How long should a quotation remain valid?

State an explicit validity date that balances buyer decision time and your cost volatility.

Must I share a full cost breakdown?

Not required. Clear inclusions, exclusions and Incoterm usually matter more to professional buyers.

Worldwide Exporter Original Guide

Last updated: 3 November 2026 · Editorial Team

How to Price Export Orders: Costing, Margins & Quotation Tips

Q: Should export price equal domestic price?

Rarely. Export packing, documentation, logistics and payment risk change the cost structure.

Export pricing fails when domestic cost is copied onto an international quote without logistics, packing, finance and risk. A professional quotation shows the buyer what is included and protects your margin when the order becomes real.

1. Build cost from the factory floor up

Raw material and components
Labour and process yield / rejection allowance
Tooling amortisation if applicable
Export packing materials
Internal quality checks and documentation time

2. Add commercial and logistics layers

Inland haulage to port/airport when required by Incoterm
Origin terminal / handling charges if included
Freight and insurance when quoting CIF/CIP-style terms
Bank charges, inspection fees, agency commissions
Currency buffer if costs are in a different currency

3. State the Incoterm clearly

Price without Incoterm is incomplete. “USD 10” means little until it is EXW, FOB or CIF with a named place. See the Incoterms guide.

4. Use MOQ as a costing tool

Small quantities carry higher setup and packing cost per unit. Publish MOQ and offer tiered prices for larger volumes so buyers understand the cost curve.

5. Quotation habits that look professional

Validity date and currency
Lead time after PO/sample approval
Packing description
Payment terms options
What is excluded (duties, destination charges, etc.)

6. Avoid race-to-bottom pricing

Winning on price alone often loses on quality disputes and payment risk. Serious buyers compare total landed cost and reliability. Keep a walk-away margin.

Frequently asked questions

Should export price equal domestic price?

Rarely. Export packing, documentation, logistics and risk change the cost structure.

How long should a quote remain valid?

Long enough for the buyer to decide, short enough to protect you from material volatility — state the date explicitly.

Do I show a cost breakdown to the buyer?

Optional. Many exporters show clear inclusions/exclusions without revealing full internal cost sheets.