Core conclusions:A factory in Zibo, Shandong, specializing in daily-use glass containers and kitchenware. Currently, over 80% of its revenue comes from domestic wholesale sales and e-commerce platforms. The factory has completed the registration process with GOEIC in Egypt, as well as adding Arabic-language labels and the CMim logo for Morocco. It also utilized the Portnet single-window process to facilitate exports. In just 16 months, the factory achieved an export turnover of 3.6 million yuan. It has secured four distributors, and the conversion rate from trial orders to repeat purchases is 45%.
1. Customer background
This company is located in Zibo, Shandong. Its main products include glass storage containers, glassware for catering purposes, and glass cups. The company has its own kilns and manufacturing lines, with an annual production capacity of approximately 12 million units. The company’s revenue comes mainly from domestic sales: wholesale sales to retailers and e-commerce platforms account for more than 80% of its total sales. There are only a few small-scale export orders going to Europe, and these orders are not frequent enough to warrant repeat purchases.
The boss has specific concerns: he isn’t sure what certifications are required in Arabic-speaking countries, and how to write the labels properly. He also worries that paying for these certifications might result in orders going unanswered.
II. Problem diagnosis: None of the four critical points occur in the kiln
I reviewed the product information along with existing data, and identified four issues.
- There is no Arabic version of the materials.The tags and instructions are available only in Chinese. Egypt requires that imported goods be labeled in both Arabic and English. Required information includes the product name, model number, manufacturer details, as well as the origin, usage instructions, and safety warnings, which should be indicated using the phrase “MADE IN” followed by the full name of the country of origin. Morocco requires that controlled products be accompanied by Arabic-language safety warnings and instructions.
- There is no distinction between the certification procedures of the two countries.In Egypt, products must undergo inspection and certification before being shipped. For certain categories, factory or brand registration must be completed in advance. In Morocco, since January 15, 2025, the CoC must be requested by Moroccan importers through the Portnet.ma single window; exporters cannot handle this process on behalf of their clients.
- Neither identification nor detection measures have been prepared.Morocco requires that controlled products be marked with the CMim label on the product itself or on its smallest packaging. The minimum height of the label should be 6 millimeters. The test reports must be issued by laboratories that meet the standards of ISO/IEC 17025. These reports are valid for 18 months. If the manufacturer cannot provide reports regarding thermal shock resistance and the leaching of lead and cadmium, then buyers will have to wait indefinitely until the manufacturer provides the required documents and offers a price quote.
- The quotation does not include the costs associated with certification and testing separately.The quotation only includes the FOB price. The costs related to certification, testing, and label printing are not included in the total cost. It’s also not specified who will be responsible for bearing these costs. Therefore, the client will have to bear these expenses on their own during the implementation phase.
Four key points lead to the same conclusion: what determines whether or not a product can enter these two markets is not the kilns themselves, but rather the documentation involved.
3. What have we done?
- Check the lists of prohibited items for both countries item by item. Focus on processing those models that require special permits. For the rest, follow the usual procedures for customs clearance.
- The Arabic and English bilingual labels and instructions have been updated, including details such as product names, models, manufacturers, origins, usage instructions, and safety warnings. The durability of the silk printing and firing processes has also been mentioned in the instructions.
- Make the CMim logo into a standard file, with a minimum height of 6 millimeters specified, along with the location where it should be applied. This process should be carried out directly by the production line, without any room for the importer to make modifications on-site.
- It has been entrusted to a laboratory that meets the standards of ISO/IEC 17025 to conduct tests for thermal shock resistance and lead-cadmium leaching. The reports will be kept on record for a validity period of 18 months. Re-tests should be carried out 60 days before the expiration of the report’s validity period.
- Create ACID packages, and ensure that the invoice, packing list, and shipping documents contain identical fields. Also, include the responsibilities in the contract: for Morocco CoC, the importer should initiate the process through Portnet; for Egypt ACID, the importer should generate it via NAFEZA and then send it back. The costs associated with certification and testing should be listed separately in the quotation.
4. Execution rhythm
Months 1 to 2: Finalize the documents before starting to take orders.
We haven’t shipped any products over these two months. All our resources have been dedicated to preparing documents: checking control lists, finalizing bilingual labels and instructions, designing CMim logos, submitting samples for testing, and creating comparison tables for ACID fields. The boss once wanted to take on a small order from Egypt at the same time, but we advised him against it. Shipping products without finalized labels could result in significant costs if they were held back at the port, compared to the profits that could be made from this order.
