Chapter 5 International Trade Terms

Process of International Trade 卖方仓库 出口手续 租船订舱 办理保险 报关完税 装 船 卸 货 进口手续 买方仓库

1. Meaning of international trade terms Trade terms (price terms/delivery terms) are an important component of a unit price in international trade, standing for specific obligations of the buyer and the seller. They are abbreviations used to indicate the formation of the unit price and determine the responsibilities, expenses and risks borne by two parties as well as the time of the passing of the property in the goods. Examples: US$750 per dozen CIF New York FFR1000 per M/T CFR Marseille

Definition of Trade Terms The trade terms, are the short terms or abbreviations or brief English concept(3 English characters in Incoterms2000) to indicate the formation of the unit price and determine the (1)responsibilities and obligations, (2)expenses and (3)risks borne by two parties as well as the time of (4)the passing of the property in the goods(货权转移).

定 义 以三个英文字母组合来表示买 卖双方在交接货物过程中各自承担的责任、费用和风险。

2. Role of international trade terms Naming the exact point at which the ownership of the merchandise is transferred from the seller to the buyer. Defining the responsibilities and expenses of both the seller and the buyer. Simplifying negotiations Saving time and cost

3. Responsibilities and expenses Expenses comprise: Freight Loading and unloading expenses Insurance premium Warehouse charges Duties and taxes Miscellaneous expenses Responsibilities include: Carrying out customs formalities for the goods , Obtaining the import or export license Chartering a ship or booking shipping space Making insurance Asking for inspection

4. International trade usages 1、Warsaw-Oxford Rules(W.O.Rules)1932 《华沙牛津公约》 2、Revised American Foreign Trade Definitions 1941 《1941美国对外贸易定义修订本》 3、International Commercial Terms《国际贸易术语解释通则》(Incoterms) It has been amended and modernized in 1953,1967,1980,1990 and 2000

5. Structure of Incoterms 2000 Group E (departure): EXW Group F (main carriage unpaid) : FCA; FOB; FAS Group C (main carriage paid) : CFR; CIF; CPT; CIP Group D (arrival): DAF; DES; DEQ; DDU; DDP

《2000年通则》 四组术语(共13种) E 组 启 运 EXW EX Works 工厂交货 FCA Free Carrier 货交承运人 FAS Free Alongside Ship 船边交货 FOB Free On Board 装运港船上交货 F 组 主运费 未付 C 组 已付 D 组 到达 CFR Cost and Freight 成本加运费 CIF Cost,Insurance 成本加保险费、 and Freight 运费 CPT Carriage Paid To 运费付至 CIP Carriage and Insurance Paid To DAF Delivered At Frontier 边境交货 DES Delivered Ex Ship 目的港船上交货 DEQ Delivered Ex Quay 目的港码头交货 DDU Delivered Duty Unpaid DDP Delivered Duty Paid 完税后交货 未完税交货 运费、保险费付至 适用于各种运输方式， 包括多式联运 同上 适用于海运及内河运输

Six Main Trade Terms In international trade, of 13 trade terms, FOB CFR, CIF, FCA, CPT and CIP are the most important. FOB, CFR and CIF are suitable for sea and inland waterway transport (海洋运输和内河运输) FCA, CPT and CIP are suitable for all modes of transportation

Six Main Trade Terms FOB: Free on Board (--named Port of Shipment) 装运港船上交货价 (--指定装运港) Free on board means that the seller fulfils his obligation to deliver the goods when they have passed over the ship’s rail (船舷) at the named port of shipment. The buyer has to bear all expenses and risks of or damage to the goods from that point. Only be used for sea and inland waterway transport.

FOB … （NAMED PORT OF SHIPMENT （装运港）船上交货 卖方 风险在船舷转移 卖方办出口手续 海运 买方负责运输、 运费、进口手续 目的 港

Free on Board (--named Port of Shipment) 装运港船上交货价 (--指定装运港) Seller’s Obligations: Deliver the goods on board the vessel (船上) at the named port of shipment Give the buyer sufficient shipping advice Obtain any export licence or other official authorization, and carry out customs clearance (结关，海关放行) for the export of the goods.

Free on Board (--named Port of Shipment) 装运港船上交货价 (--指定装运港) Seller’s Obligations: Bear all risks of, losses of, or damage to the goods until such time, as they have passed the ship’s rail at the named port of shipment. Provide the shipment document, such as commercial invoice (商业发票), clean on Board B/L (已装船清洁提单), etc.

