Here are all the trade shows we’ll be attending this year:

September 8-10, 2010, Mumbai: Booth 1M14

• Electronics & Components
• Security Products
• Home Products
• Gifts & Premiums
• Hardware & Building materials
• Auto parts & Accessories
• Bathroom products

October 12-15, 2010 , Hong Kong:  Booth 1G11

• Electronics & Components
• Security Products

October 20-23, 2010, Hong Kong: 1Q01

• Home Products
• Gifts and Premiums
• Baby & Children’s Products

October 27-30, 2010, Hong Kong: 5A37

• Fashion Accessories
• Garments and Textiles

December 1-3, 2010, Johannesburg:  booth not yet assigned

• Gifts & Premiums
• Home Products
• Baby & Children’s Products
• Electronics & Components
• Hardware & Building materials
• Garments & Textile
• Fashion Accessories

Stop by booth # 3A55 and meet our team and make the time to participate in Mike Bellamy‘s conference on sourcing in China!

I have hundreds of photos and much to write about, but I also have about 600 trade show leads to follow-up, and money comes before blogging.

I will be back in the USA next week and will begin posting the travel log Tuesday or Wednesday.

Thanks for your patience.

View from the apartment window.

view facing Hong Kong New Territories

Note the mosiacs in the pool. It is amazing what you can accomplish with a massive supply of inexpensive labor.

And though it feels cold here because of the damp, it is about 62 F.  Salem, VA was in single digits in comparison.  The company apartment is decorated with Chinese art (Mike has good taste).  We even have a life sized terracotta warrior.

Rather imposing

These are iron door pulls that would have been mounted on a pair of double doors (love the screws)

A window - the screen is hinged internally to swing inward when mounted

Our apartment complex, taken Day 5 before the rain started. The pool with the mosaics is up the hill to the left.

Entrance to the apartment complex in the rain

The walk to the office takes maybe 5-6 minutes.  The rain was coming pretty hard and the wind overwhelmed the umbrella.  One thing you notice about side streets like ours is how poorly they are sloped to drain the water.  Makes for enormous puddles.

Stopped at my snack shop for dumplings and a tea egg.  I make tea eggs at home, and they are just that – eggs boiled in tea, dark soy sauce and spiced with star anise.  The flavor is very subtle – it is 90% a regular hard boiled egg, but the last 10% makes all the difference.

Breakfast (10 dumplings and 1 tea egg = 4 RMB = $0.60)

Worked the morning in the office, and then had lunch at the restaurant around the corner.  It has a few dishes that are wonderful, but is certainly not fine dining.  The highlights:

This is the best use for broccoli - it goes fast - garlic and what I think is chicken broth. A savory delight. In the background are fried pork ribs. Awesome.

This is the best use for squid - crispy golden brown and delicious!

Back to work until late in afternoon, then I head to Futian district to take an old friend from Taiwan to dinner at an Italian restaurant.  We were the only ones there, so service was exceptional, as was the food, as was the wine, AS WAS THE PRICE.  Dinner for two cost 7 times as much as dinner on the street the night before!  Luckily she is bringing some of her USA friends to PassageMaker, it was a legit business dinner, but man it is easy to get spoiled by the cheap food over here.  I figured we all know what Italian food looks like, so I’ll spare you photos of gnocchi and tiramisu.

Day 7 – A clear day, rain has stopped.  It’s knocked the smog out of the air, so a bright blue morning.

Clear blue skies

The streets around our office are narrow and crowded

Off early to our Assembly Center in Buji.  I’m working on continuous improvement initiatives there as part of our new ISO 9000:2008 certification, something we achieved just last month.  My background is in manufacturing, and since we are gearing up for what we think will be a very strong 2010, Mike asked me to come over and assist with introducing the alphabet soup of kaizen related initiatives – 5S, JIT, OJT, etc.  Meet and greet the staff, which is dominated by women at the manager level.  Only one man on the senior staff.  You are seeing more of this in China, but my impression is PassageMaker is ahead of the curve here.  On to lunch, which is fabulous as usual.

An even better use for squid - a superior version of the dish I had yesterday

The best use for duck, although I hate the way they cut through the bones. Makes eating very difficult and slightly dangerous. And yes, that's the head.

