What questions to ask suppliers at Canton Fair?

By Yaurapulse

You are standing in the middle of the Canton Fair, surrounded by thousands of booths. A supplier waves you over, shows you a product, and you like what you see. You exchange business cards, take a photo of the sample, and move on to the next booth.

But here is the problem: if all you did was say "nice product" and walk away, you just wasted your time.

The Canton Fair is not a shopping mall. It is a business event where 30,000+ suppliers come to meet buyers. The buyers who get the most out of the fair are not the ones who visit the most booths. They are the ones who ask the right questions, get useful answers, and use those answers to make smart sourcing decisions.

So what should you actually ask?

This guide will walk you through the most important questions to ask suppliers at the Canton Fair, organized by category, plus tips on how to ask them so you get real answers instead of marketing fluff.

Why asking the right questions matters at the Canton Fair

At a trade show, you get something you cannot get online: face-to-face communication. You can ask follow-up questions immediately, read body language, and judge whether the person across from you actually knows what they are talking about.

But this advantage only works if you know what to ask.

If you only ask "what is the price?" and "what is the MOQ?" you will get surface-level answers that tell you almost nothing about whether this supplier is the right partner for your business. Every supplier at the fair will give you a low price and a low MOQ to get your contact information. The real test is whether they can follow through.

Note: At the Canton Fair, try to ask open-ended questions that get the supplier talking. Do not just ask yes-or-no questions. Open-ended questions reveal more about the supplier's knowledge, experience, and professionalism.

The questions below cover every important aspect of a potential supplier relationship. You do not need to ask all of them at every booth. Pick the ones that matter most for your product and business stage.

Product and quality questions

Start with the product itself. These questions tell you whether the supplier understands their own product and whether they are serious about quality.

"What materials is this product made from?"

This is the most basic question, and it is surprising how many suppliers cannot answer it well. If the supplier hesitates or gives a vague answer like "good quality plastic," that is a red flag. A professional supplier should be able to tell you exactly what materials they use, the grade, and where they source them.

For example, if you are sourcing a garden hose, ask about the width and weight of the textile, the rubber materials, the specifications related to rubber, the connecting accessories available, and the maximum water pressure. Inexperienced suppliers cannot answer all these questions well because they lack product knowledge.

Extensive product questions help you eliminate unprofessional and less cooperative suppliers early.

"What is your quality control process?"

Do not accept "we have good quality" as an answer. Ask for specifics. Do they inspect incoming materials? Do they do in-process inspections? Do they do a final inspection before shipment? What is their defect rate?

The only way to truly know a supplier's quality is to place a trial order, but asking about their QC process gives you a good preview. During real cooperation, observe whether the supplier actively responds to your questions and understands your product requirements, especially custom ideas. When problems arise, see whether the supplier actively finds solutions or immediately shirks responsibility.

"Can you show me your product catalog?"

A supplier's catalog tells you a lot. Does it focus on one product category, or is it a random collection of unrelated items? A real factory usually specializes. A trading company often spreads wide.

Also, look at whether the catalog has detailed specifications or just pretty photos. A professional supplier's catalog should include materials, dimensions, certifications, and packaging information.

Price and MOQ questions

Price and MOQ are the questions every buyer asks. But how you ask them matters more than the answer itself.

"What is your price for [specific quantity]?"

Never ask "what is your price?" without specifying a quantity. Prices change dramatically based on order volume. A supplier who quotes you a price without asking about your quantity is either inexperienced or just trying to hook you with a low number.

Give them a specific quantity. For example, "what is the FOB price for 1,000 units?" Then ask for the price at 500, 2,000, and 5,000 units. This gives you the price curve and shows the supplier you know how sourcing works.

Pro tip: At the Canton Fair, most buyers' top concerns are MOQ, lead time, certifications, after-sales service, expected profit, and suggested retail price. A supplier who can address all of these clearly is worth your time.

"What is your MOQ, and can it be lowered for a trial order?"

MOQ varies a lot from product to product, so it cannot be generalized. Even with the same product and customization, MOQs can be different depending on how it is done.

For example, adding a logo to a water bottle: laser engraving can often be done with just one unit, while screen printing usually starts at around 500 pieces. Same product, same customization request, completely different MOQ.

Ask why the MOQ is what it is. Is it a mold cost? A material minimum? A machine setup cost? Once you know the real reason, you can negotiate more effectively.

"Are there any hidden costs?"

Ask about mold fees, tooling costs, packaging fees, and any other charges beyond the unit price. A low unit price can become expensive once you add all the extra fees.

Production and lead time questions

Knowing the price is useless if the supplier cannot deliver on time.

"What is your production lead time?"

