was confronted with Mr. Lee, who was obviously very skilled in negotiation. Mr. Lee was very careful to show Vance his facilities, showing that he was negotiating from a place of power; a facility and partner that Vance could not afford to lose.

  In all of these situations, these entrepreneurs were faced with major trust issues, cultural differences, and language barriers all due to the allure of rock-bottom prices. It seems that the only way to business in China is to get a translator you can trust and someone that is connected to business in that area, preferably both. Even with those factors, these three men were taking huge leaps of faith in their respective industries. On a side note, it was good to see that both Vance and Tony were starting to accept the language and culture as the movie went on. This shows a lot of goodwill to the people you are working with as opposed to someone like Peter who was very set in his ways and convinced that he was worshipped because of his nationality.

  My favorite scene was when Tony was interviewing candidates for salesperson positions in his company. It was difficult to watch as he sized up the interviewees and they not only missed the mark but showed that finding adequate salesmen would be very difficult. Apparently low prices have their cost. (“…what do you sell?”)

• 13. Randy Camat  |  January 15th, 2011 at 11:17 pm

  I agree that getting into business with China is entering a dog-eat-dog environment. In addition Vance points out that you have to take high risks to get high rewards. The three men (Vance, Peter and Tony) took that risk, but they also had problems of their own. Tony’s was his race against the clock to complete his factory. Vance’s problem was managing his relationships with his partners without being hustled. I believe Peter took the biggest risk in trusting Cecil with his product knowing the possibility that Cecil could easily vanish with his product, sell it, and keep the profit for himself - leaving Peter out in the dark. The commonalities among the men were their dependency on Chinese business partners. This also poses great risks in trusting your business partner. The video showed Tony’s hardship of recruiting and trusting just a salesperson. I wonder what he and Vance went through when choosing their partners. I also wonder if Peter celebrated a little too early since the hardest part is getting paid.

• 14. Tim Easton  |  January 17th, 2011 at 4:19 pm

  What a great documentary! I really enjoyed watching this, and learned a lot about how business in China is done. Each person had their own story, and their own way of going about business in China, and luckily they were all successful. It takes a mentally tough person to handle the challenges, and these three individuals had what it takes. For most of the documentary I thought Tony was getting played by his partner. I would have been extremely suspicious when she hired her father in law without even consulting Tony. The factory was eventually built, and it appears that Tony will be successful in the future. It would have been interesting to see how he handled the problem of the sales force, because everyone that was interviewed did not seem capable of that job. Peter went to China thinking his product would sell itself and if he needed to he would flash his awards to convince any buyers that were still uncertain. As soon as Peter partnered with Cecil, and gave Cecil the prototype, I was almost certain that Peter had been hustled. Cecil looked like an old school Chinese gangster that you used to see in movies. Peter was definitely the luckiest of the three in this documentary. As the documentary was ending the commentator said that Peter faced another challenge of actually getting paid, so a follow up would have been nice to see if he did. Vance was definitely the most aggressive of the three. If he didn’t like the way things were going, or if he was not getting his product, he would come find you and let you know how he felt. His language was extremely harsh, but he had to express his seriousness so he would not get walked on by the Chinese businessmen. In one of the video clips, the person who posted the videos had a comment that said he was a respected businessman in China and that the Chinese want to do business with him. Vance makes things happen, and won’t let anyone stop him from succeeding. The idea for the Olympic bus was amazing. I would recommend this documentary to anyone.

• 15. Sarah Weinzapfel  |  January 25th, 2011 at 9:18 pm

  I thought this documentary was very interesting. It was refreshing to witness how business is actually done there. Like a couple of my classmates have expressed, it would have been nice to see some failures and compare their strategies to the successes. “High risk, high rewards, as long as you know what you’re doing” was the overarching theme I took away from these videos. I honestly don’t think I would have the guts or level of trust to stick out what Tony, Vance, and Peter did. But it’s true; you can’t win unless you try. I think it definitely takes a certain type of person to be able to handle that type of pressure and stress and simultaneously learn the business ways of China.

  I felt so nervous for all of them the entire time. I found myself sitting on the edge of my seat and thinking “they’re getting screwed”. I was especially nervous for Peter and Tony not having a translator and not knowing the language. To have to completely rely on someone else and that someone else knowing that you’re relying on them gives them so much leverage. I was glad to see that everything worked out for all of them for the most part. (I am a little nervous for Peter spending money before he gets paid, however. As Michael Scott would say, “Never buy a fur coat with a credit card until you absolutely have the money to pay for it.”) And even though Vance’s ethics were pretty edgy and no one else really liked him, I loved him. I l thought he was hilarious.

  A side note to all of this: I don’t know about anyone else, but I was extremely disturbed by the restaurant scene and was left dreading the meals we face on our own trip to China.

• 16. Will Moeller  |  January 27th, 2011 at 1:38 pm

  This has been my favorite blog so far. It shows the good, the bad and the ugly of doing business in China. It tells an inspiring and devastating story. But as always, the true story of what happens is the most interesting.

