How to source from China, particularly at Canton Fair.

China really has earned its name as the world’s factory. It is famous for making everything, right? Well, if you're thinking of sourcing stuff from China, especially at the Canton Fair, buckle up! I've got some tips from years of trade show adventures, and from attending the Canton Fair this month.

First, a bit about me — having grown up helping out at my family business, which specialized in taking manufacturers from Taiwan to trade shows worldwide. With over 20 different expos under my belt across China, Taiwan, Hong Kong, Germany, and the US, you could say I've done my fair share of booth-hopping.

Ways to Source from China:

1. Sourcing Agents: Like trusty sidekicks, these folks can navigate the labyrinth of Chinese manufacturing for you.

2. Warm intros from friends and existing suppliers

3. Websites such as Alibaba, 1688, and madeinChina.com for a digital treasure hunt.

4. Trade Shows: Events like the Canton Fair in Guangzhou and other industry-specific exhibitions in HK or other parts of China are a multitude of sourcing opportunities — offering everything from clothes to decor to construction material to gifts to electronics

My Step-by-Step Strategy for Trade Show Success:

1. Market Recon: Before hitting the fair, I do my homework. Qualitative, quantitative — you name it. I identify my top product niches to explore.

2. Pre-Show Stalking: Two to three weeks prior, I'm scouring exhibitor lists online, making a hit list of booths to visit.

3. Strategic Route Planning: I'm not just wandering aimlessly; I'm orchestrating a tactical assault on the expo floor, armed with booth numbers and a game plan.

4. Focused Engagement: The first few days are all business — hitting those shortlisted booths

5. Room to explore: Leave a day or two for random ramblings. Inspiration often lurks where you least expect it.

Interacting with suppliers at the tradeshow :

1. Avoid starting with taking pictures of exhibitors’ products until after you’ve had a conversation or have asked if okay to take photos/videos.

2. Add each other on WeChat. Some still do business cards and emails, but WeChat is increasing the main mode of business communication for Chinese suppliers.

3. Ask for the FOB unit price and FOB location (usually Shenzhen or surrounding ports).

4. Ask about MOQ — minimum order quantity. While lower MOQs – thinking 300~1,000 – are increasingly the industry standard, it never hurts to know and compare each business’ minimum quantity.

5. Get samples and a copy of the business brochure as reminders of what the business offers.

A foreigner’s “survival guide” in China — I recommend setting all of this up before arriving in China due to the great firewall blocking access to most apps we use to get around:

1. Tech Prep: 

   • Set up at least 1 day of roaming unless you have Google Fi or are able to acquire and activate a China SIM card / e-SIM before flying in. Google Fi is so far the only roaming option that has a built-in VPN. Most VPNs also are no longer working in China without Google Fi, as the government has been cracking down.

   • Set up WeChat and WeChat Pay (linking your credit card is the only option unless you have a local bank account). This is so important since no one in China uses cash anymore.

   • Download Baidu maps — currently, this app isn’t available in English, but it is, in my opinion, the most up-to-date and comprehensive map of China.

   • Set up Didi, the Uber of China. Using Didi to call cabs is 100x easier than trying to waive down a taxi during rush hour. 

   • Set up CTrip, the main app for getting high-speed rail tickets and hotels. High-speed rail is one of the best ways to travel among cities and provinces within China/HK.

2. Getting around via Metro: Know your subway lines and keep a copy of the metro map of your locale. Trust me, it's a lifesaver.

3. Stay Comfy, Stay Safe: Comfy shoes and face masks are your trade show armor. Blisters are not invited.

4. When eating out, avoid ordering alcohol: I highly recommend bringing your own bottle. Fake/low-quality alcohol is surprisingly still very common even at nice restaurants

5. At hotels, bars, restaurants, or cafes, ask if non-smoking rooms/areas are available since it’s legal and common for folks to smoke indoors.

So there you have it — a few tips on conquering the Canton Fair in China. Happy hunting!

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