What it Take to be Successful in China

The Importance of Relationships: It's all about connecting to both the heart and the


Trina Solar recently recognized Applied Materials in part because the two way dialogue between our employees is frequent and effortless.

The first time I met Qiang Huang, Trina’s vice president and chief technology officer, we connected. While sitting at lunch during Baccini’s first Innovation Summit, we discovered a shared interest in Chinese calligraphy. Xi'an, China, the location of Applied Materials' Solar Technology Center, just happens to also have the "Stone Library," which records the best examples of the ideal way to scribe Chinese characters. Although much less famous than the Terra Cotta Warriors, the Shaanxi Museum houses the oldest and largest collection of 2,300 stone tablets from the Han, Wei, Jin, Sui Tang, Song, Yuan, Ming and Qing Dynasties — forming a comprehensive library of books-on-stones. Both of us had spent time exploring the Museum's well preserved legacy. From this starting point, the conversation easily shifted to how Applied Materials could help Trina win in the market and how we could support Trina's roadmap.

At Applied Materials, we know that when our customers win, we win. We demonstrate that we're not just listening but hearing. We create a feedback loop that reinforces the relationship, making it easier to candidly identify issues, constructively solve problems and enhance the supporting connections. All these elements are easy, when we can walk in the shoes of our customers — one foot in the culture and one in business.

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