  However, my first thought was, is this a total joke? The ominous soundtrack is better suited for a Bear Grylls Man vs. Wild adventure. Ironically, I think these stories have more punch if they take out the cheeseball music. Ultimately, once these stories get told they’re extremely interesting. It helps to see firsthand how business is done in China.

  Lessons:
  Tony - To do business in China, you need a good Chinese business partner. The competition in China a creative and ruthless.
  Seeing the human aspect of hiring the workforce is really humbling, which can also be disarming. When you don’t know who to trust, Tony really seems to be between a rock and a hard place.

  Peter - First, why would he bet everything you own in your retirement. At least consider keeping some money safe. However, his idea is brilliant. From James Fallows we know that Chinese use air conditioning heavily, so selling this product to the Chinese market is ideal.
  He’s quite pretentious.
  Connections,clout, cash, and cultural understanding are all imperative.

  Vance - You can’t be afraid to commit. Don’t be afraid to get your hands dirty.
  Interestingly, Vance does not follow the interpreter rules of eye contact that we learned about in another blog.
  Vance’s parading around with his kid in tow reminds me of the movie There Will Be Blood, when Daniel Day Lewis character tries to hone his son to be the next him.
  In the door village, there’s another heartbreaking human element, since the whole village’s economy depends on Vance. But then again, Vance has no way to know if he’s being duped.

  My resolution for 2011 was to stop buying Chinese goods. After watching this video I have mixed feelings about that resolution. On one hand, buying Chinese goods can increase the standard of living for some. On the other hand, many greedy businessman take more than their share, thus it’s hard to support. Nonetheless, it’s interesting to see that each city specializes in one particular good. And its obvious why so much of what Americans buy come from there.

• 17. Kristine Spencer  |  January 28th, 2011 at 4:24 pm

  This was a very interesting documentary and I really enjoyed watching it. All of the entrepreneurs had to face huge risk for the potential huge rewards that can be achieved in China. A lack of general trust could be seen with every person. You never know who is going to screw you over, and there is little (to no) protection from laws or the government. While I watched Tony, the King of Cusions, I really got a feel for what construction problems are faced by entrepreneurs in China. I really didn’t think that the factory was going to be finished in time to fulfill the cushion orders, and he was very lucky with a lot of things. None of the workers seemed unmotivated and like they didn’t even care that the project was behind schedule. We even caught a glimpse of workers sleeping on the job and skipping out on lunch very early. The construction problems made me wonder if it was the remnants of Communism, migration from villages, or some other factor that cause the construction workers to be so behind schedule and unmotivated.

  Peter Williams took a huge gamble to spend all his retirement savings at the ripe age of 70 in hopes of striking it rich in China. But even if your product is terrific, there are so many risks in China that I am not sure if I would have made the same decision as Peter. In regards to intellectual property, I was glad to see that Peter realized that the only way to never have his product copied in China was to never sell a single product. Like many others, I was extremely worried that Cecil Pih would essentially stab Peter in the back, steal his product, and never be heard from again. Peter had so little control that it was very frightening; from the language, the contacts and relationships, to culture, Peter seemed to be clueless, and I consider him lucky to have even made a successful sale. I have to note that the way that business was depicted as being conducted there in China, as a woman, definitely offends me. “Wining, dining, and wenching” as a part of their everyday business affairs is never something that I would want to participate in or be involved in, but I recognize that it is part of their culture and that I have little control over that happening if I am ever to do business there. I am curious to know whether his gamble ever paid off.

  Vance was almost everything that I fear foreign entrepreneurs are doing in China: engaging in illegal activities and having little care (perhaps even disrespect) for his business partners and the country. The most sickening part of it all was watching how he was priming his young son to follow in the same footsteps, and even cursing and engaging in illegal activities in front of him. Obviously Vance is reaping the financial benefits from his cut throat business antics. He was, no doubt, entertaining to watch, and behind all of his bad behavior, he showed a true side to business and relationships in China. Maybe it really does take bulking up at the gym, cursing, and threatening to actually make your supplier produce or get your money back. The theatrics of all the business events and meetings was more than I imagined. The Chinese seem to play on emotion and theatrics to plead their case. In regards to the food in the video, I have never seen anything like that. As Sarah mention, this definitely makes me nervous about the food we will have to eat in China.

• 18. Ashley Ogden  |  January 30th, 2011 at 11:37 am

  This video did a great job of showing the “Wild East” that China is. At the end, Vance said that doing business in China has “high risk and high rewards” which I think sums up the video pretty well. They also said that “every day is a battle” and implied that you have to think and act like a warrior to be successful there.

  Vance was able to be successful because he went straight to the source and oversaw every step of production. He did not trust very many people and was always suspecting that someone was trying to screw him over.

  The two other entrepreneurs, Peter and Tony, were not involved of every step of the process, so they had to be very trustful of their business partners. Peter could have very likely been sold out by Cecil, but he also needed him to be successful. Tony had to trust his business partner completely as well. She oversaw the entire building of his new plant and did all the hiring as well. It is a double edge sword and they were all able to overcome the challenges to be profitable.

