Visiting China: is it worth it, and how to prepare

A visit builds a relationship and reveals things that messages never show. But it is costly, so plan it to bring back the most value.

When to visit

• Before a large order or a long term relationship.
• At a trade fair that gathers suppliers in one place.
• When a repeated quality problem cannot be solved remotely.

Before you travel

• Book appointments in advance with five to eight suppliers in the same region.
• Bring samples, a reference and printed specifications.
• Book an interpreter if needed, and check visa requirements and holiday dates.
• Prepare a list of questions for the visit.

Inside the factory

• Notice the cleanliness and order of the workshop and the state of the machines.
• Ask about the fabrics and how they are tested.
• See the production line of a product similar to yours.
• Do not commit to an order before you are back and have reviewed your notes.

Exercise

Decide whether a visit is right for you now, and write its three goals, the list of factories you would visit and the trip budget.