Roger Luo
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Roger Luo is General Manager of Exertis Supply Chain Services in China, leading our 50-strong Shenzhen team. With 20+ experience in supply chain management, supplier development and cross-border sourcing, Roger is a recognized expert in helping international businesses navigate the complexities of working with Chinese manufacturers.
Based in Shenzhen — the manufacturing heart of China — Roger and his team provide on-the-ground expertise across product sourcing and development, supplier identification, quality control and shipment management. His deep understanding of guanxi (关系), Chinese business etiquette and local supplier networks gives Exertis SCS clients a meaningful competitive advantage when sourcing from China.
Speak to Roger about sourcing from China, building long-term supplier relationships, and bridging the cultural and operational gap between Western businesses and Chinese manufacturing partners.
Overview of Expertise
Roger leads Exertis SCS’s China operation, overseeing a team that supports clients with end-to-end China supply chain consulting. His specialisms include:
- Supplier identification, vetting and management across IT & consumer electronics,
household appliances, medical devices & healthcare, Logistics & supply chain services.
- Quality control and inspection at factory level, including pre-shipment audits & product compliance management.
- Negotiation and contract management with Chinese manufacturers.
- Cultural and language brokerage between European/US clients and Chinese suppliers
- Risk mitigation across geopolitical, logistical and supplier-level disruptions — proven during the COVID-19 period, when his team provided real-time updates that helped clients maintain resilience
Roger has been featured as a subject-matter expert in Exertis SCS thought leadership, including the Guide to Chinese Business Culture, where he shares practical insights on guanxi, trust-building and communication styles. He has also participated and been featured in a wide range of influential conferences and events – e.g. events hosted by Enterprise Ireland, the EU Chamber industry summits and trade activities, Trade Bridge China Industry Tour， HKTDC Hong Kong Electronics Fair, Caton Fair etc.
Roger’s Top Tips for Sourcing from China
Drawing on years of working between Western buyers and Chinese suppliers, Roger shares three principles that consistently make the difference between successful and stalled sourcing projects:
- Invest in the relationship before the transaction.
“To do business with Chinese businesspeople, you have to become friends with them first. Spend time together, share meals, and even celebrate socially — this is the best way to build trust.”
Trust in China develops gradually. Sourcing decisions are personal, not just commercial — and suppliers will priorities partners they know and respect.
- Read between the lines.
“Chinese people are subtle. It’s not their style to get right to the point. They prefer small talk first, to make each other feel happy and at ease.”
A direct “no” is rare. Learn to recognise indirect signals — hesitation, deflection or polite generalities — and adjust your approach accordingly. Pushing harder rarely works; understanding does.
- Have feet on the ground.
Remote sourcing exposes buyers to quality, communication and timing risks that are hard to anticipate from another continent. A local team — visiting factories, attending meetings and resolving issues in real time — protects margins and shipment schedules in ways that contracts alone cannot.
Want to talk through your own China sourcing strategy? Speak to our friendly team today.