  Doing business in China definitely comes with its many, every day challenges, but for those people who are willing to lay it all on the line and have trust that it will all work out, they might be successful like the three, British men in the video.

• 19. Matt Streiter  |  February 5th, 2011 at 4:43 pm

  The video was an excellent view of doing business from the journeys of three different people trying to accomplish or solve completely different things in China. This was the most in depth view I have had of a foreigner doing business in China. In all three cases you can extract the importance of China in regard to the longevity of their business. You can see in the video that some common themes do occur frequently that increase the risk of doing business there: lack of trust, difficulty of getting product or paid, copyright infringement, language barrier, and more.

  Vance, perhaps the most annoying and aggressive one of them all. He came to China to solve a couple different issues: his granite supplier sending damaged goods, find cheaper cabinets, and expand his operation. His approach is unique to the other three by being very face to face and harsh. Vance visits the factories, talks to the owners, and isn’t concerned with being respectful or perceived in a positive light. His perception of the Chinese is that they are not trustworthy and very sneaky, trying to save money by cutting corners. One of the factories he was at had a pool, the owner had two houses, expensive car, and so on while explaining to Vance that he was in a bind for cash. This implies that the new found wealth by these factory owners is being spent with no discretion making them even more reliant on customers like Vance. This was also demonstrated in the village that received 90% of their business from Vance. This village is a demonstration of how inland China is being destroyed by the migration to the east.

  Tony, the comeback man! Already lost his cushion business in the UK due to not being able to compete price wise with imported products, he seeks to revive his business by opening a factory in China. He faces the obstacles of maintaining a unique product while operating in shows and hiring people who may sell his ideas or product blueprints to competitors. Along with broken promises of when his factory will be completed, Tony is on the verge of hitting financial catastrophe if things don’t start moving fast! In Tony’s case he really did need to be present. Progression was slow and the communication barrier would have slowed him down tremendously if he was not present. If I was in Tony’s position I would have a very hard time placing trust in someone who lives in a country known for taking existing products and making them at a cheaper price.

  Peter, spent all his money on making a device that makes air conditioners more efficient. In an attempt to make it rich one last time and to save himself for spending his retirement on the street, he brings his invention to China. With some crazy amount of air conditioning units installed in Chinese building he thought he had a slam dunk. What was interesting to see is that he didn’t have a slam dunk until he connected a man who was familiar with the area and doing business. This shows the importance of knowing people in China who can make connections, but again that takes a tremendous amount of trust and even Peter was worried about getting his invention stolen from him. As Peter said, “The only way from not getting it stolen is to not sell one.”

• 20. Tyler Sereno  |  February 9th, 2011 at 4:33 pm

  Each of the businessmen in this video showed the determination it takes to be successful in China. I could not believe the problems that they were faced with. It seemed like there was no way that either of them were gonna make it big. There was just problem after problem. At least Vance and Tony seemed to have someone they could communicate with and trust in China. It seemed like Peter was completely screwed and the language barrier was extremely detrimental to him. He had no idea where Cecil, the Chinese businessman, was or whether or not he could trust him. He put it all on the line with Cecil. This was a very risky move, but in the end, the reward was great. Doing business in China is risky, but it has the ability to produce high rewards. I can’t even imagine the difficulty they had trying to communicate with the Chinese people. If you can’t even talk to the businessman you work with in China, then it makes it even harder to trust them and do business with them. This adds to the risk of doing business in China. China is far away from England, so it makes it hard for them to keep a good watch on their business partners there. There is great risk in moving business to China, but with determination and passion, one can achieve the great rewards that lie in China, the factory of the world.

• 21. j hurley  |  February 14th, 2011 at 3:13 pm

  This was a very interesting and valuable video to watch. It gives a real insiders-view of operations within China.
  It was interesting to see how three completely different people dealt with the challenges of making it big in China.
  Vance’s story involved a constant battle with both Chinese companies and individuals and really gave meaning to why China was termed the “wild west.” Vance’s personality is very strong, demanding and rude and one wouldn’t think that this type of attitude would be successful in China. However, it looked like he was able to overcome all disappointments by being persistent and direct.
  On the other hand you have the Peter who has no idea what he is doing when it comes to selling a product to China. I really think that Peter was very lucky to enter into a relationship with an individual that ended in success due to the high risk rates and dishonesty associated with technology in China. Peter never seemed to ask questions or be doubtful and i think that in many cases this could have ended in disaster. However, Peter is not in the clear yet as he still has not been paid and we all saw how challenging that can be in China.