Free on Board (--named Port of Shipment) 装运港船上交货价 (--指定装运港) 卖方的主要义务: 按照港口的惯常方式,在规定的装运期内将货物交至买方规定的船上, 给予买方充分的装运通知. 负责办理货物出口海关手续,取得出口许可证或其他核准单. 负担货物在装运港越过船舷时为止的一切费用和风险. 负责提供货已交至船上的装运单据和商业发票及其他有关凭证.

Free on Board (--named Port of Shipment) 装运港船上交货价 (--指定装运港) Buyer’s Obligations: Chart the vessel or book the shipping space(租船或订舱) and bear the expense for the carriage of the goods. Give the seller sufficient notice of the vessel name, loading port and required delivery time. obtain any import licence or other official authorization, carry out customs clearance (结关，海关放行) for the importation of the goods, etc.

Free on Board (--named Port of Shipment) 装运港船上交货价 (--指定装运港) Buyer’s Obligations: Bear all risks of, losses of, or damage to the goods from the time they have passed the ship’s rail at the named port of shipment. Take delivery of the goods stipulated in the contract. Pay the price as provided in the contract.

Free on Board (--named Port of Shipment) 装运港船上交货价 (--指定装运港) 买方的主要义务: 负责租船或订舱,并支付运费 将船名,装运港和装船日期通知卖方 负责办理货物运输保险, 支付保险费,取得进口许可证或其他核准单,并办理货物进口以及经由另一国过境运输的一切海关手续 负担货物在装运港越过船舷后的一切费用和风险. 按合同规定收取货物,并支付价款.

FOB（…named port of shipment） 卖方 买方 责任 A、提供符合合同规定的货物 B、办理出口手续 C、按照合同规定的时间和地点，将货物装到买方派来的船上 D、迅速发出装船通知 E、移交有关的货运单据或电子数据 A、租船订舱，并及时通知卖方 B、办理保险 C、接受货运单据，支付货款 D、办理进口手续，收取货物 费用 货物装船前的一切费用 货物装船以后的一切费用 风险 货物在装运港越过船弦前的一切风险 装运港越过船弦以后的一切风险

Case Study 我西北某市某出口公司于某年12月向日本出口30吨甘草膏，每吨40箱共1200箱，每吨售价为1800美元FOB新港，共54，000美元，即期信用证，装运期为12月25日前，货物必须装集装箱。该公司在12月上旬便将货物运到天津，并负责订箱装船。不料货物在天津存仓后的第三天，仓库午夜着火，1200箱货物全部被焚。 问：损失谁来承担？吸取哪些教训？

Free on Board (--named Port of Shipment) 装运港船上交货价 (--指定装运港) Other Points: 1. link-up of vessel and goods 船货衔接问题 2. Expense for loading the goods on board the vessel 装船费用由谁负责 3. Special interpretation of FOB in some American countries. 和美洲国家交易时使用FOB vessel New York

Free on Board (--named Port of Shipment) 装运港船上交货价 (--指定装运港) Other Points: 1. Link-up of vessel and goods 船货衔接问题 In case the vessel arrives at the named port early or fails to arrive on time, the buyer shall bear all risks of, losses of, or damage to the goods, vice versa.

【Case】The buyer delays the sending of the vessel under FOB. Company A in China signed a contract on FOB basis to export wheat to Company B in Africa. It was contracted that shipment should be made in four lots. The shipping clause ran as follows: “the vessel nominated by the buyer should reach the port of shipment within eight days before the date of shipment. Otherwise, any of the seller’s loss or damage thus incurred shall be borne by the buyer.”

The contract also specified, “The buyer must give the seller a notice of vessel name and the estimated date of arrival by telecommunication five days before the vessel arrives at the port of shipment.” During the course of fulfillment, the first three lots were shipped smoothly according to the contract.

However, the buyer was slow to send the vessel for the last shipment However, the buyer was slow to send the vessel for the last shipment. In reply to Company A’s repeated urges, company B said that they were unable to book shipping space because of shipping company’s busy schedule and asked for postponing delivery for two months.

Company A replied as follows: “according to the contract, you are bound to send the vessel to pick up the goods. In case of any difficulties in this aspect, we may allow you to delay the shipment on condition that you make a compensation which amounts to USD200, 000.”

Analysis: Under FOB terms, it is the buyer’s obligation to arrange for delivering the goods. With reference to INCOTERMS 2000, “the buyer must contract at his own expense for the carriage of the goods from the named port of shipment.” It also provides that “the buyer must give the seller sufficient notice of the vessel name, loading point and required delivery time”.

