"I don't know what 'design-less' means," "They have started paying more attention to the market, and the fit between the product and the market is still relatively close," "Just by seeing that they know about denim fabric washing and then recommend it, we can tell their marketing awareness has improved." In the past, domestic fabric companies were often in a complaining role, but now their image is gradually changing. Whether the fabric is good or not is judged by how it feels on the body; whether the clothing is good or not is ultimately decided by the consumer market. In recent years, we've seen many fabric companies using marketing strategies as a selling point. In fact, as part of the upstream and downstream supply chain, fabrics and clothing should work side by side to face the challenges of the market together. To achieve such a mutual understanding with domestic fabric businesses, it's essential to enhance their professionalism. Wang Xin, the Fabric Purchasing Manager at Eurovision International (Hong Kong) Co., Ltd., will start a new round of work in late August. “After a dozen days, the buyers will go on site visits to fabric factories,” she said. According to international purchasing practices for autumn and winter, centralized garment purchases are usually arranged from late September to late November. That means fabric enterprises typically schedule their purchasing activities from August to mid-September. Having worked with domestic fabric businesses for a long time, Wang Xin has seen many improvements, but also plenty of unprofessional and careless behaviors. “If you come into direct contact with fabric manufacturers, especially small and medium-sized ones, you’ll encounter more problems,” she said. “Generally, if we haven’t worked together before, we need to know what products they produce, their capacity, and basic details about domestic and foreign sales—but sometimes they don’t even have this information clear.” In Wang Xin’s view, some companies say, “We need you to do this,” but actually, they don’t know how to do it themselves. She shared a small example: “Sometimes when we ask them, they just send a few words back in an email, telling us the price per meter. It’s a bit frustrating.” Especially in the first half of this year, raw material prices soared, with almost daily price increases. “Manufacturers should clearly inform buyers about MOQ and specific pricing to avoid issues after orders.” Although these SMEs have shortcomings, there are still opportunities for cooperation with international buyers like those in Europe. Wang Xin explained that sometimes small orders with urgent delivery times are difficult for large factories to handle. European buyers may choose a number of qualified small and medium-sized enterprises, and they pay more attention to small orders. “But just paying attention isn’t enough. We need to feel their professionalism during communication before finalizing details like price, quantity, and delivery.” Sun Xiankang, Director of R&D at Chi Group, pointed out that one major issue in R&D is the lack of timely follow-up on innovative product standards. Many independent R&D projects face similar challenges, as most innovations lack ready-made benchmarks. Lu Tieshan, the project manager for fragrance fabric at Beijing Lining Co., Ltd., is currently focused on microcapsules that can be embedded in fabrics to release scent. However, due to varying personal preferences and washing fastness issues, the current volume of scented fabrics remains low. “However, another important function of microcapsules is odor absorption, so the outlook is still positive,” he added. When it comes to developing fragrance fabric standards, Lu Tieshan offered a rational analysis: “Most fabric companies guarantee around 50 washes, but I think for summer T-shirts, which are worn frequently, people wear them twice a week, so about 20 washes would be sufficient. Setting too high a standard could increase production difficulty and costs.” From Lu Tieshan’s comments, two key lessons emerge: First, new products should focus on practical functionality rather than just high cost. Second, fabric standards should be developed from the perspective of clothing brands, taking into account current consumer habits and spending patterns. Aligning with downstream apparel brands can help reduce the burden on fabric businesses and increase the chances of new products succeeding in the market. Li Ning’s fabrics are mainly provided by domestic producers. Lu Tieshan believes that domestic fabric companies have certain advantages in R&D, and apparel brands are also thinking about how to collaborate with them. “Every quarter, we come up with a clear development plan and keep fabric suppliers informed about the latest materials and features,” he said. “Based on this, we choose yarn, weaving methods, dyeing and finishing processes, and other relevant information.” However, when introducing new products, fabric companies must use intuitive methods to communicate the benefits to customers. Lu Tieshan emphasized the importance of making clothes or providing sample books. “Some foreign or Taiwan-funded fabric companies provide well-designed sample albums, clearly showing how the fabric can be used.” In 2008, Li Ning launched the “Cool Feeling Series,” which was one of the leading new products from domestic fabric suppliers. Li Ning saw potential business opportunities, and many clothing brands launched “cool feeling” functional fabrics in the summer. While each brand had its own marketing strategy, the function was widely recognized, forming a trend that continues to evolve and improve. Companies like Meixinda and Dongfang Huaqiang, in Wang Xin’s view, have very organized working methods. They understand buyer needs in advance and recommend best-selling models to other customers. Their offers are also clear and well-structured. Wang Xin stressed: “Experienced companies provide proofing samples for buyers. Many foreign customers now request this. Additionally, when recommending their own products, they tell their customers about the brands they represent, especially highlighting those that are the same level or higher.”

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