What to Ask Suppliers at the Canton Fair

“What is your best price?” is usually an expensive first question. Before a supplier knows the material, size, quantity and packing you need, the answer may describe a different product from the one in your mind. At the Canton Fair, the first task is to establish whether you are discussing the same thing.

Use a few screening questions at every stand and reserve longer technical conversations for suitable suppliers. This keeps the first exchange focused while giving promising companies a clear reason to continue the discussion.

Start with product fit

Show your reference and ask which displayed product is closest to it. Then ask what differs. Listen for specific differences in material, construction, finish, dimensions and intended use. A supplier who identifies those differences gives you a better basis for discussion than a broad confirmation that everything is possible.

Explain your destination market and the practical demands on the product. Ask what information the supplier needs to assess suitability. Where formal testing or regulatory requirements matter, keep those requirements explicit and obtain appropriate specialist advice; a stand conversation does not establish compliance.

• Which of your existing products is closest to this specification?
• Which details would require a new process, component or tool?
• What would you need from us to confirm feasibility?
• Can you show a sample using the proposed material and construction?

Understand the company's role

Ask where the product would be manufactured and which stages the company controls. A trading company and a manufacturer can each be useful, but their responsibilities need to be clear. Ask who handles sampling, production questions and any subcontracted work relevant to your product.

If a visit is a possibility, request the exact site address and the name of the person who can arrange it. Avoid treating a general invitation as a confirmed appointment. Establish whether the production you want to see is expected to run during your available dates.

Clarify commercial basics before negotiating

Ask for the minimum order quantity for the exact version discussed. Establish whether the minimum applies to each colour, each size, each print design or the overall order. Then request prices at quantities you could realistically buy. A quotation at ten times your likely order is a poor decision tool.

Discuss the sample process and what the first price includes. Tooling, printing setup, packaging, labelling and transport can change the comparison. Ask which details are confirmed now and which require review by the factory after the fair.

Lead time also needs a starting point. “Thirty days” might refer to a period after sample approval, after receipt of a payment or after materials become available. Record the proposed trigger and ask what could change the schedule.

Use a compact stand record

The example deliberately records uncertainty. A blank field can look like an omission; “factory to confirm” shows that the question was asked and remains open. Use that distinction consistently when comparing suppliers later.

Finish with a specific next step

Before leaving, summarise what you understood and invite correction. Confirm the exact product reference, the quantities to quote and the person responsible for replying. Ask which contact channel they prefer and send a short identifying message while you are still at the stand if practical.

For a strong candidate, arrange a second conversation after you have reviewed the initial answers. That meeting can focus on the remaining technical or commercial questions. For a poor fit, record the reason and move on politely. You do not need a full quotation from every company you meet.

Give the interpreter your screening priorities

Tell your interpreter which answers would rule a supplier out and which require a follow-up question. Keep commercially sensitive limits in a private briefing. Ask for complete answers to be interpreted, including qualifications and uncertainty, so you can decide what matters.

Share your question sheet when arranging TalkEast's Canton Fair support. A prepared set of priorities helps each stand conversation produce a useful next decision.

Sources & further reading

• Canton Fair official buyer information