Few companies have done more for global prosperity than Alibaba.com. The company, made famous in China in 1999 by Jack Ma, a former school teacher, now connects 200,000 suppliers with millions of retailers. Suppliers are growing, retailers are diversifying and consumers have more options for less money.
Still, the B2B giant isn’t perfect. Language differences, intellectual property theft, and quality control can turn the supplier-buyer relationship upside down.
Rah Mahtani is the head of Alibaba.com’s US business strategy. In our recent interview, I asked him about these challenges, tariffs and more.
Our full audio is embedded below. The transcript has been edited for length and clarity.
Eric Bandholz: Tell us who you are and what you do.
Rah Mahtani: I oversee the US business strategy for Alibaba.com, the world’s largest B2B marketplace for small business owners. With over 200,000 suppliers and 200 million products, the sheer scale can be overwhelming at first.
The foundation of the platform is search and discovery. When entering resources, start by entering the product you need. To vet manufacturers, check their holdings on Alibaba. Four years or more is a good sign. Look for a 4.5 star rating or higher and ensure an on-time delivery rate of over 95%.
Confirm that they can customize products and that they hold relevant credentials, such as organic certifications for natural products. Authentic suppliers usually display them clearly.
Finally, check the photos of the factory to confirm that they are real manufacturers, trading companies or sellers. Alibaba verifies many suppliers through third-party checks – confirming the legitimacy of their business registrations, facilities and certifications – helping buyers connect with trusted partners.
Bandholz: How should marketers communicate with foreign suppliers and build strong relationships?
Mahtani: Most Chinese manufacturers have English-speaking sales teams who are qualified to work with international buyers. Still, Alibaba.com includes built-in translation tools—even live video captions that translate in real time—making communication between languages seamless.
ChatGPT translations are also effective. I often use them to chat with Mandarin speaking colleagues and they consistently say the translations are accurate and natural.
Don’t approach a potential supplier without first thoroughly understanding your product. For example, when extracting silver, knowledge of metals, finishes and durability options enables clear and effective communication.
Next, approach the meeting with respect. Both sides need to maintain margins, so avoid pushing for unrealistically low minimum order quantities that could burden suppliers. Set clear expectations upfront, including timelines, shipping methods, and delivery requirements. For beginners, the Delivered Duty Paid option simplifies logistics, while experienced buyers can work with carriers.
Suppliers expect negotiation – there is usually flexibility in pricing and minimum orders – but transparency and fairness build trust.
Bandholz: What are the main headquarters of the manufacturers?
Mahtani: Key production centers are China, Vietnam, Mexico, Bangladesh, Pakistan and Thailand – each excelling in specific product categories. Alibaba.com is working to digitize these suppliers, helping them develop global sales skills and connect with international buyers.
One of the advantages of Chinese manufacturers is their ability to accommodate smaller order quantities, which is ideal for testing new products or limited runs. Others, such as Mexico and Vietnam, are improving but still catching up in this area.
Nearly half of Alibaba’s global buyers are based in the US, but only a small percentage of manufacturers. To meet the growing demand for faster shipping, many international manufacturers are now warehousing goods in the US
On Alibaba’s home page, users can search by product and manufacturer and filter by country.
Bandholz: How have the tariffs affected Alibaba and its customers?
Mahtani: Tariffs create uncertainty, so our priority is to provide quick adaptation solutions, such as relocating manufacturing plants or helping to calculate ever-changing tariffs.
Following the May tariffs, a trend emerged on TikTok with factories claiming to announce production for major brands. Using our data and agreements, we have made it clear that legitimate factories will not betray their customers. We highlighted Alibaba.com as a reliable source.
The tariffs sparked a massive surge in interest in global sourcing, making Alibaba the number one shopping app in the US on Apple’s App Store. Savvy shoppers also saw opportunities and expanded their sourcing of seasonal products, such as holiday decorations.
During the 90-day tariff break, manufacturers and buyers worked together to produce and import products before the higher tariffs came into effect.
Bandholz: It seems that one manufacturer can operate under different names on Alibaba.
Mahtani: Yes, some factories use multiple names. Alibaba manages this with a large category team that meets with suppliers daily, verifies certifications and ensures compliance. AI tools also check for duplicates, inaccuracies, intellectual property issues and inauthentic listings.
For high-volume or experienced traders, our Request a Quote tool is ideal. Enter all of your product requirements—materials, features, finishes, even zipper types—and submit your request to multiple manufacturers at the same time. RFQs simplify sourcing and allow buyers to compare credentials, verify manufacturer authenticity, and make informed decisions.
Bandholz: How can brands protect their designs from being copied when sourcing products from China?
Mahtani: Copying is a real problem. Alibaba has strengthened IP protection through a dedicated team, AI tools and legal oversight. Merchants can report infringement or submit proof of their own patents and trademarks, allowing the team to act on their behalf. Human review complements AI monitoring, with employees manually reviewing records daily.
Brands should document all communications with suppliers – via chat, email, WhatsApp – and keep screenshots. Written records are informal agreements to arbitrate if disputes arise, although we recommend formal agreements, especially for molds, patents or proprietary designs.
Try to keep all communications on the Alibaba platform; off-platform communication is acceptable as long as it is documented. However, process all payments through Alibaba.com to ensure transparency. Direct wire transfers bypass platform protections and remove the penalty.
Clear documentation, formal agreements and platform payments are key to protecting intellectual property.
Bandholz: How do merchants ensure product quality matches their samples?
Mahtani: We strongly recommend third party inspectors, either from our approved list or those you choose independently. In addition, follow quality controls during production.
For example, observe precious stones in fine jewelry and confirm their luster or finish. For any product, request frequent photos or videos via WhatsApp, perform multi-stage video and document quality checks. Regular supervision ensures that the final product matches the original sample and reduces delivery surprises.
Bandholz: How can listeners try Alibaba and connect with you?
Mahtani: Our site is Alibaba.com. We are active on Instagram and TikTok. I’m on LinkedIn.