• 22. Kyle R.  |  February 14th, 2011 at 11:13 pm

  I have to say that I really enjoyed watching these videos and found them to be very informative. I really like how the editor gives you three completely different examples of how business can be conducted successfully in China. These videos definitely provide me with more motivation and encouragement in regards to the endless possibilities that exist there. This truly shows how you can lose everything in China if you don’t know what you’re doing. When watching the videos, I really thought that Peter Williams was definitely going to lose his technology and future to his new business partner. That took a lot of trust to completely turn over something that he had spent 10+ years developing. I’m not sure if I could have done the same thing… that was such a huge risk. However, trusting in his local business partner seemed to payoff in the long run.

  Probably the most memorable character in these videos was Vance with his aggressively shrewd behavior. I really liked how he confronted people who owed him money and tried to work things out. I didn’t agree with the way he was treating some of the people in China though. I got the impression that he only cared about making money and could care less about the people and resources in China. However, he did show some emotion when dealing with the village he employed to make his cabinet doors. I thought it was nice of him to show sympathy to the village and allow them to continue to work for him. Based on his previous encounters with the locals, I thought for sure he was going to pull out of the village with no regard for the members of the community.

  I watched some other videos on YouTube about Vance Miller and his business. One video was the direct result of a pending legal case where he was accused of being a rogue trader. During one of the interviews, the interviewer brought up his criminal past. He jokingly commented and read off his record ranging from possession and selling stolen property to assaulting a police officer. He also has been charged with kidnapping as well as smuggling diamonds into the United States. I could not believe someone who appeared to be so successful could have such a criminal past. The general consensus I found is that Vance is believed to be a conman who has made millions by scamming people who were interested in his kitchen products.

• 23. Chris Fung  |  February 16th, 2011 at 9:21 am

  After watching this video, I have to say that those men are extremely ambitious and brave to enter such a competitive and cut-throat market such as China. As quoted many times by my classmates, I think Vince sums it up when he says that China is “high risk, high rewards.” In order to do business as an entrepreneur, you have to take calculated risks in order for your business to be successful; otherwise you will miss opportunities. However I feel that these British citizens had to deal with more than just the stress of starting a business - they had to deal with the language and cultural divide as well.

  The analogy between business and warfare is pretty evident. All of the three at one point had to “fight” (or deal) with issues that arise and at some point made a strategy on how they were going to go about their business. All of the men made alliances with Chinese business partners and had to deal with the diplomacy to keep the relations alive (although I feel that some were more tactful than others). An example that caught my eye was the scene where Vince was going to see one of his business partners in the bus and it showed him reading Sun Tzu’s The Art of War. From chapter three of The Art of War, “It is said that if you know your enemies and know yourself, you will not be imperiled in a hundred battles; if you do not know your enemies but do know yourself, you will win one and lose one; if you do not know your enemies nor yourself, you will be imperiled in every single battle.” I believe this quote does have some bearing to the situation that the men faced since they are all driven and for the most part knew what they were doing and where they wanted to go. Perhaps Peter was the weakest in that he had no experience what so ever in starting a business, however his military background did give him the ability to press on when the going got tough. Lesson - know what you are doing in your business so you can prevent being taken advantage of.

  One thing that all of the three businessmen did have to do was rely heavily on their Chinese business partners. In warfare, there is the “fog of war” where you cannot always see the movements or know the strategy, with certainty, of your enemy. For these men, they had to rely on their business partners and trust them that they will pull through on their promises. I believe that trust is essential for any business transaction to take place. However, it is that “fog of war” which made the men nervous about their money and constantly calling to check in with their partners. In the end, it all worked out well for the business men and they might have been luckier than most. Lesson - There has got to be some degree of trust between business partners; however, don’t be ignorant and assume everything will always be rosy.

• 24. Chris Bruns  |  February 25th, 2011 at 10:05 am

  I really enjoyed these videos, and I have to say, that even though they were long, this was my favorite of the blogs so far. What I thought was interesting was that even though there were different motives for each individual, their overall outlook of China was the same. Tony was using China as a last ditch attempt to save his cushion business, Peter was looking at a huge challenge to sell to the Chinese, and Vance is looking to China as the reason he makes his fortunes. They all viewed China as this land of opportunity for those that are willing to take the risk and prepared to make huge gambles.

  What stuck out to me was how many similarities there were to the gold rush mentality and the Wild West. With lines like ‘China or bust’ and that ‘China is like the Wild West, only we shoot better’ it was an intimidating scene to take on. It was mentioned in the videos that China has transformed to factory of the world and that cities will often specialize in just one product. Under this mentality and competition only the shrewdest and most cutthroat survive. Thus, if you are looking to do business, you aren’t dealing with the sweetest and nicest people. In the same token though, they need international players to buy and do business in China, so they can’t just outright steal and burn bridges. One of the main things I noticed was that I think there are the added costs of doing business in China. Whether it is as a financial risk, suppliers trying to push bad product, or occasional lost funds, someone doing business in China should expect losses to happen in some form and factor that into expected costs.