Ask for the lead time for both sample production and bulk production. Sample production usually takes 7-15 days for standard products, and up to 25 days for more complex items. Bulk production lead time depends on the order quantity and the factory's current workload.

Note: During peak production seasons (especially before Chinese New Year), lead times can be much longer. Always ask whether the factory is currently busy and whether that affects your delivery date.

"What is your monthly production capacity?"

This tells you whether the supplier can handle your current order and scale with you as your business grows. If their capacity is 10,000 units per month and you expect to order 50,000 units next year, you may need to look elsewhere.

"Can you guarantee on-time delivery?"

No supplier will say no to this question. So follow up with: "What is your on-time delivery rate?" and "What happens if you are late?" A professional supplier should be able to answer both.

Certification and compliance questions

Certifications can make or break your ability to sell a product in your target market.

"What certifications does this product have?"

Ask specifically about the certifications you need for your market. If you are selling in the EU, ask about CE, RoHS, and REACH. If you are selling in the US, ask about FCC, FDA, and CPSC. For electronics, ask about RCM for Australia.

Do not just take a supplier's word for it. Ask to see the actual certificate. Check the certificate number, the issuing body, and the expiration date. Many buyers have been burned by fake or expired certificates.

Pro tip: If a supplier says they have CE certification, ask them to email you the certificate. Then check whether the certificate covers the exact product model you are buying, not just a similar model.

"Do you have experience exporting to [your country]?"

A supplier who has exported to your market before will know the local regulations and requirements. This saves you time and reduces the risk of customs issues.

"Can you provide test reports?"

For products that need to meet safety standards, ask for third-party test reports. This is especially important for children's products, electronics, and items that come into contact with food.

Customization and OEM/ODM questions

If you want to private label or customize products, these questions are critical.

"Can you customize the product with my logo and packaging?"

Ask about all customization options: logo printing, color changes, packaging design, product modifications, and bundling. Get a clear picture of what they can and cannot do.

"What is the MOQ for customization?"

Customization usually has a higher MOQ than stock products. Ask about the MOQ for each type of customization (logo, color, packaging, etc.).

"Do you have OEM/ODM experience?"

Ask for examples of custom products they have made for other clients. This shows whether they have the capability and experience to handle your customization needs.

Quality control and after-sales questions

These questions tell you what happens when things go wrong, and they will.

"What is your defect rate?"

A professional supplier should know their defect rate and have systems in place to reduce it. If they say "zero defects," they are lying.

"What is your process for handling defective products?"

Ask specifically: if a product arrives defective, will you replace it? Refund it? What is the procedure? How long does it take?

A slightly higher price can sometimes mean better materials, more stable production, fewer defects, or better after-sales support. The cheapest supplier is not always the best choice.

"Do you support third-party inspection?"

Ask whether you can hire a QC company to inspect the goods before shipment. A professional supplier should have no problem with this. If they refuse, that is a major red flag.

How to ask questions that reveal whether a supplier is professional

Asking the right questions is only half the battle. You also need to interpret the answers.

1. Watch for hesitation. If a supplier cannot answer basic product questions immediately, they probably do not know the product well. This could mean they are a trading company or an inexperienced supplier.

2. Look for proactive suggestions. Experienced salespeople will not only answer your questions professionally but give you recommendations even before you ask. If a supplier only says "yes" to everything and never offers advice, they may not be very professional.

3. Ask hard questions. If a supplier claims a product is certified or high quality, ask for evidence. A generic certificate in a supplier profile is not an answer. Ask what evidence would make that claim defensible for this specific SKU and production batch.

4. Test their response speed. After the fair, email the supplier with follow-up questions. If they respond quickly and thoroughly, they are probably serious about your business. If they take days to reply or ignore your questions, move on.

Note: The lowest price is not always the best choice. A good supplier helps you balance quality, price, MOQ, lead time, and stability. Evaluate the whole package, not just the price tag.

Bottom Line

The Canton Fair is an incredible opportunity to meet suppliers face to face, but only if you ask the right questions.

Here are the key categories to cover:

1. Product and quality — materials, QC process, catalog
2. Price and MOQ — specific quantity pricing, MOQ breakdown, hidden costs
3. Production and lead time — sample time, bulk lead time, capacity, on-time delivery
4. Certification and compliance — relevant certifications, export experience, test reports
5. Customization — logo, packaging, OEM/ODM capability and MOQ
6. Quality control and after-sales — defect rate, defect handling, third-party inspection

Remember: the goal is not to ask as many questions as possible. The goal is to ask questions that help you evaluate whether this supplier is the right partner for your business. Take notes at every booth, compare answers across suppliers, and follow up after the fair.

The buyers who succeed at the Canton Fair are not the ones who visit the most booths. They are the ones who ask the smartest questions and use the answers to make informed decisions.