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Concept of Trade TermsConcept of Trade TermsInternational Trade Terms UsageInternational Trade Terms UsageA Guide to Incoterms 2000A Guide to Incoterms 2000

Concept of Trade Terms

Trade TermsTrade Terms : also called price terms or delivery also called price terms or delivery terms, are an important component of a unit price terms, are an important component of a unit price in International trade, refer to using a brief in International trade, refer to using a brief English concept or abbreviation to indicate the English concept or abbreviation to indicate the formation of the unit price and determine the formation of the unit price and determine the responsibilities, expenses and risks borne by two responsibilities, expenses and risks borne by two parties as well as the time of passing of the parties as well as the time of passing of the property in the goods.property in the goods.

International Trade Terms Usage

Trade terms have been developed in practice over many Trade terms have been developed in practice over many years to fit particular circumstance. Different countries have years to fit particular circumstance. Different countries have different interpretations of the terms. To clear up the different interpretations of the terms. To clear up the confusion, some international organizations have made quite confusion, some international organizations have made quite a few rules and explanations, of which there are three a few rules and explanations, of which there are three influential international trade practice.influential international trade practice.

1.1. 《《 Warsaw — Oxford Rules 1992Warsaw — Oxford Rules 1992 》》

2.2. 《 《 Revised American Foreign Trade Definitions Revised American Foreign Trade Definitions 19411941 》》

3.3. 《《 INCOTERMS 2000INCOTERMS 2000 》》

《 INCOTERMS 2000 》

In 1936, the International Charmber of Commerce (ICC) In 1936, the International Charmber of Commerce (ICC)

drew up a set of standard terms and definitions, which are drew up a set of standard terms and definitions, which are

known as known as Incoterms 1936Incoterms 1936, They were revised in 1953, 1982, , They were revised in 1953, 1982,

1990 and again in 2000 in order to bring the rules in line with 1990 and again in 2000 in order to bring the rules in line with

current international trade practice.current international trade practice.

Compared with Compared with Incoterms 1990Incoterms 1990, , Incoterms 2000Incoterms 2000 have have

made two practical amendments:made two practical amendments:

The customs clearance and payment of duty obligations under FAS The customs clearance and payment of duty obligations under FAS

and DEQand DEQ

The loading and unloading obligations under FCAThe loading and unloading obligations under FCA

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 组主运费已付

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同上

适用于各种运输方式，包括多式联运

同上

同上

同上

同上

同上

同上

适用于海运及内河运输

适用于各种运输方式，包括多式联运

《 2000 年通则》 四组术语 ( 共 13 种 )

The obligations between the buyer and the sellerA1 Provision of goods in conformity A1 Provision of goods in conformity

with the contractwith the contract

A2 Licenses, authorizations and A2 Licenses, authorizations and formalitiesformalities

A3 Contract of carriage and insurance A3 Contract of carriage and insurance

A4 DeliveryA4 Delivery

A5 Transfer of risksA5 Transfer of risks

A6 Division of costsA6 Division of costs

A7 Notice to the buyerA7 Notice to the buyer

A8 Proof of delivery, transport A8 Proof of delivery, transport document or equivalent electronic document or equivalent electronic messagemessage

A9 Checking-packing-markingA9 Checking-packing-marking

A10 Other obligations A10 Other obligations

B1 Payment of the priceB1 Payment of the price

B2 Licenses, authorizations and B2 Licenses, authorizations and formalitiesformalities

B3 Contract of carriage and B3 Contract of carriage and insurance insurance

B4 Taking deliveryB4 Taking delivery

B5 Transfer of risksB5 Transfer of risks

B6 Division of costsB6 Division of costs

B7 Notice to the sellerB7 Notice to the seller

B8 Proof of delivery, transport B8 Proof of delivery, transport document or equivalent document or equivalent electronic messageelectronic message

B9 Inspection of goodsB9 Inspection of goods

B10 Other obligations B10 Other obligations

工厂 仓库 敞车 机场 集装箱 码头 码头 火车站 堆场 CY 汽车站

出口国 进口国

*FCA CPT CIP

FOB　 　 　　　　　 CFR DDU *FAS CIF DES *DEQ DDP EXW

出口国 进口国

DAF

关境 关境

FOBFree on board …（ named port of shipment ）

This term means that the seller delivers when the goods pass the ship’s rail at the named port of shipment. This means that the buyer has to bear all costs and risks of loss of or damage to the goods from that point. This term can be used only for sea or inland waterway transport.