I love these little fish

Man they do vegetables well

You have to get used to your food staring at you

On the way out, we passed the fish tanks that hold the seafood fresh and alive until it’s time to cook it.  Everything in China is prepared fresh.

If I'd known they had had geoduck I would have ordered it. Never had it before.

Duck fish

Later that afternoon we headed back to the office to pick up Julien Roger of China Quality Focus, our sister company.  Mike, Julien and I flew to Shanghai for the Global Sources trade show, a trip that wasn’t scheduled for me when I came over, but I’m glad I went.  The show went well and I’ve never really been to downtown Shanghai before, just the industrial area around the old Hongqiao airport.  We flew into the new Pudong airport and I am convinced the planning went something like this – “To demonstrate the greatness of the People’s Republic of China, we will build the longest airport in the world!”.  We landed late at the last gate and walked for 10 minutes in a straight line down the terminal until we got to the baggage claim area.  This is a seriously long building.  And thoughtfully they included no people movers like the trams at the Detroit airport.  Considering the late hour and the lack of other arrivals, you’d think they could’ve found a found a gate closer to the exit.

Heading to the hotel, Ibis, a chain of affordable hotels owned by Novotel, a French company, what struck me about Pudong at night were the vast highways.  Six to eight lane interstate grade roads as compared to the cramped streets typical of most Chinese cities.  Pudong was farmland just a few years ago, and it definitely has a planned feel.

Although they fed us on the plane (a 2 hour flight with meal service – haven’t seen that in the States in decades), Mike and I were still hungry, so we found an American bar, Malone’s across the street and had a very good hamburger while listening to a GREAT Filipino cover band.  Every bar and hotel in China has a Filipino band, all playing English cover tunes, even when the clientele is Chinese.  And nearly all of them suck.  This was an astounding exception.  They were tight and the covers were quite good, including good hard rock and heavy metal.  The singer had some serious pipes.

Back at the hotel, I noticed the bathroom is a pre-fabricated assembly.  Smart idea for a chain.  It was one of the nicer bathrooms I’ve had in China.

Notice how all the parts are manufactured. I'm willing to bet Ibis just plops this into each room as a completed assembly. The big button on the way flushes the toliet, which is a European wall mounted unit.

Day 8 – After the best night’s sleep so far, up early to get to the show and set up the booth.  On the way to the convention center, I saw this:

Just bizarre

They switched us at the last minute to give us a corner booth, which meant we had to cut up the posters to make them fit.  I think the booth looked pretty good, considering.

Mike Bellamy (L) and Julien Roger (R)

I’ve been to a fair number of trade shows over the years.  Heavy truck shows are dull unless you really like trucks and truckers, car shows are fun, and motorcycle rallies are a blast.  But in every case before, I was selling a product.  If the guy’s got a Road King we have something for him, but not if he has a Dyna.  We’re on this model of Peterbilt, but not that one.  But now that I’ve done it, nothing beats selling a service.  EVERYONE doing business in China needs Quality Inspections, Product Testing, Sourcing Feasibility Studies, Vendor Coordination, Intellectual Property Protection, Logistics and Assembly Inspection & Packaging.  The industry doesn’t matter, they all needed at least one of our services.  This was a gift and clothing fair, but it is the same at every show.  It’s like we are selling beer at a NASCAR race.  We got business cards from USA, France, Australia, Saudi Arabia, Venezuela, Israel, Nigeria, Iran, South Africa, New Zealand, etc.

Mike is a featured speaker at every Global Sources trade show (including Dubai, Hong Kong, Mumbai and South Africa this year), and he gave a two-part presentation spread over the first two days of the show.  He did a great job and it was extremely well received by the standing room only audience.  Rather than a canned sales pitch, he tells it like it is, barely mentioning PassageMaker or China Quality Focus.  The soft sell works and many attendees stopped by the booth afterward to tell us so.  They figure anyone with enough confidence to NOT shove his company down their throats must have it going on.  And they are quite right.  We do.

