Sourcing & Trade Guide
Thailand Wholesale Suppliers: MOQ, Samples and Incoterms
Comilmart Team
November 2, 2026
You can have an excellent product and still lose an overseas order because of a quotation. The buyer asked for a price, you replied with a unit cost, and nothing was said about minimum quantities, packing, freight or sample charges. A week of messages later, the buyer has gone to another supplier whose offer was easier to understand.
For Thai factories, wholesale pricing is where good intentions meet a very practical reader. An importer in Lagos, Kampala, Muscat or Abu Dhabi compares several quotes side by side, and will choose the one that answers the most questions. Thailand wholesale suppliers who make their terms plain tend to get further in negotiations.
This guide explains how to set MOQ, tiered pricing, sample policy and Incoterms, how to present them on a B2B marketplace, and how to avoid the mistakes that slow down first orders. It is written for owners and sales managers at plants around Bangkok, Samut Prakan, Chonburi and elsewhere in Thailand.
Start with your real cost, not a guess at the market
Before you show any price, work out what a unit actually costs you to produce, pack and load. Include materials, labour, energy, tooling or mould wear, packaging, inland transport to the port and your overheads. Then decide on your margin.
Many factories skip this and copy a competitor's price list. The danger is that a larger overseas order may expose costs you had not counted: a special carton, extra labelling, a rush shift or a longer payment period.
A sensible habit is to keep a simple costing sheet for each product, and to update it whenever raw material prices move. Baht movements also matter, so decide whether you will quote in US dollars, another currency or baht, and how often prices are reviewed. State the currency and the quote validity period on every offer.
Setting MOQ so buyers can say yes
The minimum order quantity protects you from small, unprofitable runs, but a high MOQ can stop a new buyer from trying you at all. Think about what your production line really needs.
- By production run: the smallest batch that makes sense for your machine or mould
- By container: a full 20-foot or 40-foot container, or a share of one
- By carton or pallet: a practical unit that buyers can count
- By order value: sometimes used for mixed-product orders
Many manufacturers use a lower MOQ for a first trial order, or a higher MOQ for custom or private-label products. Whatever you choose, say whether it is per item, per colour or per order. Comilmart listings support MOQ, so you can put it where buyers see it first.
Tiered pricing that rewards volume
Tiers show buyers what they gain by ordering more, and they encourage a bigger first purchase. A simple structure might have three levels.
| Order size | Unit price | What it tells the buyer |
|---|---|---|
| Trial or MOQ | Highest | You will accept small starting orders |
| Mid-volume | Lower | A repeat order is rewarded |
| Container or bulk | Lowest | You prefer large, planned orders |
You decide the actual numbers from your costing sheet. Do not set tiers so close together that they look arbitrary, and do not let the lowest tier fall below a margin you can live with. Comilmart listings support tiered (volume) pricing, and buyers see prices in multiple currencies, which helps comparison. Your quote and invoice should still name one currency clearly.
Sample policy: protect yourself without scaring buyers off
Samples are often the real turning point in a wholesale deal. A buyer who cannot test or inspect your product will rarely place a first container order. Yet samples cost money, especially when courier charges to Africa or the Gulf are added.
Choose one of these policies and state it plainly:
- Free sample, buyer pays courier. Common for low-value items.
- Paid sample, credited against the first order. Shows you are serious and lowers the risk of casual requests.
- Paid sample, not credited. Suitable for custom or expensive items.
- Standard catalogue sample only. Custom samples need a deposit or an agreed order.
Also say how long preparation takes, because a sample that arrives late can stall a deal. Listings on Comilmart support sample details, so the policy can sit on the product page.
Incoterms: say what you are quoting
Incoterms define who pays for which part of the journey and who carries risk. Misunderstandings here are a frequent source of disputes. Choose the terms you can price accurately and write them on every quote.
- EXW (Ex Works): the buyer collects from your factory. Simple for you, but the buyer takes on export clearance and loading.
- FCA (Free Carrier): you hand goods to the buyer's carrier at an agreed place.
- FOB (Free On Board): you deliver goods on board the vessel at a Thai port such as Laem Chabang or Bangkok. A common starting point for sea freight.
- CFR and CIF: you arrange main freight to the destination port, and under CIF also insurance.
If you are new to export, FOB or FCA usually keeps your obligations clearer. Buyers who want a delivered estimate can use the landed-cost calculator and shipping rate tools on the platform. ComilExpress is Comilmart's own logistics service for those who want help moving goods. Treat any estimate as a planning figure and never promise a delivery time you cannot control. Incoterms rules are updated from time to time, so name the version you use on the quote.
Winning orders as one of the Thailand wholesale suppliers online
Applying is free on the manufacturer application page. Comilmart reviews your company details, registration number, tax or VAT number, business licence, certificates, logo and sample product photos, and approved companies get a Verified badge. Once you are live, buyers can chat with you, post sourcing requests (RFQs) and receive quotations, and make offers and counter-offers.
A good quotation covers the product and specification, quantity, unit price and currency, Incoterm and named port, lead time, packing details, payment terms and validity date. Trade Assurance is available as a general buyer protection feature; read how it works before relying on it. Comilmart can help you reach importers, but it does not guarantee orders, so keep quotes clear and responses fast.
Browse open requests on the RFQ page to see how buyers describe what they need.
Payment terms and paperwork to confirm
Payment terms are part of price. Agree what share is paid before production, what is paid before shipment and what happens on delivery, and write it down. For paperwork, expect a commercial invoice, packing list, bill of lading and HS code, with a certificate of origin if the buyer asks.
Duties, taxes and import rules depend on the destination and the product. Confirm current requirements with your customs broker, freight forwarder, tax adviser or the relevant Thai or destination authority before quoting or shipping. This article is general information, not legal or tax advice.
Frequently asked questions
Should I publish my lowest price? Publish tiered prices you can honestly support. Keep room to negotiate on large or repeat orders through offers and counter-offers.
What if a buyer asks for a lower MOQ? Check your production costs first. You can offer a higher unit price for a smaller trial order instead of refusing.
Which currency should I quote? Choose one you can manage and state it clearly. Platform buyers see multiple currencies, but your invoice should name one.
How quickly should I reply to a quote request? As quickly as you can give a complete answer. A clear, prompt reply often matters more than the lowest price.
Next step
If you want to join the Thailand wholesale suppliers that overseas importers can compare easily, apply as a manufacturer and prepare your costing sheet, price tiers and sample policy first. For more practical guides, visit the learning center.