Focus on Spare Parts Ratios rather than just the unit price. Negotiate for a 1% to 2% FOC (Free of Charge) spare parts kit, including critical items like remote controls, exhaust hoses, and window seal kits. For large volumes (e.g., 40HQ containers), negotiate for customized branding (OEM) and localized manual translations, which add significant retail value without high incremental costs. Always clarify the warranty period (ideally 12-24 months for the compressor) and the process for handling defective units.