Most first orders go wrong before production starts: the specification is vague, the price is compared across different Incoterms, or the carton is designed after the pots are made. This guide walks through the decisions that actually determine the landed cost.
A supplier cannot quote accurately against "ceramic pots, assorted". These four answers change the price by a factor of three, so they come first.
Outdoor use in a frost climate requires stoneware or fully glazed earthenware. Indoor-only ranges can use lighter, cheaper bodies. Getting this wrong is the most expensive mistake on the list, because it only shows up after a winter.
Bulk pallet to a distributor, individual parcel to a consumer, or a retail-ready kit on a shelf. Each needs a different carton, insert and label, and the packaging can be 15–25% of the landed cost.
Freight for ceramics is driven by volume, not weight. A tall planter can cost three times more to ship than a squat one of the same capacity. Container utilisation is decided at the design stage.
A solid matte glaze hides minor mould marks; a reactive glaze amplifies them. The finish you choose sets the acceptable reject rate, and the reject rate is inside the unit price.
A quote that looks 20% cheaper is often just a different delivery term. Before comparing two suppliers, confirm both numbers describe the same handover point.
| Term | Supplier handles | You handle | Use it when |
|---|---|---|---|
| EXW | Goods at the factory door | All freight, export clearance, insurance | You already have a forwarder in China |
| FOB | Delivery to the port, export clearance | Ocean freight, insurance, import duty | The default for experienced importers |
| CIF | Freight and insurance to your port | Import clearance, duty, inland delivery | You want one number to compare |
| DDP | Everything to your door, duty included | Nothing until delivery | Small orders, marketplaces, first shipment |
DDP is convenient and usually the most expensive per unit, because the supplier carries the duty and the risk. FOB plus your own forwarder is normally the cheapest at volume, but it assumes you can manage the booking yourself. Ask for both on the same order and the difference becomes visible.
A stock shape in a stock glaze can start at 100 pieces. A new mould typically needs 500 to 1,000 pieces to justify the tool, and a new glaze adds 1,000 pieces per colour because the kiln has to be committed. The MOQ is therefore a function of how much is being changed, not a fixed number.
A sample proves the shape, the glaze and the finish. It does not prove the production run, because a sample is made slowly by the most experienced hand on the floor. Treat it as the reference document, not as evidence of capability.
The standard arrangement is 30% deposit on order and 70% against the bill of lading copy. The deposit funds materials and the balance is released when the goods are on the water. Every alternative moves risk from one side to the other.
| Terms | Who carries the risk | Reality |
|---|---|---|
| 30 / 70 T/T | Shared | The default. Cheapest, no bank fees on the supplier side. |
| Letter of credit | Bank, once documents comply | Adds 1–2% in fees and 1–2 weeks. Worth it above roughly USD 50,000. |
| Escrow / Trade Assurance | Platform holds the funds | Costs a fee, resolves disputes with platform arbitration. |
| 100% on delivery | Supplier | Rarely accepted for a first order at any volume. |
Never pay a deposit to a personal account. A company account whose name matches the contract is the single most effective fraud control in an import transaction, and it costs nothing to check.
When a supplier quotes 20 days, ask which of the five is included. A 20-day quote that excludes firing is a 30-day reality. For a first order, add a week for the unexpected and you will rarely be disappointed.
| Document | Issued by | Needed for |
|---|---|---|
| Commercial invoice | Supplier | Customs, payment, accounting |
| Packing list | Supplier | Customs, warehouse receiving |
| Bill of lading | Carrier | Title to the goods, payment release |
| Certificate of origin | Chamber of commerce / CCPIT | Preferential duty, some markets |
| Fumigation or ISPM 15 mark | Supplier | Wood packaging entering the US or EU |
| Test report | Third-party lab | Market compliance, retail onboarding |
| Inspection report | In-house or third party | Dispute evidence, internal sign-off |
It depends on the route and the season far more than on the goods. A 40HQ from Shanghai to Rotterdam has ranged from USD 1,500 to over USD 8,000 in recent years. Because ceramics are volume-heavy, the practical question is how many cubic metres of product fit in the box, not how much it weighs.
DDP if you want a single landed number and no freight management. FOB if you already have a forwarder or expect repeat orders, because it is cheaper per unit once you control the booking. Ask for both quotes on the same specification.
Roughly 90 to 120 days: two weeks for samples and approval, three to four weeks for production, one week for packing and booking, and four to six weeks on the water. A repeat order on an approved specification typically halves the front end.
Not necessarily. A factory that holds its own export licence can invoice and export directly, which removes a margin and a layer of communication. Ask for the export licence and confirm that the bank account name matches the company on the contract.
Tell us the product, the volume and the destination. We will come back with the forming method, an FOB and a DDP number, and a realistic timeline.