How to Make China Suppliers Understand Your Requirements

How to Make China Suppliers Understand Your Requirements image China factoryHow to Make China Suppliers Understand Your Requirements

Spend time on the factory floor when sourcing in China

Have you received pre-production samples (or worse, production samples) that were different from the requirements you had communicated to your manufacturer in China?

Are you wondering if the sales person’s email note “well noted with thanks” means “everyone here gets it, thanks” or “I’ll try to translate it, no need to send me more emails about this”?

If you work with China suppliers, communicating clearly and explaining your requirements in detail are of utmost importance.

Here are a few tips to reduce miscommunication risks.

General advice for communicating your requirements

At the very least, you need to concentrate your requirements in one document. Do not send some info in several emails, with updates by Skype, and so on.

Also, the salesperson should not have to translate big blocks of text. She would probably summarize it in any way she can, and the result would not be pretty. Go visual. Use many photos. Videos might be OK, but remember that Youtube is blocked in the mainland.

Keep updating the same document, and make sure it can be understood by the production staff without much effort.

Some importers are very organized and write a clear QC checklist. The best practice is to show a lot of photos. For each potential defect, show one photo on the left (photo of the defect), and another one on the right (photo of what is acceptable).

Write “NO” in red or “OK” in green, on the photos.

Tips for dealing with a manufacturer

Assume that you are in contact with a representative who works in the sales department and who never goes on the production floor (except when a customer comes in and asks for a tour).

Also, assume that production staff does not care about 80 percent of what salespeople say. The sales staff tends to be junior. They come and go. They often do not understand how production works.

Production managers are focused on cost control. They will not even know that they are making a 30 percent margin on your order. To them, it is new (which means more complex and potentially time-consuming) and it is probably small. Their job is to find a way to make it for the lowest cost, and as fast as possible.

When you come to their factory, do not spend all your time with the factory rep in a fancy restaurant and/or karaoke. Get in front of a couple of production engineers/technicians, and ask if they understood your specifications. Put your specs sheet in front of them, and see if they are familiar with it.

You will probably have access to their current production (yes, you can see anything you want on the lines!) Take that opportunity to look at finished products before final inspection and packing. Are they up to YOUR standard? Are there too many workmanship defects? Give them feedback on the spot.

Tips for dealing with a trading company

You might be in contact with an employee, or maybe a manager, who is “in between”:

  • She faces the customer (you);
  • She constantly asks for quotations, forecasts, and other technical information from the factory.

She might go to the factory from time to time to talk to a manager or to the owner face-to-face. But make no mistake, she probably does not spend time talking to production engineers.

When you come to China, if they allow you to visit the factory (and if that factory is the one that will really make production), follow the same tips as above.

Two remarks:

  • Try to gauge the supplier’s product development capabilities. Maybe they are very big and very familiar with your domestic market’s needs. Maybe they are not, and the advice I am writing here will be helpful.
  • If you do not know how to do this, some quality assurance agencies can charge by the hour for preparing such a document and for translating it. And they can send someone into the factory to confirm understanding.

By Renaud Anjoran, founder of Sofeast Quality Control

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