Mike is a featured speaker

Mike giving his presentation

Julien Roger is also a tremendous salesman and very knowledgeable.  I learned a great deal from watching his methods.  Selling China Quality Focus’s services is easier, as Quality Inspections are very straightforward compared to PassageMaker’s services, but the combined message of the two companies meshes very well.  We often have the same customers.

The convention center is still under construction and gigantic.  As with the airport, the point seems to be making you walk as far as possible to get anywhere.  Despite the impressive size, they apparently forgot about effective HVAC.  It is unseasonably cold and I packed for south China.  Day 1 of the show had no heat at all, which made it a real grind.  Day 2 was a little warmer, but still uncomfortable.  By Day 3 they’d gotten it going to the point it was now actually hot inside.  HVAC needs some work for sure.

They also have very little in the way of food.  The restaurants inside looked just plain bad, serving cold rolls and sandwiches wrapped in plastic like a vending machine.  However, there was a McDonald’s right across from our hall, W2.  It turned out to be the world’s smallest McD’s, about the size of a broom closet, with one little girl selling horrible looking “chicken sandwiches” out of coolers.  I put that in quotes, because they were actually pork.  Menu says chicken, she will say in English it is chicken, the box says chicken, but she insisted in Chinese that they were pork.  We passed and were directed to the other McD’s at W5.

W5 is an international airport runway away from where we were.  In 30 F weather, I was not interested in the walk, but there was nothing else, so walk we did.  Entering W5 was a shock as it was still under construction, freezing cold and reeked of paint fumes.  The McD’s was even colder than the rest of the building.  It was a huge McD’s, brand new and manned by an army of eager young staffers in winter parkas.   McDonald’s can’t heat their own place.  It was also completely deserted.  We were it for customers stoopid enough to walk that far in the cold for genuine simulated food.  Our “food” in hand we sat down to eat our rapidly cooling cheeseburgers (with cucumbers instead of pickles) in 25 F comfort, huffing paint.  Then the staff helpfully turned on the Backstreet Boys at headache inducing volumes to entertain us, because what lao wai doesn’t love the Backstreet Boys?  We’d shout over the music to tell them to turn it down please.  And they would, just a little.  As it was the only food around, we ate there all three days of the convention.  Our experience was exactly the same each time, including the yelling over the music to turn it down.  Note to China:  the progress over the last 30 years has been astounding, but build convention centers with decent places to eat and heaters.

Holy crap this place is big!

Holy crap this place is big!!

Holy crap this place is big!!!

This is the smallest McD's in the world, right across from our exhibit hall.

So why put the real McDonalds as far away as possible?

W5 under construction

Way to plan fellas

The interior of the McD’s was just as bizarre.

Huh?

What is it with women and fruit and vegetables?

This is a joke, right?

The rarest sign in China

With the first day of thee show successfully behind us, we head out into a bitterly cold Shanghai sunset.

Shanghai sunset - the pollution makes it prettier!

For dinner, we are off to meet friends at Shanghai Hooters.  Yes, really.  This turns out to be loads of fun.  Mike, Julien and I meet up with one of our sales reps, Dan Welygan, who worked in our Shenzhen office for about 4 years.  Also in our quintet is a classmate from the University of South Carolina now living in China.  Many, many wings and beer later, I have a new found appreciation for Hooters.  It was a bold decision to open this restaurant, as typical Chinese girls lack the requisite body type required of a Hooters waitress.  And they have to be attractive and be able to speak English.  A pretty small labor pool.  Our waitress was very good, spoke solid English and really new how to work a room.  A very bright young lady, she has a future in sales for sure.

Our waitress Elva

Hard to find the body type in China - the Chinese are blunt about weight and appearance. I am sure every one of them would describe themselves as "fat" and not be the least self-conscious about it.

Day 9 – Second day of the show went as well as the first.  Part two of Mike’s seminar was very well received and many of the attendees have stopped by the booth, several 2-3 times.  After the show, we meet our web developer, a French graphic designer living in Shanghai, at a trendy coffee shop for sandwiches.  This place was in a glittering new mall, still decorated for Christmas.  My cameras does a poor job in low light, so my apologies for the quality of the photos.

Christmas decorations in Shanghai

First of two Ferraris I saw in less than 2 minutes - notice the Christmas lights on the trees.

yep, that's a Christmas tree!

