What Is the Cleaning Product OEM/ODM Process? A Complete Guide from Product Positioning, Formulation Sampling to Full-Scale Production

# What Is the Cleaning Product OEM/ODM Process? A Complete Guide from Product Positioning, Formulation Sampling to Full-Scale Production

For companies planning to build a cleaning product brand, finding a cleaning product contract manufacturer is only the beginning of the project.

Transforming a cleaning product from an idea into a product that can be formally sold typically requires multiple steps: market positioning, formulation development, sample confirmation, stability evaluation, packaging matching, label review, small-batch trial production, and full-scale production.

If the requirements are unclear at the start of the project, even if the manufacturer quickly provides samples, subsequent revisions may be endless, leading to extended development cycles, mismatched packaging, budget overruns, and even quality issues after mass production.

Therefore, the most important first step in a cleaning product OEM/ODM project is not to immediately ask for the lowest price and minimum order quantity, but to first establish complete, clear, and executable product requirements.

What Is the Difference Between Cleaning Product OEM and ODM?

OEM and ODM often appear together in actual business, but the degree of customer involvement usually differs.

What Is Cleaning Product OEM?

OEM usually means the customer already has a relatively clear product plan, and the manufacturer produces, fills, and packages according to the customer's requirements.

The customer may already have ready:

• Brand name.
• Product formula.
• Reference sample.
• Product positioning.
• Packaging design.
• Label content.
• Sales channels.
• Product specifications.
• Order quantity.
• Quality standards.

The manufacturer is mainly responsible for:

• Raw material procurement.
• Formula production.
• Filling.
• Packaging.
• Batch management.
• Quality inspection.
• Shipping.

However, even if the customer provides the formula, the manufacturer still needs to confirm whether the formula is suitable for the existing production equipment, raw material supply, packaging materials, and target market.

What Is Cleaning Product ODM?

ODM usually means the manufacturer is more involved in product development work.

In addition to production, the manufacturer may assist with:

• Product positioning.
• Formula direction selection.
• Fragrance development.
• Cleaning performance adjustment.
• Packaging capacity suggestions.
• Bottle type selection.
• Label content organization.
• Sample testing.
• Small-batch trial production.
• Product series planning.

ODM is more suitable for:

• Companies planning to build their own brand.
• E-commerce sellers without mature formulas.
• Distributors needing to add new products.
• Cleaning product companies looking to enter new markets.
• Customers needing to quickly establish a product line.
• Brand owners needing customized formulas based on usage scenarios.

In actual projects, there is no completely fixed boundary between OEM and ODM. Some customers may provide reference products and brand direction, with the manufacturer completing the formula, packaging, and mass production. Such projects usually include both OEM and ODM services.

What Should You Prepare Before Starting a Cleaning Product OEM/ODM Project?

It is recommended that customers first complete a product requirement form.

1. Product Type

First, clarify what product to develop, for example:

• Robot vacuum cleaning solution.
• Floor cleaner.
• Kitchen heavy-duty degreaser.
• Bathroom cleaner.
• Glass cleaner.
• Multi-purpose cleaner.
• Pet household cleaning product.
• Wipe concentrate.
• Ready-to-use wipe solution.
• Concentrated cleaner.
• Spray cleaning product.

"Make a household cleaner" is too broad and insufficient to support effective sampling.

2. Target Customer

Need to clarify who the product will be sold to:

• General household consumers.
• Pet households.
• E-commerce platform users.
• Cleaning service companies.
• Hotels and property management.
• Distributors.
• Wholesale customers.
• Wipe factories.
• Robot vacuum brands.
• Cross-border e-commerce customers.

Different target customers will lead to different product capacities, packaging, fragrances, usage methods, and price positioning.

3. Usage Scenario

Need to clarify the environment and surface where the product will be used, for example:

• Kitchen countertops.
• Heavy grease areas.
• Bathroom ceramic surfaces.
• Glass and mirrors.
• Tiles.
• Sealed hardwood floors.
• Robot vacuum water tank.
• Pet activity areas.
• Wipe nonwoven fabric.
• Hotel and property environments.

4. Target Market

The sales country and region will affect:

• Ingredient requirements.
• Label language.
• Packaging specifications.
• Regulatory responsibilities.
• Product claims.
• Testing items.
• Transportation requirements.
• Consumer usage habits.

Therefore, the manufacturer needs to know where the product is planned to be sold before development.

5. Reference Product

Customers can provide market reference products, but need to specify what they want to reference.