If the buyer’s vessel fails to arrive at the port of shipment duly, or fails to accept the goods, or stops loading ahead of the schedule specified in the contract, all the risks and loss of and damage to the goods are to be borne by the buyer as of the appointed date for delivering the goods or the expiry date of the time limit.

It was learned later that during the implementation of the last shipment, the international market price of wheat dropped drastically, which greatly influenced the sales of company B who then attempted to cancel the delivery of the last shipment by hanging it up. However, company A made good use of INCOTERMS explanation for FOB terms and protected its own interests through proper means.

Free on Board (--named Port of Shipment) 装运港船上交货价 (--指定装运港) Other Points: 2. Expense for loading the goods on board the vessel 装船费用划分 Most commonly used variations of FOB (FOB变形) FOB liner terms FOB班轮条件 FOB under tackle FOB吊钩下交货 FOB stowed (FOBS) FOB包括理舱 FOB trimmed (FOBT) FOB包括平仓

Variations of FOB (FOB变形) FOB Liner Terms: (FOB班轮条件) Liner: A liner is a vessel with regular sailings (航行) and arrivals on a stated schedule（预定的船期表）between specific ports. Means that the loading expenses is borne by the party who pays the freight, i.e., the buyer, just as the goods are transported by the liner.

Variations of FOB (FOB变形) FOB Liner Terms: (FOB班轮条件) 指采用班轮运输的条件, 卖方只负责将货物交到码头, 然后由船方负责装船, 装船费由支付运费的买方负担.

Variations of FOB (FOB变形) FOB Under Tackle: (FOB吊钩下交货) Means that the seller delivers the goods to the place which may be reached by the tackle. The buyer shall bear the loading expense from the time the goods are slung up.

Variations of FOB (FOB变形) FOB Under Tackle: (FOB吊钩下交货) 指卖方只负责将货物交到买方指定船只的吊钩所及之处,以后的装船费用由买方负担.

Variations of FOB (FOB变形) FOB Stowed (FOBS):FOB包括理舱 Means that the seller shall be responsible for loading the goods into the hold (货舱) and bear the loading expense, including the stowing expense.

Variations of FOB (FOB变形) FOB Stowed (FOBS): FOB包括理舱 指卖方负责将货物装入船舱并支付包括理舱费在内的装船费用.理舱费是指货物入舱后进行安置和整理的费用.

Variations of FOB (FOB变形) FOB Trimmed (FOBT):FOB包括平舱 Means that the seller shall be responsible for loading the goods into the hold (货舱) and bear the loading expense, including the trimming expense.

Variations of FOB (FOB变形) FOB Trimmed (FOBT):FOB包括平舱 指卖方负责将货物装入船舱并支付包括平舱费在内的装船费用.平舱费是指对装入船舱的散装货进行平整所需的费用.

Free on Board (--named Port of Shipment) 装运港船上交货价 (--指定装运港) Other Points: 3. Special interpretation of FOB in some American countries. Difference between FOB and FOB Vessel Transfer of risks of, losses of , or damage to the goods Export licence, customs clearance, etc. Such as the United States of America, Canada and some countries in Latin America

个别国家对FOB的不同解释 惯 例 装运港船上交货 风险划分 出口手续 《1941年美国对外贸易定义修正本》 FOB Vessel 惯 例 装运港船上交货 风险划分 出口手续 《1941年美国对外贸易定义修正本》 FOB Vessel （第五种） 船上 原则上是买方负责，或卖方办理，买方支付费用 《INCOTERMS 2000》 FOB 船弦 卖方

CASE STUDY 某公司从美国进口特种异型钢材200吨，每吨按900美元FOB Vessel New York成交，支付方式为即期L/C并应于2月28日前开达，装船期为3月份。我方于2月20日通过中国银行开出一张18万美元的信用证。2月28日美商来电称：“信用证金额不足，应增加1万美元备用。否则有关出口税捐及各种签证费用，由你方另行电汇”。我方接电后认为这是美方无理要求，随即回电指出：“按FOB Vessel条件成交，买方应负责出口手续及费用，这在《INCOTERMS》中已有规定”。美方回电：“成交时未明确规定按《INCOTERMS》办理，应按我方商业习惯和《1941年修正本》”。我方只好将信用证金额增加至19万美元。

Six Main Trade Terms CFR: Cost and Freight (--named Port of Destination) 成本加运费价 (--指定目的港) CFR means that the seller shall undertake the cost and freight necessary to carry the goods to the named port of destination. But the risks of, losses of, or damage to the goods, as well as any additional costs due to events occurring after the time the goods have been delivered on board the vessel, are transferred from the seller to the buyer when the goods passed over the ship’s rail (船舷) at the port of shipment. Only be used for sea and inland waterway transport.

