Finding a manufacturer in China - Seeing the true picture of any manufacturer you want to work with is key. Here are some top tips on how to get there.
China’s manufacturing advantages remain a solid and compelling draw despite growing competition from emerging low-cost supply chain destinations like Vietnam and Puerto Rico. Still, outsourcing production from China can seem complicated and exhausting for the novice importer. You’ll be confronted with choices that you must think thoroughly and with care to find the right outsourcing partner. Here are the most important considerations when exploring and qualifying Chinese suppliers.
您已经找到了阿里巴巴的供应商，该供应商使您想在亚马逊上出售产品。对话已经开始，您认为，如果销售良好，您将继续从该公司进口。该公司的代表流利了英语，并告诉您他们与西方国家的许多卖方合作。
You’re ready to order a sample and have discussed with your legal adviser about drawing up a contract. Everything seems to check out so why wait?
您尚未确认一件事：供应商是贸易公司还是制造商。在采购中添加更多层，从而增加了成本。beplay足球ios 下载中间人没有能力自定义产品，许多人通过标记产品来获利。他们的唯一目标可能是使您与可以增加利润率而不是为您找到良好价格的制造商相匹配。
- 您应该直接向公司询问其身份，或询问他们是否正在为成本提供服务，以及这是否与生产成本分开。
——该公司可能会告诉你,他们有一个关闭relationship with the factory. But will they disclose to you the factory’s address so you can contact the actual supplier? Also ask how the company makes their margins. Unconvincing responses and any resistance from the company’s side indicates that they’re simply matching your needs to a Chinese factory and offer nothing more by way of value.
- Trading companies have English websites and savvy marketing techniques. They generally struggle to answer technical questions pertaining to your product.
- It’s easier to get a lowerMOQfrom a trading company rather than a factory.
- Ask for the company’s ownership papers – as they may have other partners who get a cut of profits.
Middlemen can send you a fantastic sample and take you to a factory that looks great. But they may have got the sample off-the-shelf and once you’ve placed your order they shift to a different factory that makes your product at a lower cost. As a protection you should specify that the factory cannot be changed without your approval and make them accountable for terms that protect you. Unless you have strong reasons to try a middleman’s services, such as a lower MOQ or a test product in a niche you’re exploring, you’re better off partnering with a manufacturer.
Conduct a background check of the supplier and ask them for information that offers assurance about their reputation. Include these steps in your supplier vetting process:
- Compare the company’s profiles onAlibaba，，，，Made in China，，，，Global Sources和其他目录以检查其位置，地址，电话号码和其他可识别信息是否在所有这些网站上相同。
- If the supplier has participated in trade shows, such as the Canton Fair, it is an encouraging sign. Search for the supplier’s name in the exhibitor’s list on the trade fair’s website.
- 阅读在线目录上的供应商的客户评论。还要检查他们在Google和Baidu上的评论。
- Ask for basic information which should include the following:
o The number of employees at their factory
o Major product line
o What is made in-house and whether they sub-contract any process
o国内和出口市场的销售数字
o How many western importers do they work with, or are their buyers primarily in Asia, Africa and the Middle East?
o如果他们熟悉适用于您产品的安全和产品法规
An established supplier will give you satisfactory answers to these questions. If the supplier doesn’t answer plainly or you suspect they are just telling you what you want to hear, they may not be the partner you need.
While it is not necessary for your supplier to have considerable experience exporting to the USA or Europe, it can make the relationship smoother because they will be familiar with your requirements. The supplier will know what you need from them for due diligence and be cooperative throughout the process. They will provide the information and documentation you require to verify that everything checks out.
一个在西方国家拥有许多客户的中国制造商将具有履行大订单的能力和能力。您不太可能遇到与质量或整体服务有关的问题，因为该公司需要在全球买家之前保持其声誉。
就业务证书而言，执行必要的检查是向供应商索取特定文件的问题。供应商有可能给您虚假的文件，因此您必须谨慎并验证其真实性。
- Business license, the 18-digital license number confirming that the company is a legal entity in Mainland China.
- 银行帐户证书，以确保您要付款，而不是个人或离岸帐户。
- ISO 9001 certificate. This is the document that ensures the manufacturer has quality management systems that meet the requirements of international standards.
- Foreign trade registration certificate, which is required by manufacturers engaging directly in import/export activities. This is just a safety check to ensure that the supplier won’t use a trading company to fulfil your orders.
