2026-10-20 • 6 min read • Author: Arina Öström
Many Ukrainian producers send Swedish companies their domestic price list in hryvnia, or simply write "price on request". In most cases there is no reply. Not necessarily because the price is too high — but because the buyer cannot compare it with anything.
A Swedish purchasing manager needs to understand within a minute what the product costs delivered to their company, and on what terms. Here is how to build a price that makes this possible.
A domestic price includes things that do not apply to export (for example Ukrainian VAT — exports of goods are zero-rated) and leaves out things that do: export packaging, pallets, labelling in English or Swedish, certificates, export documents, bank fees and currency risk. Calculate the export price separately.
Swedish B2B buyers who import are used to prices in EUR. Some prefer SEK — ask. Do not quote in hryvnia or dollars unless the buyer asks for it.
- **FCA** (your warehouse, loaded on the truck) is the simplest for you: the buyer arranges transport. - **DAP** (delivered to the buyer's address) is easier for a buyer who has never imported from Ukraine, but you need freight quotes and must include them in the price.
Good practice: give an FCA price and an indicative DAP price for the buyer's region. Always state "Incoterms 2020" next to the term.
One clear line: price per unit, currency, excluding VAT, delivery term and place, packaging, documents. Swedish companies handle import VAT themselves, so VAT is never included in a B2B export price.
Give a price for a trial order and a price for regular volumes, plus the minimum order quantity. This shows the buyer that you are thinking about long-term supply, not a one-off sale.
"Valid for 30 days", "lead time 3–4 weeks from order confirmation". Without a validity period the buyer does not know whether the price still applies — and with changing exchange rates and energy costs, it protects you too.
For a first order, prepayment or partial prepayment is understandable for both sides. For regular orders, Swedish B2B buyers often expect payment some time after delivery, commonly around 30 days. Decide in advance what you can offer and under which conditions.
Before sending the offer, find out what Swedish buyers pay today for similar products from local or other European suppliers. If your delivered price is not clearly competitive, the buyer has no reason to switch — the risk of a new supplier must be compensated by price, quality or flexibility.
> **Product:** [name and specification] > **Price:** EUR [amount] per [unit], excl. VAT > **Delivery:** FCA [city], Incoterms 2020, loaded on truck > **Indicative DAP price** [region in Sweden]: EUR [amount] per [unit] > **Packaging:** EUR pallets, export packaging, labels in English > **Documents:** commercial invoice, packing list, EUR.1 > **Minimum order:** [quantity] > **Lead time:** [weeks] from order confirmation > **Price valid:** 30 days > **Payment (first order):** [terms]
Building the export price structure is part of Stage 2 of our export consulting. We work through your costs, choose the delivery terms, check the price against the Swedish market and prepare a commercial offer template for Swedish buyers. [Read more about export consulting](/services/).