Two quotes for the same tray are rarely the same deal. The term on the invoice decides who pays freight, insurance, duty and the cost of a delay.
Why the cheapest quote is often the dearest
An EXW price excludes everything after the factory gate: inland haulage, export clearance, freight, insurance and import duty. A DDP price includes all of it. Comparing the two numbers directly is comparing a product with a landed cost.
Always convert quotes to landed cost per unit before deciding. That means adding freight, insurance, duty, clearance and the cost of the money tied up in transit.
Terms you will actually meet
EXW puts almost everything on the buyer. FOB puts the goods on the vessel at the named port, with the seller covering export clearance. CIF adds freight and insurance to the destination port. DDP puts delivery and duty on the seller.
For a first order, DDP removes the most uncertainty and costs the most. For repeat orders with volume, FOB plus your own forwarder usually gives better control and lower cost.
Air versus sea for a light product
Lashes weigh little, but trays are bulky. Air freight is charged on volumetric weight, calculated from carton dimensions rather than actual kilos, so a light carton can price as a heavy one.
Sea freight suits full containers of trays and packaging. Air suits adhesive, urgent replenishment and sample quantities. For a first order under a few hundred kilos, air is often cheaper once storage and cash-flow are counted.
Duty, tax and classification
False eyelashes generally fall under heading 6704, with synthetic lashes commonly entered under 6704.90 and human-hair items under 6704.20. Rates differ by country and by the specific description on the entry.
Confirm the classification with your customs broker before the first shipment. A wrong code is not a small error: it affects duty, and in some markets it affects whether the product can be sold at all.
Documents that travel with the goods
Commercial invoice, packing list, bill of lading or airway bill, certificate of origin where a preferential rate applies, and a safety data sheet for adhesive. Some markets also want labeling information in local language before clearance.
Ask for drafts a week before shipment. Errors found at the port cost demurrage, which is always more expensive than the delay itself.
Payment terms that match the risk
Thirty percent deposit with the balance before shipment is standard for a first order. At volume, a letter of credit or an escrow platform adds cost but removes the risk of paying for goods that do not ship.
Do not pay the full amount upfront to a new supplier, however good the sample was. The sample proves capability, not willingness to ship.
Insurance worth buying
Cargo insurance is cheap relative to the loss it covers. Check whether the CIF price includes it, and at what percentage of invoice value. If it does not, buy it separately.
Adhesive shipments also need temperature consideration, and standard marine cover does not pay for a pallet that cured because it sat in a hot container. Ask what the policy excludes.
What to put in the order confirmation
Incoterm with named port, shipment date, documents provided, packaging marks, and the payment schedule. Add who pays for inspection if a third party is involved.
That single page prevents most of the disputes that start with “we assumed”. It also gives your forwarder everything they need to quote accurately.
Questions buyers ask
Which term should a first order use?
DDP for simplicity, if the landed price is acceptable.
Is FOB cheaper?
Usually, once you have your own forwarder and volume.
Who pays import duty?
The importer of record. Under DDP the seller covers it, but the buyer is still the importer in most cases.
Do lashes ship by air or sea?
Both. Air for adhesive and urgent stock, sea for pallets of trays and packaging.
What is volumetric weight?
Freight charged on carton dimensions rather than actual kilos.
What HS code applies?
Generally 6704, with synthetic lashes usually 6704.90. Confirm with your broker.
Do I need a safety data sheet?
Yes for adhesive, for freight and for customs.
Can you ship to my forwarder?
Yes. Provide the address and marks before production ends.
What payment terms do you offer?
Thirty percent deposit, balance before shipment. Letters of credit at volume.
Can you quote landed cost?
We quote DDP on request, or FOB with a forwarder recommendation.
Quote the term you actually need
Tell us the destination port and volume. We will quote EXW, FOB or DDP so the comparison is like for like, and list the documents that ship with the order.
- EXW, FOB and DDP
- Air and sea options
- Safety data sheets supplied
- Forwarder coordination