Asia Trade Shows 101: Maximizing Your Trip

• Make the most of your trade show visit

• Learn what to do before, during and after the trade show

Contents

Introduction 3

Why visit a trade show in Asia 4

Trade shows in Hong Kong 6 & Guangzhou — April 2019

Before the show 8

At the show 12

After the show 16

Global Sources Summit 18

Source smarter with Global Sources 19

Introduction

Retailers around the world today have many options when sourcing from overseas. With the rise of the Internet and e-commerce, it is easier than ever to inquire about products online, and find minimum order quantities, prices and lead times without ever leaving the comfort of your own desk.

Those who are new to sourcing from overseas or have never attended a sourcing fair before should consider carefully how they will proceed to make the most of their time. Your objectives at a trade show should be to meet as many exhibitors as possible for future purchases and business, and gather information (a lot of it) about products and suppliers. Avoid trying to place orders with exhibitors you have met for the first time. You could place orders with your existing suppliers.

This eBook will serve as a guide on what to do to prepare for a sourcing fair in Hong

Kong and mainland China, how to spend time at the fair wisely, and how to follow up with suppliers after your trip.

It’s normal for trade shows to run for at least four days, which some may consider a lot of time to accomplish what needs to be done, but that time can go by quickly if buyers haven’t prepared the right questions or don’t know exactly what they’re looking for.

If you have any questions or feedback, contact us at editor@globalsources.com.

Wishing you a productive trade show visit!

Asia Trade Shows 101: Maximizing Your Trip 3

Sourcing trade shows remain a big draw, especially in the Greater China region, because of the advantages associated with meeting people face-to-face, and being able to see and feel sample products. The networking that happens at these shows is an indispensable part of sourcing from Asia for many buyers.

Here are 8 benefits of visiting a trade show:

1. Deepen your relationships with current suppliersIf your current suppliers are attending a trade show, this is a good opportunity to meet up with them and deepen your relationship.

2. Get new product ideasSourcing fairs are a great way to discover new products to source. Walk down the aisles and you might find an exciting new product you wouldn’t have thought about sourcing.

3. Be the first to source a new productMany suppliers launch new products at trade

shows, and these are posted online after the show. You get a first-mover advantage by discovering these products.

4. Speed up your sourcingWhen sourcing online, you have to wait for the supplier to send you samples before you can decide whether or not a product is suitable for you. At trade shows, you can shortlist products much faster by seeing the product and asking all your questions. 5. Touch and feel productsYou can touch, feel and experience the products. This is experience that can’t be had from behind a computer screen.

4 Asia Trade Shows 101: Maximizing Your Trip

Why visit a trade show in Asia

6. Research a product categoryIf you are starting to source a product that you are not familiar with, trade shows enable you to research the product and identify the right questions to ask prospective suppliers.

7. Network with China sourcing experts and industry leadersGlobal Sources shows have a series of seminars on sourcing best practices and industry trends. The Smart Sourcing series of conferences are very useful if you are new to sourcing.

8. See the next big thing At the Global Sources trade shows, you can see and experience next-gen products and trends at the various special zones (see sidebar).

Special zones at Global Sources trade shows

Global Sources Electronics show• AI Experience Zone• Analyst’s Choice Zone• Home Electronics Pavilion• Gaming Pavilion• Computer & Accessories Pavilion• Gallery X• VR Experience Zone powered by HTC Vive

Global Sources Lifestyle show• Design Corner• Cool Design Award• Cool Design Gallery• Hot Product Demo Zone• Color Trends by Pantone• New Sourcing Markets Pavilion Global Sources Fashion show• Fashion Parades• Young & Rising Designers• Trends Forum• New Sourcing Markets Pavilion• Hong Kong’s largest bags & luggage collection• Hong Kong’s largest footwear collection• Hong Kong’s largest sports fashion & active lifestyle collection

