由 caicai8478
I. Preliminary preparation and market research
Clear requirements and specifications
List in detail the model, specifications, production capacity and other technical parameters of the required equipment
Determine the budget range and acceptable payment terms
Consider the production demand in the next 3-5 years and evaluate whether it is necessary to reserve upgrade space
China machinery and equipment market research
Understand the distribution of China’s major machinery and equipment industrial belts (such as the Yangtze River Delta, Pearl River Delta, Shandong, etc.)
Study the expertise and price range of equipment manufacturers in different regions
Preliminary screening of suppliers through B2B platforms such as Alibaba International Station and Made-in-China.com
Preparation of laws and regulations
Confirm the country’s import policy and tariffs on Chinese machinery and equipment
Understand China’s export control and certification requirements (such as CE certification, ISO certification, etc.)
Prepare necessary import documents (such as FORM E and other certificates of origin)
II. Supplier screening and evaluation
Price evaluation points
Price composition analysis
Basic equipment price
Optional accessories and additional function fees
Factory inspection and packaging fees
Taxes (VAT is usually 13%, export tax refundable)
Bargaining skills
Compare prices from multiple companies (recommended at least 3-5 companies)
Pay attention to the difference between different quotation methods such as FOB and CIF
Bulk purchases can strive for tiered prices or annual agreement prices
Consider off-season purchases (such as after the Chinese New Year) to get better prices
Hidden cost prevention
Confirm whether the quotation includes installation and commissioning services
Understand the charging standards for after-sales services Accuracy and response time
Ask for price list of wearing parts and spare parts
Quality assessment system Factory audit points
On-site inspection of production workshops and quality management systems
Inspect production equipment and professional level of technical workers
Check raw material procurement channels and quality control records
Quality certification verification
Confirm the authenticity of international certifications such as CE and ISO
Check China’s domestic compulsory certification (such as special equipment license)
Understand the actual use feedback of the equipment among similar users
Sample testing and acceptance standards
Request samples or on-site testing
Clear acceptance standards and test methods
Develop detailed acceptance terms Write into the contract
Service capability assessment
After-sales service network
Understand whether the supplier has service outlets in your country or neighboring countries
Confirm the response mechanism for emergency failures
Assess the dispatching ability and language communication of technicians
Training and technical support
The content and duration of operator training
The completeness and language version of technical documents
The method and timeliness of remote technical support
Warranty and maintenance terms
Clearly define the warranty period and warranty scope
Understand how preventive maintenance services are provided
Confirm the policy and cost of software upgrades (if applicable)
III. Key points of contract negotiation Notes on core terms
Clearly define equipment specifications
Price and technical parameters (with detailed technical attachments)
Payment method (usually 30% deposit, 70% paid before shipment)
Liability for delivery date and delayed delivery
Quality assurance and acceptance standards
Intellectual property protection clauses
Dispute resolution mechanism
Choose the arbitration venue and applicable law (third-country arbitration is recommended)
Clear the claim process and time limit
Agree on contract termination conditions and aftermath
Confirm the language version
Ensure that the contract has a Chinese and English version
Clearly which language version shall prevail
Key terms must be clearly defined
IV. Logistics plan selection and cost analysis
Comparison of main logistics methods
Logistics methods Suitable situation Approximate cost Shipping time Advantages and disadvantages
Full container load (FCL) Large equipment/large quantity 1,500-1,500−5,000/container 20-45 days Low cost but long time, suitable for equipment that is not urgently needed
Less than container load (LCL) Small and medium-sized equipment/small quantity 800-800−2,000/m³ 25-50 days More flexible than full container load but may have transshipment risks
Air transport Urgent/high-value equipment 4-4−10/kg 3-7 days Fast but costly, suitable for precision instruments
China-Europe Express Europe/Central Asia destination 20-30% higher than sea transport 12-18 days Balance time and cost, but limited routes
International express Small accessories/samples 30-30−100/kg 3-5 days Convenient but only suitable for small items
Logistics cost optimization strategy
Combined transportation plan
Large equipment shipping + key parts air transportation
Use bonded warehouses to transport in batches to reduce tariffs
Consider centralized shipments from regional distribution centers
Insurance selection suggestions
All insurance (All Risks) cover the entire transportation process
Confirm the deductible and claim process
Consider extending warranty insurance
Key points for customs clearance preparation
Prepare complete documents in advance (commercial invoice, packing list, certificate of origin, etc.)
Understand the special requirements of the destination country for mechanical equipment
Consider entrusting a professional customs clearance agent to handle it
V. Acceptance and after-sales service
Arrival acceptance process
Check the integrity of the outer packaging and take photos for record
Count all parts and documents according to the packing list
Perform preliminary operation test
Precautions for installation and commissioning
Require the supplier to send technicians for on-site guidance
Record all parameters during the commissioning process
Confirm that the equipment meets the performance indicators agreed in the contract
Long-term maintenance plan
Develop a preventive maintenance schedule
Establish a spare parts inventory
Perform equipment performance evaluation regularly
VI. Risk prevention and common problems
Common risk types
Quality does not meet standards or does not match samples
Delayed delivery affects production plans
Untimely response to after-sales service
Technology upgrade leads to equipment elimination
Risk prevention measures
Pre-shipment inspection by a third-party inspection agency
Strict liquidated damages clauses in the contract
Retain part of the final payment (5-10%) as a quality deposit
Choose suppliers with export experience
Dispute resolution suggestions
Prioritize resolution through negotiation
Use the mediation service of the China Council for the Promotion of International Trade
Initiate arbitration proceedings when necessary
VII. Practical suggestions Cultural communication skills
Explicitly express technical requirements and avoid implicit expressions
Respect Chinese business etiquette and establish long-term relationships
Consider hiring a local purchasing agent or translator
Long-term cooperation strategy
Establish a strategic partnership with high-quality suppliers
Consider signing a framework agreement to obtain better conditions
Regularly provide feedback on equipment usage
Resource recommendations
China Chamber of Commerce for Import and Export of Machinery and Electronic Products (CCCME)
Various professional machinery industry associations
Check import policies on the official website of the General Administration of Customs of China
Through systematic preparation and execution, foreign buyers can purchase cost-effective, reliable quality and guaranteed service machinery and equipment in China. The key is to do a good job of preliminary research, strictly screen suppliers, clarify contract terms and choose a suitable logistics solution.