Export Pricing & Costs
How to set profitable export prices, calculate costs, and negotiate payment terms with international buyers. 12 articles.
The fastest way to lose money on an export order is to quote your domestic price with freight added. An export price has to absorb the distributor margin, the retailer margin, duty, certification and label work, currency movement between quote and payment, and the cost of being paid sixty or ninety days after the container leaves.
These guides work through that build-up in the order it actually matters: what your Incoterm silently commits you to, what a distributor needs to earn for your product to be worth their shelf space, which payment terms are normal in a market versus which ones are a warning sign, and how to hold a price when a large buyer pushes.
Price is also positioning. A number set low to win the first order tends to become the ceiling for every order after it, because the buyer anchors on what they already paid.
Start here
- EXW vs FOB vs DAP vs DDP: Incoterms Explained
EXW, FOB, DAP, DDP — what each one really costs you.
- How to Calculate Export Price: Complete Cost Breakdown
The full price build-up, line by line.
- Localized Pricing for DACH Markets: 2026 Tariff Guide
Pricing per market instead of one global list.
All guides in this topic
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EXW vs FOB vs DAP vs DDP: Incoterms Explained
EXW means the buyer collects at your gate. FOB means you deliver to the port and clear export. DAP means you deliver to their address and they handle import duties. DDP means you take care of everything, including duties and VAT. DACH buyers tend to ask for FOB or DAP, UK buyers for DDP. Quote the option the buyer expects.
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Localized Pricing for DACH Markets: 2026 Tariff Guide
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International Payment Terms: Net 30, 60, 90 Guide
Accept Net 30 in established markets with strong contract law. Agree to Net 60 only with protection such as progress payments or a letter of credit. Keep Net 90 for government contracts and large milestone deals. Country risk should shape your terms as much as the customer does. The guide shows how to decide and what to write into the contract.
13 min read
How to Calculate Export Price: Complete Cost Breakdown
Start with your cost of goods. Add export packaging, transport, insurance, duties, compliance and the costs your Incoterm puts on you. Only then add a margin that covers country risk, currency swings and payment terms. The guide walks through the full calculation with a worked example.
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Master B2B pricing strategies for global markets. Learn value-based pricing, geographic adjustments, and dynamic models to scale internationally.
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Reading about it — or ready to meet buyers?
ProspectX books sales meetings with distributors, importers, and retail buyers for manufacturers. Skip the theory, get meetings.