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

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.

What documents will the importer need from me?

A commercial invoice, a packing list and the transport document are the routine core. Beyond that it depends on the destination market and can include a certificate of origin or a preferential origin declaration under a trade agreement, an inspection or analysis certificate, a sanitary or phytosanitary certificate, a fumigation certificate, a conformity or test report, or an import licence the buyer obtains themselves. Ask the buyer to list what they need, confirm which of those you can issue, and make sure the description, value, consignee and marks agree across every document.

The quantity asked for is far above or below what I can supply. Should I still reply?

Yes, and say so plainly. If it is below your minimum, state your minimum and offer the nearest quantity you can serve, with the reason, since a buyer testing the market often has a larger requirement behind the first one. If it is far above your capacity, offer a part of it against a stated delivery schedule rather than declining or overcommitting. Both replies are normal commercial answers. Silence and a quiet overcommitment are the two responses that cost you the relationship.

Why do buyers go quiet after the first quotation?

Most often because the quotation could not be compared. If the unit, the Incoterm or the validity is missing, the buyer cannot line you up against the others and moves on. The next most common reasons are a lead time that misses their season, a minimum order quantity above what they asked for that was not explained, and a missing certification their market requires. A short follow-up that asks which of those it was, rather than repeating the offer, gets an answer often enough to be worth sending once.

Does my HS code have to match the buyer's?

They frequently differ, and it is the buyer's import classification that sets the duty. The first six digits are harmonised internationally, but each country adds its own further digits, and the same goods can legitimately sit under different national subheadings. Confirm the code the buyer intends to use before shipment, because a mismatch between your export declaration and their import entry causes delays and can trigger a query on value. Where the classification is open to argument, the buyer can apply for a binding or advance ruling in their own country.

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List of Industrial Goods Buyers and Importers in China - Buy Leads Directory

Browse Industrial Goods & Chemicals buying requirements posted by importers from China and send your quotation free of charge.

Selling Industrial Goods into China? 170 buyers and importers there have posted live requirements, and the heaviest demand is in Crude Oil, Sulphur and Petroleum By Products. Open a requirement to see the quantity and specification, then send your quote.

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Bitumen

CIF Price: Qingdao Port, China

Company

XXXXXXXXXXX

Buyer contact

XXXXXXXXXXX

Requested on

2026-10-29

Fuel

Type: Diesel EN590 10 PPM

Company

XXXXXXXXXXX

Buyer contact

XXXXXXXXXXX

Requested on

2026-10-29

Refined deep-sea fish oil, Triglyceride (TG) form

Total content of DHA EPA 22% Application: Raw Material For Animal Feed And Health Supplements Product type: Refined deep-sea fish oil, Triglyceride .....show more

Company

XXXXXXXXXXX

Buyer contact

XXXXXXXXXXX

Requested on

2026-10-27

Refined deep-sea fish oil, Triglyceride (TG) form

Total content of DHA EPA 22% Application: Raw Material For Animal Feed And Health Supplements Product type: Refined deep-sea fish oil, Triglyceride .....show more

Company

XXXXXXXXXXX

Buyer contact

XXXXXXXXXXX

Requested on

2026-10-15

Sulphur Granular Purity 99.95% Quantity: Spot Order 30000 Mt For Try And Need Visit To Sign The Contract 50000MT/ Month X 2 Month. We Not Accet Any Br.....show more

Company

XXXXXXXXXXX

Buyer contact

XXXXXXXXXXX

Requested on

2026-07-06