Working with an overseas factory for the first time is smoother than it looks — if you know the norms. Here’s what to expect and how to be the kind of buyer factories prioritise.
What to expect on terms
- MOQ — minimum order per style/colour. Low-MOQ factories start around a few hundred pieces.
- Lead time — sampling first (often 1–2 weeks), then bulk (often 4–6 weeks) after approval.
- Payment — commonly a deposit to start and balance against shipping/inspection; L/C for larger orders. Avoid 100% upfront to a stranger.
- Incoterms — EXW/FOB/CIF decide who handles freight (see our Incoterms guide).
How to communicate well
- Be specific — send a tech pack or clear reference, quantities, and target price.
- Respond quickly — factories prioritise responsive buyers.
- Confirm details in writing — spec, price, dates, terms.
- Approve a sample before bulk — always.
Common first-timer mistakes
- Skipping the sample to “save time” — the costliest mistake.
- Ordering too many styles/colours at once (MOQ stacks up fast).
- Ignoring landed cost — duty and freight can dwarf a small unit-price difference.
- Not vetting the factory (see our guide on avoiding scams).
We’re used to guiding first-time importers — clear communication, honest terms, and help at every step. Start with a conversation.