While importers around the world often express interest in the quality of U.S. products, they may hesitate to move forward with purchasing decisions. This hesitation is often the result of limited follow-up or poor communication. That’s why one of the most important steps after connecting with a potential importer is to follow up with a clear request for a price quotation.
In the recent Food Export webinar, “How to Obtain an Export Price Quotation,” Export Education Coordinator, Dennis Lynch, broke down the export process into clear, actionable steps to help suppliers approach international sales more effectively.
Dennis covered a variety of key topics, including best practices, product specifics, and the HS/Schedule B coding system. Whether you’re a new supplier learning about these concepts for the first time or an experienced supplier looking for a refresher, Food Export is here to help guide you every step of the way.
A critical takeaway from the webinar is the importance of staying organized. Keeping detailed records of all price quotes and related communications for each shipment is one of the most effective ways to manage your export process. Creating a pro forma checklist can also help you maintain consistency and avoid errors throughout your quoting and shipping procedures.
By being prepared and detail-oriented, you’ll instill confidence in buyers and lay the groundwork for long-term success in global markets.
The most effective way to navigate the quotation process is through thorough preparation. You should be able to confidently answer questions about your product, such as:
Understanding these product details allows you to accurately determine how your product should be shipped and stored, which in turn helps the buyer assess whether it meets their market requirements. Demonstrating this knowledge shows buyers you’re ready to deliver on your promises—and that builds trust.
Another crucial step in preparing export quotations is identifying the correct HS (Harmonized System) or Schedule B code for your product.
While the importer doesn’t necessarily need the Schedule B number, having it can help create a more accurate and professional quotation. It’s also helpful to familiarize yourself with Electronic Export Information (EEI)—data submitted through AES Direct that is required for many U.S. export shipments. EEI supports compliance and reporting while helping to ensure shipments meet customs requirements at their destination.
This blog post highlights just a few of the insights covered in Dennis Lynch’s webinar. For a deeper understanding of related topics—such as transportation options, Incoterms, and key compliance issues, we encourage you to watch the full webinar recording.
Because global trade regulations continue to evolve, understanding the proper steps to prepare quotations will keep you competitive and reduce costly mistakes. Whether you’re shipping by land, air, or sea, these steps help make your entry into international markets smoother and more successful.
Food Export is dedicated to supporting small- and medium-sized U.S. companies by providing practical, in-depth educational tools—like this webinar. We know that even seemingly minor mistakes in the export process can lead to major complications, which is why our programs are designed to give suppliers the knowledge they need to succeed globally with confidence and compliance.
Looking for more export education?
Visit foodexport.org to explore our upcoming webinars, market resources, and buyer missions.
Interested in exporting to Canada? Don’t miss our blog post: Packaging and Labeling Tips: Canada for essential country-specific guidance.