Trade fairs in China: how to use them to find suppliers

Searching for suppliers from a screen has a limit: you don't touch the product, you don't see the factory and it's hard to tell a real manufacturer from a mere middleman. That's why trade fairs in China remain one of the best ways to find and meet manufacturers.

We tell you which fairs matter most, how to prepare to get the most out of them and what to do if you can't travel.

The most important fairs

• Canton Fair (Guangzhou): the world's largest. Held twice a year and organised by sector in three phases (electronics and machinery; consumer goods and decoration; textiles and office).
• Yiwu Market: more than a one-off fair, a huge permanent wholesale market for small goods (gifts, jewellery, toys, stationery).
• Global Sources (Hong Kong): heavily focused on electronics, phones and gifts, with export-oriented exhibitors.
• Sector fairs (Shanghai, Shenzhen…): specialised by industry, such as lighting, toys or hardware.

How to prepare to get the most out of them

• Bring clear goals and a list of products with specifications and quantities.
• Define a budget and the Incoterms you work with, to negotiate with data.
• Collect catalogues, cards and samples; note production capacity, MOQ and lead times.
• Bring business cards (better with your company also in Chinese) and rely on a translator.

Mistakes worth avoiding

• Closing orders on the spot without vetting the supplier afterwards.
• Confusing a trading company (middleman) with the real manufacturer.
• Not checking certifications or asking for samples before a large order.

Is it worth travelling?

Attending a fair means time, travel budget and often a visa. For an occasional buyer it may not pay off. The fair shines when you're looking for several suppliers at once, very specific products, or want to see and touch the product before deciding.

How R'S WARE helps you

If you can't or don't want to travel, we visit fairs and factories on your behalf, pre-select vetted suppliers according to your specifications and bring you samples and reports. We save you the trip, the language and the risk of closing a deal with the wrong party.