# How to compare factory quotes

> How to compare quotes from Chinese manufacturers fairly: price terms, what is included, sample and tooling fees, minimums, packaging and payment terms.

Source: https://petlivinggear.com/guides/how-to-compare-factory-quotes/
Updated: 2026-10-25

**Short answer:** Two quotes for the same product are rarely the same offer. Check the price terms, what is included, the minimum per color and size, sample and tooling fees, packaging, validity and payment terms before you compare unit prices.

## Start by making quotes comparable

Ask each factory the same questions and ask for the answers in a table: unit price, price term, minimum order per color and size, sample price and lead time, production lead time, packaging included, and the validity of the quote. If a quote omits something, ask rather than assume.

## Price terms

| Term | What the price covers |
|---|---|
| EXW | Goods at the factory; you arrange everything after |
| FOB | Goods loaded at the Chinese port; you arrange sea freight and onward |
| CIF | Goods plus sea freight and insurance to your destination port |
| DDP | Goods delivered with duties and taxes paid, usually for small parcels |

Convert every quote to the same basis before you compare. Add the freight and local costs you would pay on the cheaper-looking terms, and use the [landed cost tool](https://petlivinggear.com/tools/landed-cost/) to see duties and fees.

## Hidden differences

- Material and weight: ask for fabric weight, filling weight or wall thickness.
- Packaging: is the retail box, barcode and insert included, or extra?
- Branding: setup fees for print, embroidery, labels.
- Samples: is the fee refunded against an order, and who pays shipping?
- Tooling or pattern: one-time fee, who owns it, and what happens on reorders.
- Minimums: per order, per color, per size.

## Lead times

Ask for the sample lead time and the production lead time separately. Ask what happens to the schedule if you change something after the sample, and how a late delivery is handled.

## Payment terms

Typical structures split payment between a deposit and a balance before shipment. Be cautious about paying the full amount upfront to a supplier you have not vetted. Our guide on [vetting suppliers](https://petlivinggear.com/guides/vetting-chinese-pet-product-suppliers/) covers what to check first, and pay to a company account that matches the supplier's registered name.

## Do not choose on unit price alone

A few cents on the unit price is small compared with a failed batch, a late shipment or a returned product. Weigh the sample quality, communication, documents and the factory's response to difficult questions.

## Send it as a brief

Our [request form](https://petlivinggear.com/rfq/) asks for the details that make quotes comparable, and your brief is shared, with your consent, with manufacturers that fit. You then compare their answers using the checklist above.

## Frequently asked questions

### What do EXW, FOB and CIF mean?

They are price terms. EXW is the price at the factory gate, FOB includes delivery to the loading port, and CIF adds sea freight and insurance to the destination port. The same goods cost different amounts on each basis.

### Why is one quote much cheaper?

Common reasons are thinner or lighter materials, fewer included items, unit price excluding packaging, or a quote on a different price term. Ask each factory to confirm weight, materials and inclusions.

### How long is a quote valid?

Raw material and exchange rate changes affect prices, so quotes carry a validity period. Ask for it in writing and confirm the price again before you place the order.

## Related

- [Landed cost from China to the US, UK and EU](https://petlivinggear.com/guides/landed-cost-china-to-us-uk-eu/): What makes up the landed cost of pet products imported from China into the US, UK and EU: duty, fees, VAT, freight, and what a calculator cannot know.
- [How to write an RFQ for pet products](https://petlivinggear.com/guides/pet-product-rfq-checklist/): A checklist for writing a request for quotation for pet products made in China, so manufacturers can quote accurately and you can compare answers fairly.
- [How to vet a supplier remotely](https://petlivinggear.com/guides/vetting-chinese-pet-product-suppliers/): A practical way to check a Chinese manufacturer before paying: documents to request, video audits, samples, third-party inspection and warning signs.
- [Cat trees and scratchers](https://petlivinggear.com/products/cat-trees/): Sourcing cat trees, towers and scratching posts from China: board and wood choices, stability, sisal, plush, assembly, flat-pack shipping and formaldehyde evidence.