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Wally’s Widgets had a breakthrough product, a solid Chinese manufacturer, and a $2.8 million retail order. He also had a $200,000 late-delivery penalty clause and no experience importing from China.
When the factory offered to handle shipping and customs under DDP terms – delivered duty pai...
An industrial pump company signs a supply agreement with an overseas supplier, receives eight million dollars’ worth of defective goods, and does what seems logical: it sues in the supplier’s home court. Five years later, it has spent more on legal fees than the amou...
Most American companies hear the line “That’s not how we do it in China” and immediately start retreating.
They soften their tone, over-explain, and offer compromises before they have identified what matters. They treat the phrase like a cultural law that cannot be questioned, instead of what it usually is: a common nego...
Sending a quick demand letter to a China supplier can destroy your leverage. Twice last week, I had to explain that to companies that were not clients. Both wanted me to immediately send a demand letter to their China suppliers to force shipment of long-delayed product.
I refused because neither company had the legal...