However, As the loading of the goods is a continuous process, it is hard to use ship’s rail as a point to divide responsibilities and costs. To avoid any dispute, there are several derived terms.

FOB Liner Terms

FOB Under Tackle

FOB Stowed

FOB Trimmed

出口方码头

进口方

一、 FOB+ 指定装运港（装运港船上交货）

Free on Board

（一）买卖双方的义务

1 、按时租船订舱并支付运费，发船名等的充分通知。 2 、办理进口结关手续。3 、负担货到装运港船舷后的一切费用与风险。 4 、领货付款。

卖方的基本义务：

1 、按时交货，并发已装船通知。装船通知样本2 、办理出口结关手续。3 、负担货到装运港船舷为止的一切费用与风险。 4 、提交约定的各项单证或电子信息。买方的基本义务：

（二）理解及使用 FOB 术语时应注意的问题1 、 FOB+ 装运港。

2 、交货点：装运港船上。

3 、风险划分点：装运港船舷为界。

4 、风险提前转移。

5 、费用划分点：装运港船舷为界。（运费、保费、其他）

6 、报关。

7 、买方发“充分通知”。

8 、船货衔接。

9 、卖方发“及时通知”。

10 、只适用海运或内河航运。

11 、装船费的负担。

FOB 的变形：装船费

1 、 FOB Liner Term 船方（即买方）

2 、 FOB under tackle 吊钩

3 、 FOB stowed 卖方 + 理

4 、 FOB trimmed 卖方 + 平

5 、 FOB stowed and trimmed 卖方 + 平 +理

案例分析： A 公司以 FOB 条件出口一批茶具，买方要求 A 公司代为租船，费用由买方负担。由于 A 公司在约定日期内无法租到合适的船，且买方不同意更换条件，以致延误了装运期，买方以此为由提出撤消合同。问买方的要求是否合理？

案例 1

有一份有一份 FOBFOB 合同，甲公司出口卡车合同，甲公司出口卡车 500500 辆，该辆，该批货物装于舱面，其中批货物装于舱面，其中 4040 辆是卖给某国乙公司的。辆是卖给某国乙公司的。货物抵运目的港后由承运人负责分拨，船行途中遇货物抵运目的港后由承运人负责分拨，船行途中遇到恶劣天气，有到恶劣天气，有 5050 辆卡车被冲进海中。事后甲公辆卡车被冲进海中。事后甲公司宣布出售给乙公司的司宣布出售给乙公司的 4040 辆卡车已在运输途中全辆卡车已在运输途中全部损失。乙公司认为甲公司未履行交货义务，要求部损失。乙公司认为甲公司未履行交货义务，要求赔偿损失，甲公司认为货物已经越过船舷，风险已赔偿损失，甲公司认为货物已经越过船舷，风险已转移，无须赔偿。请判别孰是孰非？为什么？转移，无须赔偿。请判别孰是孰非？为什么？

案例案例 22

我与美商达成的合同中采用的术语为 我与美商达成的合同中采用的术语为 FOBFOB 上海，上海，合同规定的交货时间为合同规定的交货时间为 20012001 年年 3~43~4 月份，可是到了月份，可是到了44 月月 3030 日，买方指派的船只还未到达上海港，问： 日，买方指派的船只还未到达上海港，问：

11 、货物在、货物在 55 月月 22 日因仓库失火而全部灭失。发生灭失日因仓库失火而全部灭失。发生灭失的风险应由谁来负担？的风险应由谁来负担？

22 、船于、船于 55 月月 22 日到达并装运，由此为保存货物而发 生日到达并装运，由此为保存货物而发 生的额外费用由谁负担？ 的额外费用由谁负担？

CIF Cost Insurance and Freight … （ named port of destination ）

This term means that the seller delivers when the goods This term means that the seller delivers when the goods

pass the ship’s rail in the port of shipment. The seller must pass the ship’s rail in the port of shipment. The seller must

pay the costs and freight necessary to bring the goods to the pay the costs and freight necessary to bring the goods to the

named port of destination and arrange marine insurance named port of destination and arrange marine insurance

against the risk of loss of, or damage to, the goods in transit. against the risk of loss of, or damage to, the goods in transit.