CFR … NAMED PORT OF DESTINATION 在装运港船上交货 卖方承担运费 卖方办理租船订舱、 出口手续 买方负责 进口手 续 目的港 买方 风险在船舷转移 海运

CFR: Cost and Freight 成本加运费价 Seller’s Obligations: Deliver the goods on board the vessel at the named port of shipment on the date or within the period stipulated Give the buyer sufficient notice that the goods have been delivered on board Obtain at his own risk and expense any export licence or other official authorization

CFR: Cost and Freight 成本加运费价 Seller’s Obligations: Contract at his own expense for the carriage of the goods to the named port of destination Bear all risks of, losses of, or damage to the goods until such time as they have passed the ship’s rail at the named port of shipment Provide the commercial invoice and clean on board shipping documents in proof of delivery of the goods on board the vessel

CFR: Cost and Freight 成本加运费价 卖方的主要义务: 负责租船订舱，在合同规定的装运期限内将符合合同要求的货物运往指定目的港的船上，并给予买方充分的通知； 负责办理货物出口手续，取得出口许可证或其他核准书； 负责支付至目的港的正常运费； 承担货物在装运港越过船舷时为止的一切费用和风险； 负责提供货已交至船上的装运单据和商业发票及其他有关凭证。

CFR: Cost and Freight 成本加运费价 Buyer’s Obligations: Obtain at his own risk and expense any import licence or other official authorization and carry out all customs formalities for the importation of the goods Bear all risks of, losses of, or damage to the goods form the time they have passed the ship’s rail at the named port of shipment Pay the price as provided in the contract of sale Take delivery of the goods stipulated in the contract

CFR: Cost and Freight 成本加运费价 买方的主要义务: 负责办理货物进口手续，取得进口许可证或其他核准书； 承担货物在装运港越过船舷后的一切风险； 按合同规定支付价款，接受单据和收取货物

CFR（…named port of destination） 1）卖方的责任 A、提供符合合同规定的货物 B、办理出口手续 C、租船订舱 D、按合同规定时间、地点将货物装船 E、迅速发出装船通知 F、移交有关货运单据或数字信息 2）卖方的费用 装船前的一切费用、装船费用、货物从装运港至目的港的正常运费 3）卖方的风险 与FOB一样

Case Study 一份CFR合同，A公司卖3000吨小麦给B公司，A公司按规定的时间和地点，将5000吨散装小麦装船，其中的3000吨属于卖给B公司的，货抵目的港后由船公司负责分拨。A公司装船后及时发出装船通知。受载船只在途中遇险，使该批货损失了3000吨，其余2000吨安全运抵目的港。买方提货时，卖方宣称3000吨小麦已全部灭失，卖方对此项损失要不要负责？

CFR: Cost and Freight 成本加运费价 Other Points: Duties of chartering a ship or booking shipping space Notice to the buyer Bearing unloading expenses

CFR: Cost and Freight 成本加运费价 Other Points: Bearing Unloading Expenses 卸货费用负担 Variations of CFR CFR Liner Terms CFR Ex Ship’s Hold CFR Ex Tackle CFR Landed

Variations of CFR (CFR变形) CFR Liner Terms (CFR 班轮条件) Means that the unloading expenses are borne by the party who pays freight, i.e., the seller. (指卸货费用按班轮条件处理，即由支付运费的卖方负担).

Variations of CFR (CFR变形) CFR Ex Ship’s Hold (CFR 舱底交货) Means that the buyer shall bear the expenses for slinging up the goods from the hold to the dock. (指买方负担将货物从舱底吊卸到码头的费用).

Variations of CFR (CFR变形) CFR Ex Tackle (CFR 吊钩下交货) Means that the seller shall bear the expenses for slinging up the goods from the hold to the place which may be reached by the tackle (onto the dock or lighter) . 指卖方负责将货物从船舱吊卸到吊钩所及之处(码头上或驳船上)的费用.

Variations of CFR (CFR变形) CFR Landed (CFR 卸至码头) Means that the seller shall bear the expenses for unloading the goods from the ship onto the dock (码头) at the port of destination. (指卖方负担将货物卸到目的港码头的费用)

Six Main Trade Terms CIF: Cost, Insurance and Freight (--named Port of Destination) 成本加保险费，运费 (--指定目的港) Means that the seller has the obligation to procure marine insurance (海上保险) against the risks of, losses of, or damage to the goods during the carriage. Only be used for sea and inland waterway transport.

