Importing from China for Retailers: Transport, Insurance and Customs

Pallets from China: how German retailers really import their goods and at which point they can lose everything

The business model is as simple as it is successful: a German retailer buys directly from the Chinese manufacturer – electronics accessories, household goods, tools, toys – and resells the goods via Amazon, eBay or their own online shop. The margin lies between the purchase price in yuan and the selling price in euros. Tens of thousands of retailers in Germany make a living from this, and their number is growing.

What very few of them know in detail: the route their goods actually travel between the factory in China and the warehouse in Germany. I have worked in the international transport business on exactly these routes for years, and in this article I describe what happens along the way, where the biggest risks lie and why some retailers lose their entire investment before the first pallet reaches Germany.

The market behind it: China remains Germany's largest supplier of goods

First, the order of magnitude. China has been Germany's most important trading partner for years. In 2024 the total value of trade between Germany and China was around 246 billion euros. What is remarkable is the direction of the development: while German exports to China recently fell significantly, imports from China continued to rise. So Germany is buying more and more in China and selling less and less there.

A growing share of these imports is accounted for by trade in goods that German companies order directly from Chinese manufacturers and sell here via online marketplaces. The consumer market for this is growing rapidly. The boom in Chinese consumer goods on German marketplaces is pulling B2B imports up with it, because behind every Amazon listing with a short delivery time there is a retailer who has imported the goods in advance by the pallet and stored them in Germany.

It is precisely these retailers who are the main characters of this story.

The complete offer: tempting, but with a catch – anyone ordering larger quantities from a Chinese manufacturer frequently receives an offer that at first glance solves all problems: goods plus transport, organised by the seller, delivered to the Belarusian-Polish border, the gateway to the European Union. The German buyer does not have to take care of anything. One price, one contact, done.

The overland route via Central Asia, Russia and Belarus is attractive for many groups of goods, because it is significantly faster than sea freight and considerably cheaper than air freight. But how the transport on this route is organised in detail is something the German buyer usually does not find out. And this is exactly where the problem lies.

From years of observing these routes, I can describe how it frequently works: the freight rates are not agreed in an office with a contract, liability arrangement and proof of insurance, but negotiated directly at the China–Kazakhstan, China–Kyrgyzstan or China–Mongolia border crossings. That is where the available vehicles are, that is where the price is made, and the job goes to whoever drives cheapest.

Mostly Kazakh, Uzbek or Russian sole traders with one or two vehicles are commissioned. To keep freight rates low, savings are made at exactly the point that decides everything in the event of damage: many of these haulage operators have neither cargo insurance nor CMR liability insurance, which is actually standard in international road haulage.

Added to this is a risk that has increased noticeably in recent years: the risk of the fake carrier. Companies that exist only on paper, take over the goods at the border crossing and then disappear together with the load.

When it goes wrong, nobody pays

The scenario is always the same, and I have seen it up close often enough. The goods disappear somewhere between Central Asia and Belarus. The German retailer turns to the Chinese seller, who refers to the haulage operator. The haulage operator cannot be found, cannot be reached or is insolvent. An insurance policy that could cover the loss was never taken out.

In the end, the German retailer is left with the full loss. With pallet-by-pallet imports, this quickly amounts to five- to six-figure sums; for many smaller retailers this is a threat to their existence.

To be fair: opting for the manufacturer's complete offer is a legitimate business choice. Many transports also arrive without any problems. But the decision should be made in full awareness of the risks and not because the transport chain behind it was never questioned. Anyone who does not know the difference between an insured and an uninsured transport learns it, in the worst case, through a total loss.

From Belarus we take over: checked, insured, documented

Most Chinese manufacturers and sellers offer transport as far as the Belarusian-Polish border. From this point our part of the route begins.

At Martin Spedition we have specialised in cross-border transports for years, including the Belarus–Germany route. For imported goods of Chinese origin, we organise onward transport from Belarus to the destination in Germany.

One point comes first, ahead of any question of price: compliance with all current EU sanctions. Every consignment is checked for sanctions compliance before the transport order is confirmed. Only when it is established beyond doubt that neither the goods nor the companies involved fall under sanctions regulations do we accept the order. For transports with a Belarus connection this is not a formality but the basic prerequisite for clean business – for us and for our customers.

Then comes the operational handling: we organise the proper transhipment in Belarus, prepare the transit documents professionally and carry out the transport into the EU via established, documented processes.

The decisive difference to the border-crossing deals in Central Asia: our transports are covered by mandatory CMR insurance. On request we insure the goods additionally, which I expressly recommend for high-value consignments. Should something happen, there is a liable carrier, an insurer that steps in and a clear legal framework. Exactly what is so often missing on the first leg of the route.

Last leg, Amazon warehouse: where nothing works without preparation

A large part of the imported trade goods is destined for Amazon's fulfilment centres, because that is where the stock of retailers selling via the FBA programme is stored. And Amazon makes no exceptions for deliveries.

Without a booked time slot and the correct reference number, no vehicle gets onto the premises. The vehicle requirements are strict: at many locations only 40-tonne vehicles are unloaded, because the ramps are designed for them. Incorrect labelling, missing advance notification or the wrong vehicle lead to the delivery being rejected, and every further delivery attempt costs money and time.

We have specialised in these transports too. We know Amazon's requirements in detail, from time-slot booking to vehicle selection to correct delivery. For retailers this means: the goods not only arrive in Germany, but exactly where they are sold.