It could be:

• Fragrance.
• Cleaning effect.
• Foam.
• Color.
• Packaging.
• Usage method.
• Product price.
• Consumer positioning.
• Post-cleaning feel.
• Concentration ratio.

"Make it exactly the same" is usually not a sufficiently clear and verifiable technical requirement.

A more effective way to express it is:

I hope to reference the fresh fragrance and low-residue feel of the reference product, but change the packaging capacity to 500ml and control the target cost within a specified range.

6. Target Cost

Target cost needs to consider:

• Formula cost.
• Packaging cost.
• Label cost.
• Outer carton cost.
• Labor cost.
• Testing cost.
• Transportation cost.
• Order quantity.
• Product positioning.

If a customer wants a premium formula, special bottle type, low minimum order quantity, and extremely low cost all at the same time, the project may be difficult to balance.

The manufacturer needs to propose trade-off suggestions based on priorities.

7. Estimated Order Quantity

Order quantity will affect:

• Raw material procurement.
• Bottle type selection.
• Label process.
• Printing method.
• Unit cost.
• Production scheduling.
• Suitability for mold opening.
• Suitability for custom packaging.

Low-quantity projects are usually more suitable for using existing bottle types, existing packaging, and mature formulas for testing.

Complete Cleaning Product OEM/ODM Process

Step 1: Requirement Communication and Project Evaluation

The manufacturer first needs to understand the customer's product objectives.

Project evaluation usually includes:

• Whether the product falls within the factory's existing production scope.
• Whether the target cost is reasonable.
• Whether packaging can be procured.
• Whether special raw materials are available.
• Whether the target delivery date is achievable.
• Whether additional testing is required.
• Whether the order quantity is suitable for the existing production line.
• Whether product claims require additional documentation support.

The goal of this stage is to identify clearly unfeasible or requirements that need adjustment as early as possible.

Step 2: Product Positioning Confirmation

Product positioning determines the direction of subsequent formula and packaging.

Need to confirm:

• What problem does the product solve?
• Who are the main consumers?
• What is the core competitive point?
• What is the main usage scenario?
• Is the price positioning low-end, mid-range, or high-end?
• Are sales channels online or offline?
• Is concentration required?
• Is low foam required?
• Is unscented required?
• Is a specific color required?
• Is special packaging required?

For example, a robot vacuum cleaning solution targeting e-commerce consumers may focus more on:

• Visual packaging.
• Easy-to-understand usage instructions.
• Low foam.
• Low residue.
• Small capacity for shipping.
• Fragrance memory point.
• Product detail page selling points.

While a large-capacity floor cleaner targeting property customers may focus more on:

• Cost per use.
• Large packaging for shipping.
• Cleaning efficiency.
• Dilution ratio.
• Usage training.
• Batch stability.

Step 3: Formulation Direction Design

The laboratory will choose a basic formulation direction based on product positioning.

May involve:

• Surfactant combination.
• Solvent system.
• Chelating system.
• pH adjustment.
• Fragrance.
• Color.
• Thickening or flowability.
• Preservative system.
• Low foam control.
• Residue control.
• Water hardness adaptability.
• Packaging compatibility.

Formulation development is not simply adding cleaning ingredients.

If cleaning power is too strong, it may affect some surfaces or increase irritation and residue; if active ingredients are excessively reduced to lower costs, the product may fail to achieve the expected effect.

Therefore, a balance must be struck between cleaning performance, user experience, stability, safety requirements, and cost.

Step 4: Laboratory First-Round Sampling

The laboratory prepares the first-round sample according to the confirmed direction.

The first-round sample is mainly used to verify the direction, not necessarily the final version.

After receiving the sample, the customer should test using a consistent method.

It is recommended to record:

• Test date.
• Test surface.
• Soil type.
• Product dosage.
• Dilution ratio.
• Application tool.
• Before-cleaning condition.
• After-cleaning condition.
• Foam presence.
• Water spots.
• Residue.
• Fragrance intensity.
• Drying speed.
• Overall feeling after use.

It is best to take before and after photos or videos to help the laboratory understand the issues.

Step 5: Sample Feedback and Formula Modification

The more specific the customer feedback, the higher the modification efficiency.

It is not recommended to only provide feedback like:

• Effect is not good.
• Don't like the fragrance.
• Feels average.
• Cleaning power is insufficient.

It is recommended to specify:

• Effective on light kitchen grease, but slow on dried grease spots.
• Leaves slight streaks when wiping glossy tiles.
• Fragrance is too strong when first used, but acceptable after drying.
• Color lightens after dilution, but does not affect use.
• Foam dissipates slowly in the robot vacuum water tank.
• Floor feels slightly tacky after wiping.
• Spray nozzle produces droplets that are too large.

