Question 1

A buyer wants exclusivity or a distributorship. How should I handle it?

Accepted Answer

Treat exclusivity as something bought with volume, not granted with hope. If you agree to it, tie it to a minimum annual purchase, a defined territory, a fixed term, and an automatic reversion to non-exclusive if the volume is missed, and put it in writing before the first order rather than after. Be careful with requests for exclusivity before any trading history, and be careful about registering trademarks or product approvals in the distributor's name rather than your own, because that is difficult and expensive to unwind if the relationship ends.

Question 2

What should a first reply to a buying requirement contain?

Accepted Answer

Answer the buyer's stated quantity, specification and delivery point directly, then give price and currency, the Incoterm with the named port or place, minimum order quantity, packing and units per carton, lead time measured from a stated event, payment terms and how long the offer is valid. Add a short numbered list of anything the requirement left blank that you need in order to firm the price. Do not lead with a company introduction and a catalogue; buyers comparing several suppliers read the numbers first.

Question 3

The buyer has not stated an Incoterm. What should I quote?

Accepted Answer

Quote FOB at the port you normally ship from, and offer CFR or CIF to their nearest main port as an alternative in the same message. FOB is the cleanest basis for a buyer comparing suppliers, and offering the freight-inclusive alternative shows you can handle the shipment if they would rather you did. Always name the port or place after the term. Be cautious about volunteering DAP or DDP to a new buyer, since those put freight risk, and with DDP import duty and clearance, on you in a country whose rules you may not know.

Question 4

How do I tell whether a buying requirement is real?

Accepted Answer

Look for a specific specification rather than a bare category name, a quantity that is realistic for the product, a named delivery place, a stated timeframe, and a company you can find in an independent register. Then ask two or three precise questions and see what comes back. Real buyers answer a numbered list. Requests that are only for your lowest price with no volume, or for free samples before any commercial detail, are usually not worth a full quotation, though they can still be worth a short standard reply.

Question 5

What payment terms should I offer a buyer I have not dealt with before?

Accepted Answer

Something that splits the risk. A deposit with the balance against shipping documents is the common first-order structure; a documentary letter of credit suits larger values, provided you check that every document it calls for is one you can actually produce within the dates it sets. Documents against payment gives more protection than documents against acceptance. Reserve open account terms for buyers with a payment history, and where you do want to extend credit to a new buyer, credit insurance is usually cheaper than the discount you would give for cash in advance.

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