But the risk of loss of or damage to the goods, as well as any But the risk of loss of or damage to the goods, as well as any

additional costs due to events occurring after the time of additional costs due to events occurring after the time of

delivery, are transferred from the seller to the buyer.delivery, are transferred from the seller to the buyer.

The seller arrange insurance only on minimum cover. Should the buyer wish to have the protection of greater cover, he would either need to agree as such expressly with the seller or to make his own extra insurance arrangements.

This term is a popular cargo delivery arrangement and can only be used for sea and inland waterway transportation. To stipulate the responsibility and cost of unloading, CIF has some derived terms: CIF Liner Terms, CIF Landed and CIF Ex-Ship’s Hold

出口方码头

进口方

3 、 CIF+ 指定目的港：成本、运费加保险

Cost 、 Insurance And Freight

（一）买卖双方的义务

1 、领货付款。 2 、办理进口结关手续。3 、负担货到装运港船舷后的一切风险。

卖方的基本义务：1 、租船订舱并支付运费 , 按时交货，并发已装船通知。2 、办理出口结关手续。3 、负担货到装运港船舷为止的一切费用与风险。 4 、提交约定的各项单证或电子信息。5 、办理保险并支付保险费。

买方的基本义务：

（二）理解及使用 CIF 术语时应注意的问题

1 、 CIF+ 目的港。

2 、交货点：装运港船上。

3 、风险划分点：装运港船舷为界。

4 、费用划分（运费、保费）。

5 、报关。

6 、只适用海运或内河航运。

7 、象征性交货

8 、最低责任险 110%

8 、卸货费的负担。

CIF 的变形：卸货费

1 、 CIF Liner Term 船方（即卖方）

2 、 CIF Ex tackle 吊钩

3 、 CIF landed 卖方

4 、 CIF Ex ship’s hold 买方

案例分析： 1 、我方按 CIF 条件进口一批床单，货物抵达后发现床单在运输途中部分受潮，而卖方已如期向我方递交了合同规定的全套合格单据并要求我方支付货款。问我方能否以所交货物受潮而拒付货款并向卖方提出索赔？

案例 4

在在 8080 年代，有一出口商同国外买方达成年代，有一出口商同国外买方达成一交易，合同约定的价格条件为一交易，合同约定的价格条件为 CIFCIF ，，当时正当时正值海湾地区爆发战争，装有出口货物的轮船在值海湾地区爆发战争，装有出口货物的轮船在公海上航行时，被一发导弹误中而沉。由于在公海上航行时，被一发导弹误中而沉。由于在投保时没有加保战争险，不能取得保险公司的投保时没有加保战争险，不能取得保险公司的赔偿。问：买方为此向买方提出索赔是否合理？赔偿。问：买方为此向买方提出索赔是否合理？

案例案例 55

按按 CIFCIF贸易术语出口。卖方按合同的规定贸易术语出口。卖方按合同的规定装船完毕后取得包括提单在内的全套装运单据。装船完毕后取得包括提单在内的全套装运单据。但是，载货轮船在启航后第二天就触礁沉没，但是，载货轮船在启航后第二天就触礁沉没，买方闻讯后提出拒收单据，拒付货款。试问，买方闻讯后提出拒收单据，拒付货款。试问，卖方应如何处理？为什么？卖方应如何处理？为什么？

