In short: confirm it's a real factory before you fly, give them time to prepare, look past the showroom, and never settle the price in the room.
Before you book the flight
The most expensive mistake is flying to a factory that turns out to be a trading company. Before committing, ask for:
- A copy of the business licence. Check that the business scope includes manufacturing, not only trading.
- A live video call walking through the production floor. Recorded videos are easy to borrow.
- The factory address, not the sales office. An industrial park is a good sign; an office tower isn't.
Two to four weeks before
Factories need time to arrange the right people and have your product type on the line. Send ahead:
- A one-page specification with target quantity and price range
- What you want to see: production, quality control, packing, materials storage
- Who you'd like to meet: owner, engineer or export manager
What to bring
- Business cards, ideally with Chinese on the back
- Your current product or a competitor's sample for comparison
- A measuring tape, notebook and power bank
- A small gift from home, such as Belgian chocolate. Appreciated, not expected.
Organising a group?
We research, verify and confirm factory visits for delegations.
Including interpreters and a pre-departure briefing.
On the factory floor
Look past the showroom. The signs that matter:
- Current orders: is anything similar to your product being made today?
- Quality control: is there a real inspection station, with records?
- Raw materials: stored cleanly and labelled?
- Equipment: maintained and actually running?
Questions worth asking
- What is the minimum order quantity, and for a first trial order?
- What is the lead time now, and in peak season?
- Which markets do you export to, and which certifications do you hold? CE matters for Europe.
- Who will be the day-to-day contact after this visit?
Before you leave, and after
Don't agree on price in the room. Ask for a written quotation within a few days, and send a short summary of what was discussed the same evening. It signals seriousness and gives both sides a record.
Planning a programme?