What to ask when contacting a manufacturer for the first time?

Before start selling your collection you need to find a manufacturer. The first reason is that you need to know that your quality standards are met and that the sales samples will look like the products you will sell. Secondly you need the cost estimations from your intended manufacturer. Costs vary from factory to factory, and you need to be on top of your price calculations and business model before kicking off.
 

Finding a good manufacturer is a big and important challenge for an apparel company. As mentioned, there are many ways to find factories; trade shows, online, contacts, branch organizations, etc. But it can be really tough finding a factory that suits your needs in terms of communication, quality, and delivery. 
 

 Recommendations are of course extremely valuable, and if you already have found a good manufacturer make sure to nurture that relationship. Don’t push them and treat them like crap thinking that you easily can replace them with another factory. You can’t. In order to improve your changes of a successful cooperation with a factory there is a range of questions you can ask. Once you have made your shortlist of manufacturers it is time to pick up the phone and start calling. Pose these questions to see if there could be a fit between your brand and their manufacturing.
 

1. Are they taking on new customers?

The factory can be overbooked and taking on new customers may be put on a hold. If so, don’t waste your time here. Hang up and call a new factory.
 

2. Can they make your products?

Ask them what kind of products they make. If you have a specific need you need to check if they can meet it. Let’s say you are making a jacket with taped seams, then you need to know they have a seam-sealing machine to do that. Let them know the products you want to produce.
 

3. What brands are they working for?

This can give you an indication of the quality level if you are familiar with the reference brands. Also ask for references that you can contact regarding their cooperation.
 

4. Are they working with 3rd party suppliers?

Sometimes manufacturers outsource parts of their production to other suppliers. If they do, check what parts they can’t do by themselves. Remember that if they work with a 3rd party supplier, it can be more difficult to control that part of the process. It is one more part in the chain that can lead to delays and misunderstandings.
 

5. Can they give price examples?

Ask for a quotation. Remember, for an accurate price estimation you need them to make a prototype. It is only then they’ll know what your product will cost. Do they work with CMT, FOB, or some other way?
 

6. What services can they provide?

Can they do patterns, grading, prototypes, fabric sourcing, maybe even design? It can be a quick and easy solution to hand over more than the actual production work to the factory. But at the same time it will give you less control. It can be like a black box, you put something in, don’t know what happens inside, and then something comes out that is not exactly how you pictured it.
 

7. What are the minimum quantities?

What is the minimum amount of products they are willing to make? Is this minimum per style, color, or size. It is a big difference. If they are willing to take on lower quantities, how much is the surcharge?
 

8. What is their capacity?

Are they scalable? Your first batch of garments is usually pretty small, but you have all the intentions in the world to soon make larger productions. Is the manufacturer ready to help you with that?
 

9. Do they have terms and conditions you can see?

Here you can see their payment terms for example. There are quite a few things you want to include in an agreement with a supplier.

10. How much do they charge for samples?

If you are new, the factories typically charge 2–3 times the production price for a prototype.

11. When do they have time?

How quickly can they help you with prototypes and when can they fit in your bulk production?

12. Do they have any certifications?

You have certain standards for your brand when it comes to sustainability and work ethics. Make sure the manufacturer meets those expectations. Are they certified? Can they guarantee a good working environment?