International procurement.
Beyond the supplier introduction.

Start with a well-defined purchasing requirement

Before approaching suppliers, establish exactly what your business needs. Include product specifications, intended usage, quantity, destination and preferred delivery window. For vehicles or used machinery, year of manufacture, mileage or operating hours, condition and inspection documentation are particularly relevant.

Distinguish mandatory criteria from preferences. Clear requirements enable meaningful comparisons and reduce the risk of receiving low quotations for an unsuitable product.

Compare the landed cost, not just the quoted price

A supplier may quote from its own premises while another includes a substantial part of the shipping process. These prices are not directly comparable without considering freight, loading, customs formalities, import duties, cargo handling, storage and insurance where applicable.

Ask who pays for each stage of the shipment and which Incoterms or contractual delivery terms apply. An early freight estimate can materially influence the purchase decision.

Agree who the contractual seller is

Procurement agents can operate under different commercial structures. In a brokerage model, the buyer may contract directly with the supplier and pay an agreed sourcing or success fee. In a trading model, the intermediary may purchase and resell the goods on its own account.

These differences affect invoicing, warranties, risk allocation and payment arrangements. Clarify the role and remuneration of every party before negotiations progress.

Plan transport and storage before committing

Consider loading capacity at the supplier, the size and weight of the goods, the collection address and the final delivery point. If the goods will not be accepted immediately upon arrival, identify whether temporary warehousing or cargo handling is needed.

Certain product groups require specialised carriers, handling equipment or certified facilities. Availability should be confirmed before making firm promises to the other trading party.

Put the essential agreements in writing

Document the goods and their condition, quantities, price, currency, payment schedule, contractual counterparties, delivery terms and required documentation. International transactions can also involve export restrictions and screening requirements.

Where contractual, customs or regulatory matters are complex, obtain advice from an appropriate professional. A broker’s commercial support is not a substitute for legal or regulatory due diligence.