How to Negotiate the Best Prices at Canton Fair 2025？

As one of the world's largest and most influential comprehensive international trade fairs, the China Import and Export Fair (Canton Fair) is always the core hub connecting global buyers and Chinese suppliers.

From April 15 to May 5, 2025, the 137th Canton Fair will be launched in Guangzhou, attracting 250,000+ buyers from 200+ countries and regions, alongside 30,000+ high-quality suppliers.

For American retailers and wholesalers, the Canton Fair is not only an excellent platform for discovering new products and expanding supply chains, but also a golden opportunity to optimize costs through direct negotiations with Chinese suppliers.

This guide is crafted from our 20 years of procurement experience and retail industry leaders' insights. We will walk you through pre-fair preparation, on-site tactics, and post-fair follow-up strategies to negotiate the best prices at the Canton Fair 2025. Let's dive in!

Source: Online

Why the Canton Fair 2025 is the Ultimate Price Negotiation Battlefield?

In an age of supply chain volatility and rising trade barriers, the Canton Fair 2025 stands as a price negotiations and international cooperation platform, driven by its unbelievable ability to connect global buyers with China's manufacturing ecosystem.

Why Canton Fair 2025 an important event you cannot miss? Below, we will unpack the three strategic advantages.

Unprecedented Supplier Concentration & Diversity

This fair features 55 exhibition zones across 13 categories, covering countless major categories of goods such as electronics, textiles, home decor, machinery, etc.

Over 70% of exhibitors are manufacturers with in-house R&D capabilities. This means you can direct negotiation on raw material costs, production processes, and customization to eliminate middlemen.

Global Supply Chain Restructuring

Today, protectionism prevails in many countries and trade barriers are being erected. Fluctuations in the global supply chain have prompted retailers and wholesalers to establish a decentralized procurement system.

China still maintains open-market policies, making the Canton Fair a critical hub for securing competitive pricing and reliable suppliers.

Digital Innovation & Layout Reasonable

The 2025 Canton Fair will enhance its digital platforms. In the previous session, innovative services such as "virtual digital people" and "Canton Fair APP" will play a greater role.

At the same time, the Canton Fair provides a "one-stop price comparison" stage. In the exhibition area of the same product category, buyers can compare the quotations, minimum order quantities and delivery cycles of 10-20 suppliers within half an hour.

According to the data of 2024, most buyers obtained a 15%-25% price discount through this stage.

Source: the Canton Fair's official

If you want to get more information about the Canton Fair 2025, you can read our past two blogs.

Find Reliable Suppliers in China: Ultimate Guide for Buyers at the Canton Fair 2025!

Canton Fair: An Ultimate Guide to China Sourcing Fair

Pre-Fair Prep: Build Your Negotiation Foundation

Success at the Canton Fair begins long before you step onto the exhibition floor.

Strategic preparation ensures you enter negotiations with data-driven confidence, a clear pricing framework, and tools to counter supplier resistance.

Target the Potential Suppliers

Use the Canton Fair's official exhibitor directory to filter suppliers by product category, certifications (ISO, CE), and export experience while prioritizing those serving the U.S./EU. Cross-check supplier credibility on Alibaba, Made-in-China, and 1688.

The first step is to build a list of potential suppliers. Visiting the Canton Fair website (www.cantonfair.org.cn), you can get a list of all exhibitors participating in the Canton Fair. Build your list of potential suppliers based on the product categories you need to purchase, the certification qualifications of these suppliers (such as ISO, CE), export markets, etc.

By the way, please refer to the corporate credit scores of platforms such as Alibaba, 1688, and Made-in-China, which are very important to you.

Create a Benchmark Data Model

The negotiation benchmark data model is the sum of the data you need to use throughout the negotiation process, which should include your expected cost, flexibility, other bargaining chips, and other dimensions.