• 25. Jessie Wilkie  |  February 25th, 2011 at 4:14 pm

  Brits get rich in China covers three different British businessmen trying to get rich in China. The documentary is made more interesting by the fact that the three men have very distinct personalities. Tony Calderas makes cushions. Peter Williams was a former colonel in the Territorial Army. Vance Miller sells cheap Chinese kitchens in Britain. The documentary is also made more interesting by how crass and candid the people are—swearing, anger, fear, and genuine celebration make it more authentic.

  Calderas sort of seems like the lonely, nerdy type to me. The story of his cushion factory being closed down in England because it couldn’t compete was heart-wrenching, but it is the fate of so many factories in the world. His dealing with his business partner was dicey. I definitely thought that lady was going to screw him over when you see the factory not done and this is further enforced when she makes her sister’s farther-in-law the manager of the project. This, however, illustrates well the family connections and differing concept of time in China.

  Peter Williams was a really cool old man. He seemed to have his wits about him, but I felt really bad for him trying to go it alone in China. The parts that covered his time in Hong Kong were painful because he kept getting shut down. His situation was also scary because of his product and the copyright/patent laws in China. He then found a business partner who could make or break his business. This was so anxiety-inducing waiting to see what would happen. But when I saw the scene with the business partner strategizing, I thought the guy looked more legitimate than Calderas’ partner.

  Vance Miller was my favorite from the get-go (a.k.a. his workout scene introduction). He definitely seemed like the most bad ass and rule breaker or should I say rule maker. He was the shrewdest businessman of the group and since he had been doing business in China for a while he had extensive operations there. I was more afraid that he was going to mess someone up than get messed up himself. I really enjoyed the scene with him and the little village that made doors-he’s all heart.

  The main takeaway from the video for me was the fact that all three men had to rely heavily on trusting their Chinese partners. Often times the interests of the partners didn’t align with their’s or their were cultural miscommunications at play. In the end though, however, it seemed that everything worked out for the best for everyone. Even though it was a wild ride! I don’t think that I’d be able to do business in China, I’d probably have a heart attack…

• 26. Ben Raymond  |  February 25th, 2011 at 6:45 pm

  I thoroughly enjoyed the documentary and learned a lot about how business in “The Wild East” transpires. There certainly seem to be less rules or at least very different rules in the China business world compared to business in the U.S. All of the entrepreneurs went through periods of doubt and confusion and had to put their faith in individuals that they didn’t know and could hardly communicate with. I thought for sure that the old man was going to watch as his product spread through China without him on board. And while Vance’s tactics were outrageous and unethical he seemed to be the most in control out of the three. I guess that’s why its called “The Wild East.” Tony’s cushion factory is a testament to just how much can be accomplished in China in a short period of time. It went from a bum camp to a producing factory in a very short period of time, although it for awhile it didn’t seem that certain it was going to happen. Vance did put it well when he stated that business in China was “high risk high reward.” A couple of lessons I took from this video were:

  Wining, Dining, and Wenching is a part of business etiquette according to Cecil Pih and it was successful for him. I have heard this before and it speaks to the fact that business in China is very much about the relationship, possibly even more so than the deal.

  Business in China takes a lot of faith. All of the entrepreneurs had to put a certain amount of trust in their business partners. While everything worked out for the best for them, I would like to know how many entrepreneurs get burned. I’m also curious as to how the cameras played a role in the outcomes of these entrepreneurs.

  Connections are huge in China. This is true for business everywhere but seems even more so in China. Especially with the communication barrier it is important to know the right people.

  If you show your product, count on it being copied. The outdoor market seemed like a steady stream of “customers” taking pictures of products. The lack of copyright laws means you can expect that if you have a good idea, someone else will probably have the same idea shortly after.

• 27. Jason Jay Sharma  |  February 26th, 2011 at 4:15 pm

  Brits Get Rich in China may be an eye-opening documentary for many, it is 100% what I would have expected running a business in China to be like. The combination of Tony, Peter, and Vance’s experiences and actions are probably the best indicator of how someone will need to run a business if they’re looking to move into China.

  Tony: The is an example of a man who’s company has been drastically affected by China and its ability to undercut his production. But instead of giving up, Tony is able to adapt and attempts to regain his title of Cushion King. Specifically from Tony, I took away that one must be very protective of their goods at tradeshows because of the “Cushion Paparazzi.”

  Peter: For a man much older than the average person just entering the business world, Peter was the man I thought would most likely fail when entering China to do business. From Peter’s story, a key takeaway for me was Cecil Pih’s advice to never do business in China without Connections, Clout, and Cash (and Cultural Understanding in China). These 4 C’s seem to hold true through all the readings I’ve done on business in China so far.

