Client Overview

In January 2025, an Argentine client visited China to explore potential suppliers for her business. Asian Sourcing Group (ASG) was tasked with designing her itinerary and coordinating factory visits.

The Challenge

At the start of the trip, the client had already arranged visits to several factories independently. However, after seeing the factories she had chosen, it became clear that they did not meet her expectations. The designs were uninspiring, and the costs were not favorable. This left her frustrated and uncertain about her sourcing choices.

The ASG Approach

For the first two days, the client toured factories that she had selected herself, but by the third day, we took over the selection process. ASG had carefully vetted and chosen suppliers that were better aligned with the client’s needs.

From the moment the client visited the ASG-selected factories, her enthusiasm was evident. She was impressed by the quality, the value, and how well the products matched her requirements. At the end of the third day, she was so pleased that she decided to cancel all visits to the factories she had originally selected, opting to only visit those chosen by ASG.

This shift wasn’t just about the factories being better; it was about fit—understanding the unique needs of the client and ensuring that the suppliers were aligned with those needs.

Key Insights

The Importance of Fit Over Size or Reputation

Often, smaller factories with specialized capabilities can be far more suitable for specific markets than larger, more general manufacturers. For example, a factory that has years of experience catering to the European market may not have the right pricing strategy or product design for markets like Africa, where cost-effectiveness is prioritized.

In such cases, it’s not enough to simply “trust” that a factory can produce the desired product. Instead, product design and cost strategy must be specifically tailored to the target market’s needs.

Proactive Sourcing and Background Research

By taking the time to deeply understand the client’s business, needs, and market requirements before proposing factories, ASG was able to select suppliers that were a perfect match. Our approach goes beyond just presenting factories—we engage in extensive research, including online meetings and market analysis, to ensure the client is presented with the best possible options.

Value of Relationships and Trust in Sourcing

Even in today’s digital age, where suppliers and clients can easily connect through B2B platforms, there is still tremendous value in the human touch.

As one of our Argentine clients remarked at the Canton Fair, “Price is not the most important, MOQ is not the most important, relationship with the supplier is the most important.” The client emphasized that, due to the geographical distance between Argentina and China, having a trustworthy relationship with a supplier is crucial. Without that trust, things can easily go wrong.

Why Clients Choose ASG

Despite the accessibility of online platforms, many overseas clients still prefer working with ASG because of our unique ability to bridge the information gap.

We provide tailored, well-researched, and specific sourcing solutions rather than overwhelming clients with hundreds of products that may not be suitable for their needs. Our clients appreciate that we help eliminate the uncertainty and confusion that often accompanies international sourcing.

Conclusion

This case highlights the importance of understanding the client’s specific needs and market requirements, and how crucial it is to provide personalized, well-matched sourcing solutions. By offering expert guidance, thorough research, and creating trustworthy relationships with suppliers, ASG helps clients navigate the complexities of international sourcing and avoid costly mistakes.

In the fast-paced, high-stakes world of B2B trade, it’s not just about the products. It’s about the people behind the products, the relationships we build, and the trust we cultivate along the way.