案例案例 66

某公司按某公司按 CIF LondonCIF London向英国出口一批季节性较向英国出口一批季节性较

强的货物，双方在合同中规定：买方须于强的货物，双方在合同中规定：买方须于 99 月底前将月底前将

信用证开到，卖方保证运货船只不得迟于信用证开到，卖方保证运货船只不得迟于 1212 月月 22 日驶日驶

抵目的港。如货轮迟于抵目的港。如货轮迟于 1212 月月 22 日驶抵目的港，买方有日驶抵目的港，买方有

权取消合同。如货款已收，卖方须将货款退还买方，权取消合同。如货款已收，卖方须将货款退还买方，

如此签约是否正确？如此签约是否正确？

CFR Cost and Freight … （ named port of destination ）

This term means that the seller delivers when the This term means that the seller delivers when the

goods pass the ship’s rail in the port of shipment. goods pass the ship’s rail in the port of shipment.

The seller must pay the costs and freight necessary to The seller must pay the costs and freight necessary to

bring the goods to the named port of destination, but bring the goods to the named port of destination, but

the risk of loss of or damage to the goods, as well as the risk of loss of or damage to the goods, as well as

any additional costs due to events occurring after the any additional costs due to events occurring after the

time of delivery, are transferred from the seller to time of delivery, are transferred from the seller to

the buyer.the buyer.

Cargo insurance is to be effected by the buyer. So when the goods are loaded on board the vessel, the seller should send shipping notice to the buyer.

This terms can be used for sea and inland waterway transport. If the parties do not intend to deliver the goods across the ship’s rail, the CPT term should be used.

To stipulate the responsibility and cost of unloading, CFR has some derived terms: CFR Liner Terms, CFR Landed and CFR Ex-Ship’s Hold

出口方码头

进口方

二、 CFR+ 指定目的港：成本加运费

Cost And Freight

（一）买卖双方的义务

1 、领货付款。 2 、办理进口结关手续。3 、负担货到装运港船舷后的一切风险。 4 、投保并支付保险费。

卖方的基本义务：

1 、租船订舱并支付运费 , 按时交货，并发已装船通知。2 、办理出口结关手续。3 、负担货到装运港船舷为止的一切费用与风险。 4 、提交约定的各项单证或电子信息。

买方的基本义务：

（二）理解及使用 CFR 术语时应注意的问题

1 、 CFR+ 目的港。

2 、交货点：装运港船上。

3 、风险划分点：装运港船舷为界。

4 、费用划分（运费、保费）

5 、报关。

6 、卖方发“及时通知”。

7 、只适用海运或内河航运。

8 、卸货费的负担。

CFR 的变形：卸货费

1 、 CFR Liner Term 船方（即卖方）

2 、 CFR Ex tackle 吊钩

3 、 CFR landed 卖方

4 、 CFR Ex ship’s hold 买方

FCA Free Carrier … （ named place ）

This term means that the seller delivers the goods, This term means that the seller delivers the goods,

cleared for export, to the carrier nominated by the cleared for export, to the carrier nominated by the

buyer at the named place. It should be noted that the buyer at the named place. It should be noted that the

chosen place of delivery has an impact on the chosen place of delivery has an impact on the

obligation of loading and unloading the goods at that obligation of loading and unloading the goods at that

place.place.

If delivery occurs at the seller’s premises, the seller is If delivery occurs at the seller’s premises, the seller is

responsible for loading. If delivery occurs at any responsible for loading. If delivery occurs at any

other place, the seller is not responsible for unloading.other place, the seller is not responsible for unloading.

FCA + 指定地点 : 货交承运人

Free Carrier

出口方码头

进口方车站

（一）买卖双方的义务

1 、订立自指定地点到目的地的运输合同，并支付运费， 发承运人名称等的充分通知。

2 、办理进口结关手续。3 、负担货交承运人后的一切费用及风险。 4 、领货付款。

卖方的基本义务：

1 、按时将货交给指定的承运人，并发及时通知。2 、办理出口结关手续。3 、负担货交承运人前的一切费用与风险。 4 、提交通常单据或电子信息。

买方的基本义务：

（二）理解及使用 FCA 术语时应注意的问题1 、 FCA+ 指定地点。

2 、交货点：承运人的运输工具上或承运人控制下。

3 、风险划分点：指定地点完成交货。

4 、风险提前转移。

5 、费用划分点：指定地点。（运费、保费、其他）

6 、报关。

7 、买方发“充分通知”。

8 、安排运输：卖方可代理买方办理运输

9 、卖方发“及时通知”。

10 、适用各种运输方式。

11 、 FCA 与 FOB 。

案例分析

CPTCPT Carriage Paid to … （ named place of destination ）

This term means that the seller delivers the goods to the carrier This term means that the seller delivers the goods to the carrier