  Vance: Brash and over-the-top, I never had a doubt in my mind that Vance would be able to successfully run a business through China. From Vance, I’ve learned you must be somewhat conferential when working in a country that is on the opposite side of the globe because if you aren’t, chances are you’ll get the short end of the stick. Vance encountered this and decided immediately to start cutting out the middle men, which I just thought was mind-blowing–I mean, he bought the quarry! (NOTE: Reading the Wikipedia entry on Vance, I’m not too surprised that he wanted to cut out the middle men so that he could run the actual business in China. He’s not allowed to be a Managing Director in UK again until 2014! I’m not too sure of what exactly he is trying to pull off, but his ethic and tactics seem like they work well in China’s current state. Hopefully, as China cleans up, individuals such as him won’t be able to operate in a similar “gangster” manner as he does. If you would like to check out his Wikipedia: http://en.wikipedia.org/wiki/Vance_Miller)

  Across the stories for all three men, there are multiple lessons I’ve learned when penetrating China for business. First, you must have trust (or at least work with trustworthy people). Peter had to deal with this issue the most head-on when Cecil Pih was unreachable. Second, patience is the biggest virtue when new in China. Being in a new country and adjusting to the new way business is run can be very grating. Tony’s patience ran quite thin when his factory was delayed. Third and most important is forgiveness when you are working in a very “new” business nation. Vance knew to keep the connections that would be the most imperative in his low costs; he would be required to forgive occasional annoyances such as extra payments or delayed work. This was quite heart-warming when he visited the remote village in which his contract basically operated the village by providing jobs–this was somewhat along with the affection for his son Kent were stark opposites to his business personality.

  Overall, getting rich in China isn’t as easy as many people may think. Brits Get Rich in China proves that you must be prepared to adapt and work, and then you might have some chance.

• 28. JP Salazar  |  February 26th, 2011 at 11:50 pm

  The underlying message I took away from this series of videos is that business is done differently in China than in other places. I found it very interesting that “The Art Of War” has become the go to manual for doing business in China. In China, business really is a battle.

  There are a couple of other points that I took from these videos:

  1) China or bust. Being able to do business both in China and in a world market flooded with cheap Chinese merchendise is crucial for survival. If you are not prepared you will not prosper. Learn to deal with Chinese growth or get out of the game.

  2) Having a great idea is key. China is a land full of opportunity. There is a huge amount of cheap labor and materials. Identifying a need or an opportunity is the key to making a profit in China.

  3) Persistence is key to survival in China. Foregners are looked at with contempt and are constantly being taken advantage of. You need to be able to roll with the punches as well as not let yourself be walked on if you want to prosper.

  4) Connections are essential to business in China. It is not what you do or what you know, but who you know. Without the right contacts it is impossible to break into the provincial markets of China. Foreigners are at a major disadvantage becasue of their lack of contacts.

• 29. J Vail  |  March 14th, 2011 at 12:53 pm

  These videos were great; I couldn’t believe an hour had passed when I was done watching because I was so engaged. This was a good visual counterpart to certain aspects of Postcards from Tomorrow Square, because you cannot leave actual Chinese business negotiations to the imagination of someone who hasn’t experienced China itself. To be honest, I didn’t think any of them were going to succeed as well as they did; especially Tony and Peter who seemed inexperienced and soft in comparison to Vance. Regardless, each showed valuable lessons about business in China.

  Vance – what seems disrespectful at times is the purest form of hardball negotiations. Many comments on the videos confirmed that people who are timid and weak in specifying orders and conditions will be jerked around when they aren’t physically there to oversee things. At the end of the day, even though he seemed callous I thought it was admirable that he let the misappropriation of his money slide because it improved the lives of so many people.

  Tony – Although he seemed to make everything work out in the end, I am sure whether Tony is actually business savvy, or lucky. I give him credit for noticing the cushion paparazzi, and having the stones to tell them to beat it. On the other hand, his choice for a business partner seems odd, especially because she shoveled the job to a relative. I like Robbin’s comment as well – the cushions didn’t look that intricate or well-made to begin with, and I thought while watching the video he should have just contracted instead of the hassle with the factory he had to deal with.

  Peter – Man, I can’t believe this guy didn’t get swindled. His product was remarkable, and an obvious ‘fit’ for China, but I think a military veteran would be the only type of person who would choose to go into the country alone, with no experience, and try to sell his product the way he does. It also seemed like a lot of the time he wasn’t really following what the people were telling him – the terms of the negotiation would be precisely when you need a native speaker who has solid allegiance towards you. I wish there was a follow-up video to this guy’s story – I’m sure Vance and Tony ended up being successful but I think Peter’s results could go either way.

