Direct decision rule
Proceed only when the landed-cost model, working-capital peak, Incoterm, payment milestones and delivery responsibilities are explicit and stress-tested.
Use this stage when
- The quotation excludes freight, duty, testing, local handling or returns.
- The MOQ or deposit creates material stock and cash-flow exposure.
- Lead time, booking window or title-transfer point is unclear.
Evidence to collect
- SKU-level quotation, MOQ, carton data, HS classification assumptions and Incoterm.
- Freight, insurance, duty, tax, customs, testing, warehousing and last-mile estimates.
- Deposit, balance trigger, currency, bank charges and credit terms.
- Production lead time, inspection window, booking time and delay remedies.
Decision checklist
- Calculate landed cost per sellable unit, including expected loss and returns.
- Model base, adverse freight, exchange-rate and sell-through cases.
- Confirm what evidence releases each payment milestone.
- Assign responsibility for export, import, clearance and delivery exceptions.
Risks and exceptions
Requirements vary by product, destination market, Incoterm and the legal structure of the transaction. Public information is a screening input, not a substitute for current legal, customs, tax, compliance or laboratory advice for the exact product and market.
