Renaud and Adrian tackle the issue of whether partnering with your Chinese factory is a misguided intention. The Western win-win mindset doesn't mean as much in China, and buyers may find that neglecting basic protections such as a manufacturing contract in the name of not upsetting their supplier and having a 'strong partnership' is a big mistake. Here's why...

00:00 - Introduction.

01:22 - Why some buyers are attracted to 'partnering up' and what it really means.

05:18 - What is the basis for a good partnership that really makes sense for buyers who develop their own products?

08:24 - How about the relationship for buyers purchasing existing products from an ODM?

13:33 - Why there is an unspoken assumption by Chinese ODM suppliers that if they do you a favor, you will owe them one back.

15:57 - Leaving things open because you want a good partnership with a supplier and don't want to upset them by enforcing a contract is a recipe for trouble.

22:31 - Activities you can take as a buyer that will help to build a good relationship with your supplier.

31:02 - Be aware of your track record with suppliers, because word spreads.

35:00 - Wrapping up.

• Negotiating terms, leverage over suppliers, and describing your needs

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