A Marriage Metaphor that Saves Business
Yang Dongbiao 杨东标
Mr. William was a shrewd businessman who came to China very often and called himself a “China hand.” He had been doing business with Ruyi Company for several years, and they had a friendly relationship. This time when he came to talk about business in 2013, he got straight to the point. “We have been friends for many years, so let’s be frank with each other,” he said. “According to my information of this industry in China, your company’s Xilin truck is not as good quality as that of another company that I know of, yet it sells at a higher price. This is something we need to consider seriously. If your company could lower the price a little bit, we can be optimistic about our business relationship next year.”
Chu Jiwang got his point immediately and knew exactly William’s intent of lowering the price. He didn’t agree, though, about the quality issue William had mentioned. Xilin was very strict with its product quality and had been enjoying a good reputation with foreign businessmen.
In October 2002, Ruyi Company obtained three high- level international standard certifications, including ISO9001 ( quality), ISO14001 ( environment) and GB/ T28001 (occupational health and safety). In 2006 and