Beware the Middleman and Seek the Intermediary提防中间人，并寻求中介

So you come across what seems to be a stroke of good fortune.所以你碰到什么似乎是一个中风的好运。 A company having experience in making your product and after calculating your landed price are once again surprised at how cost effective it is to manufacture goods in China.一家公司的经验，让您的产品和计算后，您的降落价格再次感到惊讶，如何符合成本效益，这是制造的商品在中国。 There is no substitute for traveling to tour the factory, but depending on your situation, you may not have the opportunity to visit.是不可替代的旅游参观工厂，但根据您的具体情况，您可能不会有机会访问。 Having received some literature, a sample and verified the company’s references, what else can you do?收到了一些文学，样本及核实该公司的参考，还有什么可以做呢？ What is the worst that can happen?什么是最严重的可以发生的呢？ Let me tell you the pitfalls and learn from my experience importing a new product, from a new company, for the first time.让我告诉你们，陷阱和了解，从我的经验，引进新产品，从一间新公司，为第一次。

This is a story as much about the intermediary as it is about the middleman.这是一个故事，这么多的中介，因为它是关于中间人。 Both are important aspects to consider in the importing process.两者都是重要的方面考虑，在进口的过程。 Both will cost you money and increase your landed price, but only one will add value.双方将您的广告成本，并提高您的降落价格，但只有一会增值。

Sourcing Companies vs. The Source 采购公司与来源
There are an unlimited amount of companies in China that represent themselves as the manufacturer and they can, at times, make it hard to make the distinction.有无限数量的公司在中国的代表自己作为制造商，他们可以，有时会让你很难作出区分。 These companies can do some of the leg-work for you of having to locate the manufacturer in person or on the internet.这些公司可以做一些腿部-为您工作不得不找到制造商，在人或在互联网上。 They can be useful in that they are creating a “one stop shop” to find and purchase all of your goods.他们可以是有益的，因为他们正在创造一个“一站式服务” ，以查找并购买您的所有商品。 Sourcing companies have created partnerships or special pricing agreements with the different manufacturers and in turn resell the goods to you.采购公司创造了合作伙伴关系或特殊定价协议与不同的制造商，并从而转售货物给您。 While I have found a number of sourcing companies that are useful, it is best to go right to the source.虽然我发现了许多采购公司是有益的，最好是去权利的来源。 One issue, is that without dealing with the source, you do not know who or how your products are really getting produced and under what circumstances.一个问题是，未经处理的来源，你不知道谁或如何与您的产品真的是越来越生产以及在什么情况下。 Secondarily, if you have problems with your goods, you are going to have to deal with the source through another company (or two possibly – you just don’t know).其次，如果你有问题，与您的货物，你要要处理的来源，通过另一家公司（或两个可能-你刚才不知道） 。 Another important detail is that without dealing with the source, you cannot be sure that this isn’t the first time they have built your product.另一个重要的细节是，没有处理的来源，你不能肯定这是不是第一次了，他们已建立了您的产品。 As in my situation, the company had produced similar “wood” products like front doors and figured that was enough expertise to build “wood” kitchen cabinets.作为在我的情况，该公司已制作了类似的“木”产品，如前门和揣摩，这是足够的专业知识，建立“木”厨房内阁。 As with many things in China, the country is amazing at being able to accomplish extraordinary feats of “Magic” that may not have ever been done before or at that scale.与许多中国的事情，是了不起的国家，在能够完成不平凡的壮举“魔术”可能不具备以往任何时候都做了之前或在该规模。 This can sometimes be dangerous for the consumer.这有时是危险的，为消费者。

It is important to note that it is only good business ethic to do a trial run of any product you import for the first time at your own risk and not the clients’.这是很重要的注意，这只是良好的商业伦理做试运行任何产品的导入，为第一次在自己的风险，而不是客户。 This is the case for my venture into producing modular kitchen cabinets to add to our private label product line.在这种情况下我的创业到生产的模块化厨房橱柜添加到我们的自有品牌产品线。