CIF（…NAMED PORT OF DESTINATION） 在装运港船上交货 卖方承担运费和保险 卖方办理租船订舱、投 保、出口手续 买方负责 进口手续 目的港 买方 风险在船舷转移 海运

CIF: Cost, Insurance and Freight 成本加保险费，运费 Seller’s Obligations: Deliver the goods on board the vessel at the named port of shipment on the date or within the period stipulated Obtain at his own risk and expense any export licence or other official authorization Contract at his own expense for the carriage of the goods to the named port of destination

CIF: Cost, Insurance and Freight 成本加保险费，运费 Seller’s Obligations: Obtain at his own expenses cargo insurance as agreed in the contract, and provide the buyer the insurance policy (保险单) Bear all risks of, losses of, or damage to the goods until such time as they have passed the ship’s rail at the named port of shipment Provide the commercial invoice and usual documents in proof of delivery of the goods on board the vessel

CIF: Cost, Insurance and Freight 成本加保险费，运费 卖方的主要义务: 在合同规定的装运期限内, 将符合合同要求的货物运往指定目的港的船上，装船后及时通知买方； 自付风险和费用，取得出口许可证或其他官方批准证件，并负责办理货物出口所需的一切海关手续； 签订从指定装运港承运货物的合同，并负责支付至目的港的正常运费；

CIF: Cost, Insurance and Freight 成本加保险费，运费 卖方的主要义务: 按照买卖合同的约定， 自负费用办理水上运输保险，并向买方提供保险单据； 承担货物在装运港越过船舷时为止的一切费用和风险； 负责提供货已交至船上的装运单据和商业发票及其他有关凭证。

CIF: Cost, Insurance and Freight 成本加保险费，运费 Buyer’s Obligations: Pay the price as provided in the contract of sale and accept the documents Obtain at his own risk and expense any import licence or permit for the importation of the goods Bear all risks of the goods form the time they have passed the ship’s rail at the port of shipment

CIF: Cost, Insurance and Freight 成本加保险费，运费 Buyer’s Obligations: Pay all customs duties, any other duties and taxes for the importation of the goods Take delivery of the goods stipulated in the contract

CIF: Cost, Insurance and Freight 成本加保险费，运费 买方的主要义务: 接受卖方提供的单据，收取货物，并按合同规定支付货款； 承担货物在装运港越过船舷后的一切风险； 自负风险和费用，取得进口许可证或其他官方证件，并且负责办理货物进口所需的海关手续，支付货物进口关税及其它税款。

CIF: Cost, Insurance and Freight 成本加保险费，运费 Other Points: Duty of insurance Document transaction Division of costs and risks Bearing unloading expenses

CIF: Cost, Insurance and Freight 成本加保险费，运费 1. Duty of Insurance （保险责任） Failing express agreement in the contract, be in accordance with minimum cover of the Institute Cargo Clauses or any similar set of clauses。 （如未明确，卖方可按伦敦保险协会货物保险条款或其他类似的保险条款中最低责任的保险险别投保。）

CIF: Cost, Insurance and Freight 成本加保险费，运费 1. Duty of Insurance （保险责任） When required by the buyer, the sell shall provide war, strikes, riots and civil commotion risk insurance （战争，罢工，暴乱和民变险）, but at the buyer’s expense。

CIF: Cost, Insurance and Freight 成本加保险费，运费 1. Duty of Insurance The minimum insurance shall cover the price provided in the contract plus ten per cent (i. e., 110%) and shall be provided in the currency of the contract. （最低保险金额应为合同规定的价款加10%， 并以合同货币投保）。

CIF: Cost, Insurance and Freight 成本加保险费，运费 2. Document Transaction （Symbolic Delivery）单据买卖（象征性交货） The seller fulfils his duty of delivery of the goods against documents, and the buyer pays against documents as well. （卖方凭单据履行交货义务，买方凭单据付款。）

Case Study 我某公司按CIF条件向欧洲某国进口商出口一批草编制品。合同中规定采用CIF术语，由我方向中过人民保险公司投保一切险，并采用信用证方式支付。我出口公司在规定的期限、指定的我国某港口装船舶完毕，船公司签发了提单，然后在中国银行议付了款项。第二天，出口公司接到客户来电，称：装货的海轮在海上失火，草编制品全部烧毁，并要求我公司出面向中国人民保险公司提出索赔，否则要求退回全部货款。我公司该如何处理？

CIF: Cost, Insurance and Freight 成本加保险费，运费 3. Division of Costs and Risks The “C” terms are distinguished from all other terms Two “Critical” points （ 临界点） Division of costs: refers to the country of destination Division of risks: refers to the ship’s rail at the port of departure.

