Introduction
The right questions early in a supplier conversation surface the answers that matter — capability, quality, timeline, terms — before a deposit is on the table.
This article gives a working list, grouped by what each question is testing for.
Capability Questions
Test whether the supplier can actually make your product.
- Are you the manufacturer, or do you subcontract this product?
- What is your primary product category, and how long have you been producing it?
- Have you exported to my target market before?
- Can you send photos or a video of your production floor?
- What is your monthly production capacity for this product?
Quality Questions
Test whether the supplier has a real quality process.
- What is your defect rate on similar products?
- What inspection is done during production, and by whom?
- Do you accept third-party pre-shipment inspection?
- What is your process when a customer reports a quality problem?
- Can you provide a certificate for the material we specified?
Timeline Questions
Test whether promised timelines are grounded in reality.
- What is your standard lead time for this product at 500 / 1,000 / 5,000 units?
- What happens to my order if a larger customer places a rush order at the same time?
- What is the sampling lead time, and how many revision rounds are included?
- How long between deposit and production start?
Terms Questions
Test the commercial structure.
- What is the MOQ, and what is the per-unit price at MOQ and at 2× / 5× MOQ?
- What are the payment terms, and can they be adjusted for a first order?
- What is your quote based on — EXW, FOB, CIF, DDP?
- Is packaging included, and can it be customised?
Red-Flag Questions
Not to trap the supplier, but to see how they handle direct questions.
- What is your worst customer experience, and what did you learn from it?
- Can you introduce me to an existing customer as a reference?
- What is the most complicated thing about producing this product?
Legitimate suppliers answer these thoughtfully. Evasive suppliers are telling you something.
FAQ
Should I ask all these questions in one email? No. Send them across the natural rhythm of the conversation. Bundling everything at once usually gets generic answers.
What if the supplier will not answer some of these? Refusing to answer basic capability, quality, or terms questions is itself an answer.
Are these questions different for a trading company? Adapt them. Ask a trading company which factory produces this specific product, and how they manage quality across suppliers.
Ask The Right Questions Before You Commit
The right questions early replace expensive lessons later. If you would like Hansen to run this conversation with a supplier on your behalf, start a project.