Each round of modification should record the sample version to avoid confusion between different versions.

Step 6: Performance Testing

Different products require different tests.

Cleaning Performance Test

Choose target soils and surfaces based on product usage.

For example:

• Kitchen cleaner tests grease.
• Bathroom cleaner tests soap scum and water spots.
• Glass cleaner tests streaks and residue.
• Floor cleaner tests footprints, dust, and drying performance.
• Robot vacuum cleaning solution tests low foam and solution dispensing.
• Wipe solution tests wiping effect on nonwoven fabric.

Foam Test

Need to be combined with actual usage method, not just observing foam height after hand shaking.

Residue Test

Check whether the product forms streaks, sticky feel, or visible film after drying.

Material Compatibility Test

Check the product's effect on target surfaces, packaging, seals, and equipment materials.

Stability Observation

Observe changes in color, odor, phase separation, sediment, pH, and viscosity.

Step 7: Fragrance Confirmation

Fragrance is an important part of the consumer experience, but it cannot be judged only when the sample is first opened.

It is recommended to evaluate at the following stages:

• When first opened.
• During use.
• After the product dries.
• After the product has been in the room for some time.
• After high temperature or long-term storage.

Too strong a fragrance may cause discomfort, while too weak may lack a consumer memory point.

Different base formulas can also affect fragrance performance, so fragrance confirmation should be done when the formula is close to final.

Step 8: Packaging Selection and Compatibility Assessment

Packaging selection affects:

• Product cost.
• Consumer user experience.
• Transportation safety.
• Filling efficiency.
• Sealing.
• Product stability.
• E-commerce display effect.

Need to confirm:

• Bottle material.
• Capacity.
• Neck finish size.
• Cap.
• Sprayer.
• Pump.
• Gasket.
• Label material.
• Printing method.
• Outer carton structure.
• Pack quantity per case.

Compatibility between formula and packaging needs to be observed.

For example, some formulas may affect:

• Sprayer spring.
• Sealing ring.
• Label adhesive.
• Bottle appearance.
• Printing layer.
• Flip-top structure.

If the customer procures packaging themselves, they should also provide formal samples to the manufacturer for trial filling.

Step 9: Label and Product Documentation Confirmation

The label usually needs to include:

• Product name.
• Product use.
• Directions for use.
• Dilution ratio.
• Suitable surfaces.
• Unsurfaces.
• Precautions.
• Storage conditions.
• Net content.
• Batch or date information.
• Responsible party information.
• Other content required by the target market.

Product claims should be consistent with the actual formula, usage method, and test data.

It is not recommended to use without supporting evidence:

• Absolutely non-toxic.
• Suitable for all surfaces.
• 100% safe.
• Completely non-irritating.
• Permanent antibacterial.
• Universal for all robots.
• Never leaves any residue.

The more specific the promotional content, the more corresponding evidence is needed.

Step 10: Small-Batch Trial Production

Success of a laboratory sample does not guarantee that direct scale-up production will be exactly the same.

Small-batch trial production can verify:

• Raw material addition sequence.
• Mixing uniformity in large tanks.
• Effect of foam on production.
• Filling accuracy.
• Sprayer matching.
• Label application.
• Cap sealing.
• Outer carton protection.
• Finished product appearance.
• Production efficiency.
• Batch records.

Trial production is especially important for new formulas, new packaging, or new equipment.

Step 11: Finished Product Inspection and Release

Before formal shipment, finished products should be inspected according to the project agreement.

May include:

• Appearance.
• Odor.
• Color.
• pH.
• Viscosity.
• Net content.
• Packaging seal.
• Label position.
• Pack quantity per case.
• Batch information.
• Specific performance items.

Different products and customer requirements vary; inspection items should be confirmed before mass production.

Step 12: Full-Scale Production and Shipment

During mass production, everything must be executed according to the confirmed items:

• Formula version.
• Raw material specifications.
• Addition sequence.
• Production process.
• Packaging materials.
• Label version.
• Inspection requirements.
• Packing method.
• Shipment quantity.

Any temporary changes should be confirmed to avoid producing products that differ from the sample or contract requirements.

What Factors Affect OEM Project Development Time?

Unclear Requirements

If the customer repeatedly changes product positioning, the development cycle will be significantly extended.

Unspecific Sample Feedback

Lack of specific test results forces the laboratory to repeatedly guess the customer's needs.