- 中国海关向需要发表海关声明的进口商和出口商签发的海关注册证书。
- 一份测试报告证明制造商可以根据您需要的标准制造产品（不到5％的供应商能够提供测试报告 - 合规负担落在您身上，如进一步讨论）。
The supplier should be able to provide at least two documents from the list above: their business license and ISO 9001 certificate. The company mentioned on the license should be the same one stated in their pro forma invoices and email signatures.
Check the certificate’s validity date and see if the scope written on it covers the manufactured items you will sell. Companies are required to renew their ISO certificates by submitting to a reassessment process. It is quite easy to receive certification but much harder to maintain it. To maintain certification companies must demonstrate constant improvement and proper record-keeping. You can always err on the side of caution and contact the registrar to ask whether they’ve accredited the supplier. If the supplier changes registrar companies often, that’s a red flag.
进口商负责产品证书ion and safety compliance. For example, if you’re importing toys from China, you need to comply with the消费者产品安全改进法案(CPSIA)，，，，and obtainASTM Test Reports来自经认可的第三方实验室，儿童产品证书（自我发行）和实验室测试计划（自我发行）。
Chinese suppliers tend to never have all the compliance documents you request. They may give you an old lab test report, which isn’t enough to rely on. Even if the supplier provides a complete set of documents, who’s to say if they sent their own or a different manufacturer’s product for lab testing? The supplier may use materials that are different from those for the test sample.
The bottom line is that you must submit a sample from your product batch for lab testing. China is home to many international laboratories, including SGS, TUV and Bureau Veritas. Have someone you trust collect the sample as the supplier may send one that did not originate from your batch.
Differences in Chinese and Western business cultures can emerge as pain-points during discovery, negotiations and even in the later stages of the relationship. The language barrier can cause confusions and misunderstandings if the supplier’s factory manager doesn’t understand your instructions. The manufacturer may have an English-speaking staff but often they are not the decision-makers and mainly may focus on pleasing and marketing to you.
These issues don’t arise when you hire asourcing agent。The agent assumes responsibility over communication and the entire engagement, from reviewing your product specifications and drawings to sending quotes from relevant suppliers and performing factory audits. They will also send samples, do in-process quality checks, and handling shipping and customs.
保持电子邮件简单: You will get a sense of the supplier’s English fluency when they reply to your introductory email. Their grasp over the language may seem good, but there is a chance that they may be using an online translator to understand you fully. Not only is this cumbersome for the supplier but inaccurate translations can cause mix-ups and the finer details of your message may be lost.
Use short sentences, simple words and bullet points. Share photos and visual information if that can get your message across more clearly. Avoid long email chains.
通过通话或视频聊天进行跟进：通过Skype，微信或QQ与供应商一起查看电子邮件的内容。这是建议的，无论供应商是否已回复您的电子邮件。通过解决您的要求，您没有任何困惑的空间。由于中国供应商不担心“失去脸蛋”而提出问题时，后续活动也是讨论关键细节并鼓励供应商寻求澄清的机会。
Be direct: State your requirements directly and assertively. Tell the supplier how your product should look and what you won’t accept. This will cut down the back and forth, and lead times won’t be affected unnecessarily.
与决策者交谈：向工厂管理或参与生产的工厂工作人员的讲英语成员传达技术规格。如果您需要强调一些术语或想知道您的订单如何出现，那么与那些在制造业中发挥动手角色的人取得了联系，这是有帮助的。如果不可能直接与在工厂工作的人互动，则供应商应在办公室指定一个联系点来接听您的电话和电子邮件。
The goal of negotiating is to find the best quality to price ratio. Although Chinese manufacturers have thin margins, they are willing to give you a good price if they believe you’re a good buyer. This means that you don’t keep switching buyers and have intentions of a long-term relationship.
Compare different suppliers based on price, MOQs, material, packaging, lead times and other factors. Use this data at the negotiating table to tell the supplier about the advantages their competitors are offering. If another factory is offering a lower price and better lead times, you could say that will reduce your risk and allow you to bring products to market quickly.
当您提供目标价格时，您可能会将自己处于脆弱的位置，因为您的竞争对手可能已经协商了较低的价格。将球放在供应商的法庭上，并要求他们以不同的数量层（例如1,000、5,000和10,000单位）共享最佳定价。
If the supplier does not change prices by much, that may be their best price. To be sure, you can tell them that you’re getting aggressive price offers. Reiterate that you’re interested in working with them as your supplier for their quality, customization options or whatever advantage they offer. The supplier may give you a better price. Always confirm that the price they’re stating is the final price. If your research tells you that the supplier’s price is far off from their best, ask pointedly for better pricing.
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