Why Changing China Suppliers Can Be So Risky

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Smart Chinese manufacturers know that with their costs rising, they need to be able to distinguish themselves from their peers. One of the ways they are choosing to do this (even more frequently than in the past) is by copying and selling products they are making for their foreign customers. See Your China Factory as your Toughest Competitor. 

Just this month, I have been dealing with three such matters myself and one of the things I always tell clients in these situations is to not let the supplier know that we know that it is copying and selling its products because switching to a new supplier without a lot of advance planning can be very dangerous, especially with a manufacturer that has chosen to blatantly compete with you.

Why is this so dangerous? Because bad things nearly always happen when Chinese manufacturers discover their American/European/Australian product buyers will soon be ceasing to buy from them. For this reason, we instruct our clients to have new suppliers ready to go before even hinting to their existing supplier that they might be having a problem with them.

We give this advice because over the years our international manufacturing lawyers have repeatedly seen the following (mostly in China, but sometimes in other countries, such as Thailand, Vietnam, Indonesia, and Taiwan):

  • Western company tells its China manufacturer it will cease using China manufacturer for its production. China manufacturer then keeps all of the Western company’s tooling and molds, claiming to own them. The way to prevent this is to get an agreement from your Chinese manufacturer that you own the tooling and molds before your Chinese manufacturer has any inkling that you will be moving on. For more on the importance of mold agreements, check out How Not To Lose Your Molds In China.
  • Western company tells its China manufacturer it will cease to using China manufacturer for its production. Western company then learns someone in China has registered the Western company’s brand names as trademarks in China. Western company is convinced that its China manufacturer is the one that did these registrations, but has no solid evidence to prove this. Western company is now facing not being able to have its product — at least with its own brand name — manufactured in China. See 8 Reasons to Register Your Trademark in China.
  • Western company tells its China manufacturer it will ceasing using China manufacturer for its production. A few weeks later, Western company has its products seized at the China border for violating someone’s trademark. The Western company is (rightly) convinced that its China manufacturer is the one behind the product seizure, believing the Chinese manufacturer registered the Western company’s brand names as trademarks in China long ago and is just now using that trademark to seize product as revenge. China has laws forbidding its manufacturers from registering the trademarks of those for whom it manufactures, but because it is usually not possible to prove that your manufacturer in Shenzhen had a cousin in Xi’an do the registering, this sort of thing goes on unchecked. This sort of thing is increasingly happening with design patents as well. For how to prevent this from happening to you, check out the following:
  • Western company tells its China manufacturer it will cease using China manufacturer for its production. China manufacturer then says it will not be shipping any more product because Western company is late on payments and owes X hundreds of thousands of dollars. China manufacturer then reports Western manufacturer to Sinosure and Sinosure then ceases to insure product sales to this Western company, which can have the effect of convincing Chinese manufacturers not to sell to the Western company without getting 100% payment upfront. For more on Sinosure’s role regarding China exports, check out China Sinosure: What You Need to Know.
  • Western company tells its China manufacturer it will cease using China manufacturer for its production. China manufacturer then either threatens to or actually does hold people from the Western company hostage for alleged debt. For more on the problems that can arise from allegations of not having paid a debt to a Chinese company, check out China Hostage Situation. Now IS A Good Time To Pay Your Debts and How to Reduce Your Chances of Getting Kidnapped in China.

So yes, switching your China manufacturer can be risky, at least when done without sufficient planning.

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