This is what irony looks like. The sign says "The site of the first national congress of the Communist Party of China". This historical marker is in front of a brand new shopping mall and a Ferrari had just driven beneath it. China is not a politically free country, but it ain't communist either.

So far no Chinese food in Shanghai.  After the meeting, off to meet another USC classmate at The Boxing Cat Brewery, the nicest brewpub I’ve ever been to.  As I was once in this business, that is quite a statement.  It was in a 100+ year old home in the old part of Shanghai, beautifully refurbished.  The brewpub was 3 stories, with a bar on the 1st and 3rd floors.  It felt exactly like a British pub, with beer selection and menu to match.  Since we had already eaten we did not order anything, which now that I know the chef was trained at Le Cordon Bleu in Paris, I heartily regret.  I have a feeling it will not be my last trip.  My, how far this country has come in just a few short years.  However, even The Boxing Cat has moments that confound.

Where the heck do you want me to put it? You really don't want to know the answer.

Day 10 – Last day of show, and the pollution is pretty bad today.  Traffic is light, and some exhibitors start packing up almost from the opening bell.  We stayed until nearly the scheduled end at 5:30 PM, though we give up when they start dismantling the booth around us at about 5:10 PM.  Global Sources has been good to us and we thought it the honorable thing to do to stick it out to the end, though honestly the show really ended around noon.  Off to Pudong airport (which is even more gigantic from the outside and has the coolest road system connecting it I’ve ever seen) to catch our flight to Shenzhen.  Our first Chinese meal of the trip is some very good Cantonese cuisine at the airport.

Smog

Always a bad sign when the gates are in triple digits

Cantonese beef noodle soup - Chinese airport food is MUCH better than USA

Shrimp dumplings, they go fast

Mike's 'set menu' meal

Day 11 – Worked all day to get caught up from the show.  Verizon’s data service here stinks, a pale comparison to my old AT&T service (of course, that is reversed in the USA, which is why I switched).  Many emails did not come through to my blackberry.  I also discovered that Verizon is charging me $2/minute to RECEIVE CALLS.  This was one of the specific questions I asked before adding the “China plan” for this trip.  I have already written about how woefully trained their salespeople are, and this takes the cake.  Since the trip began, I have been receiving calls from clients, family and friends – including a call a 3 AM from a client who had missed I was not in USA.  My team in the USA is having words with Verizon about this, but let’s just say, it was a cute phone bill.  China Mobile by comparison, charges nothing to receive an international call.  Heck, their rates to MAKE an international call are less than Verizon.  So, if you want to get in touch with me, send me an email and I’ll give you my China Mobile number.

I join Mike and Adam Supernant for dinner at a local place in Liantang.

Chinese donuts - I like the fried ones, steamed ones not so much. Sweet dishes are not for dessert, but served as part of the meal.

This is essentially braised fat - gross.

It's very common to have fire at the table.

Quite tasty dish of tofu and pork finished on the burner at our table.

After dinner I was invited to join some of our Chinese co-workers at a nightclub.  I was flattered to be invited and went along.  After several hours, I had my first run in on this trip with the dreaded Mao’s Revenge.  I am trying to tell it like it is for those of you who don’t travel overseas, and if this strikes you as TMI, it isn’t.  You need to know what you are in for.

While western style “sitters” are becoming more common, squatters still dominate.  In a sense this is good, as sitters are not as sanitary ( I mean, everyone else is sitting there too).  But when you’re in an emergency situation and you are not used to squatters, this can get dicey fast.  My advice for survival in these situations:

1. Wear sensible shoes with good rubber shoes – I prefer Blundstones.
2. Wear jeans.  Avoid khakis – not the color issue but the way the pockets are cut.  I always keep everything – wallet, keys, passport, phones – in the front pockets of my jeans.
3. This is a very uncommon position for a Westerner.  I have pretty strong calves and thighs, and have learned how to balance, but if you never done it before, try it and hold the position for 2-3 mins.  It takes some getting used to and you don’t want to find out the hard way you can’t do it.  Luckily the squatting position is more conducive to the situation at hand, and so things tend to go quickly.
4. Carrying a small packet of tissues is a good idea.  Toilet paper in a public restroom anywhere in the world is never a given.  Handkerchiefs and socks (single use of course) will do in a crisis.
5. Carry a bottle of prescription Lomotil or the generic.  I always do and there is no OTC medicine that comes close.  It WILL stop the drama.