• 30. Omar Pradhan  |  May 9th, 2011 at 3:59 pm

  These videos mirror the accounts of Paul Midler, who spent a great of time in China after earning a Wharton MBA. He subsequently wrote “Poorly Made in China: An Insider’s Account of the Tactics Behind China’s Production Game.” I read this over the summer prior to starting the MBA and it was really shocking to realize how badly things can get out of hand when expectations are not properly managed. Back to Tony, Peter, & Vance…the lucky fellas who started off with a loosing hand but somehow resurrected themselves to make out big in China (Midler’s book made me very suspect of the happy ending). Anyhow, there were many issues raised in this film. First, I was a bit put off by the callous way in which Vance treated those with whom he did business and relied upon. At first, based on the way in which he treated others, he seemed like a text-book psychopath (e.g. an inability to maintain enduring relationships, coning others for profit, grandiose sense of self-worth, glibness / superficial charm, lack of empathy for others, inability to take responsibility for actions, impulsive and irresponsible, etc.). One shocking example was that he seemed not to care for those who daily endured ascents / descents into his granite mine on rickety stairs, sans safety harnesses or other risk mitigation measures. Later, however, we were introduced to his son and with all the hugging and affection, my perception of him in this light was blunted, but only slightly. At all times, he seemed very comfortable not only operating in the grey areas but exploiting the grey areas to his advantage. This was evidenced by his caviler attitude toward marking his personal bus as an “Olympic Inspection” vehicle, copying the R&D of his competitors to whatever extent allowable, acquiring entire villages and forests for his products, etc. Not that any of these things are necessarily bad on the surface but I would not be surprised if, when the cameras weren’t rolling, he did whatever he could to externalize the costs of production on whatever his uneducated, unknowing workers, villages, etc. could bear. In other words, he struck me as the kind of guy who wouldn’t think twice about polluting a river or injuring a few quarry workers so he could save a buck and not have to buy waste water treatment devices or safety harnesses because they weren’t mandated. Next there was Tony, who gambled big on relocating his business operations in China and by sheer luck, even though he relied heavily on translators and a local business partner with whom he did not seem to know well, succeeded BIG. As it turns out Tony and Peter each gambled big and did well for themselves. So, going back to what I started with, this whole video presentation actually has me a little suspicious. Given the degree to which the central government will go to spy on their people and manufacture a certain perception of reality, I would not be surprised if all three individuals were somehow recognized as being in country with film crews (poised to showcase investment opportunities in China) and then, subsequently, “set up” to succeed. Thinking this out further, it would certainly not be too difficult to recognize the UK film crew in country, cameras rolling. And certainly, there was that mysterious loss of the construction manager for Tony and that lack of contact Peter experienced with his “trusted” partner. Supposing it did happen with the unfavorable outcomes, word would get out quickly among potential UK investors that the Chinese business environment was wanting of basic Rule of Law safeguards…investors would soon be right in demand a higher risk premium and growth in China would suffer. Thus, interference toward a positive outcome would certainly be incentivized. Notwithstanding this possible limitation of the film presentation, it remains, to me at least, that doing business in China is a very risky endeavor…and one not to be entered into without careful preparation (e.g. time spent relationship building, establishing clear apportionment of risk / reward, etc. Failure in these and other respects will likely result in one quickly taken to the cleaners as a “ripe plumb”…

• 31. Omar Pradhan  |  November 3rd, 2011 at 7:14 am

  Case in point on mining

• 32. Grant  |  December 16th, 2011 at 10:20 am

  What a great video series! It seems like they picked some pretty exciting stories to follow, but they all worked out well, in the end. I would have like to see how it worked out for someone who crashed and burned. It must happen often enough.
  I was amazed that the “Cushion King” actually pulled it off, considering the partner and her sister’s father-in-law connection to finish the construction of the factory. Amazing! It just shows that even when things don’t look good, put your head down and press in, you never know if you can succeed unless you give it your all.
  To me, Peter embodied the stereotypical Britain who endorsed the colonization of the world during England’s height of success. He was proud, even to a point of denial, but he pulled it off. It seems that there was a certain amount of luck in his case; he could have easily been taken. Who knows how the story ends, because he and his partner could still have been taken by the next guy in line. I think the thing that stood out to me most with Peter’s story was the 4 things his partner said were necessary to do business in China: Connections, Clout, Cash, and Cultural Understanding. Pretty good stuff.
  Vance was the best! The Art of War. I think he was a “pompous ass” as they say in the UK, but he got the job done. I’m not sure he grasped the cultural understanding that Peter’s partner talked about, but he was still getting the job done, in his own way. The Olympic Inspection Committee bus was incredible, and quite brilliant. It would take some cajones to actually do that, but he did it. Good on ya, Vance! (Oh wait, that’s New Zealand, not England)
  Can’t wait to see it live in June…….

• 33. Vladimir  |  December 20th, 2011 at 9:40 pm

  Those were some entertaining and informative videos. They drive home the point that doing business in China isn’t as simple as, “I’ll go to China, take advantage of the cheap labor, and make a ton of money.” I’ve known about companies outsourcing their manufacturing to China, but haven’t thought about what an individual entrepreneur has to go through to become successful in China. As I watched the videos, two thoughts on my mind were “Be prepared” and “Be careful whom you trust.”

  Tony –
  He did it the hard way, but was it the best way? Why didn’t he strike a deal with a manufacturer in China to produce his cushions? He could have started outsourcing the moment he realized that his British manufacturing operation couldn’t compete with the Chinese. Maybe he should have bought an existing building to get cushion production up and running and then expand into a new one. The cushion copycats are a potential risk for him and I’d like to know how much they’ll hurt his company several years down the line.

