Send Samples From China to Africa Without Losing Money (2026)

Samples win African orders, and they also drain factory profits. Courier fees, import duties charged to the buyer and lost parcels add up quickly. If you want to send samples from China to Africa without losing money, you need a clear policy on who pays, an invoice that customs will accept, and a value you can defend. This guide draws on published guidance from DHL and the World Customs Organization (WCO), stated as of October 2026. Courier terms, restricted goods and import rules differ by carrier and country, so confirm with your courier and the buyer's clearing agent before you ship.

Decide your sample policy first

Before the first request arrives, write down three rules: which samples are free, which are paid, and who pays freight. Many exporters charge for the sample and refund it against a confirmed order, or ask the buyer to pay freight. Our guide on samples and proforma invoices covers how to document that offer. On Comilmart, sample orders are a platform feature, and the foreign seller arranges and pays for shipping to Africa, so budget for that cost when you price samples there.

Courier paperwork when you send samples from China to Africa

DHL's shipping guidance says two copies of a commercial or proforma invoice are needed when shipping goods outside your country, and that a proforma invoice is used for goods with no commercial value, such as samples. DHL's commercial invoice guide says to include the goods description, commodity (HS) code, country of origin, invoice total declared value, type of export, terms of trade and reason for export, and it warns that a generic description such as "samples" is not acceptable for customs classification. So write "Sample: stainless steel kitchen faucet, model X, 1 pc" rather than "sample". See DHL's preparing your shipment page (a page on DHL's Italian site; no revision date shown) and its commercial invoice guide. Other couriers have their own forms, so check yours.

Declared value: be honest

It is tempting to declare a very low value so the buyer pays less duty. Do not. DHL advises stating the true value of the products based on current market pricing, because under- or over-valuing can lead to penalties or delays. The WCO's FAQ explains that the basis for customs valuation under the WTO Agreement on Customs Valuation is the transaction value, the price actually paid or payable when goods are sold for export, plus certain adjustments, and does not discuss samples. Rules for goods with no commercial value differ by country, so ask the buyer's clearing agent how samples are treated in their market and whether duties or taxes will apply. State the purpose of the shipment truthfully on the invoice, and ask the courier and the buyer's agent how they treat goods with no commercial value.

Buyer pays duties: DAP versus DDP

DHL's FAQ explains that on an international waybill, a shipment is either duties and taxes paid (DTP), where the shipper pays, or duties and taxes unpaid (DTU), where the consignee pays. It maps DDP to DTP and DAP to DTU. DHL's DAP page says that under DAP the buyer handles import clearance and duties and taxes, while under DDP the seller handles everything. For samples to Africa, DAP or DTU usually protects you from unknown local charges, but only if the buyer agrees in advance and the courier delivers on that basis in that country. Our FOB, CIF and DDP guide explains why DDP can be risky for a seller.

How to send samples from China to Africa and protect your margin

• Charge a sample fee and refund it against the first order.
• Ask for the buyer's courier account number so freight is billed to them, if your courier supports it.
• Use DAP or DTU terms and tell the buyer in writing that import charges are theirs.
• Send the smallest representative sample and photograph it with a label before packing.
• Consolidate samples for several buyers in one market with a forwarder, where possible.
• Keep a log: request, quote, tracking number, delivery date, feedback and follow-up date.

Count the real cost of a sample

The figures here are hypothetical. Suppose a sample costs $20 to produce, $5 to pack, and $60 to send by express courier. The true cost is $85 before staff time. If your gross margin on the first order is $400, one sample consumes more than a fifth of it, and three rounds of samples can consume the whole order. This is why many suppliers set a sample fee, refundable against the first order, and limit the number of free rounds. Record the cost of every sample in a spreadsheet so you can see which buyers are worth a second parcel.

Restricted items and checks

DHL's list shows what couriers can refuse or restrict. Its prohibited items include lithium metal batteries packed alone, counterfeit items and precious metal ingots, and items accepted only with prior agreement include dangerous goods such as perfumes, aerosols and flammable substances, foodstuffs, medicines and jewellery above stated values. If your product contains batteries, liquids or electronics, ask the courier before you pack. Also check that the destination country allows the item in; African import restrictions can apply to samples. For standards-related questions, see our standards guide.

Frequently asked questions

What invoice do I use for samples? DHL says a proforma invoice is used for goods with no commercial value, such as samples. Write a specific description and an honest value.

Should I declare zero value? No. DHL advises stating true value. Ask the buyer's clearing agent how samples are treated.

Who pays import duty on samples? That depends on the terms and the country. Under DAP or DTU the consignee pays.

Can I send batteries or liquids as samples? Maybe not. Ask the courier first.

Does Comilmart handle sample freight? No. The foreign seller arranges and pays for shipping.

Getting started

If you want to send samples from China to Africa through a channel built for B2B buyers, review /sell-to-africa and apply at /apply-manufacturer. Applying is free, the form states review takes about 24 to 48 hours, and Comilmart cannot guarantee buyers or orders. Buyers can also send requests at /request-quotation.