Focus on Total Cost of Ownership (TCO) rather than just the unit price. Negotiate for spare parts kits (impellers, fuses, and seals) to be included at a discount, as these add value for your end customers. Request a tiered pricing structure where the price drops by 10-15% for orders exceeding 500 units. Additionally, clarify the warranty claim process—reputable suppliers should offer a 1-2 year replacement warranty without requiring the physical return of defective units, which is costly in cross-border trade.