How do I price products for international wholesale buyers?

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Price products for international wholesale buyers by calculating your full export cost, estimating the buyer's landed cost, researching competitor prices, and setting a sustainable margin. Include packaging, documentation, logistics, insurance where relevant, financing, currency risk, commissions, and product-specific compliance costs. Quote clear volume price tiers, currency, validity, payment terms, and the applicable Incoterms rule with its named place. How do I price products for international wholesale buyers? International wholesale pricing should cover the cost of supplying the product, reflect market demand and competition, and provide a sustainable margin. A price that works in the domestic market may not work abroad because international freight , duties, insurance, financing, and other transaction costs can change the buyer's final cost. Calculate your export cost base Start with production or purchase cost, overhead allocation, export packaging, inspection, documentation, commissions, finance charges, and any market-specific product changes. Identify which costs vary by order quantity and which are fixed. Include a margin that supports the business over time rather than relying on an unsustainable discount. Research the target market and competition Review comparable products, competitor quotations where available, buyer expectations, and market demand. Decide how the product will compete, such as on price, quality, certification, customization, shorter lead times, or after-sales service. Check currency movements and whether different markets require different commercial approaches. Estimate the buyer's landed cost Consider freight, insurance, customs duties, import taxes, brokerage, handling, and destination delivery where relevant. Explain which costs are included in your price and which will be paid by the buyer. Use the appropriate Incoterms rule and named place to clarify the allocation of specified costs, tasks, and risks. Offer clear wholesale price tiers Quote unit prices at realistic quantity levels and state the minimum order quantity, currency, payment terms, lead time, packaging details, and quotation validity. Make volume discounts conditional on clearly defined quantities or commitments. Review whether small orders need setup fees or other charges to cover additional costs. Official pricing guidance U.S. International Trade Administration export pricing guidance: https://www.trade.gov/pricing-strategy