Checklist

25 questions to ask suppliers at a trade show

Oct 20, 2026 3 min read By DNZ

A booth conversation lasts a few minutes. The right questions turn it into a quote you can compare with other suppliers. The wrong ones leave you with a number that means nothing.

The short answer

At minimum, ask: What is the price, and on what terms? What is the MOQ? What are the price breaks? What is the lead time? Can I get a sample? Write the answers down next to the product photo.

Price

  1. What is the price, and is it FOB, EXW, CIF or DDP? A price with no term cannot be compared. FOB means delivered to the port of export. EXW means you collect at the factory.
  2. Which port is the FOB price from? Shenzhen and Ningbo can mean different freight costs.
  3. What are the price breaks? Ask for the price at two or three quantities, for example 1,000, 5,000 and 10,000 units.
  4. Which currency? USD and RMB quotes are both common.
  5. How long is this price valid? Material costs move.
  6. What is included? Packaging, printing your logo, the manual, the charger.

MOQ

  1. What is the MOQ? The minimum order quantity.
  2. Is the MOQ per color, per model or per order? This changes the real minimum a lot.
  3. Can you do a lower MOQ at a higher price? Many factories will, for a first order.

Product

  1. What material is it? Ask for the exact grade where it matters.
  2. What certifications does it have? For example CE, FCC, UL, or what your market needs. Ask to see the certificate, not just the logo on the box.
  3. Can you change the color, logo or packaging? And what does each change cost?
  4. Who else sells this model? Many booths sell the same factory product.
  5. Is this your own design? If you plan to sell it under your brand, this matters.

Factory and company

  1. Are you the factory or a trading company? Both can be fine. You should know which.
  2. Where is the factory?
  3. Which markets do you export to now? Export experience to your country helps.
  4. Can we visit the factory?

Samples

  1. Can I get a sample, and what does it cost? Many suppliers credit the sample cost against the first order.
  2. How long will the sample take?
  3. Is the sample the same as production? Ask for a production sample, not a show sample.

Lead time and shipping

  1. What is the production lead time after the deposit?
  2. What are the payment terms? A deposit and a balance before shipping is common.
  3. What is the carton size and units per carton? You need this for freight per unit and landed cost.
  4. How many units fit in a 20 ft or 40 ft container?

Write the answers down where you will find them

The answers are only useful if they stay attached to the right product. Write them next to the product photo and the vendor's card, not in a separate notebook. Then, after the show, you can compare the quotes and follow up with the right details.

Frequently asked questions

What is the most important question to ask a supplier at a trade show?

Ask for the price together with its price term (FOB, EXW, CIF or DDP) and the MOQ. Without the term and the MOQ, the price cannot be compared with other suppliers.

What is a price break?

A price break is a lower unit price at a higher quantity, for example $2.50 at 1,000 units and $2.20 at 5,000 units. Ask for two or three breaks at every booth you are serious about.

How do I know if a supplier is a factory or a trading company?

Ask them directly, ask where the factory is, and ask to visit. Business licenses and the range of products at the booth also help. Trading companies often show many unrelated product types.

Should I ask for samples at the trade show?

Yes, for products you are serious about. Ask the sample cost, the time to make it, and whether it matches production quality.