Pre-Manufacturing Design 前制造设计
One of the issues with working with the middleman or sourcing company/agency is that they may be knowledgeable about a wide variety of products, but not intricately experienced in any of them.其中一个问题，与工作与中间人或采购公司/机构的是，他们可能了解各种各样的产品，而不是错综复杂的经历在他们任何人。 By unknowingly using a sourcing company, I opened myself up to an extraordinary amount of work early on in my kitchen cabinet manufacturing venture.由在不知不觉中使用采购公司，我自己开了一个不平凡的大量的工作早在我的厨柜制造业的风险。 Aside from putting together kitchen cabinet layouts, order lists and color/style selections I immediately found myself in a storm of pre-manufacturing design related conversations with the “manufacturer”.除了将共同厨柜布局，为了名单和颜色/风格的选择，我立即发现自己在风暴前的制造设计相关的谈话与“制造商” 。 The questions I was being presented with are ones that should already be known as industry standard specifications for a product.问题我是被介绍的是那些应该已经被称为工业标准规格的产品。 Check it out, an actual diagram from the sourcing company asking design related details to cabinet construction.检查出来，一个实际的图，从采购公司的要求设计相关的详细资料，以内阁的建设。 It gets much worse, but you get the idea.它得到更差，但你得到的想法。

Delays & Intermediaries 延误及中介机构
Suffice it to say, design wasn’t the only head-ache, delays were inevitable.足以说明，设计并不是唯一的头部疼痛，延误是不可避免的。 Production was looking to run past a year and I encountered excuses about material shortages, issues with paint drying due to the rainy season and hardware not arriving on schedule.生产运行看，过去一年，我遇到的借口，约材料短缺，问题与油漆烘干，由于雨季和硬件没有到达如期进行。 I had no way to confirm production was actually moving according to the emails I am receiving.我没有办法证实的生产，实际上是移动根据电子邮件我收到了。 At the same time I was expected to make progress payments on the manufacturing.在同一时间，我预期，使进度付款在制造业。 I became skeptical if I would ever receive the order when I asked that a sample door be produced, completed ahead of the order as to confirm quality and mailed to me.我怀疑如果我想以往任何时候都得到为了当我问一个样品门制作，提前完成的顺序，以确定质量和邮寄给我。 This was nothing more than an attempt to satisfy my curiosity of their actual progress.这是只是一个尝试，以满足我的好奇心，他们的实际进展。 Additional excuses followed and with a 20% deposit on the line, I contracted an intermediary to do some due diligence on the company.额外的借口，其次是和20 ％的存款就行，我承包一个中介做一些尽职调查该公司。 The World Trade Group世界贸易组 has offices here in the US and in various places in China.这里设有办事处，在美国和在各个地方在中国。 This is important as you have a local contact in both places in which to interface, send documents, etc. For a consulting fee they are able to fly a consultant out from a city in China to your factory and give us a detailed report with photos.这是很重要的，因为你有当地联络，在两地，其中以界面，传送文件等为顾问费，他们能飞了一名顾问，从一个城市在中国到您的工厂，给我们一个详细的报告，与照片。 This was invaluable in that for the first time we were able to get a vivid picture of exactly what and who we were dealing with.这是非常宝贵的，对于我们第一次能够得到生动地描述了究竟谁和我们正在处理。

