Direct answer
Two phone quotes are comparable only when SKU, version, lock, quantity, Incoterm and place, inspection, DOA, and payment triggers match. If those fields differ, you are comparing different products. Use one RFQ, then compare price last.
Key takeaways
- Freeze the field list before you open the price column.
- “Shipping included” is not an Incoterm.
- Unused, used, and refurbished cannot share one unit price.
- A cheaper EXW quote can lose on landed cost.
- Incomplete quotes are Clarify, not a bargain.
Quote comparison is a matching exercise. Price is the last column.
Who this guide is for
Buyers with two or more replies to the same RFQ. If you only have chat prices, you do not have quotes yet.
The match table
| Field | Same means | If it differs |
|---|---|---|
| Inventory state | Unused, used, or refurbished | Different product |
| Model code + storage | Same sellable SKU | Different product |
| Firmware / region | Same customer story | Version risk |
| Lock / MDM / IMEI policy | Same resale path | Hidden rejects |
| Quantity and mix | Same leftover risk | Recast MOQ |
| Incoterm + place | Same cost and risk point | Recast or reject |
| Inspection and DOA | Same failure path | Recast |
| Payment triggers | Same cash timing | Recast |
| Unit price | Comparable only after the rows above | Last |
The U.S. International Trade Administration states that each Incoterms 2020 rule clarifies tasks, costs, and risks. A named term without a place is incomplete. FOB and CIF are sea and inland-waterway rules. Do not use them as stickers on an air lot.
Accept / Clarify / Reject
| Reply | Accept | Clarify | Reject |
|---|---|---|---|
| Full RFQ row | Fields match your ask | One field blank | Price only |
| “Global compatible” | Model code + Play check | Slogan only | China firmware labeled global |
| “Shipping included” | Incoterm and place named | Freight number, no term | No delivery point |
| Two states, one price | Split lines | “Mostly new” | Hidden used in unused |
How to compare
- Send the same RFQ to every supplier.
- Copy answers into one sheet. One row per SKU per supplier.
- Mark unmatched fields. Do not average them into the price.
- Recast freight and duty with the landed-cost calculator if the Incoterms differ.
- Then rank unit price, lead time, and inspection access.
Common mistakes
- Choosing the lowest number on an unmatched SKU.
- Treating a video of sealed boxes as a packing list.
- Comparing CIF insurance with a quote that has no insurance line. ICC notes that CIF default cover is the Institute Cargo Clauses (C) level unless you agree more.
Related guides
Frequently asked questions
Can I compare an FOB quote with a DDP quote by subtracting freight?
Not safely. Incoterms also move export work, insurance, and import clearance. Recast both quotes onto one term and place, or use the landed-cost tool with the extra lines filled.
What if one supplier will not fill the RFQ?
Treat the reply as incomplete. You may still buy, but you are buying silence on those fields.
Sources and methodology
- Incoterms 2020 — International Chamber of Commerce Accessed August 22, 2026.
- Know Your Incoterms — U.S. International Trade Administration Accessed August 22, 2026.
Update history
- — First published. Official sources on this page were accessed on this date unless a later note says otherwise.
Factual corrections after publication are listed on the corrections page. There is no separate reviewer identity on this desk. See the editorial policy.