The China Trade Fair (including Canton Fair) Ultimate Survival Guide

You’ve found the ultimate guide on how to survive, or even thrive, when visiting China for sourcing, particularly the Canton Fair. You’ll discover how to best ‘work the floor’ and make the best use of your time in China at one of their many trade fairs.

I’ve written this one based on the Canton Fair, but it’s equally applicable to most other sourcing fairs. Personally in 2019, I will attend up to 5 different fairs, including 2 in Hong Kong.

Perhaps you sell online, or maybe you’re an offline importer. I personally sell on Amazon and eBay and source exclusively from China, but this guide really does help everyone. You’ll get the advice from someone who’s been to China more than once.

Getting to China

Flying to China is relatively easy and cost-effective. You’ll likely be able to score flights for under $1,000 return. Consider low cost carriers, such as AirAsia, if you want a business class experience. This will result in you arriving rested, fresh and ready to go.

Personally, as a Virgin frequent flyer, I was able to go Business Class from Brisbane to Hong Kong for $1,500 return. I did use 54,000 points to upgrade though, which took 1 year to accumulate. This included lounge access, so I was able to shower and eat excellent food before my flight, and enjoyed the world-class airline lounges that are offered.

VISAs for the Canton Fair

VISAs are of a personal nature, depending on your citizenship and other factors. Please consult the relevant websites to find out VISA information for your country. As an Australian, a single visit VISA to China took 4 days and $120 to process. I’m applying for an APEC card, which will give me VISA-free entry for 3 years. This isn’t easy to access, you really need to be a bonafide business person.

There’s multiple entry points to China, including Guangzhou, Beijing and Shanghai. For the purposes of this guide, I’ll consider that you’re just looking to do the Canton Fair. For this, Hong Kong or Guangzhou are excellent entry-points, with an additional train ride required for the former. Consider that some airlines fly you overnight, so you can sleep on the plane and arrive in the morning, ready for a big day at the Canton Trade Fair.

Choosing the right hotel

You want to choose the correct hotel. Some are very close to the trade fairs, whilst others are further away. Always, and I mean ALWAYS check if they run a shuttle bus service to the fair. Most will, and these are typically free for hotel guests. This will alleviate much stress, especially in a country with a huge language barrier.

I would always consider hotels at the 4 star and above level. Sure – this isn’t cheap. But the importing and eCommerce game isn’t for cheap people. You’ll get a much better comfort level at these finer hotels, paired with (likely) free transport to the Canton Fair.

Dressing the part

You want to dress really well. But don’t wear are suit. It’s always warm in China when their fairs are being held. Pro-tip: wear running shoes, ideally those that still match your clothes. You’ll thank me.

Do not wear shorts. Or anything that allows the agents and stall holders to conclude that you’re unprofessional. You’ll lose your status very quickly. You need to display that you’re a professional buyer, and they’ll take you professionally.

The Guide to the Canton Fair

This guide keeps it real when it comes to trade fairs in China. Be prepared to be overwhelmed. It’s not easy sometimes, as there’s stalls upon stalls everywhere. Some fairs, such as the Canton Fair, will have over a million people through their doors within weeks.

Some tips I have include:

• Pace yourself throughout the day
• Bring lots of professional business cards
• Be prepared to ask basic product questions
• Always be polite and courteous to the Chinese
• Use language that is simple and straight to the point
• Bring a trolley bag or small suitcase for catalogues, you’ll get plenty!

I would also recommend water and snacks. These fairs typically don’t have any good food options, and if you’re vegetarian, you’ll likely be out of luck too. Consider a hotel that serves a western buffet breakfast, and ‘stock up’ to alleviate any lunchtime hunger problems.

Also, don’t get caught up with the vast range of products. Remember the products that you’re on the lookout for. Look for those that you’re actually interested in, those which that numbers stack up for. It’s so easy to become side-tracked. Don’t be that person.

Coming home from the Canton Fair

Once you’re back on home soil, it’s time to do your homework (again) and look at potential suppliers. Consider it a perfect time to do your supplier selection and sample time, of which I’ve covered in another blog post here.

It’s also a wise time to write down the long term goals, and a list of deadlines for the next 12 months. From here you’ll have a concrete plan of what to do next.

In closing

Going to the Canton Fair, or any trade fair in China, is an excellent opportunity that I highly encourage everyone to do. It shaves a lot of time from the negotiation and communication stages, whereby you’ll simply get closer to a product. You’ll also get to meet your supplier face-to-face, and build rapport which (hopefully) leads to a long-term business relationship.

You can definitely make factory visits too, so consider a longer stay in China. Most agents aren’t so open to factory visits, whilst all manufacturers are open to it.

I hope this guide of mine to the Canton Fair in China provides you with the motivation to make your own sourcing pilgrimage. These fairs are highly beneficial, for both buyer and seller, and are fundamental to your long-term success as a business owner.

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