The more information that is determined at this stage, the less likelihood there is of problems occurring and the more efficient the trading process will be.

Discussions should aim to ensure that the contract includes all the details of the transaction. These would typically cover the following, though they will vary according to specific countries, goods etc.

Financial Considerations

• Individual Importer credit limits, with 'in house' and credit insurer if applicable. (Use of credit insurance should never be revealed to the Importer) - consideration for Exporter
• Payment terms, ie. upon receipt of shipping documents by the Importer's Bank or have credit terms been agreed
• Currency of contract/payment
• Exchange control regulations
• The need for any import licenses
• Banking details - Importers details to be provided to Exporter.

Legal Considerations

• Terms and conditions of sale/purchase
• Agency or distribution arrangements
• Retention of title. If the Importer refuses or is unable to pay, does the Exporter still have access and control over the goods - consideration for Exporter
• 'Protest' re. unaccepted/unpaid bills of exchange - consideration for Exporter
• Usefulness of appointing a 'Case of need' - consideration for Exporter
• Consignment stock - restrictions on repatriating unused stock - consideration for Exporter
• Product liability insurance
• Counterfeit supplies - consideration for Importer.

Supply Considerations

• Delivery periods on goods
• Delays with particular goods
• Preference for non-standard quantity packing
• Special requirements such as pre-shipment fumigation
• Pre-shipment inspection/price comparison requirements.

Shipping Considerations

• Methods of transport available; direct or indirect
• Frequency of departures
• Approximate costs of alternative methods/routes
• Type of packing
• Correct Incoterm according to contract/transport mode
• Optimum delivery points, i.e. transported from where to where
• Required documentation, provided by Exporter to Importer
• Insurance of goods
• Delays for consular work or inspection formalities.