I can categorize them in three groups, from the free-form designers to the adepts of “design for manufacture”.
1st group: free-form design, and reliance on one random supplier
They go on trade shows, look for the closest product they can find, and ask the supplier to develop the new product. Few documents are passed to the supplier, except maybe a rough drawing.
Advantage: if there is no deal, the supplier will probably not “steal the idea”. The engineering would take too much work.
Drawbacks: sometimes the closest product currently
on the market necessitates different production capabilities. Few “inventors” have the experience necessary to estimate that danger accurately. And the supplier qualification phase is often skipped entirely (they have a sample, it can be a good basis for development, and that’s all we need)… Dangerous.
2nd group: focus on specifying every detail in advance
They find a way to get a few perfect prototypes made in their country (for example, by paying a CNC workshop if it’s all metal parts). They have the blueprints with complete specifications and tolerances. Then retail sector in europe data they share it selectively with a few Chinese manufacturers.
Advantage: the factory understands immediately what the customer wants. They still have some engineering work, but communication is much easier.
Drawbacks: the factory will (very) likely “adapt”
the product to their production capabilities and habits… Sometimes without telling the buyer about it. And, if there is no deal, they will make sure to keep the cool sample in their showroom. Don’t overestimate the value of a non-disclosure agreement!
3rd group: a more realistic approach
They find a quick and dirty way of putting a prototype together, only for concept validation purposes. They consult a few experienced engineers to evaluate the major risks. Then they spend time qualifying the right manufacturer and discussing the product concept with them. They are willing to adapt their concept if the Chinese engineers make sensible suggestions (provided the resulting prototypes are approved).
Advantage: they don’t try to skip
the most important part of the process: finding the right manufacturer. And they try to make the product both easier and cheaper to produce. When done right, this is by far the best strategy.
Drawback: this won’t be possible if the product is particularly complex. Only large manufacturers would have the right engineering capabilities, and they won’t be interested in a start-up project — unless some really big names have already expressed interest to distribute/purchase the new product.
6 tips for designers who want to manufacture in China
From the above cases, we can draw a few simple lessons.
Spend time looking for the right manufacturer
You will face several tradeoffs:
Big factory with good engineering team, or smaller factory will better pricing and some attention from top management?
Good factory that currently works for potential competitors in my country, or average factory that does not sell in my country?
Factory on the coast, close to component suppliers and easy to visit, or cheaper and less experienced factory in the interior?
2. Don’t necessarily look for a manufacturer that can make all the parts in-house
Usually, exporting factories source nearly
all the components Then they do some machining (if they have the right equipment), they do the final assembly, they pack, and they ship.
Don’t count on them to show you their sub-suppliers. That is considered a business secret in most cases. And don’t try to identify and qualify all the sub-suppliers yourself, unless you have the manpower to do so — and to keep coordinating the whole supply chain once production is under way.