Finding reliable buyers is the #1 hurdle exporters face. A wrong buyer can mean unpaid invoices or lengthy disputes. Below are proven channels to discover buyers and a practical 12-point vetting checklist to protect your business.
Where to find buyers (best channels for Indian exporters)
B2B Marketplaces – Alibaba, GlobalSources, IndiaMART (good for volume, variable quality).
Trade shows & expos – face-to-face meetings at Gulfood / Anuga / GULF FOOD build trust fast.
Trade offices & embassies – commercial sections often share vetted lists and lead intel.
Importers & distributors lists – buy market-specific lists from trusted market-research firms.
LinkedIn & industry groups – target procurement managers and category heads.
Local agents & buying houses – useful for markets where you need a physical presence.
Referrals – ask current buyers & suppliers for introductions.
12-point Buyer Vetting Checklist
1. Company registration verification:
Request business registration/registry number and verify online.
2. Physical address & contact check:
Verify location on Google Maps and confirm phone/WhatsApp.
3. Years in business & online presence:
Look for website, LinkedIn & trade references.
4. Bank reference or trade reference:
Ask for and phone 1–2 trade references.
5. Tax/VAT registration number:
Request and confirm where possible.
6. Sample order & paid small trial:
A low-value paid trial order reduces risk.
7. Payment method & history:
Prefer L/C or advance; for open account consider invoice factoring or ECGC.
8. Freight forwarder / shipping agent feedback:
Ask your CHA/freight partner if they’ve handled shipments for this buyer.
9. Sanctions / AML screening:
Basic checks for negative media or sanction lists.
10. Credit report (for large orders):
Consider a D&B or local credit report where order size is high.
11. Contract clarity:
Ensure PO covers incoterm, payment terms and dispute resolution.
12. Local logistics & regulatory fit:
Confirm the buyer understands packaging, labeling and import rules for their market.
Contractual clauses that protect you
Payment milestones and advance %
Quality acceptance window (e.g., 7 days after arrival)
Liquidated damages for delays
Force majeure & arbitration clauses
Retention of title until final payment (if applicable)