My evening cut short, off to sleep.  Day 12 is Sunday, market day in Liantang, and Mike and I head to Mian Dian Wang, or “Noodle Snack King”, my favorite fast food chain in the world.  14 line cooks actually making the food by hand.  Total cost of the meal is about 60 RMB, or less than $9.

Noodle Snack King

Knife cut noodles

Seaweed salad, bamboo shoots and bean sprouts

Soup dumplings

Lamb dumplings

That evening, Mike threw a dinner party at his home.  It was great to see old friends and an even better meal.  Simply the best food I’ve ever eaten in China.  Mike’s wife and the maid did all the cooking.

Two women, in this kitchen...

with this equipment and about 2 hours...

made this.

Day 13 – Monday – Last night there was a little too much “medicinal wine”.  Whenever you hear that phrase, run screaming in the other direction.  After such an amazing meal, we needed something basic to calm the acid seas, so off to Subway (yes, really).  A steak and cheese later and all is right with the world.  With some lingering Mao’s, I head to the apartment to work from home.  It was a glorious day, 70 F and clear blue skies with a light breeze.

Our apartment complex

Later Mike asked me over to finish up the leftover ingredients from the dinner party – there was no left over dishes, just raw materials.  This is the modest result.

A light meal - those ladies can really cook!

Two customer visits tomorrow and time at the factory.

All for now…

And send in your vote on whether Mike should shave his beard!  What’s up with that?!

Happy Thanksgiving to all!

But there are times when it is really, really, really, reeeeaaaaally hard, and this is one of those times.  Why?  Well, I’ve been going through the follow-ups from the recent Global Sources trade shows and one thing stands out like a sore thumb – the shortage of Americans in attendance.

I’ve spent the last 7 months putting together a group of sales reps to better serve our clients and help PassageMaker grow.  We have 8 reps serving USA and Canada (more on the way), but my top priority was to establish reps in key foreign markets – Mexico, Brazil and Europe are already place, and I am working on covering the rest of the globe – but I had no idea this effort would pay off so soon.

Easily 85% of the follow-ups are non-USA leads.  In years past, at least 60-70% were American.  The reason for this reversal is disheartening.  The USA is mired in recession, with a shortage of business credit, rising unemployment, etc.; while the rest of the world is recovering nicely.  It does not have to be this way.  As a small business owner, it is mighty disheartening to see so much indecision and ineptitude in Washington.  When you have no clue what to expect next, caution dictates you batten down the hatches.  The economy will not really get going again until people can plan for the future.  And the solons in DC haven’t a clue the havoc they are creating.

And that is the extent of my political commentary for today.  Have a great weekend.

We are currently seeking representation in India.  If anyone is interested, please contact me directly.

I love it when a plan comes together…

PassageMaker has years of experience protecting our clients’ IP, including filling Chinese patents and trademarks using our Endorsed Service Provider for legal services, Ms. Li Yan of the JunZeJun Law Firm.  All of our core service offerings – Sourcing Feasibility Studies, Vendor Coordination, Assembly-Inspection-Packaging, Factory Formation – were developed with the primary goal of IP protection.

And don’t ignore protecting your design in your home market.  For our American clients, we recommend Michael Mann and Todd Serbin of Nexsen|Pruet.

If you’ve spent the time and money to design the product, why would you not take every effort to protect it from theft?  Contact PassageMaker and let us show you how to successfully and securely manufacture your product in China.

PassageMaker and China Quality Focus will also exhibit at the following booth #’s on the following dates:

10/12 to 10/15 PassageMaker booth 5B34

10/20 to 10/23 PassageMaker booth 10L38

If you are in the area, please attend a conference and visit our booth.  Also, we encourage all clients to take a half a day and pop across the border to visit to our facilities in China.  Seeing our offices and Assembly Center will be much more rewarding than a quick visit at the show.  Let us know if you need assistance making travel arrangements, and hope to see you in Hong Kong!