Startup Launchpad at the Global Sources Electronics show

Asia Trade Shows 101: Maximizing Your Trip 5

Hong KongGlobal Sources Summit April 27-29•3-day conference for online & Amazon sellers•Co-located with Global Sources trade shows•Learn how to import from China like a pro•Discover the latest strategies for profitable online selling

Global Sources Exhibitions Global Sources ElectronicsPhase 1 – Consumer Electronics (April 11-14)•Home electronics•Gaming•Outdoor electronics•Computer and accessories•Auto Electronics•Commercial electronics•Smart living•Electronic components

Phase 2 – Mobile Electronics (April 18-21) •Devices•Accessories

Register here

Global Sources LifestyleApril 27-30•Gifts & premiums•Smart toys & gadgets•Home decorations•Office supplies

Register here

Global Sources FashionApril 27-30• Bags & luggage• Accessories & footwear• Apparel & fabrics• Underwear & swimwear

Register here

HKTDC Exhibitions Lighting FairApril 6-9•Advertising display lighting•Commercial lighting•Decorative lighting•Horticultural lighting•Lighting accessories•Residential lighting•Smart lighting & solutions•Technical lighting•Urban & architectural lighting

Electronics FairApril 13-16• 3D printing• AI & voice recognition• AR, VR & MR• Audio visual products• Automotive & in-vehicle electronics• Business of IP• Connected home• Digital imaging• e-health & wearables•Eco-friendly products•Electronic accessories•Electronic gaming & eSports•Electronic parts, components and production technology•Fitness and beauty•Healthcare electronics•Home appliances•iAccessories•Office automation & equipment•Personal electronics•Robotics & unmanned tech•Security products•Telecommunications products

6 Asia Trade Shows 101: Maximizing Your Trip

Here are dates and key product categories of sourcing exhibitions being held in Hong Kong and Guangzhou in April 2019.

Trade shows in Hong Kong & Guangzhou – April 2019

International ICT ExpoApril 13-16•Digital infrastructure•Digital marketing & e-commerce•Enterprise solutions•Home-grown innovations•Retail technologies•Smart devices & accessories

Houseware FairApril 20-23•Art & craft items•Artificial flowers•Baby products•Bathroom products•Beauty & personal care items•Candles & scent sensation•Cleaning & laundry items•Eco-friendly products•Coffee related products•Festive home decor•Furniture•Gardening & outdoor accessories•DIY products•Healthcare products•Home appliances•Interior decor & handicrafts•Kitchenware & gadgets•Pet supplies•Tableware•Wine tools & accessories

Home Textiles & Furnishings FairApril 20-23• Baby & bedroom textiles• Bathroom & kitchen textiles• Carpet & floor coverings• Window fashion & accessories• Upholstery & furnishing products

Gifts & Premium FairApril 27-30•Advertising gifts & premium•Corporate gifts•Fashion accessories•Figurines & decorations•Fine porcelain gifts•Green gifts•Packaging• Party & festive items• Pictures & photo• Stationery & paper• Tech gifts• Testing, inspection and certification

• Toys & sporting goods• Travel goods & umbrella• Watches & clocks

Printing & Packaging FairApril 27-30•Advertising & signage•Digital printing & 3D printing•Food & beverage packaging solutions• Green printing & packaging solutions• Packaging services• Printing & packaging equipment• Printing consumables & packaging materials• Printing services

GuangzhouCanton Fair Phase 1 (April 15-19)• Electronics & household electrical appliances• Lighting equipment• Vehicles & spare parts• Machinery• Hardware & tools• Energy + Resources chemical products• Building materials

Phase 2 (April 23-27)• Consumer goods• Gifts• Home decorations

Phase 3 (May 1-5)• Office supplies, cases & bags, and recreation products• Medical devices and health products• Food• Shoes• Textiles & garments

Download the calendar here

Asia Trade Shows 101: Maximizing Your Trip 7

8 Asia Trade Shows 101: Maximizing Your Trip

Before attending a sourcing fair, it is good to do some preparation. Here are a few things you should do before boarding the plane.

1. List products you are interested inStart listing the kinds of products you want and need. This will help you focus and save time when you’re at the show.

