Why vague RFQs create false price differences
Two suppliers can quote the same model name and still price two different products. One may include a power cord, crumb tray, colour carton and certification support. Another may exclude tooling, artwork setup, pre-shipment inspection or replacement parts. The unit prices look comparable only because the boundaries are unclear.
Start the RFQ with the target market, expected annual volume, first-order quantity, launch window and sales channel. State the required Incoterms rule and named place. ICC explains that Incoterms rules allocate defined delivery tasks, costs and risks; they do not replace the sales contract or specify product quality. A quote marked only “FOB” without a named port and Incoterms edition is incomplete.
Freeze the product assumptions
Specify cavity capacity, voltage and frequency, rated power, control type, temperature range, timer, heating elements, fan functions, accessories, colour, plug, cord length and packaging level. Separate must-have requirements from options. If the supplier is expected to recommend a structure, ask it to show every deviation rather than silently substitute its standard configuration.
Ask for evidence, not adjectives
Replace “good temperature control” with a requested test method and acceptance limit. Replace “strong package” with the expected distribution route and validation plan. Ask which reports already exist, which require new testing and who pays for retesting after a change.
Use one quotation schedule
Require every supplier to complete the same table: unit price, MOQ, tooling, samples, certification, artwork, packaging, inspection, spare parts, lead time, payment terms, quotation validity and exclusions. ISO 9001 is built around understanding customer requirements, controlling processes and using documented information; the same discipline makes an RFQ easier to execute.
Official references
- [ICC Incoterms rules](https://library.iccwbo.org/clp/clp-incoterms.htm)
- [ISO 9001 quality management systems](https://www.iso.org/standard/62085.html)