During the COVID period you probably saw that Amazon and Amazon sellers recorded some of the highest revenue growth. The simplest version of the model is: have your product made in China and sell it in the US on Amazon. This type of business is already very common in China, and the largest Amazon convention so far was held in Shanghai in 2018, with more than 10,000 participants.
Exactly how to run an Amazon business, what FBA is, how to open a store – that is a topic for a separate guide and not directly part of our services. Our focus is on creating products in China for sale on Amazon, finding the right factory, performing quality control, and organising delivery to Amazon FBA warehouses.
The role of a China agent when selling on Amazon
Amazon sets high standards for the quality of products sold on its platform. Many Amazon sellers have discovered the model of selling products imported from China. And why not? Chinese products are often cheaper, can meet quality requirements, and are bought in bulk. However, this is where two major challenges appear.
The first is finding a reliable, high‑quality supplier, and the second is delivering goods to Amazon FBA warehouses. Shipping from China directly into Amazon’s fulfilment centres is not a simple task. There are many potential complications, but with solid preparation and support from a local agent it is entirely feasible.
Below we outline the main steps in starting an Amazon business, with a focus on our part of the work: finding a trustworthy factory, performing product quality inspections, and preparing shipments for Amazon FBA.
Under the FBA (Fulfilment by Amazon) model, the core steps in setting up your Amazon business would be:
Key steps to starting an Amazon business
Step 1: Market research
- Searching for suitable products on Chinese B2B and B2C platforms: Alibaba.com, Global Sources, AliExpress, Made‑in‑China.
- Collecting information on the production process, approximate costs, sample lead times, and payment terms.
Step 2: Factory review and assessment
A factory audit is the most effective way to evaluate a manufacturer’s capabilities and the realism of long‑term cooperation.
Main goals of a factory audit
- Assess factory structure: how long the company has been operating, layout of production lines, warehouses, and offices.
- Assess management competence: the person you communicate with should have a solid understanding of the production process and techniques in order to resolve technical questions quickly.
- Check suppliers of raw materials and components: to evaluate supply stability and the risk of quality fluctuations.
- Evaluate internal quality control: whether the factory has a dedicated QC department and how effective it is.
- Analyse key markets: which markets the factory supplies and whether product quality differs by market.
- Inspect equipment: whether the necessary equipment is in place, in good condition, and capable of meeting your requirements.
- Review staffing: roles and qualifications of key employees.
Step 3: Ordering samples
Ordering a sample is mandatory because Amazon is very demanding on quality. You order a sample to evaluate product quality, materials, finish, and packaging. This is also a good moment to ask the manufacturer for samples at factory price.
You will probably pay for samples and shipping, but at later production volumes unit prices are much lower, and the cost of samples is effectively recovered through optimised purchase pricing.
Step 4: Signing a contract with the supplier
The contract should clearly define:
- That goods are produced according to samples approved by the buyer; appearance, colours, dimensions, and other characteristics must match the product specification.
- That the buyer does not accept defective goods during final inspection; defective items must be replaced with compliant ones. In case of systemic issues, the buyer may request rework or a refund of the deposit.
- Agreed tolerances for certain defects and other product‑related matters – with the note that you should not be too flexible when it comes to quality.
- The planned delivery date and consequences of delays, where applicable.
Step 5: Quality control inspection
It is recommended to carry out final inspection once the goods are ready for shipment, before paying the remaining balance (typically 70%) under the standard 30% deposit – 70% on completion model. The benefit is clear: the supplier has no incentive to relax quality control before inspection is passed and payment is received.
A proper quality inspection should cover:
- Carton checks: quantity and filling, required labels and markings, measuring carton dimensions and weight.
- Product checks: detailed inspection of one randomly selected item, plus random checks of units from multiple cartons for defects and compliance with Amazon FBA requirements.
- Defect description: clear description of critical, major, and minor defects, together with a calculation of the total defect rate.
- Logistics report: total number of cartons, their dimensions, and weights.
Ideally, quality control should start already at the prototype and packaging stage (including shipping cartons), to avoid later complications and additional costs.
Step 6: Shipping from China to Amazon FBA warehouses
There are two main ways to ship goods from China to Amazon FBA:
- The supplier organises direct shipment to Amazon fulfilment centres.
- You use an independent logistics provider or a local agent in China.
At first glance, the first option seems logical: why involve an intermediary if the supplier can ship directly? In practice, however, this often complicates the process and introduces risk.
- Chinese suppliers usually do not include duties and local charges in their freight quotes – so the buyer is surprised by additional costs.
- Factories are not logistics specialists and rely on partner forwarders, who may not fully understand specific Amazon FBA requirements.
Language barriers and differences in business culture make communication even harder. The supplier typically has neither the motivation nor the time to look for the optimal combination of transit time and cost, or to monitor every stage of the shipment – that is simply not their core business.
All this significantly increases the risk of unexpected problems. The best way to reduce that risk is to entrust shipping to a professional logistics provider or a China‑based agent who can monitor the entire process from the factory gate to the Amazon FBA warehouse.
Physical and volumetric (dimensional) weight
Rechecking weight
It is not uncommon for the volumetric weight of a shipment to “increase” after the freight forwarder receives and re‑measures the cartons, especially with express services (DHL, UPS, FedEx).
Why does this happen?
The shipper in China is a user or partner of a global courier. Invoicing is automated and every parcel passes through a cargo scanner that measures the widest point of each side of the carton. Based on these dimensions, the system calculates volumetric weight, which can be higher than actual physical weight.
If cartons are crushed or deformed, the scanner may “see” larger dimensions and therefore a higher dimensional weight. That is why measuring carton size and weight is an important part of quality control. These data help you protect your interests in discussions with the logistics company and avoid unnecessary extra shipping costs.