Months 3 to 5: Egyptian trial version available; two main products are recommended
Egypt’s first customer was introduced by a local importer. Initially, two small cabinets were tested; only glass storage containers and glass cups were produced. All products were shipped with pre-designed Arabic-language labels. Before shipment, inspections were conducted by an accredited inspection agency, and certificates were issued. The ACID number was consistent across the bill of lading and invoice, ensuring smooth customs clearance.
Months 6 to 11: Morocco is opened up, and distributors begin delivering products.
The process in Morocco is a bit slower. The reason for this is that the CoC must be initiated by the importer through Portnet. We worked with the importer to submit all necessary documents such as inspection reports, label samples, ISO 9001 certificates, and formal invoices according to Portnet’s requirements. We had to submit these documents twice. After everything was sorted out, the importer from Casablanca managed to get the products onto two different home appliance retail channels. As a result, the monthly shipment volume increased from two cabinets per month to three or four cabinets per month.
Months 12 to 16: Repeat purchases and product expansion
During the repeat purchase phase, focus should be placed on two aspects: reducing the number of styles offered to only four or five, thereby minimizing the need for model and label changes; scheduling retesting sessions in advance based on the expiration dates of reports, so as to avoid delays due to expired reports during peak seasons. During this period, two new product lines were introduced: baked glass items and storage containers with lids. The value of products sold in these categories increased from 150,000 yuan to 186,000 yuan.
V. Outcome data
The results after 16 months are as follows:
- Cumulative export volume:3.6 million yuan
- Signed dealer:4 hotels(2 from Egypt, 2 from Morocco)
- Certification and testing expenses:7.2 million Yuan
- Transfer and repurchase rate of trial orders:45%
- Average value of goods per cabinet:18.6 million Yuan
| indicators | before starting | after 16 months have elapsed |
|---|---|---|
| export market structure | A few scattered orders from Europe; no stable customers yet | In Egypt and Morocco, there are 4 distributors each. |
| Compliance data | Chinese label; no Arabic version or inspection reports available | The product comes with bilingual labels in Arabic and English, a design draft prepared by CMim, as well as reports demonstrating resistance to thermal shock and resistance to leaching by lead and cadmium. |
| Average value of goods per cabinet | No export records for complete cabinets available | 18.6 million Yuan |
6. Which factories can this method be replicated to?
This entire approach is suitable for factories where the production process is already well-established, and there is no existing product data available. Such factories have been producing products in the domestic market for three to five years, and their production standards can match those of local supermarkets. However, they currently do not have the necessary labels, reports, or compliance certificates required by the target market. For these factories, it’s better to prepare the necessary data before entering the market—this approach will lead to faster returns compared to doing it in the opposite order.
On the other hand, if the target market involves special types of products, requires a certification process that takes more than half a year, or if the orders are too small to justify the certification costs, then it’s better to switch markets or focus on gathering a larger volume of sales first. For categories like daily-use glass, ceramics, hardware, and home furnishings, the certification costs can be allocated based on the specific product category. The more concentrated the product range, the more cost-effective it becomes.
7. Common questions
Q: In Morocco, the CoC must be applied for by the importer. Does the factory not have the ability to prepare in advance?
A: The application process must be initiated by the Moroccan importer through the Portnet single window. Exporters cannot initiate the process on behalf of the importer, but the necessary documents can be prepared in advance. It is recommended to compile all required documents into a package, including the inspection report, label and instruction manual samples, quality system certificates, and proforma invoices. This package should be submitted directly by the importer when initiating the application.
Q: Can the Arabic label be placed locally instead?
A: Yes, but the cost is higher, and the risks are more concentrated. Domestic labeling can be done by checking each batch before shipment; however, local labeling requires storage space and additional labor. If there are any issues with wording or format, the entire container needs to be corrected. The format differences between Egypt and Morocco require using two different sets of labels for the same product.
Q: The inspection report is due to expire in 18 months. How can I avoid having orders cancelled during the peak season?
A: Maintain ledgers based on styles, recording the report numbers, issuance dates, and expiration dates. Start retesting 60 days before expiration. Before the peak season, thoroughly review the validity periods of the most popular styles. For styles that are about to expire, send samples out in advance.
For factories that produce daily-use glass, ceramics, and home goods, which require certification, the key to success in the North African market isn’t price. Instead, it lies in whether they are willing to clarify the responsibilities related to Arabic labels, testing reports, and other regulatory requirements before accepting orders.
Qihang Zhilian Foreign Trade Research Institute·Let China's intelligent manufacturing industry set sail to sea·Tel: 180-0327-6609
