2018

Guangzhou Lighting fair is nearly upon us 9th-12th June. I will be at the show for a for the duration. I think this is the 11th year I have visited the show to meet up with clients and or source some extra component.

As usual I want to give a few tips to anyone who maybe heading over. We never exhibit at this fair as we prefer to do the HK Lighting Fair in October.

First are my top 10 tips for Buyers to avoid disasters and be clever in buying.

1) Take a name card specially designed for the show with an e-mail address just for said show. This will help you filter what you have seen. Giving your name card to a booth is often fine however some people are at the show who collect name cards to onsell to suppliers. So one name card can mean 100 various sellers pushing mails to you.

2) Choose a Hotel with a free shuttle to the show. Getting back can be a nightmare and taxis are difficult to find. For me I stay outside and drive over but I have visited without a car and it is difficult if you do not plan well.

3) Most Chinese are genuine and honest but like every society some bad exist. The next tip is one I have heard happen to several clients it is called the "Money swap". Clients have taken a Taxi, it stops short of the hotel and when you hand the driver a "100" he returns it saying "no good". You then believe the 100 is a "fake" and pass another with the same result and so on until he accepts. The next day the client tries to spend the "returned" money and is told that it is fake...!

4) Specifically set our your meeting schedule.?It is good to see "all the halls" but you will find many same, same suppliers so set a target core. If you meet these and then have a good look around you will have accomplished more. Over the past few years many have tried to have every lighting product, often getting from "friends" factories. Only selected people make selected things well.

5) Be courteous to all, no one is above, bigger or better than anyone else..! Treat all courteously. If your not interested try to remain cool and say "No thanks".

6) Be careful at all times with belongings. I have seen many people loose a laptop, a wallet and a mobile....! Now Police will be at the venue but the signs they hand out telling you to be careful are for a reason....! I personally had a laptop, camera and other things stolen nine years ago.

7) Approvals and claims: This one is a difficult discussion and it does come down to the quality of the buyer but my thoughts will save future headaches. If you see a claim on Lm/W you do not believe ask for 3rd party CNAS test data. If you see approvals you can check on line the validity of them. BOMs are easy to figure out and the next point will help on this.

8) Socialize with vendors: Seems a silly thing but if your building a relationship you need to know who you are dealing with. Not just your "communique" ie the sales person, but the boss, the engineers etc. For me even though we manufacture I am "friends" with numerous other suppliers and sales as I always engage with them. It will help you to understand the component use and ethics. Visit the factory...!

9) Try Local food...! If you do not know where to go then ask and you will be told. I often take clients out to a few great small restaurants. But directly over the river from the exhibition halls is a road with a lot of Bars and restaurants if you want something more lively.

10) Wear comfy shoes and note the weather is Hot/Humid. Guangdong is very hot and humid in the summer months so being ultra smart is not the most important factor.
Few tips for sales in Factories. These are a few of what I pass onto my own sales team in meetings and come from many years experience as both "the Buyer" and the "manufacturer".

1) When a customer is interested in a selected product take a note of the product they have shown said interest. Do not mail them random info but the product they requested. The amount of times I have seen a small gem and asked for info yet been sent random info is unreal. It cost someone a sale.

2) I often hear the reference to sales as a "fight" but it is not. It is about personal relationship building and being remembered. The person easiest to forget is the one who interupts your space and says "what you looking for" or "we have LED". The person easiest to remember is the one who smiled when you looked over, said good morning or afternoon without making you feel pressured.

3) Do not take someone+s picture without asking! If you want a photo together most if asked will oblige.

4) Do not tell me you supply X, Y, Z as it will only damage your credibility in my eyes. I never tell clients I manufacture for x, y,z I just treat them as clients and support them!

5) Never be afraid to say NO. believe in what you do and if someone asks for "to cheap" or for something you cannot make say NO. Seems the hardest thing to do but the market is going to get a whole lot harder. By saying No if you cannot do you will find the good from the bad and be the ones left selling in the end.

Hope all have a good show...!

Barrie@auraledlighting.com

0086 13566002389.

Media (cover image)