At SAP we have several distinct advantages working in Asia:

Language

we speak the local language and that itself is a great driver to get things done, the way we want it done, and not the other way around. We have staffs that can communicate in Mandarin, Fukkien (critical with the Taiwanese owned factories), Cantonese (critical with Hong Kong and local Guangdong/Dongguan factories), SzeChuan, Hunan, Hubei, Henan, Malay (Malaysian and Indonesian), Mexican/Spanish, French and of course English.

People and Culture

 Understanding of the way business is done locally, be it in Malaysia, Hong Kong,Vietnam, or China. Getting to know the local way of business means being able to live among them. Understanding how the local manufacturers think and how decisions are made, and the local business culture is critical in getting things done the way you want it done. 

Who is the boss

Getting to know people in the inner circle. No matter what you do, you will always be just another customer on the outer rim of the circle, but the key is to make sure that you get into the inner circle - this means not only getting access to the General Manager, but also directly to the owner of the factory itself. (In China, most General Manager are the owners or related to the owners) To do that, you need to not only get their trust, but also work with them in a fair and honest way.

Presence

Face. No not that face - but you need to have a face that represents you at the factory. Someone to show their face, letting them know that you or in this case, us representing you - watching over each step of the production cycle, not to make their life miserable, but to help them understands why it is important to get something done right.

Best Value

Best Value. How often do you see awarding businesses to the cheapest supplier? As most experienced and corporate organization understands,  almost never. Most companies will have to balance not only various types of proposals from suppliers but also requirements of numerous variables and, often, how a supplier performs. At SAP, we take a different view in the types of product that's being manufactured, understanding the final results to come up with a best value proposal. Our BEST VALUE practice takes into account not only cost in the productions, but identify the lowest total cost of ownership award decision.