I heard many Chinese suppliers say “the buyer doesn’t know how production works”. And, most of the time, they were right.
As Jacob Yount wrote in his latest blog post, A Factory’s Point of View, many importers are cloudy on specs and lack expertise in their products’ manufacturing processes:
Many distributors…ok, most distributors and importers for that matter, are largely naive on the China manufacturing aspects of the project. The attitude, and I’m simplifying, seems to be “token in the machine” attitude. Distributors, who haven’t had a hands-on experience with manufacturing can be in the dark when it comes to what’s feasible and what’s not.
They tend to lead their vendors in to a mine field because they are not knowledgeable on can’s and cannot’s, thus not being able to deftly handle the end-user, thus leading the factory down a bad road…and in turn, the factory usually ends up eating the blame but you may end up eating bad production. All the while the distributor is thinking “What in the world are they doing there…can they not handle something that simple!?” (and many importers do this who are not knowledgable on what they’re having manufactured).
I advise importers to come and spend a few days (right, not just a couple of hours in a meeting room) in factories, and to ask many questions. It will open their eyes on the realities of China manufacturing.
If you don’t understand the production process, you will:
- Give projects to the wrong suppliers, who don’t necessarily have the capability to handle all your products (but who won’t always tell you about it).
- Estimate poorly the risks of quality issues and delays.
- Push suppliers at times when they actually should NOT rush production (haste makes waste).
- Never know if a supplier’s excuse is a lie, or if it might make sense.
- Omit certain specifications that should absolutely be written and confirmed by suppliers.
- Ask systematically for re-inspection when inspectors find quality issues, instead of studying the situation and guiding the manufacturer toward the logical next step (sorting? re-work? re-production?).
So, next time you come to China, plan a few extra days and spend time in workshops. This education is essential for purchasers.
What do you think?
Absolutely true!
I would go further and say that as a professional purchaser, buying from a Chinese factory without this kind of due diligence is professional malpractice.
Brad,
I tend to agree, but it is not always possible (see http://www.qualityinspection.org/hands-off-buyers).
Appreciate the shout, Renaud. That’s a great key point about pushing suppliers at times when they SHOULD NOT BE PUSHING. And the supplier, gets sick of it, goes into “do whatever say mode” and just does what they are harping about and it ruins their production. Then the importer is completely blown away as to how this could ever happen….
Manufacturing from China, to use an old phrase, “is Chess, not Checkers”.
Great post! Straight to the point of why it is important to have experienced China sourcers on your team. It’s easy to say that you know enough to get by, right up until the point when you get one pulled over on you (or, as mentioned, not getting one pulled over on you and you just think they are).
Jacob,
Thanks. Yes, pushing a Chinese supplier can be very counterproductive.
I don’t know if it’s chess, but it is often a game!
Very true indeed.
And in my experience as well as my team experience, many Chinese suppliers are very open to discuss the details of production process and are sometimes very proud to explain why their process is better. Once you visited several factories making similar products, you can gain an increased understanding of what is needed, what are the critical steps and the specific skills and equipment. Of course, you need to go in with a manufacturing mindset and know the basics.
It is always better to see several factories because each of them will be good at “selling” you their process.
Etienne,
Very true. Chinese manufacturers are often proud of their processes, it is not hard to learn how production works..