Importing from China 101: What No One Tells You Until It’s Too Late

If moving Freight was easy everyone would do it.

Starting a business in the fitness retail space is already a heavy lift—but when you’re importing from China, it becomes a real test of your patience, planning, and negotiation skills. This is the story of what that journey looks like, the lessons I learned along the way, and the traps I avoided—or fell into so you don’t have to.

Step 1: Get Your House in Order

Before you even look for a manufacturer, you need to have your business structured correctly. That means forming your LLC, getting your EIN, setting up your business bank account, and making sure your operations are ready to go. You’ll also want to register with a customs broker—these are the professionals who file the customs entry forms (like CBP Form 7501) and manage your tariff payments to U.S. Customs and Border Protection (CBP). They’re your go-between for you and the federal government.

Step 2: Understand Your Shipping Terms

Let’s get clear on some key freight terms:

• FOB (Free on Board): The seller is responsible for getting the goods to the port. After that, it’s your responsibility.

• EXW (Ex Works): You’re responsible from the factory door forward.

• LTL (Less Than Truckload): Domestically, this refers to shipments that don’t fill a full truck—ideal for distributing goods once they’re stateside.

If you’re ordering a full container load (FCL)—which I recommend if you can afford it—the costs are more predictable, and your goods are handled less.

Step 3: Have Your Logistics Chain Lined Up

Once your container arrives at port, you’ll need a dispatch-ready trucking company to pick it up, deliver it to your warehouse, unload, and return the container on time to avoid late fees. Some startups offload at a storage unit or even their property—whatever works for your scale—but the key is to plan all of this before you ship.

Step 4: Vet Your Manufacturer Thoroughly

Alibaba is a jungle. It looks like a goldmine but is full of traps. Most factories listed there work with the same suppliers or act as brokers. Your job is to separate the middlemen from the real manufacturers.

Red flags:

• They can’t explain shipping terms clearly

• They lack manuals or product specs

• They push you to move off-platform for payment

Pro tip: Do not go off Alibaba to wire funds unless you’ve already established deep trust. Once you wire money, you lose buyer protection, the right to leave bad reviews, and all leverage.

Step 5: Watch for Tariff Traps

Here’s a real-world example: you’re importing barbells, benches, squat racks, and rubber mats. If your tariff code bundles them as “fitness equipment,” you may pay a lower rate (around 2.5%). But bring in a container of just rubber mats, and suddenly you’re looking at a 25% tariff. The classification of your items matters—a lot—so use a customs broker who knows the game.

Step 6: Handle Quality Control Like a Pro

Once the goods arrive, do a detailed inventory check. Don’t be shocked if some things are wrong—wrong hole placements, mismatched weights, inconsistent logos. Manufacturers often say, “We’ll fix it next time.” That’s a strategy to keep you hooked. If they mess up, cut ties. Let them know upfront: bad quality = no second chances.

Step 7: Know the Real Cost of Product Development

Custom products? That’s a whole new level of risk. Molds alone can cost you $5,000—just to start. Putting your logo on a product? Another few thousand. This is where you need to ask: Do I need to go to China? Because unless you’re there to oversee production, you may not get what you expect.

There are viable alternatives. You may be able to source or build molds in the U.S., Canada, or Mexico—sometimes with better results and less risk. Don’t assume China is the only game in town.

Step 8: Final Step—Sell Smart

Once everything is in inventory and quality-checked, it’s time to launch your e-commerce or retail strategy. But even here, the real success is built on what came before: clear logistics, reliable partnerships, and airtight planning.

Conclusion:

Importing from China is not for the faint of heart. It’s filled with small traps that can become expensive mistakes. But with the right knowledge and support—customs brokers, logistics pros, or consultants—you can navigate the waters and build a solid brand from the ground up.

Pro Tip: If you’re new, don’t go it alone. Hire a logistics expert or a business consultant familiar with international trade. You’ll thank yourself later.