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Chinese suppliers understand how company brochures and product catalogues can attract buyers and open new opportunities. Unfortunately creating an eye-catching catalogue or brochure is now an exercise on its own...
On many occasions, we visited companies we identified through their professional and promising marketing material, that displayed technical pictures of products we were looking for. But once on site, the reality was miles away from what the marketing material was suggesting. The company couldn't match our criteria and we didn't qualify it.
Fair game one could say! But the attempt to have attractive brochures sometimes leads to ridiculous situations: product pictures obviously copied by a company from its competitor's! A real example we encountered lately:
 
Supplier 1 Catalog Supplier 2 Catalog
 
Photo in Catalog 1 Photo in Catalog 2
Brochures cannot be taken for granted. On-site visits are crucial in order to qualify Chinese suppliers. Although this is a time and money consuming process, buyers can't skip it! However good data, references, website and brochures are, nothing can replace a visit!
Etienne C. - March 2007
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