Two wallpaper glue quotations cannot be compared from price per ton when their trade terms and cost boundaries differ. EXW and FOB are more than factory price versus port price. Importers need to separate product specification, packaging, delivery point, export operations and responsibility.
Confirm the Incoterms version and named place
The quotation should state the Incoterms version, EXW factory address or FOB port and price validity. A term without a named place leaves inland transport, port and handoff scope uncertain. The buyer and qualified logistics adviser should confirm legal and tax application.
Lock the product and packaging basis
Use the same grade, net weight, bag construction, inner PE liner, pallet method, OEM revision, total quantity and expected gross weight. If one quote includes pallets or printed packaging and another does not, product prices are not comparable. List samples, documents and third-party tests separately.
Expose China-side charges
After EXW, the chain may include collection, truck loading, inland transport, forwarder warehouse, customs documents, declaration service, origin terminal charges, VGM and container operations. FOB normally reaches a defined delivery stage at the named port, but included items still require written confirmation rather than assumption.
Match freight and destination assumptions
If freight guidance is included, record sailing window, container type, validity and surcharges. Destination charges, customs, tax and warehouse delivery remain buyer calculations in many structures. Compare forwarders with the same shipment date and cargo basis so season, route and exchange-rate differences do not hide product cost.
Approve a responsibility matrix
The final comparison should assign every item to seller, buyer or forwarder and mark unresolved items. A low quote with unclear boundaries may create more extras and delay. Hangzhou Karn can quote EXW or FOB by project; port, packaging, quantity, lead time and cost scope are confirmed in the formal offer.