Cost Analysis: Research industry benchmarks via Euromonitor or Statista to set your procurement cost based on production, shipping, tariffs, etc.
Flexibility: Define acceptable price ranges and tiered pricing for order volumes.
Negotiation Leverage: Sort out the conditions that can be used for exchange, such as prepayment ratio, delivery time, packaging customization, logistics and transportation, etc.

For details, please refer to the theory of "expanding the negotiation cake" in Getting to Yes.

On-Fair Tactics: On-Fair Skills: A Guide to Real-Time Negotiation

The chaos of the Canton Fair demands a disciplined approach to negotiations.

Below are field-tested strategies to dominate face-to-face discussions.

The 3-Step Negotiation Framework

The method combines the "principle negotiation method" of the Harvard Negotiation Project (HNP) with our team's 20 years of procurement experience. You can get the maximum margins through the three stages.

Break the Ice: Avoid immediate price discussions. Instead, ask other questions to gauge supplier positioning.
Anchor Low: Start with a 20% below-target offer to reset their pricing expectations.
Condition replacement: If the supplier insists on the price, turn to non-price terms negotiation. This requires the use of other bargaining chips you prepared as mentioned above.

For example, for suppliers with tight delivery dates, propose the concession of "delivery in batches" to obtain a low price.

Avoid Hidden Traps

1. Make sure whether the price includes VAT invoice or commodity inspection fees to prevent surprise costs.

2. Require that the sample quality is consistent with the bulk product and that other requirements be stated in the contract, and seal the sample on site as a basis for subsequent inspection.

Language Tips

Data-driven communication: Use specific numbers instead of vague statements.
Empathy expression: Affirm the supplier's advantages and then make demands.
Time-limited decision-making method: Release signals when the store is about to close.
Post-Fair Follow-Up: Seal the Deal in 72 Hours

The real work begins once the fair ends. Because suppliers will get various inquiries, and delays can weaken your negotiating advantage. A structured follow-up plan ensures you finalize contracts before competitors swoop in. You should do three things.

Prioritize Suppliers: Send thank-you emails within 24 hours, categorizing contacts by priority.
Test Samples & Factory: Request samples and inspect shortlisted suppliers’ facilities to verify capacity.
Finalize Contracts: Clarify price terms, payment conditions, and penalties.

Source: Pexels

7 Common Scams & How to Avoid Them

“Exclusive” Show Prices: Confirm whether discounted rates apply to trial orders, not just bulk ones.
Unverified Supplier Credentials: Utilize China’s Business Registry to verify export licenses.
Vague Quality Standards: Specify certifications (CE, ASTM) in contracts.
Currency Risks: Choose USD pricing or include forex clauses.
Avoid Rushed Decisions: Compare at least five suppliers before committing.
Unrecorded Verbal Promises: Send email summaries to formalize agreements.
IP Risks: Request' non-infringement guarantees” and verify patents through INTA.

Partner with EJET to Maximize Your Margins

Navigating the Canton Fair 2025 alone can be daunting. The troubles like negotiation skills, language problems, unfamiliarity with the region, and other issues can be faced by going to the Canton Fair.

If you think these troubles are so difficult that you are unwilling to spend too much energy. Partnering with EJET Procurement is a better choice.

As a professional sourcing agent with 20 years of experience in international cross-border procurement, EJET Procurement can transform this challenge into a profitable one.

Here is how we provide value:

1. End-To-End Digital Procurement Process

EJET Procurement leverages advanced technology and intelligent features to help businesses optimize their procurement processes, from smart product recommendations to visualized procurement management, enabling efficient and transparent end-to-end digital operations.

2. Streamlined Freight Forwarding Solutions

EJET Procurement handles warehousing, inventory management, order processing, and global shipping. We also offer Amazon FBA prep and dropshipping to simplify your logistics and ensure fast, reliable delivery to your customers.

3. Boost Your Business with Finance Support

EJET's Supply Chain Finance Service helps optimize costs, improve cash flow, and provide flexible payment terms. With tailored credit support and cost-saving strategies, we empower your business to manage finances efficiently and drive growth.