2. List product features and your requirements If you already source certain kinds of products or know what you want to source, make a list of specifications, product functions and features, quality standards, certifications and other information that is important for you. This is especially important if you are looking to buy OEM products.

Before the show

While composing the list, don’t shy away from being “too detailed.” Manufacturers will not necessarily know what you want and they’re not in the habit of providing anything that isn’t specifically asked for.

As Rosemary Coates notes in her book 42 Rules for Sourcing and Manufacturing in China, “Americans are notorious for not being detailed enough in the specs and being disappointed because the product did not meet their unspecified requirements.”

Don’t fall into this trap. Write down exactly what you want. Common details that should be included are design and colors, dimensions, materials, packaging design and functions.

Not all suppliers at sourcing fairs will be able to meet your requirements and it’s important to know which are which. This includes knowing who can meet international safety standards and regulations.

Going through this process will help you quickly identify suppliers who are worth

Asia Trade Shows 101: Maximizing Your Trip 9

talking to and which ones are not worth your time. This should make for a much more fruitful sourcing fair experience.

3. Get estimated pricesSend inquiries to suppliers online before you leave for the show to get reference prices of the products you are interested in. This will help you quickly determine if prices quoted by exhibitors at the show are suitable for you.

4. Shortlist exhibitors online before the show Search for exhibitors online and send them inquiries asking for information about the

product, pricing, certifications, and other aspects that are important to you (the list you prepared in step 2).

This will help you shortlist exhibitors that can meet your requirements and you won’t waste time at the show talking with too many suppliers that don’t meet your needs. Sourcing expert Gary Huang added another benefit to shortlisting, which is “…you will get a headstart on the other buyers at the fair because suppliers already know who you are so you can work on warm leads.”

You can search for exhibitors at Global Sources shows on our website or app.

10 Asia Trade Shows 101: Maximizing Your Trip

Huang also advised buyers to keep in mind “that for Chinese suppliers, English is their second language.” He then listed the three Ss of communicating with Chinese suppliers:

• Simple: Simplify your language.• Slowly: Don’t rush. Speak clearly and slowly.• Smile: Body language is universal and a smile builds rapport, and makes China suppliers more open to the buyer.

5. Research new products onlineKeep yourself updated on new products from China suppliers in your industries so that when you are at the show, you can immediately tell which products are really new.

There are a few ways to do this. Look for the following sections on GlobalSources.com:

• Analyst’s Choice: Innovative and new products from China and Asia – selected by Global Sources Market Analysts

• New from Exhibitors: New products from exhibitors at Global Sources shows – selected by Global Sources Market Analysts

• Top 20 Most Popular Products: Exhibitor and advertiser products with the highest buyer interest

Checklist of items to bring with you:

✔ List of products, specifications and prices ✔ Exhibitors you want to meet✔ Name cards✔ Writing pad✔ Tablet or smartphone you could use for taking notes✔ Pens✔ Stapler✔ Power bank✔ Company brochure ✔ Small trolley bag to carry brochures

• Top 20 Hot New Releases: Newly posted exhibitor and advertiser products with the highest buyer interest

• Personalized Product Gallery: The most recent products from advertisers and exhibitors in your preferred categories

6. Get a map of the show floorGet a map of the show floor before you head to the show, and identify which halls at the exhibition venue have products you want to source.

You can even plan your walking route prioritizing important halls. This will ensure you can get to work as soon as you reach the venue.

Before the show, get price estimates from

suppliers online

Asia Trade Shows 101: Maximizing Your Trip 11

Industry-specific sites for new product information

• Auto Parts & Accessories

• Consumer Electronics

• Electronic Components

• Fashion Accessories & Footwear

• Fashion Apparel & Fabrics

• Gifts & Premiums

• Hardware

• Home Products

• Machinery & Parts

• Mobile Electronics

• Security Products

• Smart Living

7. Print business cardsBusiness cards are a critical means of introducing yourself in China. You will want to arrive at the show prepared with business cards to hand out at a moment’s request. It is recommended you have about 150 to 200 cards available at the beginning of the show. 8. Prepare your wardrobeHong Kong and Guangzhou are located in a warm and humid atmosphere, but conference centers are air conditioned and it can be much colder inside than out.

