The Saigon showroom (real name withheld on request) is a 6-store furniture chain in Ho Chi Minh City with 2025 revenue of VND 45 billion, specializing in sofas + dining sets imported from China. Before 2024, they worked through a broker in Guangzhou (12% commission, not transparent). In 2025, they moved 18 orders (total value $480K) to Huayuesc. Here is a detailed analysis.
Cost structure before (traditional broker)
| Item | % of import price | Notes |
|---|---|---|
| FOB goods price, Foshan | 100% | Quoted via broker, unverifiable |
| Broker fee | 12% | Hidden inside the goods price |
| CIF freight to Cat Lai | 15% | Handled by broker, not transparent |
| Tax + VAT | 33% | Often declared ~3% higher than actual |
| Domestic shipping | 4% | Self-arranged |
| Dispute cost (1 defective order in 2024) | 8% | Broker offered no support, money lost |
| TOTAL OVERHEAD on FOB | +72% | For a $20K order โ DDP ~$34.4K |
Cost structure after (Huayuesc)
| Item | % of import price | Notes |
|---|---|---|
| FOB goods price, Foshan | 100% | Quoted directly from suppliers via RFQ |
| Huayuesc commission | 0% | Paid 5% by the supplier, not charged to buyer |
| DDP freight | 20% | Transparent breakdown |
| Tax + VAT | 30% | Correct per HS code, with documentation |
| Domestic shipping | 0% | Already included in DDP |
| Dispute cost (0 defective orders in 2025) | 0% | Trade Assurance โ full refund |
| TOTAL OVERHEAD on FOB | +50% | For a $20K order โ DDP ~$30K |
Savings: 22% (from 72% down to 50% overhead). Across 18 orders worth $480K, the showroom saved about $107K = VND 2.7 billion in 2025.
Transition process
- โธWeeks 1-2: The showroom shared its 2024 order history with CSR โ analyzing MOQ, suppliers, products and peak seasons.
- โธWeek 3: CSR proposed 4 alternative suppliers for 3 core products โ free samples shipped to SGN.
- โธWeeks 4-6: The showroom tested the samples and compared quality with the old goods. 3 of 4 suppliers met requirements.
- โธWeek 7: Placed the first $25K order (modular sofas) through CSR โ Trade Assurance (escrow).
- โธWeeks 8-12: Production + audit + DDP. The order reached the HCM warehouse on time, with 0 complaints.
- โธApril-December 2025: Gradually moved the remaining orders. By the end of 2025: 100% of sourcing through CSR.
โTrade Assurance (the escrow account) was the deciding factor. I used to constantly worry the broker would disappear with my 30% deposit โ now the money sits in a partner bank's escrow account, and the supplier only gets paid once I confirm the goods are OK.โ
Lessons learned
Vietnamese buyers with 5+ showroom stores should reassess their supply chain every 6 months. A traditional broker is good enough for small buyers ($5-15K/order), but for a showroom with revenue over VND 30 billion/year, a broker's 10-12% commission equals the salary of 2-3 full-time employees. CSR provides transparent pricing + Trade Assurance + a Guangzhou team โ turning broker costs into a tangible service.
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