Sourcing FBA products at the Canton Fair: Questions to ask vendors

I love sourcing from China and particularly trade shows. Today I’ll be discussing how you can start sourcing FBA products at the Canton Fair.

Most people are curious how this process all works, especially for a beginner. There’s certainly questions to ask and ways to act so you come across as professional.

Create your elevator speech

I like to have a little speech rehearsed before I go, generally when having breakfast in the morning. Remembering that I have more than one Amazon business with inherently different products, so I do have to make sure I’m pitching my right business during the day.

It’s always good to introduce yourself, as it gives a professional image of you. You’ll likely get the most accurate answers, better pricing and faster email feedback.

You could say: “Hello, I am Joshua. I’m the Managing Director of Smith Imports based in Australia. We source and sell products globally and my current customers have been requesting that we start stocking product X, Y and Z.”

I’m always on the lookout for factories that can produce more than one product for me. It cuts down a lot of legwork, plus you can get reduced per-unit pricing plus freight charges.

I always swap name cards and a catalog. Sometimes I may be offered a sample too, though I decline due to luggage space because I’m a carry-on only lad now days. Waiting at baggage carousels at Sydney international airport simply isn’t fun!

That said, I will always evaluate their samples closely in their stalls. Often I’ll note down in my notebook answers to any questions I ask. With permission, you can also take photos with their business card in view.

Questions for vendors

There’s a lot of questions you’ll be wanting to ask. But don’t make it seem too much like an interrogation. At the same time, don’t be too brief, especially if you’re interested in long term working relationships with this supplier.

I’d be asking the following:

• When was the factory established? (Go for long term)
• How many employees do they have? (Real factories have 100+)
• What certifications are available? (Run away if they have no idea)
• Who are their main customers? (Particularly, which countries?)
• What is their MOQ? (This is the most common question they get)

Further more, you can request to know who their top selling items are. Some factories will also showcase who they serve, though don’t take this as absolute. It may be have been a situation that they served world famous brand XYZ years ago for a once-off order for a busy period.

I like to also show my existing products. I’ll have these in my own brochure that I keep throughout the Canton Fair. This shows authority and that you’re a real business owner, not someone who hasn’t done a trade-show before.

Miscellaneous tips

Firstly, there’s just about no good food options at the Canton Fair. The good ones are totally crowded so don’t expect a table after 11am or before 3pm. Maccas is downstairs but I’m too precious for that. 😜

WIFI is always available. My Telstra plan provides 2GB of international roaming data monthly which is a true life-saver. It’s also significantly more secure, especially for someone who has pretty much their entire business on their phone.

Researching and contacting Chinese vendors prior to going to the Canton Fair is an excellent idea. I often talk to them for days or weeks prior to the next Fair and they’re always keen to meet me. It’s a very warm hello, as opposed to a cold one.

Transport to and from hotels should only be done via their bus. Taxis are a nightmare and expect to line up for hours. Stay at a good hotel and they’ll provide free shuttle bus services. The Hilton, for example, provides 4 buses in the morning and 4 in the afternoon, all at staggered times.

Another point on transport. You can get back to Hong Kong directly from the Canton Fair, but you’ll have to firstly take a taxi to Guangzhou South Railway Station. From there, it’s a bullet train to Hung Hom station. I generally take their first class which is about $50 USD. You can then switch stations and head for Hong Kong’s international airport for the flight home.

In summary

Commonly, people wonder if there’s a lot of competition sourcing FBA products at the Canton Fair. There’s competition, but not a lot. Just like there’s not a lot of innovation either. My 3rd trip is coming up and I’m yet to meet another Amazon seller.

Anyway, this was a bit of an overview on how you can talk with suppliers at the Canton Fair. I do wish you all the success during your first and subsequent sourcing trips.

As always, feel free to drop some questions below.

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