Packaging Not Yet Finalized

Starting to choose a bottle type only after the formula is confirmed may affect filling, labeling, and compatibility testing.

Multiple Fragrance Modifications

Fragrance is highly subjective and prone to multiple rounds of adjustment.

Special Raw Material Procurement

Special raw materials may have procurement lead times and minimum purchase quantities.

Additional Testing Required

Some tests require third-party laboratories and may increase project time.

Packaging Requires Mold Opening

Custom bottle types, caps, or sprayers require longer lead times and higher upfront investment.

Target Cost Changes

Changes in cost targets may require reformulation and packaging adjustments.

What Makes Up the Cost of Cleaning Product OEM?

Product cost usually includes more than just the liquid itself.

Main components may include:

• Formula raw materials.
• Fragrance and color.
• Bottle.
• Cap or sprayer.
• Label.
• Outer carton.
• Insert or divider.
• Labor.
• Filling.
• Packaging.
• Testing.
• Transportation.
• Special certifications or documentation.
• Packaging development costs.

Cost reduction can be approached from multiple directions, not necessarily only by reducing formula active ingredients.

For example:

• Use existing bottle types.
• Simplify packaging structure.
• Adjust label process.
• Increase single order quantity.
• Choose a more reasonable capacity.
• Reduce unnecessary color or decoration.
• Start development from mature formulas.
• Optimize packing and transportation efficiency.

Why Do Minimum Order Quantities Differ?

Minimum order quantity is affected by the following factors:

• Minimum raw material purchase quantity.
• Minimum packaging purchase quantity.
• Label print quantity.
• Minimum economical batch size on the production line.
• Product formula complexity.
• Whether a customized fragrance is used.
• Whether a custom bottle type is used.
• Whether special processes are required.

Using mature formulas and existing packaging usually makes it easier to achieve lower MOQs.

Fully customized formulas, bottle types, and packaging require higher project investment.

How to Choose a Cleaning Product OEM/ODM Manufacturer?

1. Whether They Have Experience in the Corresponding Category

Having produced laundry detergent does not necessarily mean they are familiar with robot vacuum cleaning solution; producing general cleaners does not necessarily mean they have experience with wipe concentrates.

You should ask whether the manufacturer has development and mass production experience with the target product.

2. Whether They Have Laboratory and Formula Adjustment Capabilities

Can the supplier adjust the formula based on:

• Usage surface.
• Soil type.
• Foam requirement.
• Fragrance.
• Packaging.
• Target cost.
• Application equipment.

Rather than only offering fixed, standard products.

3. Whether They Have Clear Sample Management

Need to confirm:

• Are samples numbered?
• Are formula versions recorded?
• Is customer feedback documented?
• Can modifications be traced?
• Is the mass production formula consistent with the approved sample?

4. Whether They Emphasize Stability and Packaging Testing

Focusing only on the cleaning effect of a freshly made sample without considering storage and packaging risks can lead to problems after mass production.

5. Whether They Have a Quality Management Process

You can find out:

• How are raw materials inspected?
• How is the production process recorded?
• How are finished products sampled?
• Are retain samples kept?
• How are batches traced?
• How are abnormal products handled?

6. Whether They Can Support Long-Term Product Iteration

After a branded product launches, you may also need:

• Adjust fragrance.
• Add capacity.
• Develop refills.
• Add an unscented version.
• Reduce cost.
• Enter new markets.
• Expand to a same-series product line.

A suitable supplier should be able to support continuous development, not just complete a single order.

7. Whether They Are Willing to Explain Project Limitations

Professional manufacturers will explain which products they can make, which require testing, and which requirements they cannot guarantee temporarily.

Over-promising often means higher subsequent risks.

Common Mistakes in OEM/ODM Projects

Only Comparing the Lowest Unit Price

Ignoring packaging, waste, complaints, returns, and long-term stability.

No Clear Target Customer

Ambiguous product positioning leads to a lack of unified direction for formula, fragrance, and packaging.

Samples Not Tested in Real Scenarios

Only smelling the fragrance and observing the color, without testing on target soils, equipment, and surfaces.

Producing Large Quantities of Packaging Too Early

Printing large quantities of labels and packaging before the formula and capacity are confirmed.

No Trial Production Arranged

Proceeding directly to mass production after laboratory sample approval.

Promotional Content Exceeds Actual Evidence

Using absolute promotional claims on product detail pages and labels that are not supported by testing.

Frequent Requirement Changes but Insisting on the Same Delivery Date

Each adjustment to formula, packaging, and label can affect subsequent steps.