Be sure to pack comfortable, business casual clothes. Many people tend to dress pretty casually in China while doing business. Suits and dress shoes are not the most comfortable in a setting that involves a lot of walking and possibly long days.

Your objectives on the show floor are to contact as many exhibitors as you can, and gather product and supplier information.

1. Prioritize hallsIf you haven’t already downloaded the show map, get a map and exhibitor directory first thing when you reach the venue. Identify the pavilions that have the products you are interested in, and prioritize them. Once you’re in a hall, walk around the aisles in an organized manner.

2. Introduce yourself and your companyWhen you see a product that interests you, approach the exhibitor and introduce yourself and your company. You could prepare a short introduction about your company before you head to the show. It is important to position yourself as a serious, professional buyer who understands their market and products.

3. Identify which suppliers can meet your needsRecognize that not all suppliers will be able or willing you meet your requirements, nor do all suppliers conform to all relevant international standards and regulations. Be sure to ask suppliers upfront if they meet those requirements and can show compliance documents to prove it (this can be done after the show).

Aim to spend no more than 20 to 30 minutes at each booth, and about an hour with exhibitors that you think are a very good match for you. 4. Ask questionsWhen you meet a supplier that seems promising, there are a few questions that are good to ask in all circumstances.

• Price and MOQ You will want to know the best price and minimum order quantity for anything you’re interested in buying. The latter will affect the former because of economies of scale, so you will want to be thinking about these things together.

12 Asia Trade Shows 101: Maximizing Your Trip

At the show

MOQ is especially important if you’re just starting your import business. In many cases, this can be negotiated, but many suppliers are rigid about minimum order requirements.

Note that any price you get at a show will just be a reference price. An accurate price from manufacturers requires more time-consuming calculations that take into consideration their manufacturing process and the scale of the order.

Also, while you’re discussing pricing, it might be a good time to find out about the company’s payment terms. Ask them if

accept payment via PayPal or Escrow (specially important if you order size is small).

• Exportmarkets Ask if they have exported the product to your market previously.

• Qualitycontrol You should ask if they have a formal QC procedure in place. Also find out if they subcontract production to other factories. And if they do, will they let you inspect the subfactory. You may not end up doing this, but it helps gauge how transparent the supplier is with their subcontracting.

Asia Trade Shows 101: Maximizing Your Trip 13

• Lead time You always want to know how long it will take to get goods to port and, ultimately, to your market after placing your order.

• References A good company should be willing to connect you with previous customers.

• Updates and guarantees You will want to ask suppliers what kind of updates they can give you during this process and whether you or someone hired by you can visit the factory during the production process.

Also, in case something happens with the order and it’s not what was agreed upon, does the supplier offer any guarantees to fix the order or refund the money? Most of the details of such a deal will be hammered out in more formal business negotiations, but sourcing fairs offer a good opportunity to get a sense about a given supplier. If you make the rounds enough times, you’re bound to wind up meeting both suppliers who are very supportive of the options you’re looking for and are accustomed to such arrangements, and those who are not so accommodating and can be eliminated as a potential option for future purchases.

• Factorylocation Ask if you can go to visit this week while you’re in the country. You should try to

set up a few factory visits while you’re in the region.

5. Collect brochures, business cards, contact informationYou already know the importance of business cards, but there are a lot of suppliers on the floors that are good for you to collect while you’re out and about. Brochures with details about the company and its products are good to have on hand so they can be used to jog your memory later. Keep business cards and other contact information organized so you can get back to suppliers you consider important or have potential. Some people collect so much material while at a show, they bring an empty bag or suitcase to keep everything in. That is also worth considering.

