1. Bring your own translator or sourcing agent.
Why do I need an independent translator or Professional sourcing agent? Many suppliers in the fair hire young employees, or student, or even part-time Employee. Not all young Sales is experienced with negotiations with foreigners. Sometimes they are not able to answer your question either because they don't know well about products, Nor they are they had to ask their manager for permission. With a translator or agent, You can get instantaneous feedback and more timely answers to questions. And you can get more reliable information. sometimes a good translator can get some vital information when the salesperson is whispering with the decision maker in the local language.
2. Always talk to the business owner or decision maker first.
Please remember to collect the name card and also any other contact information of the business owner. Not all the business owner can speak English. But it's important to do that. Most of the time, You can not finish the conversation just on the fair.
Sometimes the work can last four months. There are so many opportunities for misunderstood communication. When there is conflict or misunderstood or other requirements happens between you and the salesperson, Sometimes the best solution is to talk to the business owner. I have a case Three years ago. .An air filter manufacturer asked for 300 us dollar for one simple sample, But the client would like to have two samples two colors. The salesperson did not agree with this price due to the Policy of the company. After I negotiate with her Boss, He agreed about it. In China, sometimes business rules can be compromised.
3. Bargain reasonable rate with a factory
A drop in price usually corresponding to a drop in product quality. A bargain is very common. Usually, if you ask for a 5 to 10% discount, it is very likely you can get it. But If you ask for extremely discount and factory are still willing to make concessions. You got to be careful. The factory still needs to make a profit. So in the end, it is going to be your product quality. And sometimes lead time, that sufferer. The factory might use cheap parts and materials in production. And push your order to the back of the queue behind higher margin orders.
4. Do not overstate the order quantity.
Some Importers make a mistake of overstating the quantity of inquiry to enthusiast the sales and the manager. In most of the case, it is better to talk to the factory that you would like to place a trial order.
Be honest. Tell your supplier about your growth Objective. Frequently some clients would like to be the exclusive distributor. Before you attend to approach to the factory, Make sure that you have a sales plan and ordering plan. A real number for quantity is the Main Key. Others are bubbles. And don't change the inquiry quantity too many time. The factory might consider you are not a serious buyer.
5. Do not forget about the shipping.
Firstly, you need to understand the incoterms EXW work price, and FOB price & CIF prices. These are the most common use of the price term. Besides that, you need to figure the method of shipment, who will arrange the shipment, documentation. If you are buying from a factory with a full container of goods, shipment seems simple.
What if I want to buy different items from a different supplier located in different places? Shipped with consolidation/mix container can save you a lot of costs. Many skills can help you save cost even duty.
shipping cost can be huge, the charge of shipping from different Chinese ports can be different, so as to the different destination of your country. Optimize the shipping routine is a good step for building your competitive.