Import from China tutorial

Start with the cost of delivering a sellable product, not just the factory price.

• Separate your sample budget, production deposit, final payment and freight allowance.
• Allow for packaging, inspection, destination handling and unexpected rework.
• Keep a cash reserve so a delay does not force you to skip quality checks.

Put it into practice: Create a cost sheet with a separate line for every stage of your first order.

A clear customer problem is a better starting point than a crowded trending-product list.

• Define the buyer, use case and sales channel before approaching suppliers.
• Compare competing offers and identify an improvement you can explain clearly.
• Consider fragility, size, seasonality and after-sales support alongside potential margin.

Put it into practice: Shortlist three products and write down why a customer would choose each one.

Turn an interesting product idea into a testable commercial brief.

• Review customer feedback to identify recurring complaints and missing features.
• Estimate a selling price and work backwards to an affordable delivered cost.
• Use samples and a small test order to check your assumptions before scaling.

Put it into practice: Document your target selling price, expected order quantity and acceptable delivered cost.

Use consistent requirements so supplier responses are genuinely comparable.

• Search by product specification rather than relying only on broad category names.
• Ask whether the supplier manufactures, trades or coordinates outsourced processes.
• Record product experience, minimum quantities, sample terms and communication quality.

Put it into practice: Send the same written brief to several potential suppliers and organize their replies.

A factory or market visit should answer questions you cannot resolve from a catalog.

• Book meetings in advance and prepare the specifications and samples you need to discuss.
• Ask to see relevant production processes, material storage and quality-control records.
• Write down decisions after each visit so verbal discussions become a traceable brief.

Put it into practice: Prepare a visit checklist and a comparison sheet before your trip.

Assess the business behind the quotation, not just the pictures in its listing.

• Request business details and clarify which entity will issue the quotation and invoice.
• Discuss realistic capacity, subcontracting and who handles production issues.
• Treat sample quality, response consistency and documented commitments as separate checks.

Put it into practice: List any unanswered supplier questions before paying for production.

A useful quotation makes its assumptions visible.

• Specify materials, dimensions, tolerances, finish, packaging and order quantity.
• Request separate information for tooling, samples, customization and transport.
• Clarify the named delivery location and responsibilities covered by the quoted trade term.

Put it into practice: Compare quotes using identical specifications and delivery assumptions.

The lowest unit price is not always the lowest-risk purchasing decision.

• Compare approved samples against the same written acceptance criteria.
• Weigh lead time, communication, quality processes and flexibility alongside price.
• Resolve specification differences before treating two quotations as equivalent.

Put it into practice: Score your finalists and record why the selected supplier fits your order.

Document the order clearly before the production clock starts.

• Confirm the approved sample, specification revision and packaging artwork in writing.
• Agree payment milestones, progress updates and inspection timing.
• Define how defects, delays and changes will be reported and resolved.

Put it into practice: Keep a single approved order brief that both sides can refer to.

Plan delivery early enough to avoid rushed decisions when goods are ready.

• Collect carton quantities, dimensions, gross weight and the agreed readiness date.
• Compare shipping options using the same origin, destination and scope of service.
• Review product-specific import requirements with qualified destination specialists, then retain order and inspection records.

Put it into practice: Confirm the shipping handover checklist and review the order after delivery.