Catch Me on a Plane to China: Navigating the Complex World of Chinese Manufacturing

It’s been about 15 years since my first flight to China. We were making things in China before that, but it was around 2009 that I actually went over to see things firsthand. I remember being so miserable with jet lag that I could barely have a conversation, much less think critically and creatively about the details of our product. Since then, I’ve been back more times than I can stamp in two passports and have become somewhat of a pro at not only sleeping on planes but also at navigating the complex and head-spinning world of building good products and sustainable relationships in China.

The Importance of Relationships in China

I love China. I love the people, the history, and the landscapes. While my geo-political views remain very much pro-American, I have come to appreciate and understand the perspective of Chinese citizens and business people. They are just like everyone else and want mostly the same things. This is why relationships are so important when doing business in China. The reason I have gone to China so many times is not just because I love the food (though that’s a bonus). It’s because I know the value of a handshake in Chinese culture and the importance of accountability when building a relationship with an agent or factory.

In China, business is personal. Relationships are built on trust, mutual respect, and shared goals. This is why face-to-face meetings are crucial. The simple act of sitting down with a potential partner, sharing a meal, and even laughing together—perhaps at my attempts at karaoke—can go a long way in establishing a solid foundation for business. Chinese business people, much like their Western counterparts, are looking for win-win relationships, and that foundation of trust is what makes everything else possible.

Understanding the Cultural Nuances

But relationships and connections are only half of the battle when doing business in China. There is a clear and present cultural difference in the way business is done, and it took me years of headaches to understand it. One of the best attempts I’ve seen at capturing these cultural nuances is in the book “Shoe Dog” by Nike founder Phil Knight. Chinese businesses want the same things that American businesses want—a long-term, fruitful relationship—but the devil is in the details. And in China, the details are everything.

I call it “specs on specs on specs,” which means every detail of your purchase order must be outlined and expanded before you transfer a deposit. The language barrier is real and obvious, but the breakdowns usually occur in places you don’t expect. For example, a mistranslation of the word “blue” to “black” by a factory worker could lead to a massive—and costly—mistake. Trust me, no matter whose fault it was, you do not want three containers of blue shoes showing up as black. The solution? Make it obvious. Color code your spreadsheet when it matters most. Send mockup photos of every product on the spreadsheet. Confirm with photos and videos the first line of production before mass production begins. If all else fails, get on a plane to China. I’ve flown to China several times where I’ve been on the ground less than 24 hours just to check in during a critical production point. If you’re not familiar, that means you are in the air more than you are on the ground.

Regional Expertise: Where to Produce What in China

Understanding China’s vast manufacturing landscape is crucial for anyone looking to produce goods there. China’s different regions specialize in various types of manufacturing, each with its own strengths and industry focus. Here’s a brief overview of some key regions and what they excel in:

• Guangdong Province (Shenzhen, Guangzhou, Dongguan): This is my favorite and most frequented region, often referred to as the “factory of the world.” It’s the heart of electronics manufacturing, producing everything from smartphones to home appliances. Shenzhen, in particular, is known for its innovation and rapid prototyping capabilities, making it an ideal place for tech startups and established companies alike. It's also the most western culturally, one of the places in China where innovation, creativity, and even individualism are promoted. I love the blend of modernity with the traditional Cantonese culture here. Plus, the dim sum in Guangzhou is unbeatable.

  Zhejiang Province (Yiwu, Ningbo, Hangzhou): Known for its expertise in producing small commodities, Zhejiang is home to Yiwu, the world’s largest small commodities market. This region excels in producing consumer goods like toys, textiles, and fashion accessories. Ningbo, another key city in Zhejiang, is a major hub for home appliances and automotive parts. Hangzhou, with its breathtaking West Lake, is unbelievable during the spring when the cherry blossoms are in full bloom.

  Jiangsu Province (Suzhou, Nanjing, Wuxi): Jiangsu is known for its high-tech industries, including electronics, solar panels, and advanced machinery. Suzhou, with its picturesque canals and gardens, also boasts a robust manufacturing sector specializing in precision instruments and medical devices. I love the classical gardens in Suzhou and reaching about the history Nanjing, once the capital of China.

  Fujian Province (Xiamen, Fuzhou, Quanzhou): Fujian is renowned for its footwear and apparel manufacturing. Many of the world’s top sportswear brands produce their goods in this region and so did we when I launched Brooklyn Workshop Shoes. Xiamen, a coastal city with a thriving export industry, is also a hub for building materials and machinery. This is one of the best places in China to get seafood and has tons of history, most notably around the Maritime Silk Road.

  Shandong Province (Qingdao, Yantai, Weifang): I have not spent much time here, but Shandong is a major player in the production of chemicals, machinery, and textiles. Qingdao, a port city known for its beer (Tsingtao), is also a significant center for electronics and household appliances. You cannot spend time in China without seeing Tsingtao beer but I stay away from it because of its compounding effect on jet lag. Still, its fascinating to learn about the city where it comes from and the unique blend of German and Chinese culture.

  
  

The Challenges and Rewards of Chinese Manufacturing

It’s no secret—doing business in China is hard. It’s the opposite side of the globe and an opposite culture than most Americans are used to. But there is so much potential when you do it right and create win-win scenarios for businesses in the USA and factories in China.

Price is obviously the value benefit most of the time, but I have found that even quality can be better depending on the product you’re making and the contacts that you have. In some cases, Chinese factories are far advanced in terms of technology and production machinery. This can mean far more options for materials, product finishes, accessory add-ons, and more when you’re developing your product. Again, these advantages go both ways, and it really depends on which factories you’re working with in the USA and China.

Why So Many Things Are Made in China

At the end of the day, it’s not hard to understand why so many things are made in China. What’s hard is understanding how it’s done and how it’s done well. That’s where I come in to help you. With over 15 years of experience navigating the ins and outs of Chinese manufacturing, I can help you build not just products, but relationships—ensuring that every detail is handled with care and precision.

Chinese manufacturing is complex, challenging, and often frustrating. But it’s also rewarding, efficient, and full of potential. Whether you’re just starting out or looking to expand your product line, China offers opportunities that are hard to find anywhere else. By leveraging the right factories, building strong relationships, and understanding the cultural nuances, you can tap into one of the world’s most powerful manufacturing engines.

So, next time you see a product that says “Made in China,” remember that there’s a lot more to that label than meets the eye. It’s a story of innovation, collaboration, and, yes, a lot of late-night flights.