Exporter’s Dilemma: Should You Send Free Samples to Foreign Buyers?

If you are a new exporter, the first message that hits your inbox will almost always be:
👉 “Can you send me free samples ?”

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And suddenly a hundred doubts explode in your mind:

Should you send it for free?
What if the buyer is fake?
How much will it cost?
What if the sample gets stuck at customs?
Are there certificates required for food products?
Will the government reimburse anything?

I had the exact same confusion when I began my journey as a tea and spices exporter. After making mistakes (and learning from them), I finally cracked a system that works.

Here is my honest, experience-based guide to help you avoid unnecessary losses.

How to Send Samples to Foreign Buyers (My Real Experience)

When my first overseas buyer contacted me, I was clueless. After speaking to experienced exporters and experimenting myself, I discovered 3 reliable options:

1️⃣ International Couriers — Fast but Pricey

Services like DHL, FedEx, UPS, Aramex

Best for urgent shipments
Tracking is accurate
Safe for food samples
But expensive for Europe/USA/Africa

2️⃣ India Post EMS / Speed Post — Budget Friendly

Much cheaper than private couriers
Works very well for samples
Slightly slower but reliable

3️⃣ Hand Carry During Exhibitions or Buyer Visits

Works if the buyer is visiting India
Or if you meet them at trade fairs

💡 My tip:
Sending to Dubai or Middle East is cheap, but USA/Germany/South Africa is 2–3x higher. Plan wisely.

The Big Question: Free Samples or Paid Samples?

This is where every exporter gets stuck.

I have tried both strategies:

✔ When I sent free samples:

Some buyers vanished after receiving the sample.
Zero replies. Zero orders. Zero return.

✔ When buyers paid for samples:

These buyers were serious and respected my business.
One such buyer still places bulk tea orders with me.

💡 Real truth:
Genuine buyers do NOT hesitate to pay for samples + courier.
Fake or time-pass buyers insist on free samples.

My Rule Today:

Nearby country (Dubai, Oman, Qatar): sometimes send free sample (only if serious).
Far countries (USA, Canada, UK, South Africa): never free.
Sample + courier must be paid.

Food Samples: The Mandatory Certificates You Cannot Ignore

If you export tea, spices, rice, herbs, or food products, you MUST have the right documents.

Phytosanitary Certificate (PSC)

Even if the sample is 50 grams, many countries will not allow entry without a PSC.

I learned this the hard way when a tea sample was held at customs.

Why PSC is important?

It confirms your product is pest-free and safe for import.

🔎 Before sending any food sample, check the importing country’s rules. Every country is different.

Cost of Sending Export Samples (Based on My Real Bills)

Your cost depends on:

Weight & dimension
Courier service
Destination country

Example from my experience:

1 kg tea to Dubai → cheap
1 kg tea to Germany/South Africa → double or triple the cost

This is why you must evaluate whether the buyer is serious before sending anything.

Subsidy Schemes for Indian Exporters (Most New Exporters Don’t Know This!)

Yes — India provides financial assistance for sending samples.
Here are the most useful ones:

1️⃣ APEDA (for food exports)

Helps reimburse sample sending costs for agricultural etc.

2️⃣ Tea Board of India / Spices Board of India

Both have schemes to promote Indian agricultural products abroad and courier charges for sending samples may be re-imbursed.

👉 Tip:
Register with your relevant Export Promotion Council and follow their notifications regularly.

Final Advice to New Exporters (From My 1st Year of Mistakes)

✔ Send free samples only when the buyer is genuinely promising
✔ Always take payment for samples going to far countries
✔ For food products, certificates like PSC are mandatory
✔ Use Speed Post when the destination is not urgent
✔ Apply for government subsidies to save money
✔ Treat sample sending as an investment, but a strategic one

💡 From my journey:
A buyer who paid for the sample became my biggest client.
A buyer who begged for a free sample disappeared forever.

That’s the difference between a genuine importer and a time-waster.

FAQs (Frequently Asked Questions)

1. Should I send free samples to every foreign buyer?

No. Send free samples only to serious buyers. For others, ask them to pay for the sample + courier.

2. How do I know if a buyer is genuine?

Check their website, social media, GST/Registration number, import history, and how professionally they communicate.

3. Can I send food samples without certificates?

No. Most countries require a Phytosanitary Certificate (PSC) even for small quantities.

4. Which courier is cheapest for export samples?

India Post EMS is the cheapest. DHL/FedEx are fast but expensive.

5. Are there any subsidies for sending samples?

Yes — APEDA, Tea Board, Spices Board, MAI Scheme, and EPCs offer sample reimbursement support.

Authentic Sources & Reference Links

Here are verified and authoritative links:

APEDA (Sample Assistance Schemes)
https://apeda.gov.in
Tea Board of India
https://teaboard.gov.in
Spices Board India
https://www.indianspices.com
DGFT – Export & Certificate Information
https://dgft.gov.in
Market Access Initiative (MAI) Guidelines
https://commerce.gov.in
India Post International Parcel/EMS
https://www.indiapost.gov.in

About the Author

Tabrez Khan is an MSME entrepreneur and exporter who built his business from scratch in the tea and spices industry. He shares real business experiences, MSME insights, and practical guides on BusinessZindagi.com to help small businesses grow globally.

tabrez25061977@gmail.com