Diversifying Sourcing from China to Vietnam for a Nordic E-Commerce Retailer

The client, a large Swedish online reseller specialising in office and workplace products. Historically, the business sourced the majority of its product range from China. While this model delivered strong pricing and scale, repeated supply chain disruptions in recent years exposed its vulnerability.

To reduce risk and improve supply continuity, the client decided to diversify its sourcing base beyond China. Vietnam quickly emerged as a priority market due to its growing manufacturing capacity, competitive cost base, and duty-free access to the EU under the EU–Vietnam Free Trade Agreement.

The client needed to answer a practical question quickly:

Can Vietnam realistically support our sourcing needs across multiple product categories without sacrificing quality, reliability, or cost competitiveness?

One of the priority categories selected for assessment was laptop bags and backpacks. The client required on-the-ground validation, not desk research, to avoid costly sourcing mistakes.

Our team was engaged to conduct a structured supplier search and qualification exercise in Vietnam across three product categories. The role covered supplier identification, screening, factory validation, and direct engagement with shortlisted manufacturers.

The engagement was designed to give the client decision-grade insight and a clear path to execution.

Supplier requirement definition

Accriona worked with the client to define clear sourcing criteria, including production capability, quality standards, compliance requirements, volumes, and commercial expectations. This ensured alignment before engaging the market.

Market-wide supplier screening

We conducted a broad supplier search across Vietnam, contacting more than 100 manufacturers. Suppliers were screened through multiple rounds based on capability, experience, scale, and fit with the client's requirements.

Factory research and on-site validation

Shortlisted suppliers were assessed in depth. Accriona collected company profiles, product catalogues, and commercial quotations, and conducted on-site factory visits to verify production capacity, quality control processes, and operational maturity.

Direct supplier engagement

For the strongest candidates, Accriona organised face-to-face meetings between the client and suppliers. These sessions focused on technical specifications, production timelines, and potential long-term cooperation.

• Over 100 Vietnamese suppliers were assessed across the target categories
• 6 suppliers were shortlisted and approved for direct meetings
• A comprehensive supplier report was delivered, covering capabilities, risks, and commercial benchmarks
• The client gained a clear, realistic view of Vietnam's sourcing potential

The engagement is ongoing, with Accriona continuing to support final supplier selection, sample ordering, product testing, and contract negotiation.