CIF: Cost, Insurance and Freight 成本加保险费，运费 Bearing Unloading Expenses 卸货费用负担 Variations of CIF CIF Liner Terms CIF Ex Ship’s Hold CIF Ex Tackle CIF Landed School of International Economics

Variations of CIF (CIF变形) CIF Liner Terms (CIF 班轮条件) Means that the unloading expenses are borne by the party who pays freight, i.e., the seller. (指卸货费用按班轮条件处理，即由支付运费的卖方负担).

Variations of CIF (CIF变形) CIF Ex Ship’s Hold (CIF 舱底交货) Means that the buyer shall bear the expenses for slinging up the goods from the hold to the dock. (指买方负担将货物从舱底吊卸到码头的费用).

Variations of CIF (CIF变形) CIF Ex Tackle (CIF 吊钩下交货) Means that the seller shall bear the expenses for slinging up the goods from the hold to the place which may be reached by the tackle (onto the dock or lighter) . 指卖方负责将货物从船舱吊卸到吊钩所及之处(码头上或驳船上)的费用.

Variations of CIF (CIF变形) CIF Landed (CIF 卸至码头) Means that the seller shall bear the expenses for unloading the goods from the ship onto the dock at the port of destination. (指卖方负担将货物卸到目的港码头的费用.)

FOB、CFR、CIF三者的应用 出口应尽量使用 进口应尽量使用 CIF FOB 1、三者的比较 相同点 1）运输方式相同 2）交货地点相同 1）运输方式相同 2）交货地点相同 3）风险划分相同 4）交货性质相同 不同点 1）买卖双方承担的责任不同 2）买卖双方承担的费用不同

Summary 贸易术语 风险 手续 费用 装上船后的风险由谁负担 租船订舱由谁办理 保险由谁办理 到目的港的运费由谁支付 保险费由谁支付 FOB 买方 CFR 卖方 CIF

2、三者价格的构成 FOB +F（国外运费） CFR +I（国外保险费） CIF FOB=进货成本价+国内费用+净利润

Six Main Trade Terms FCA: Free Carrier (... named place)货交承运人（……指定地点） means that the seller fulfils his obligation to deliver when he has handed over the goods, cleared for export, into the custody (监管) of the carrier named by the buyer at the named place or point. The risks of, losses of or damage to the goods is transferred from the seller to the buyer at that time

FCA: Free Carrier (... named place) 货交承运人（……指定地点） FCA is suitable for all modes of transport, particularly for “multi-model” transport.（多式联运） FCA has the basic principle as FOB except that the seller fulfils his obligations when he delivers the goods into the custody of the carrier at the named point.

FCA: Free Carrier (... named place) 货交承运人（……指定地点） Other Points: Carrier Delivery place Loading or Unloading obligations

FCA: Free Carrier (... named place) 货交承运人（……指定地点） "Carrier" means any person who, in a contract of carriage, undertakes to perform or to procure the performance of transport by rail, road, air, sea, inland waterway or by a combination of such modes. “承运人”指任何人在运输合同中，承诺通过铁路、公路、空运、海运、内河运输或上述运输的联合方式履行运输.

FCA: Free Carrier (... named place) 货交承运人（……指定地点） If the buyer nominates a person other than a carrier to receive the goods, the seller is deemed to have fulfilled his obligation to deliver the goods when they are delivered to that person. 若买方指定承运人以外的人领取货物，则当卖方将货物交给此人时，即视为已履行了交货义务。

FCA: Free Carrier (... named place) 货交承运人（……指定地点） Delivery Place If no precise point is indicated by the buyer, the seller may choose within the place or range stipulated where the carrier shall take the goods into his charge. 如果在约定地点没有明确具体的交货点，或者有几个交货点可供选择， 卖方可以从中选择为完成交货义务最适宜的交货点。

FCA: Free Carrier (... named place) 货交承运人（……指定地点） Loading or Unloading Obligations Impact of the chosen place of delivery on the obligations of loading the goods at that place. If delivery occurs at the seller's premises, the seller is responsible for loading. If delivery occurs at any other place, the seller is not responsible for unloading.