Three questions every importer should ask

The flow of goods from China to Germany will continue to grow; the trade figures of recent years leave little doubt about that. All the more important to set up your own transport chain professionally.

Before you agree to a complete offer from China, clarify three things. First: who is liable on which leg of the route, and is there genuine, verifiable insurance for it? Second: who checks the sanctions compliance of the route and the goods? Third: who knows the requirements at the destination, especially if the destination is an Amazon warehouse?

Anyone who does not get a reliable answer to one of these questions is not just buying goods. They are taking a risk whose true price they will only learn when damage occurs.

Do you import trade goods from China and are looking for insured, sanctions-checked transport from Belarus to Germany or directly to an Amazon warehouse? Talk to us before the goods are on their way.

FAQ on importing from China: the key questions on transport, insurance and customs

How do B2B trade goods from China reach Germany overland?

The overland route usually runs from China via Kazakhstan, Kyrgyzstan or Mongolia, on through Russia and Belarus to the Belarusian-Polish border, the point of entry into the European Union. From there the transport goes through Poland to Germany. This route is significantly faster than sea freight, which can take 50 to 100 days depending on the connection, and considerably cheaper than air freight. Many Chinese manufacturers offer German buyers the goods including transport to the Belarusian-Polish border as a complete package. For onward transport from Belarus into the EU, a separate, EU-compliant transport partner is then required.

What risks exist in transport organised by the Chinese seller?

The biggest risk is missing insurance. The freight rates for the leg through Central Asia are frequently negotiated directly at the China–Kazakhstan, China–Kyrgyzstan or China–Mongolia border crossings with individual haulage operators. To keep prices low, mostly sole traders are used who have neither cargo insurance nor CMR liability insurance. Added to this is the risk of fake carriers, i.e. companies that exist only on paper, take over the goods and disappear with them. If something is lost on this leg, the German buyer is usually left with the full loss, because no liable and insured carrier can be found.

What is CMR insurance and why is it important when importing from China?

CMR insurance is the carrier's liability insurance in international road haulage. It is based on the CMR Convention, which applies in more than 50 countries, and covers damage or loss for which the carrier is liable during transport. With reputable European transport companies it is standard. With transports organised by Chinese sellers via Central Asian sole traders, however, it is frequently missing. Without CMR insurance and without additional cargo insurance there is nobody to bear the costs in the event of damage. Importers should therefore ask the carrier to provide proof of insurance before every transport.

Is the transport of goods from Belarus to Germany permitted despite the sanctions?

In principle yes, but only in strict compliance with the EU sanctions regulations. The sanctions against Belarus and Russia do not prohibit every transport of goods across the board, but concern certain groups of goods, companies and persons. What matters is the check in the individual case: before a transport order is confirmed, it must be checked whether the goods, the consignor, the consignee and all companies involved are listed on sanctions lists. Only if this check is clearly negative may the transport be carried out. Reputable freight forwarders carry out this sanctions screening as standard before accepting any order and document it.

Why are the goods transhipped in Belarus and what needs to be observed?

Transhipment in Belarus has practical and legal reasons. Most Chinese sellers organise the transport only as far as the Belarusian-Polish border. For the onward journey into the EU, vehicles that meet EU requirements are needed, as well as a carrier with valid CMR insurance and EU authorisation. During transhipment, the goods inventory must be documented, the transit documents correctly prepared and the goods properly secured. Errors during transhipment or in the transit documents lead to delays at the EU external border. A professionally organised transhipment with complete documentation is therefore decisive for a smooth border crossing.

Which documents are needed for transit from Belarus into the EU?

Several documents are required for onward transport from Belarus to Germany: the CMR consignment note as proof of the contract of carriage, the commercial invoice with complete details and value of the goods, the packing list with details of the packaging units, and the transit document for customs clearance on entry into the EU. On import into Germany, the import customs declaration and, where applicable, proof of origin are added. The importer also needs a valid EORI number. All documents must be consistent: discrepancies in weights or descriptions of goods between consignment note, invoice and packing list regularly lead to delays in customs clearance.

What do importers need to observe when delivering to an Amazon warehouse?

Amazon imposes strict requirements on deliveries to its fulfilment centres. Without a booked time slot and the correct reference number, no vehicle is granted access to the premises. At many locations only 40-tonne vehicles are unloaded, because the ramps are designed for this vehicle height. Smaller vehicles cannot dock there. In addition, pallets and cartons must be labelled in accordance with Amazon's specifications. Deliveries that do not meet these requirements are rejected, and every further delivery attempt causes additional costs. Importers who sell via the FBA programme should therefore work with a transport partner who knows Amazon's inbound processes in detail.

How can German retailers protect themselves against loss of goods when importing from China?

Three measures reduce the risk considerably. First: clarify the chain of liability before the goods are on their way. For every leg of the route it should be established who is liable and which insurance demonstrably exists. A complete offer from the seller without reliable proof of insurance is a warning sign. Second: for the EU leg, commission a carrier with mandatory CMR insurance and, for high-value consignments, take out additional cargo insurance. Third: have the sanctions compliance of the goods and the route checked before the transport begins. Anyone who clarifies these three points before ordering, instead of relying solely on the manufacturer's offer, avoids the most common and most expensive mistakes in importing from China via the overland route.