Questions to ask exhibitors

1. Have you previously exported your product to my market?2. Do you have a formal QC procedure in place?3. How long after my order will it take to get the goods to port and to my market?4. Can you introduce me to your previous customers?5. What kind of updates can you give me during production, and can I visit your factory during production?6. Can I visit your factory while I’m in China?

14 Asia Trade Shows 101: Maximizing Your Trip

battery during the day so bring a power bank or two. 8. Try the productsThis tip might seem obvious, but in the midst of talking to suppliers about product specs, standards and certifications, don’t forget to actually spend time examining the sample products at the show. It can be difficult to fully assess something on the floor of a trade show, of course. Some things take time to examine, like whether power banks hold the advertised capacity and charge at adequate speeds. The feel of a product can say a lot about it, like the quality of certain fabric or durability of a device (though not longevity).

Remember that you’re just trying to assess whether the supplier before you is someone you might be able to work with.

If you’re using a writing pad to jot down information, staple suppliers’ business cards of to the page where you have noted down their information.

6. Take pictures and videos of products that interest youTaking pictures and videos is an easy way to remember what the product looked like. 7. Use a tablet or smartphone to gather information A tablet or smartphone is a great way to write down information. Use a word-processing app such as Microsoft Word, Pages or Evernote to take notes. Take pictures / videos with your mobile device, and insert images with the respective notes. This will save you time and effort organizing your notes after the show. You don’t want your device to run out of

Asia Trade Shows 101: Maximizing Your Trip 15

The real work begins after you’re back at the show. If you have gathered information in an organized way during the show, processing the information after the show will be more efficient.

1. Identify potential products to sourceWhile you were at the show, you probably got some good ideas for new products you might like to source that would fit with your current product offerings. Now that the show is over, it’s time to make a decision. List the new products you were most interested in and the specifications you would like them to have. You don’t have to make a decision about anything until after you talk to the suppliers about price and quantity, but you should have a clear idea of what you want before discussing anything.

2. Organize your contacts Organize all the information and contacts you’ve gathered. This will help you identify which suppliers you’re seriously interested in, and quickly be FreeImages.com/Boogaloo Shrimp

able to find their contact information and remember relevant information about them in the future. During this process, you will want to be sure to sort suppliers by priority as much as possible. You want information easily accessible for those companies you want to contact more quickly following the show.

3. Follow upNow that you have everything organized, follow up with the suppliers. This is why

16 Asia Trade Shows 101: Maximizing Your Trip

After the show

you’ve been collecting brochures and exchanging and organizing all those business cards, after all. When you do reach out to these companies, remember what you’ve seen from them already and what you still need. The “still need” category will usually include compliance documents, and more specific feedback about product specifications and quality.

4. Follow exhibitors online Many exhibitors have an online presence on supplier directories. You should follow them or ask them to send you an update whenever they launch a new product. These are suppliers you have met in person and verified to some extent as legitimate companies.

Asia Trade Shows 101: Maximizing Your Trip 17

Key tasks after the show

1. List the new products you are most interested in and the specifications you would like them to have.

2. Gather and organize supplier information and contact details.

3. Reach out to your selected suppliers and follow up.

4. For future product sourcing, follow exhibitors online or ask them to keep you posted of new product launches.

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Factory Inspections: How and When 19

At Global Sources, our No. 1 priority is the protection of our buyers’ interests and businesses. The following describes our supplier verification related systems, processes and icons.

Verified Suppliers are suppliers and exhibitors whose business registration details have been verified by independent third parties such as D&B (Dun & Bradstreet), Ease Credit or Experian. (For buyers’ convenience, GlobalSources.com also includes some suppliers who have not been verified.)

Verified Manufacturers are Verified Suppliers whose business scope, as licensed by relevant government departments, allows them to manufacture goods.

Exhibitors have been verified face-to-face by Global Sources staff and have had a physical booth presence at one or more Global Sources trade shows.

Supplier Capability Assessment is an independent, third-party report based on an onsite visit, and includes in-depth information about suppliers’ operations, production capabilities, QC processes, management and more. It is an optional paid service for all Verified Suppliers.

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