How to choose a China sourcing agent
Updated 22 October 2026. Figures are approximate and change with the market, so always ask for a written quote.
Do you need an agent at all?
A sourcing agent earns their fee when you cannot easily do the work yourself. That usually means you do not speak Chinese, your orders are too small to justify a trip, or you do not have the hours to vet suppliers, chase samples and follow production.
You may not need one if you already have a reliable factory, if you place large repeat orders and can hire a buyer in China, or if you are happy to buy through a marketplace with its payment protection and accept the limits that come with it. An agent is a service you pay for, so the first question is whether the problem you have is worth the price.
It helps to be clear about the two kinds of agent. A buyer-side agent works for you and charges you. A seller-side or factory-side intermediary is paid by the factory, often through a margin hidden in the price. The rest of this guide is about telling them apart.
Understand how agents charge
Across published guides, commissions run from about 3% to 10% of the order, most often 5% to 10%. The rate falls as the order grows. Some agents charge flat fees, often $500 to $1,000 for a simple search, and some work on a monthly retainer. Our fees guide lists the models with figures.
These numbers come from agents and inspection companies, who sell the services, so treat them as ballparks. The useful question is not which model is cheapest. It is whether you can see every charge before you commit, and whether the agent earns money from anyone but you.
Seven things to check before you hire
- Who pays them. Ask directly whether any factory pays them a commission, a rebate or a referral fee. A good agent answers plainly and puts it in the contract.
- The original factory quote. You should receive the quote as the factory sent it, with letterhead and contact details. If the agent retypes it, you cannot tell what margin was added.
- A named factory and direct access. If you are not told who makes your product, you cannot change agent later, and you cannot check the factory yourself.
- An itemised fee. Every charge listed: search, samples, order management, inspection, freight. Hidden "service fees" are a warning sign.
- Freight at cost. Ask for the forwarder's invoice. Marking up freight is a known abuse, with one published example of $3,500 charged against a $2,200 invoice.
- How payments work. You should pay the factory directly, on terms like 30% at order and 70% before shipping, or 30/40/30 with an inspection in between. Never 100% up front, and never to a personal account.
- A real contract. It should say who the agent acts for, what happens when goods are defective, how liability is limited and how a dispute is settled. Have a lawyer read it.
Questions to ask, and what the answers tell you
| Question | Answer to look for |
|---|---|
| Do any factories pay you? | Good answer: no, and it is in the contract.Warning sign: vague answers, "only sometimes", or "we are paid by both sides". |
| Can I see the original quote? | Good answer: yes, with the factory's letterhead and contact details.Warning sign: a summary sheet in the agent's own format. |
| Which factory will make it? | Good answer: the name, address and licence details, before you pay.Warning sign: "we cannot share, it is our network". |
| How do I pay for the goods? | Good answer: to the factory, in stages.Warning sign: everything to the agent, or all up front. |
| What is the freight charge? | Good answer: the forwarder's invoice, plus any coordination fee as its own line.Warning sign: one bundled figure with no breakdown. |
| What if the goods are defective? | Good answer: thresholds and remedies written into the purchase order.Warning sign: "that never happens". |
| Who inspects before shipping? | Good answer: a named third party or a documented process, and you can send your own inspector.Warning sign: discouraging samples or inspections. |
Red flags
- A price far below every other quote. Something is being left out, usually material, finish, packaging or lead time.
- No office, no named factory, no contract. Reported complaints often come down to these three.
- A hidden margin. Lawyers who work on China manufacturing have described agents who stated a 5% fee while raising factory prices by 10% to 35% and taking another payment from the factory. You can only catch this by comparing against the original quote.
- Pressure. "Stock is gone on Friday" is a way to rush you, not to inform you.
- A good sample, then a poor batch. The fix is inspection before shipping, which an honest agent will encourage.
- Thin communication. If replies are slow or vague before you pay, they will not improve after.
The structure of a fair deal
A buyer-side agency structure is simple. You buy directly from the supplier. The agent takes a fee and approved expenses, and holds no title to the goods. You sign the supplier contract. The agent acts for you and is not the seller.
Defects deserve their own line. Agree thresholds, the cost of re-inspection and the remedy, such as a discount or rejection, in the purchase order with the factory. Agent liability for factory defects is rarely stated, and most agents limit it to their own negligence, so check what yours says.
If you have a design or a brand, ask about a non-disclosure, non-use and non-circumvention (NNN) agreement with the supplier, ideally in Chinese and English. Registering your intellectual property in China first is worth discussing with a lawyer, because enforcement there is weak. This guide is not legal advice.
A low-risk way to test an agent
Do not start with a large order. Pay for a defined piece of work, such as a supplier search or a sample round, and judge what you get back. Is the quote the factory's? Can you contact the factory? Does the report mention risks, or only good news? Did the agent suggest an inspection without being asked?
Ask for something small and checkable, like the business registration details of the factory, and verify them yourself. The business licence carries an 18-character unified social credit code, and the national enterprise credit information site lets you look it up. An agent who is relaxed about you checking is a better bet than one who is not.
Where we fit
We are one option, and not the right one for everyone. We act for the buyer. We charge €149 for a supplier report, credited against your first order and refunded if fewer than three suppliers qualify, then 6% for order management with a €150 minimum, and 4% above €30,000. Inspection is a third party at cost plus €25, or our video inspection at €90. Freight is at cost.
No factory pays us, and the contract says so. You pay the factory directly, we hold none of your money, and our liability is capped at the fees you have paid. We take a limited number of live orders so each one gets attention, and we do not do customs clearance, legal advice or certification. Details are on the China sourcing agent page. Whatever you decide, use the checklist above on us too.