Six Main Trade Terms CPT: Carriage Paid To (... named place of destination) 运费付至(...指定目的地) Means that the seller pays the freight for the carriage of the goods to the named destination The risk of, loss of, or damage to the goods, as well as any additional costs due to events occurring after the time the goods have been delivered to the carrier, is transferred from the seller to the buyer when the goods have been delivered into the custody of the carrier.

CPT: Carriage Paid To (... named place of destination) 运费付至(...指定目的地) Other Points: This term may be used for any mode of transport including multimodal transport. The CPT term requires the seller to clear the goods for export. If subsequent carriers (后续承运人) are used for the carriage to the agreed destination, the risk passes when the goods have been delivered to the first carrier.

Six Main Trade Terms CIP: Carriage and Insurance Paid To (... named place of destination) 运费付至(...指定目的地) Means that the seller has the same obligations as under CPT but with the addition that the seller has to procure cargo insurance against the buyer’s risk of, loss of, or damage to the goods during the carriage. Insurance Obligation: same as CIF

常用贸易术语关系图 适用于海洋或内河运输 适用于任何运输方式包括多式联运 对应 装运港越过船弦 货交第一承运人 FOB FCA +F +F CPT CFR +I +I CIF CIP

Other Seven Trade Terms 1. EXW: Ex Works 工厂交货 Ex works means that the seller fulfils his obligation to deliver when he has made the goods available at his premises (i.e. works, factory, warehouse, etc.) to the buyer.

EXW 工厂交货（……指定地点） EXW"工厂交货（……指定地点）"是指当卖方在其所在地或其他指定的地点（如工场、工厂或仓库）将货物交给买方处置时，即完成交货，卖方不办理出口清关手续或将货物装上任何运输工具。

The buyer bears all costs and risks involved in taking the goods from the seller‘s premises to the desired destination. This term thus represents the minimum obligation for the seller. This term should not be used when the buyer cannot carry out directly or indirectly the export formalities. This term may be written in this way: US$ 100 per dozen ex works Ningbo

EXW使用需注意的问题 1. In the quotations of price by the seller, this should be the lowest as under this term, the seller has the least liabilities and risks. 该术语是卖方承当责任最小的术语。买方必须承当在卖方所在地受领货物的全部费用和风险。 2. In particular, the seller is not responsible for loading the goods on the vehicle provided by the buyer or for clearing the goods for export. 但是，若双方希望在起运时卖方负责装载货物并承当装载货物的全部费用和风险时，则须在销售合同中明确写明。 3. Certainly, under EXW the seller should render assistance to the buyer upon request for clearance of customs, cargo inspection, export formalities and insurance, etc.. 在买方不能直接或间接的办理出口手续时，不应使用该术语。

EXW: Ex Works (…named place) The buyer’s obligations Payment for goods ,Licenses, official documents and customs formalities ,Contract of carriage and insurance ,Taking delivery ,Proof of delivery, transport document or equivalent electronic message The seller’s obligations Provision of goods in conformity with the contract ,Cost of basic packing ,Notice to the buyer

Other Seven Trade Terms 2. FAS - Free Alongside Ship (... named port of shipment) 船边交货(指定装运港) Means that the seller fulfils his obligation to deliver when the goods have been placed alongside the vessel on the quay or in lighters (驳船) at the named port of shipment. The buyer has to bear all costs and risks of loss of or damage to the goods from that moment.

Other Seven Trade Terms 2. FAS - Free Alongside Ship (... named port of shipment) 船边交货(指定装运港) * The FAS term requires the buyer to clear the goods for export. * (Incoterm 1990) This term can only be used for sea or inland waterway transport.

Other Seven Trade Terms 3. DAF - Delivered At Frontier (... named place) 边境交货(指定地点) Means that the seller fulfils his obligation to deliver when the goods have been made available, cleared for export, at the named point of place at the frontier, but before the customs border (关境) of the country.

Other Seven Trade Terms 3. DAF - Delivered At Frontier (... named place) 边境交货(指定地点) "frontier" may be used for any frontier including that of the country of export. It is important to name precisely the point and place at frontier in the term. Primarily intended to be used when goods are to be carried by rail or road, but it may be used for any mode of transport.

Other Seven Trade Terms 4. DES - Delivered Ex Ship (... named port of destination) 目的港船上交货(指定目的港) Means that the seller fulfils his obligation to deliver when the goods have been made available to the buyer on board the ship uncleared for import at the named port of destination. The seller has to bear all the costs and risks involved in bringing the goods to the named port of destination. This term can only be used for sea or inland waterway transport.

