Connecting Trade Worldwide

Attendees, exhibitors & solutions

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Industry trends

Key trends shaping this market and its wider industry.

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Frequently asked

Glossary

1

OEM (original equipment manufacturer)

A factory that produces goods to a buyer's own specification, branding and packaging rather than its own label. When you talk to a supplier at CTW Global, ask directly whether they run OEM production lines or only sell their own catalogue designs, because that answer decides whether you can build a private label.

2

ODM (original design manufacturer)

A supplier that already owns the product design and lets buyers rebrand it, usually with a lower minimum order than a full OEM programme. ODM is the faster route to market for a first container, but check who holds the tooling and design rights before you commit.

3

MOQ (minimum order quantity)

The smallest order a factory will run, quoted per SKU and often per colour or size. MOQ is the single most quoted number on a Chinese supplier's stand, and it usually falls if you accept a standard specification instead of a customised one.

4

FOB (free on board)

An Incoterm where the supplier's price covers goods loaded on board the vessel at the named Chinese port, and the buyer pays ocean freight, insurance and Dubai clearance from that point. Most export quotations you collect at a sourcing show are FOB Shenzhen, Ningbo or Shanghai, so compare quotes only at the same Incoterm.

5

CIF (cost, insurance and freight)

An Incoterm where the supplier's price already includes ocean freight and marine insurance to the destination port, such as Jebel Ali. CIF looks simpler for a first shipment, but buyers often find cheaper freight by quoting FOB and appointing their own forwarder.

6

Proforma invoice

The supplier's formal quotation document listing descriptions, quantities, unit prices, Incoterm, payment terms and bank details. It is the document your bank, freight forwarder and UAE customs broker will all ask for, so collect a signed proforma rather than a handwritten price list.

7

HS code (Harmonised System code)

The six to ten digit customs classification that sets duty, VAT treatment and any conformity checks on arrival in the UAE. Confirm the HS code on the proforma invoice before you pay a deposit, because a wrong code is the most common cause of clearance delays at Jebel Ali or Dubai airports.

8

Freight forwarder

The logistics agent that books vessel space, handles export documentation and clears your goods on arrival. Exhibitors usually work with two or three regular forwarders for their main export markets, and asking which one they use for Gulf shipments tells you a lot about how experienced they are in the region.

9

LCL and FCL

LCL (less than container load) means your cartons share a container with other shippers, which suits trial orders of a few pallets. FCL (full container load) means you book the whole 20ft or 40ft box, which becomes cheaper per unit once volumes rise and avoids mixed-cargo handling.

10

Pre-production sample

A sample made using the actual production materials and tooling, signed off by the buyer before the bulk run starts. Budget for it in the same conversation as the MOQ, because a supplier who resists a pre-production sample is telling you something about their quality control.

11

Certificate of origin

The document certifying where goods were manufactured, usually issued for Chinese exports through CCPIT. Gulf importers need it for customs and for any preferential duty claim, so confirm who prepares it and whether the cost is inside or outside the quoted FOB price.

12

UAE conformity and labelling check

Many product categories need registration or labelling approval from UAE authorities before they can be sold locally, and the requirements differ by category. Ask each exhibitor which certificates they already hold for Gulf exports, then verify the current rule with your UAE importer or the relevant authority before shipping.

13

Distributor vs agent

A distributor buys your goods and resells them at its own margin and risk, while an agent introduces buyers for a commission without taking title. Regional buyers at the show are usually one or the other, and the terms you offer differ sharply between the two models.

14

Buyer badge and exhibitor badge

Separate registrations issued by the organiser: the buyer badge gives trade visitor access, the exhibitor badge covers stand staff and build-up access. Both are issued through the organiser's registration system at ctw.global, and badge type usually controls access to matchmaking programmes and build-up days.

15

B2B matchmaking

Pre-scheduled meetings between registered buyers and exhibitors arranged by the organiser around stated sourcing interests. Register early and state your product categories and order volumes clearly, because allocation of meeting slots depends on what you declare in the form.