Bill Quarless

Counterfeit goods are the single greatest worry of companies that manufacture in China - and with good reason. They not only eat away at market share, but can also hurt a company's image when consumers fail to make the distinction between a real product and a poorly made fake.

The earthquake in Sichuan, China is one of the year's most tragic events, and the deadliest earthquake in recent times. The loss of life and the human suffering has been heartbreaking, making business concerns seem petty in contrast. Still, several clients have raised concerns about the earthquake...more >>

After years of developing and manufacturing DRTV products in China, I've seen all the tricks factories play. While most factories are managed by good people, all are looking to make more profit.

One year ago, I wrote my first column for Response, entitled, Five Keys to Negotiating With the Chinese, which revealed how the Chinese think during business negotiations. In this anniversary column, I'm adding five more keys to my original list.

Manufacturing DRTV products in China is exciting, challenging and always full of learning - even for those with years of experience. Some of these lessons come easy, but many come at great expense in time and money.

Knockoffs are one of the biggest concerns in the DRTV industry. We've all heard horror stories about backdoor shipments and information leaks. But while confidentiality is certainly a challenge in China, the risks can be minimized using a few proven tactics.

Chinese business practices are changing to match American ones, but the influence of 5,000 years of Chinese culture and history should never be underestimated. The key to successfully negotiating with the Chinese is to understand their common values and how these values influence business decisions.