Negotiating too low of a price in your China manufacturing can lead to some adverse results.
What would cause a vendor to accept a low price that in the end they are unable to work with?
It could be an eager sales person, a factory with a hidden plan of giving lower-quality material, a vendor not understanding all the work involved with a project (ie simply underestimated and misquoted), a desire to secure long-term business by any means, the client negotiated too hard, …all these could be reasons why the situation ended up like this. Going very aggressive in price negotiations and price hunting can lead to a world of hurt. China is different than it was 10 years ago. Back then, large amounts of price negotiations were common. Price negotiations are not such a big part of sourcing today, but what buyers do is search and search a supplier until they find someone who will tell them what they want to hear. I frequently see this for the promotional product industry; if buyers look hard enough they can always find someone offering lower pricing.
A few situations in which you’ll find yourself if frequently buying solely based on price:
Cut Corners: Cutting corners is common. The Chinese factories in the low-cost manufacturing world don’t view efficiency and improvement as a way to save costs but only but cutting, slashing, fudging and pinching pennies.
If you are able to muscle them down or find someone to agree to your price dreams, this may be what you get. Lower-grade material (not easily perceived by the untrained eye but will come out later in durability), less material, or…and here is a doozy…skipping a crucial process during production. They will implement less of their own QC methods and not extract poor quality pieces because they cannot afford more waste.
If the supplier or factory are not making sufficient money on the job, they are going to rush it out of the factory sooner. Perhaps it’s not skipping a process but instead of a using a more thorough method, they choose a quicker, base-line attempt. This can be found many times in printing and print control.
One order in my early days; the factory ran out of material and simply substituted random pieces in the cartons that were nothing close to what we ordered.
Strife: For all you good folks in the promotional product, ad specialty industries, many times you buy from trade companies,not factories. If there is not enough money to go around, ie trade company not making their preferred margins, factory not making their preferred margins, a breakdown down between factory and trade company takes place and this where things can get really nasty.
I’ve seen orders where the trade companies no longer have control over the factory that is controlling your merchandise. Days go by without news. Factory won’t budge on issues, trade companies won’t budge…all the while, your delivery time is ticking down.
Nobody likes to work for too-low of a margin. So if attitudes are bad, efforts are bad.
This can also indirectly lead to strife and delays between supplier and freight-forwarder; especially if unforeseen transportation costs come up.
Loss of Credibility and Favor: Once you’ve won a low price and you start doing all the things buyers do…unrealistic quality standard, unclear quality standard or request add-ons to production – especially add-ons without proposal of increased price, the suppliers really start rolling their eyes and thinking “what did I get myself in to?”
Wanting to find the lowest price in the market and then expecting 100% perfection on quality is unrealistic. Learn what quality standard is in correlation with that pricing. “Cheap” in China has different meaning than “cheap” in the Western world.
I frequented Wal-Mart while living in China and that’s a true “cheap”. The items are much, much lower in value, substance and durability in comparison to a Wal-Mart in the States, for example. But the proportionally the price levels are the same, but value for what you get in the Western world is much higher.
It’s curious when a buyer requests something additional after the order is open and they don’t mention or acknowledge that the price should go up. It’s like they are thinking that if they don’t mention it, hopefully the factory will forget or will be a real sport and add it in as a freebie.
202,766 overseas buyers from 211 countries and regions around the world attended the 113th Canton Fair, a 7.06% increase over the 112th session and a 3.83% decrease over the 111th session.
Of all continents, Asia ranks No.1 in buyer attendance, with 109,994 people, taking up 54.25% of the total. No.2 is Europe with 36,453 buyers and 17.97% of the total, No.3 America with 31,709 buyers and 15.64% share, No.4 Africa with 17,427 buyers and 8.59% share, and No.5 Oceania with 7,201 buyers and 3.55% share respectively.
Compared with the last session, the number of buyers from Africa increased by 28.96%, from Oceania 15.11%, America 11.41%, Asia 7.51%, and Europe decreased by 6.21%. Compared with the 111th session, the number of buyers from Africa was up by 2.54%, from Oceania down by 2.89%, Asia down by 3.29%, Europe down by 4.89%, and America down by 7.78%.
Buyer attendance of the top 20 countries and regions totaled 127,882, accounting for 63.07% of the total, 2.33 percentage points lower than the previous session. The top 10 countries and regions with the most buyers are Hong Kong SAR, the United States, India, Russia, Taiwan Province, Malaysia, Indonesia, Australia, Thailand, and South Korea.
Buyer attendance from China’s 2012 top ten trading partner countries and regions reached 123,767 in this session, accounting for 61.04% of the total, 5.26 percentage points lower than the previous session.
Altogether 1,603 international chain companies attended the Fair, down by 1.66% compared with the 112thsession and 8.14% with the 111th session. 3682 representatives from these companies attended the Fair, down by 3.2% compared with the 112th session and 13.14% with the 111th session. 66 out of the World 250 Retail Enterprises released in 2012 attended the Fair. Among them were 6 of the top 10 retail enterprises: Wal-mart, Carrefour, Tesco, Costco, Walgreens, and Home Depot.
The number of regular buyers totaled 146,383, taking up 72.2% of the total and up by 5.4%. Among these regular buyers, 48,977 attended the Fair for over 10 times, up by 5.5%; for over 15 times there were 30,107, up by 5.3%. New buyers reached 56,383, up by 11.59%; the number accounts for 27.8% of the total, up by 1.12 percentage points
MEGA SHOW PART 1 is the highly influential and most important sourcing exhibition for the gift, housewares, premiums and toy industries in the Asia-Pacific region, and takes place every October at the Hong Kong Convention and Exhibition Centre.
Now in its 22nd year, this premier trade-only marketplace offers global buyers a one-stop showcase of over 5,000 well-merchandised stands displaying products from nearly 3,600 Asian and internationally-based exhibitors.
Quality-led and commercially-orientated ranges and products from over 30 countries are represented at MEGA SHOW PART 1, with the diverse and directional merchandise grouped into seven distinct sectors, each in a specific hall location to allow an efficient use of your time and easy navigation of the show. Over 43,000 trade visitors from all over the world attend the show regularly, now established as the most important fixture on the Southern China sourcing circuit every October. All major international import and export houses, wholesalers, distributors, agents, mail order companies and retailers attend the show every year.