  Peter –
  The market potential for his product could be huge, if the opportunity is handled properly. He faces the risk that China’s lax copyright laws will allow his air conditioning efficiency device to be ripped off. I don’t know if it would have been possible for him to sign a contract in Great Britain, under laws that offer more protection and that he’s more familiar with, to have a Chinese sales contractor handle selling his product in China. But I think it would have cut his risk. He’s never done business in China, and put his product in the hands of a man who he should not have trusted so easily.

  Vance –
  Many of Vance’s interactions were confrontations with those who were trying to mess with him, so we were treated to the pleasure of seeing him call them out on it. I enjoyed watching Vance catching the granite supplier, Mr. Wang, trying to pull one over on him. Just open the container and don’t make excuses. Then we have Mr. Lee, “I promise to change my ways.” Ha, Ha, Ha, yeah right. Serving the “very special, special, special dish” he knew Vance wouldn’t like, and saying that it would be offensive if he doesn’t eat it was a below-the-belt move. What Vance lacks in book knowledge (He says he hasn’t read a book since 1992) he makes up in street smarts, drive, and guts. Good entrepreneurial traits.

  Videos can give an inaccurate picture and can control, to a great extent, the impression the viewers get. We don’t know the whole story. How many people did they film? How many failed? Was it an exaggeration to say that Tony would be in financial ruin if the building was not finished on time? Was Cecil Pih an ethical business man who was portrayed as a shades-wearing, cigarette-smoking mafia type? Did he end up paying Peter or was that sad ending edited out of the video? Was the “special dish” a joke?

• 34. Kevin K.  |  December 21st, 2011 at 12:42 pm

  After watching this documentary I found that Vance’s insight into the world of Chinese business offered the film’s most valuable aspect. “High risk, high rewards… As long as you know what you’re doing.”

  While I can see why Vance may rub people the wrong way with how he does business, like he said, he went through the tough times and knows how to interact with the Chinese business community as to not get scammed. He obviously knows what he’s doing when doing international business in China — as seen through his arguing and clever use of the Olympic bus disguise. But other than Vance, I felt as though the two other featured businessmen were not as capable, in fact, although everyone in the documentary succeeded in their initial goals — to make some heavy profits — both Peter and Tony seemed to have lucked their way into a happy ending.

  Having to rely on Chinese business partners to do the bulk of the heavy lifting on business deals is not an ideal situation. Both Peter and Tony managed to succeed in this fashion, but it could have just as easily gone sour. Perhaps having a documentary crew around may have helped, but only Vance was equipped with the mindset to fix what can easily be broken.

• 35. Daniel Fleek  |  January 13th, 2012 at 11:10 am

  That was a great documentary. Seems like doing business in China is almost like going to the super cheap yet sketchy swap meet stand where they try to sell you things that you don’t know are of quality or not. Its also kind of like a used car in a sense. For example, when Vance went to inspect his crate, he understood that they would try to lure him to open the crates that were the easiest to access. When he asked to look at the ones that were hard to get to, the factory tried to avert his attention to another crate kind of like a used car salesman might try to refrain from you looking at the vehicle history. I feel like the method of cutting through the BS that Vance used was the best way to get the best prices and products from China. The other two put a lot of trust into Chinese people that they did not even know which I feel could have easily backfired. Vance on the other hand seemed to understand the business dynamics in China better. I liked his method of going to the source of his investments and being direct about what he thinks about his products or his factories. In this way, I feel like he able to secure his own destiny rather than trusting a Chinese businessman to do this for him. I also think he was able to achieve his success because he had his trustworthy interpreter by him at all meetings with his Chinese business partners.

  I also noticed the different varieties in the Chinese businessman. When in the city, it seemed as though they were always trying to rip off the Brits by acting like they were trying their best to do things right when really they were trying to trick them into thinking this. In this way, doing business with these people means being direct about all the complaints and to avoid being tricked by foreseeing things that seem too good to be true. Unlike the city businessmen, once Vance went out to the country side, I found that their practice was much more genuine. It was even said by the factory owner that Vance’s business is vital to their little village and that if they don’t make wooden doors good enough, they will lose business with Vance. In general though, I’m glad that all three of these Brits were able to find reliable Chinese business partners. I know that China is full of scammers trying to make money off others innovations. However, with the right connections and hard work, making a fortune is very possible as these Brits realized.

• 36. Jeffrey Brown  |  January 25th, 2012 at 2:49 pm

  Wow, that was a great video! I wish there were more segments like these as it really got me excited about China. It is amazing that all three stories turned out to be a success, when you could see similar situations in America (or Britain, even) not turn out as well. It makes me wonder what startup success rate is in China compared to that in the United States and other countries.

  I found the relationship between the business men and their Chinese stakeholders played out. Many times the business men would appear as if they did not trust the Chinese they were working with or had to fight for certain things to be done for their business to succeed. Though that is the way business can be in general, having to deal with people that not only speak a different language but are of a completely different culture makes it even more complicated.

  I would like to see some sort of follow-up on these stories, are they still up and running and have they run into any major problems since?

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