Wrong pricing loses deals twice: quote too high and buyers vanish; quote too low and you win unprofitable orders. Here's the framework.
Know Your True EXW Cost
EXW = production cost + packaging + margin. Common mistake: forgetting export packaging (often 2-5% of value), banking fees, and documentation costs. Build a cost sheet per product and update it monthly with input prices.
FOB = EXW + Inland + Port
Add: factory-to-port trucking, customs brokerage, port handling, and loading. From most Anatolian cities to Mersin port this adds roughly $300-800 per container. Quote FOB by default — it's what most international buyers expect.
CIF = FOB + Freight + Insurance
Only quote CIF when you have current freight rates (they change weekly). Add 3-5% buffer on freight quotes older than two weeks. Insurance typically costs 0.3-0.5% of cargo value.
Currency Risk
Quoting in USD/EUR while paying costs in TRY exposes you to swings. Options: shorter quote validity (7-14 days), a 2-3% currency buffer, or forward contracts from your bank for large orders.
Quote Presentation Wins Deals
A professional quotation includes: itemized prices per Incoterm, MOQ tiers (price breaks at 500/1,000/5,000 units), lead time, payment terms, validity date, and certifications. Buyers forward good PDFs to their bosses — make yours the one that gets forwarded.
Negotiation Reality
Experienced buyers ask for 5-15% off almost automatically. Build your first quote knowing this — but never below your walk-away price. Discounts should buy something: larger quantity, repeat commitment, or faster payment.