Quoting EDC jobs: what buyers actually compare
Two shops quote the same part 20 percent apart and the buyer picks the higher one. What overseas EDC buyers read in a quotation besides the total, and how to write one that wins.
For shops quoting overseas EDC enquiries.
We put the same drawing in front of several shops regularly, and we watch which quote the buyer picks. It is not reliably the cheapest. Understanding what else is being read is worth more than shaving five percent off your number.
A lump sum loses to an itemised quote at the same price
This is the single biggest lever and it costs nothing.
A quote that says $18.40 per piece, 100 pieces, $1,840 gives the buyer nothing to think with. A quote that says:
| Line | Amount |
|---|---|
| Material, Ti-6Al-4V bar | $310 |
| Setup and programming | $520 |
| Machining, 100 pcs | $640 |
| Bead-blast and anodize | $290 |
| Packing | $40 |
| Freight, DHL to US | $180 |
| Total | $1,980 |
…gives them something to act on. They can see setup is a quarter of it, ask what 200 pieces costs, decide whether to drop the anodize, or arrange their own freight.
Counter-intuitively the itemised quote often wins at a higher total, because it reads as a shop that knows its own costs rather than one that guessed.
Comments on the drawing beat a fast reply with none
The quote that stands out says something like:
The 1 mm internal radius in the pocket requires a 2 mm tool and adds roughly 4 minutes per part. At 3 mm we could use a 6 mm tool and the machining line drops by about 15 percent. Your call — quoted as drawn.
That paragraph does three things: proves someone read the drawing, offers the buyer money back, and quotes as-drawn anyway rather than unilaterally changing their design.
Buyers forward quotes like that to their colleagues. See design for CNC for the changes worth flagging.
Quantity breaks, unasked
Offer three quantities even when one was requested. It costs you a few minutes and it frequently increases the order.
A buyer who asked for 25 and sees that 50 is only 30 percent more often orders 50. You have doubled the run for a small price concession on a job where setup was already paid.
What “lead time” should say
“4 weeks” is weaker than:
Material in stock. First article 8 working days from PO approval. Production complete 18 working days after first article approval. Anodize adds 7 to 10 days and is the variable item.
The second version tells a buyer working to a launch date exactly where their risk is. It also protects you: when anodizing slips, you said it would.
Name what is subcontracted
Buyers assume some processes are outsourced. What damages trust is finding out during a delay.
Anodizing is done by a finisher we have worked with for six years, 20 minutes away. We handle transport and inspection on return.
That reads as control, not weakness.
Currency, validity, terms
State the currency explicitly — “USD” not “$”. State how long the quote holds, because titanium prices move. State payment terms and Incoterm in the quote rather than in a later email.
A quote missing these looks like a first draft, and it invites a negotiation you did not plan for.
Quote what was asked, then offer the alternative
If the buyer asked for 7075 and 6061 would do, quote the 7075 and add a line offering 6061 with the saving and the trade-off. Do not substitute silently and do not refuse to quote what they asked for.
Buyers have reasons you cannot see from the drawing. Offer the option, respect the spec. See 6061 vs 7075.
Speed still matters
Everything above assumes the quote arrives. Two working days is the outer edge of acceptable for an EDC enquiry; one is better.
If you need longer because a material price is pending, say that on day one. A holding reply naming the reason and the date keeps the enquiry alive. Silence kills more enquiries than any price.
What buyers do not care about
Your founding year. The building photo. “We ensure high quality.” The full machine list. None of it appears in the decision, and it lengthens a document they are skimming. Put capability in the capability sheet, keep the quote about this part.
The structure that works
- Part name, revision, quantity, one line confirming what you understood
- Itemised price table
- Quantity breaks, two alternatives
- Lead time, broken into stages, with the variable item named
- DFM comments, two or three, each with a cost implication
- What is subcontracted
- Currency, validity, payment terms, Incoterm
- Named contact
One page. The buyer can read it in ninety seconds and forward it to whoever approves it.
Buyers compare quotes with this checklist: how to compare CNC quotes for EDC parts.
If you want these enquiries
We route EDC work to Vietnamese shops that quote like this. Apply to the network.
FAQ
Should I quote a job I am not sure I can hold? Quote it and say which dimension concerns you, offering a first article before committing to production. That is a stronger position than a confident quote followed by a scrapped batch.
What if my price is much higher than the competition? Show the itemisation. Most large gaps come from a different reading of the spec — a finish or a tolerance one shop included and another ignored. An itemised quote surfaces that; a lump sum leaves the buyer assuming you are expensive.
How much detail on a prototype quote? The same structure, shorter. Prototype pricing looks alarming per piece, so state explicitly that setup carries into the production run.
Should I include a drawing markup? If you have flagged geometry, yes. A screenshot with two arrows is more persuasive than a paragraph.
Do buyers negotiate? Less than you expect against an itemised quote. They negotiate scope instead — quantity, finish, freight — which is a better conversation for both sides.
What most often loses a quote that was competitive on price? Taking four days to send it.