Other Seven Trade Terms 5. DEQ: Delivered Ex Quay (Duty Paid)(... named port of destination) 目的港码头交货(指定目的港) Means that the seller fulfils his obligation to deliver when he has made the goods available to the buyer on the quay at the named port of destination. *Seller: cleared for importation * (Incoterm 90) The seller has to bear all risks and costs involved in delivering the goods thereto.

Other Seven Trade Terms 6. DDU - Delivered Duty Unpaid (... named place of destination) 未完税交货 (指定目的地) Means that the seller fulfils his obligation to deliver when the goods have been made available at the named place in the country of importation. The seller has to bear the costs and risks involved in bringing the goods thereto (excluding duties, taxes and other official charges payable upon importation). The buyer has to pay any additional costs and to bear any risks caused by his failure to clear the goods for import in time.

C: Other Seven Trade Terms 7. DDP - Delivered Duty Paid (... named place of destination) 完税后交货 (指定目的地) Means that the seller fulfils his obligation to deliver when the goods have been made available at the named place in the country of importation. The seller has to bear the risks and costs, including duties, taxes and other charges of delivering the goods thereto, cleared for importation.

Case study 1、某出口公司按CIF伦敦向英商出售一批红枣，由于商品季节性较强，双方在合同中规定：“买方须于9月底前将信用证开到，卖方保证运货船只不得迟于12月2日驶抵目的港，如果货轮迟于12月2日抵达目的港，买方有权取消合同，如果货款已付，卖方将货款退还买方。”试分析这一合同的特点。

2、我公司与外商按CIF成交一批出口货物。货物在合同规定的时间和装运港装船，受载船只在航运中触礁沉没。当我出口公司凭符合要求的单据要求国外进口商支付时，进口方以货物已全部损失不能得到货物为由，拒绝接受单据和付款。试问：进口方的做法是否正确？为什么？

3、某公司进口一批货物以FOB 条件成交。结果在目的港卸货时，发现货物有两件外包装破裂，里面的货物有被水浸的痕迹。经查证，外包装是货物在装船时因吊钩不牢掉到船甲板上摔破的，因包装破裂导致里面货物被水浸泡。问：在这种情况下，进口方能否以卖方没有完成交货义务为由向卖方索赔？

4、我公司按EXW 条件对外出口一批电缆。但在交货时，买方以电缆的薄纸不适宜出口运输为由，拒绝提货和付款。问：买方的行为是否合理？

分析： 按《2000年通则》解释，在EXW 条件下，除非合同中有相反的规定，卖方一般无义务提供货物的出口包装。如果签约时已明确该货物是供出口的，并对货物的包装要求做了规定，则卖方应按规定提供符合出口需要的包装。

Key to Exercises I. Term translation FOB liner terms Unloading charge Custom clearance FOB under tackle FOB trimmed Multi-modal transport Ship’s rail Inland waterway transportation FOB stowed Unloading charge Insure against CFR landed Liner Document negotiation CFR ex-ship’s hold CFR liner terms Symbolic delivery

Key to Exercises Judge whether the following price terms are correct or not 1. Correct; 2. Incorrect; (pound→GBP) 3. Correct; 4.Incorrect; (no trade terms in it) 5. Correct

Key to Exercises Sentence Completions 1.the buyer; 2. the buyer; 3. $22,000; 4.the seller; 5.clear; 6.the buyer; 7.clareance/duty 8.the prompt/instant, arrival

Key to Exercises 1. 该报价为FOB价格并含5%的佣金。 IV. Sentence Translation 1. 该报价为FOB价格并含5%的佣金。 2. 在CPT和CIP条件下，“承运人”指：在运输合同中承担或获得履行铁路、公路、空运、海运、内陆运输以及多式联运等运输行为的任何当事人。 3. 在FCA条件下，所选的交货地点会影响到在该地进行的装货和卸货责任。如果在卖方的地盘交货，则由卖方负责装货。如果在其他地方交货，则卖方不负责卸货。 4. 在FOB条件下，卖方必须在指定日或约定的时间范围内将货物运至指定的货运码头并且将货物置于买方预定船只的甲板上。卖方承担货物自越过所指定的装运港船舷起的一切损失或毁坏风险。

VI. Choice 1.a; 2.a,b; 3. a, b, c,d 4. a,b,c; 5.a,b,c,d,e,f A. Single choice 1.c; 2.d; 3.a; 4.c; 5.c; 6.c; 7.d; 8.b; 9.d; 10.c B. Multipule choice 1.a; 2.a,b; 3. a, b, c,d 4. a,b,c; 5.a,b,c,d,e,f