Frequently Asked Questions

What is the minimum order quantity for cleaning product OEM?

The MOQ depends on the formula, packaging, bottle type, label process, and raw material procurement requirements. Using mature formulas and existing packaging usually makes it easier to control MOQ.

Can I create my own brand without a formula?

Consider the ODM model, where the manufacturer provides a formula direction based on product positioning, usage scenario, and target cost.

Can I sample based on market reference products?

You can provide a reference direction, but you should specify whether you want to reference cleaning ability, fragrance, foam, appearance, packaging, or price positioning.

Can I completely copy other brand products?

It is not recommended to set "completely copy" as a project goal. A more reasonable approach is to clarify the desired performance, user experience, and cost range, and develop a product with its own brand positioning.

How many rounds of sampling are usually needed?

There is no fixed number. The clearer the requirements and the more specific the test feedback, the easier it is to reduce the number of modifications.

Are samples free?

Different manufacturers have different policies, which may vary based on product complexity, sample quantity, packaging, and shipping costs.

Can I only change the fragrance and packaging?

If a mature base formula meets the requirements, you can focus on adjusting fragrance, color, and packaging, but stability and compatibility after modification still need to be confirmed.

Why might there be differences between samples and mass-produced products?

This may be related to production scale-up, raw material batches, mixing equipment, filling environment, and packaging materials, hence the need for trial production and batch management.

Can I test the market with a small quantity first?

You can prioritize mature formulas, existing bottle types, digital labels, or other solutions suitable for small-batch testing.

Can the manufacturer help design packaging?

Some manufacturers can provide packaging suggestions, bottle type selection, and label information organization, but the specific scope of design services should be confirmed at the start of the project.

Who owns the brand for OEM products?

Customers usually use their own brand. The specific trademark, packaging design, formula ownership, and confidentiality requirements should be clarified in the contract.

How to trace if problems occur with the product?

Tracing is done through production batches, raw material records, finished product inspections, retain samples, and shipment records.

OEM/ODM Project Startup Checklist

Product Information

• Product type confirmed.
• Usage scenario confirmed.
• Target customer confirmed.
• Sales market confirmed.
• Reference product prepared.
• Core selling point clarified.
• Target cost confirmed.
• Estimated order quantity confirmed.

Formula Information

• Cleaning performance requirements confirmed.
• Foam requirement confirmed.
• Fragrance confirmed.
• Color confirmed.
• Concentration ratio confirmed.
• Suitable surfaces confirmed.
• Ingredient restrictions confirmed.
• Test items confirmed.

Packaging Information

• Capacity confirmed.
• Bottle type confirmed.
• Cap or sprayer confirmed.
• Label process confirmed.
• Pack quantity per case confirmed.
• Packaging compatibility confirmed.
• Shipping method confirmed.

Production Information

• Final sample confirmed.
• Formula version confirmed.
• Trial production completed.
• Label content confirmed.
• Finished product inspection standard confirmed.
• Delivery time confirmed.
• Batch and retain sample requirements confirmed.

Conclusion

Cleaning product OEM/ODM is not simply about choosing a liquid, putting on a label, and selling it.

A stable project requires connecting product positioning, formula, fragrance, packaging, testing, mass production, and quality management.

The clearer the customer requirements, the easier it is to control development time and cost; the more complete the manufacturer's process, the lower the risk of the product going from sample to mass production.

For customers building a cleaning product brand for the first time, it is recommended to start with a clear single product, use mature packaging and a relatively stable formula direction for market testing, and then gradually expand the product line based on sales feedback.

CleanFuture provides OEM/ODM development services for household cleaners, robot vacuum cleaning solutions, wipe concentrates, and related cleaning products to brand owners, distributors, e-commerce sellers, and cleaning product companies.

Services may include:

• Product requirement evaluation.
• Formulation sampling.
• Fragrance adjustment.
• Packaging suggestions.
• Sample testing.
• Small-batch trial production.
• Mass production.
• Product line expansion.

Related Content

• OEM/ODM Customization Services
• Robot Vacuum Cleaning Solution Development Guide
• Wipe Concentrate Procurement Guide
• Cleaning Product Manufacturing Capabilities
• Household Cleaner Product Center
• Get Cleaning Product Solutions

Submit OEM/ODM Project Requirements

To improve project evaluation efficiency, it is recommended to submit:

• Product name.
• Usage scenario.
• Target customer.
• Sales market.
• Reference product.
• Core selling point.
• Packaging capacity.
• Estimated order quantity.
• Target cost.
• Desired completion time.
• Services required from the manufacturer.