nominated by the him but the seller must in addition pay the nominated by the him but the seller must in addition pay the

cost of carriage necessary to bring the goods to the named cost of carriage necessary to bring the goods to the named

destination. This means that the buyer bears all risks and any destination. This means that the buyer bears all risks and any

other costs occurring after the goods have been so delivered.other costs occurring after the goods have been so delivered.

CPT is almost the same as CFR except that CFR is only applied CPT is almost the same as CFR except that CFR is only applied

to sea and inland water transportation while CPT may be used to sea and inland water transportation while CPT may be used

for any mode of transport including multi-modal transport.for any mode of transport including multi-modal transport.

CPT + 指定目的地 : 运费付至……

Carriage Paid To

出口方码头

进口方车站

（一）买卖双方的义务

1 、办理进口结关手续。2 、负担货交承运人后的一切风险。 3 、领货付款。4 、投保并支付保险费。

卖方的基本义务：

1 、订立自指定地点到目的地的运输合同，并支付运费，按时将货交给承运人，并发及时通知。2 、办理出口结关手续。3 、负担货交承运人前的一切风险。 4 、提交通常单据或电子信息。

买方的基本义务：

（二）理解及使用 CPT 术语时应注意的问题1 、 CPT+ 指定目的地。

2 、交货点：承运人的运输工具上。

3 、风险划分点：指定地点完成交货。

4 、费用划分（运费、保费、其他） .

5 、报关。

6 、卖方发“及时通知”。

7 、适用各种运输方式。

8 、 CPT 与 CFR 。

CIPCIP Carriage and Insurance Paid to … （ named

place of destination ）

This term means that the seller delivers the goods This term means that the seller delivers the goods to the carrier nominated by the him but the to the carrier nominated by the him but the seller must in addition pay the cost of carriage seller must in addition pay the cost of carriage necessary to bring the goods to the named necessary to bring the goods to the named destination and arrange the insurance. destination and arrange the insurance.

The seller arrange insurance only on minimum cover. Should the buyer wish to have the protection of greater cover, he would either need to agree as such expressly with the seller or to make his own extra insurance arrangements.

Briefly, this term is almost identical to CPT except that under CIP, the seller has to fund the cargo insurance. The seller’s liability ceases when the cargo has been accepted by the carrier or the first carrier under multimodal transport operation. Its only difference from CIF is that CIP is applied to all modes of transport.

CPT + 指定目的地 : 运费、保险费付至……

Carriage 、 Insurance Paid To

出口方码头

进口方车站

（一）买卖双方的义务

1 、办理进口结关手续。2 、负担货交承运人后的一切风险。 3 、领货付款。

卖方的基本义务：

1 、订立自指定地点到目的地的运输合同，并支付运费，按时将货交给承运人，并发及时通知。2 、办理出口结关手续。3 、负担货交承运人前的一切风险。 4 、提交通常单据或电子信息。5 、投保并支付保险费。

买方的基本义务：

（二）理解及使用 CPT 术语时应注意的问题1 、 CPT+ 指定目的地。

2 、交货点：承运人的运输工具上。

3 、风险划分点：指定地点完成交货。

4 、费用划分（运费、保费、其他） .

