What makes a product ready for a serious sales channel?

Verify the company

Start with legal identity, ownership, location, operating history, references, commercial reputation, and the people authorized to negotiate. For cross-border relationships, government screening tools and professional background checks may be appropriate.

The International Trade Administration recommends due diligence on markets, buyers, and partners to reduce fraud, loss, and liability.

Verify the product and documentation

Requirements vary by product and destination. U.S. Customs and Border Protection notes that particular goods may also be subject to requirements from other government agencies.

• Specifications, materials, samples, and quality tolerances
• Country of origin and traceable source
• Testing, certifications, registrations, and labeling
• Packaging, carton dimensions, shelf life, warranty, and returns
• Trademark and channel authorization where relevant
• Production or fulfillment capacity, quantities, and lead times

Verify the full economics

Unit price is only the beginning. Freight, insurance, duties, processing, inspection, storage, pick-and-pack, marketplace fees, payment costs, advertising, damage, returns, and customer service can turn an attractive quote into an unworkable offer.

A small, paid test with clear acceptance criteria can be more informative than a large opening order made only to obtain a lower unit cost.

Verify the customer promise

Commercial terms should address specifications, quantities, payment, delivery, inspection, defects, intellectual property, channel authorization, customer support, confidentiality, dispute handling, and the conditions under which either party can stop.

If a responsibility matters, put it in writing before the problem occurs.