The most practical and reliable solution is to have a professional company handle both inspection and shipping – someone who oversees the whole process and can react to problems before they reach Amazon.
What you pay for when shipping goods
- A price per kilogram of physical weight (express, air freight).
- A price per kilogram of volumetric weight (express, air freight) – carton dimensions converted into weight.
- Charges per cubic metre (sea and road freight) – FCL, LCL, FTL, LTL.
Formula for calculating volumetric weight
For express shipments (DHL, UPS, FedEx):
(length × height × width in cm) / 5000 × number of cartons.
For non‑express shipments:
(length × height × width in cm) / 6000 × number of cartons.
Charges are based on either physical or volumetric weight – always on the higher of the two.
Formula for cubic volume in sea freight
(length × height × width in metres) × number of cartons = total cubic metres.
Amazon FBA packaging requirements
Product barcodes
FBA uses barcodes to identify and track inventory throughout the fulfilment process. Every product you send to an Amazon FBA centre must have a scannable barcode.
There are two main types of barcodes you can use:
- Manufacturer barcodes (ISBN, UPC, EAN, JAN, GCID).
- Amazon barcodes (ASIN or FNSKU).
Packaging requirements
- Each product variation (e.g. size or colour) must have its own unique FNSKU label.
- Amazon does not accept products that need to be physically assembled from multiple pieces at the fulfilment centre.
- Cartons must be six‑sided, with a lid or opening that does not open on its own and must not collapse under moderate pressure.
- For polybags: minimum thickness 1.5 mil, transparent, with a scannable barcode; the bag must not extend more than 3 inches beyond the product dimensions.
- All cartons with the same product should contain the same number of units.
- Each carton must not contain more than 150 units of a single SKU.
- Expiration dates must be printed in the format MM‑DD‑YYYY or MM‑YYYY.
- Marketing materials inside FBA shipments are not allowed.
- Data in Seller Central (SKU, FNSKU, condition, quantity, packing type) must match the physical shipment.
- Cartons containing multiple standard‑size units must not exceed 25 inches on any side, except where a single oversize item exceeds that dimension.
- The standard weight limit is 50 lbs (about 23 kg) per carton, unless a single oversize item itself weighs more than that.
- Cartons containing jewellery or watches must not exceed 40 lbs (about 18 kg).
Important note
Amazon strictly enforces its rules on carton dimensions and weight. Sending oversized or overweight cartons to FBA can result in future shipments being blocked until the issue is resolved.
Cartons and packing materials
Approved standard cartons
- Regular slotted cartons (RSC).
- B‑flute corrugated cardboard.
- ECT‑32 (edge crush test rating).
- 200‑lb burst strength (200BH).
Approved packing materials
- Foam sheets or pads.
- Air pillows.
- Bubble wrap.
- Full sheets of paper (medium‑weight kraft is usually the best choice).
Once you understand all this, it becomes clear why having a China‑based agent is so valuable – you save time, reduce risk, and avoid costly mistakes when shipping to Amazon FBA.
The role of a China agent as an Amazon sourcing partner
Saving time
Working directly with Chinese suppliers takes a lot of time, especially if you are in a different time zone. As your Amazon sourcing agent in China, we help keep the process smooth: we explain each step, manage communication with the factory, and keep you updated from supplier search to production and final delivery. That frees up your time for what actually drives revenue – choosing products, marketing, and building your brand.
Lower purchase prices
Suppliers you find on platforms like Alibaba or at trade fairs are often trading companies adding their own margin on top of factory prices. A local agent knows where the real manufacturers are and can negotiate directly with the factory. The prices obtained are usually lower than publicly listed B2B prices, which in practice often covers the cost of hiring a sourcing agent.
Product and packaging quality control
The best quality control is on‑site. A China‑based agent can visit the factory, check production, monitor packing, verify barcodes, labels, and carton dimensions before goods are shipped to FBA. You do not have to rely solely on the supplier’s word – you get an independent view of the actual condition of your goods. Controlling quality at every stage (prototype, production, packing, shipping) saves money and reduces returns and complaints.
We provide a complete service package in one place: product development in China, sourcing, inspection, labelling, packaging, and logistics to Amazon FBA warehouses. Our role as your agent in China is to make it possible to run an Amazon FBA business from anywhere in the world, while keeping realistic control over what is happening in the factory.
If you plan to start or scale your Amazon business with manufacturing in China, send us your product description, planned quantities, and target marketplace. Based on that, we can assess feasibility, suggest suitable factories, and outline the main cost elements for sourcing and shipping.
Useful link:
Selling on Amazon USA with a Chinese or International Company
Frequently asked questions
Do I need to travel to China to start an Amazon FBA business?
No. Most of the process – from finding a factory to quality control and delivery to Amazon FBA warehouses – can be handled by a local agent in China. You do not need to be physically present, but you do need clear product specifications and good communication.
Why do I need a China agent if I already have a supplier from Alibaba?
Suppliers on Alibaba are often trading companies rather than direct factories. A China agent can verify the supplier, find the actual manufacturer, negotiate better prices, oversee quality and packaging, and organise shipments to Amazon FBA in full compliance with Amazon’s rules.
What exactly does a China agent do in terms of quality control?
The agent visits the factory, checks materials, workmanship, packaging, barcodes and labels, measures carton size and weight, performs final inspection before shipment, and provides a written report. Based on this, you can request rework, replacement, or other corrections before the goods are sent to Amazon FBA.
Can my supplier handle shipping to Amazon FBA by themselves?
They can, but in practice this often leads to problems: duties not included in freight quotes, incorrect packaging, non‑compliance with FBA requirements, and unexpected costs. That is why most serious sellers work with a professional logistics provider or a China‑based agent who knows Amazon FBA rules in detail.
← Back to: Doing Business with China