5 、报关。

6 、卖方发“及时通知”。

7 、最低责任险 110% 。

8 、适用各种运输方式。

9 、 CIP 与 CIF 。

六种主要贸易术语的区别

术语不同点 FOB 、 CFR 、 CIF FCA 、 CPT 、 CIP

1 、适用的运输方式仅适用于海运和内河运输，承运人一般为船公司。

适用于各种运输，承运人因运输方式不同而有多种情况。

2 、交货点和风险转移点 交货点和风险划分点都是装运港船舷。

交货点和风险划分点因运输方式不同而有多种情况。

3 、租船运输时 装、卸费用负担

贸易合同中要采用贸易术语变形加以确定装卸费用负担。

运费中包含装货费或卸货费，贸易合同中无需采用术语变形。

4 、运输单据 卖方一般要提交“清洁已装船”提单。

运输单据因运输方式不同而有多种情况。

案例分析：

Difference between two group termsDifference between two group terms

FOBFOB 、、 CFRCFR 、、 CCIFIF

FCAFCA 、、 CPTCPT 、、 CIPCIP

Transport Transport modemode

Sea and Sea and inland inland waterwaywaterway

Any modeAny mode

Place of Place of delivery and delivery and riskrisk

Vessel’s Vessel’s railrail

According to According to transport modetransport mode

Cost of Cost of loading and loading and unloadingunloading

Derived Derived termsterms

Included in Included in freightfreight

documentdocument Clean B/LClean B/L Corresponding Corresponding documentsdocuments

The terms means the seller delivers when he places the The terms means the seller delivers when he places the

goods at the disposal of the buyer at the seller’s premises goods at the disposal of the buyer at the seller’s premises

or another named place not cleared for export and not or another named place not cleared for export and not

loaded on any collecting vehicle. The seller’s obligations loaded on any collecting vehicle. The seller’s obligations

cease when the buyer accepts the goods at the factory or cease when the buyer accepts the goods at the factory or

warehouse. By using the term, the seller minimizes his warehouse. By using the term, the seller minimizes his

obligations while the buyer obtains at the lowest possible obligations while the buyer obtains at the lowest possible

price.price.

EXWEXWEx Works ( …named place)

FAS FAS Free Alongside Ship (…named port of shipment)

This term means that the seller delivers when the goods are placed alongside the vessel at the named port of shipment. This means that the buyer has to bear all costs and risks of loss of or damage to the goods from that moment.

The buyer needs to give the seller prompt notice of the name of the vessel, loading berth and delivery dates.

This term means that the seller delivers when the goods are This term means that the seller delivers when the goods are

placed at the disposal of the buyer on the arriving means of placed at the disposal of the buyer on the arriving means of

transport not unloaded, cleared for import at the named point transport not unloaded, cleared for import at the named point

and place at the frontier, and before the customs border of and place at the frontier, and before the customs border of

the adjoining country.the adjoining country.

The term “frontier” may be used for any frontier including that The term “frontier” may be used for any frontier including that

of the country of export. of the country of export.

DAF DAF Delivered at Frontier …（ named place ）

DESDelivered Ex Ship (…named port of destination )

This term means that the seller delivers when the goods are placed at the disposal of the buyer on board the ship not cleared 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 before discharging. If the parties wish the seller to bear the costs and risks of discharging the goods, then the DEQ term should be used.

This term can be used only when the goods are to be delivered by sea or inland waterway or multimodal transport on a vessel in the port of destination.

DEQ（ Delivered Ex Quay,... named port of destination ）

This term means the seller delivers when the goods are placed at the disposal of the buyer not cleared for import on the quay at the named port of destination. The seller has to bear costs and risks involved in bringing the goods to the named port of destination and discharging the goods on the quay.

DDU Delivered Duty Unpaid (…named place of destination)

This term means that the seller delivers the goods to the buyer, not cleared for import, and not unloaded from any arriving means of transport at the named place of destination. the seller has to bear the cost and risks involved in bringing the goods thereto, other than, where applicable, any “duty” for import in the country of destination. Such “duty” has to be borne by the buyer as well as any costs and risks caused by his failure to clear the goods for import in time.

DDP Delivered Duty Paid (…named place of destination)

This term means that the seller delivers the goods to the buyer, cleared for import, and not unloaded from any arriving means of transport at the named place of destination. the seller has to bear all the cost and risks involved in bringing the goods thereto, other than, where applicable, any “duty” for import in the country of destination.

Whilst the EXW term represents the minimum obligation for the seller, DDP represents the maximum obligation.