Their Findings 他们的研究结果
The report from the World Trade Group confirmed that the factory was not being truthful as to the nature for the lengthy delays.该报告由世界贸易组证实，该工厂是不是真实的，以性质为长时间的拖延。 By the time of their arrival, it was claimed my sample doors had “just shipped out” express mail.由时间，他们的到来，有人指称我的样品门“刚刚运出”快递邮件。 By hiring a consultant, we were able to reopen communications with the sourcing company since talks had broken down months prior.由雇用一名顾问，我们能够重开通信与采购公司以来，会谈已经破裂之前的几个月。 They also were able to begin to negotiate for a hard ETA on completing production and had a backup plan if they were not successful.他们也能够开始进行谈判硬埃塔在完成生产和进行了备份计划，如果他们没有成功。 Lets look at some of the details from the report.让看的一些细节，从报告。 The report outlined an actual timeline of events generated from email correspondence on both sides.该报告概述了一个实际的时间表所产生的事件，从电子邮件通信双方的。 Also included was a description of the company outlining that it had been in business for ten years exporting wood doors and had started their new cabinetry product offering shipping only to Europe.还包括一个说明该公司的概述，它一直在业务上为十年出口木材的大门，并已开始他们的新橱柜提供的产品航运只有到欧洲。 There were six factories that the sourcing company was working with, each without a sign identifying who owned the factory or their affiliation.有6个工厂，采购公司工作，每一个没有签署确定谁拥有工厂或其从属关系。 All finishing/paint coating was to be subcontracted, but at the time of the inspection by WTG, no contractor had been selected.所有抛光/油漆涂料是要分包，但在时间的检查wtg ，没有承办商已选定。

All door and drawer panels had been completed and stacked in the corner.所有的门和抽屉面板已完成和堆放在角落。

Of course reviewing all of this information gave me a false sense of security that everything will go on schedule from this point forward.当然，检讨所有这方面的资料给了我一种虚假的安全感，一切将继续附表从这个角度前进。 As a contingency for further issues, a hard date was set for shipment and terms for late delivery established.作为一项应急作进一步的问题，硬的日期定在装运和条款，延迟交付的成立。 WTG continued to monitor communications and status of shipment and when the factory again failed to meet deadlines, intervened. wtg继续监测通信和地位，装运和工厂时，又一次遭到失败，以满足最后期限，进行干预。 Due to the terms of our agreement, the shipment was so late that we had to again negotiate an acceptable discount even though we had an agreement in place.由于该条款我们的协议，装运是这么晚，我们不得不再次进行谈判，一个可以接受的折扣，即使我们有一个协议，在地方。

Arrival/Conclusion 到达/结论
The order exceeded a year to conclude and with only one of the two containers finally shipped.该命令超过一年结束和只有其中的两个货柜，终于发运。 At the final point, it was decided to have the cabinets painted and finished here in the United States for fear they would never be completed.在最后一点，这是决定有机柜画和成品在美国这里，恐怕他们永远不会完成。 The World Trade Group or other companies alike are essential in conducting business from the US.世界贸易组或其他公司一样，进行必要的业务来自美国。 They provide a cost effective alternative to source new products, evaluate factories of interest, provide quality assurance measures, confirm integrity of products before shipment or mediate an already bad situation.他们提供一个符合成本效益的替代来源，新产品，评估工厂的利益，提供质量保证措施，确认的完整性，产品发运前或调解已经坏的情况。

dylan@sourcejuice.com

Last 5 posts by dylan最后5个职位，由迪伦

• Importing a Pet into China via Hong Kong进口宠物进入中国途经香港 - June 18th, 2008 -2 008年6月1 8日
• Contacting a Factory Online; Lessons Learned from the Field联系一家工厂在线;吸取的经验教训从外地 - June 15th, 2008 -2 008年6月1 5日
• One Man’s Challenge Is Another Man’s Treasure - Home Building Materials, part 3 of 3 and continuing.一名男子面临的挑战是，另一名男子的宝藏-首页建材，第3部分三和持续。 - May 4th, 2008 -2 008年5月4日
• One Man’s Challenge Is Another Man’s Treasure - Home Building Materials, part 2 of 3一名男子面临的挑战是，另一名男子的宝藏-首页建材，第2部分3 - April 26th, 2008 -2 008年4月2 6日
• One Man's Challenge Is Another Man's Treasure - Home Building Materials, part 1 of 3一名男子面临的挑战是，另一名男子的宝藏-首页建材，第1部分3 - April 20th, 2008 -2 008年4月2 0日

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