UNIT 2 TRADE TERM student version

1、Chapter two International Trade TermsTrade Terms and CustomsFOB, CFR and CIFFCA, CPT and CIPEXW and FASDAT, DAP and DDPCase studyAppendixDefinitions and functions of international trade terms Definition Trade terms, also called price terms or price conditions, are abbreviations of letters or words s

2、pecifying liabilities, costs and risks between the seller and buyer as well as the time of the passing of the ownership of the goods.Function simplify dealing procedures improving efficiency Definition: trade terms (price terms/delivery terms) are an important part of a unit price in international t

3、rade, standing for specific obligations of the buyer and the seller.Examples: US$750 per dozen CIF New York AUD$1000 per M/T FOB SHANGHAIInternational trade customs 國際貿(mào)易慣例國際貿(mào)易慣例Nature 性質(zhì) not compulsory both parties are subject to it binding force contract to be followed if conflict exist different c

4、lause could be made International trade customs 國際貿(mào)易慣例國際貿(mào)易慣例Three main international rules “WARSAW-OXFORD RULES 1932” 1932年華沙牛津規(guī)則 Revised American foreign trade definition 1941 1941年美國對外貿(mào)易定義修訂本 INCOTERMS 2010 2010年國際貿(mào)易術(shù)語解釋通則Warsaw-Oxford Rules 1932Initially in 1928-“Warsaw Rules, 1928” 22 provisions

5、 governing the rights and obligations of the parties to a sale of goods on CIF (Cost, Insurance and Freight) contract terms. Revised in 1932-the “Warsaw-Oxford Rules 1932”21 provisions again mainly about CIFRevised American Foreign Trade Definitions 1941Defines 6 terms:Ex Point of OriginFOB (free on

6、 board)FAS (free along side) C&F (Cost and Freight)CIF (Cost, Insurance and Freight)Ex Dock (Named Port of Importation)International Rules for the Interpretation of Trade Terms 20101936- first created by International Chamber of Commerce (ICC)The purposes of incoterms:To give the businessmen a s

7、et of international rules for the interpretation of the most commonly used trade termsTo clarify the obligations of the buyer and the sellerTo simplify the contract negotiations To save time and costRevised in 1953、1967、1976、1980、1990、2000 、2010Feature 特點most widely used international practicesmost

8、influential international practicesmost important international practicespublished by ICCUpdate of INCOTERMSINCOTERMS 1990 consists 13 trade rulesINCOTERMS 2000 groups the 13 rules into 4 categoriesINCOTERMS 2010 updates and consolidates the delivered rules， reducing the total number of rules from 1

9、3 to 11.Basics of Incoterms 20102.2.1 Scope of Governance Parties involved: concerning only 2 parties - seller & buyerDocument applied: only to the contract of saleSpecific aspects governed: only settle matters concerning the delivery of tangibles goods sold Focusing only on the delivery of tang

10、ible goodsDelivery also indicating the transfer of obligations, cost and risk distribution between the parties2.2.1 Scope of Governance ObligationObligation - a legal duty to do something according to a certain agreement. universally accepted obligation, eg: the seller - provide goods in conformity

11、with the contract The buyer - pay the price as stipulated in the contractother obligations: handle the customs clearance, carriage of goods, insurance2.2.1 Scope of Governance Cost local and overseas transportation and insurance costsgoods checking and inspection expenses, customs clearance charges

12、loading and unloading charges of the goods at some particular transport points Transfer of risk“Risk” refers to accidental damage to the goods. time: when does the risk pass from the sellers to the buyers? INCOTERMS 2010 presents 11 rules in two distinct classes:Rules for any mode or modes of transp

13、ortation EXW、FCA、CPT、CIP、DAT、DAP and DDPRules for sea and inland waterway transportationFAS、FOB、CFR and CIF2.2.2 Categorization of Terms11 terms into four categories E-termthe seller only makes the goods available to the buyer at the sellers own premises. F-terms the seller is called upon to deliver

14、 the goods to a carrier appointed by the buyer. C-terms the seller has to contract for carriage, but without assuming the risk of loss or damage to the goods or additional costs due to events occurring after shipment or dispatch. D-terms the seller has to bear all costs and risks needed to bring the

15、 goods to the place of destination. Among the 11 trade terms, FOB, CFR and CIF are the most commonly used terms. Nowadays, they are used as trade terms for symbolic delivery. FOB, CFR and CIF are classified into one group as they are alike in characters .Definition The seller is responsible for ship

16、ping the contracted goods on board the ship dominated by the buyer at the port of shipment within specific period and bearing all costs and risks before the goods are on board the vessel.Obligations 買賣雙方義務(wù)買賣雙方義務(wù)The Sellers Obligations The Buyers Obligations Some points for attention about FOBThe Sel

17、lers Obligations 賣方義務(wù)賣方義務(wù)a. Ship the goods on board the ship at port of shipment within due time and notify the buyer promptlyb. All costs and risks before the goods are loaded on board the ship c. Clear export customs and provide related documents and certificatesd. Provide related shipping documen

18、ts or EDI electronic informationThe Buyers Obligations 買方義務(wù)買方義務(wù)a. Book space and pay the freight and notify the seller sailing date and name of sailing vesselb. Bear all costs and risks after the goods are loaded on board the shipc. Accept related documents provided by the seller and pay duly accord

19、ing to the contractSome points for attention about FOB The cancellation of the concept “cross the rail” Shipping charges Case 1: Our importer imports a batch of goods under FOB term. When the goods are being unloaded, a dozen of packages are found broken and soaked by seawater. After investigation,

20、the goods are cast broken on deck and then soaked as the lift hooks get loosened. Can our importer lodge a claim for the failure of the seller to fulfill obligation of delivery？案例2：A公司和法國B公司簽訂2.4萬公噸大米出口合同。合同規(guī)定：FOB上海，買方所租貨船須不遲于3月20日抵達裝運港。3月10日B公司來電稱：由于船市場緊張，要求延遲1個月裝運。A公司早已備好貨，復(fù)電B公司不同意延遲。3月20日，B公司來電稱，

21、已盡最大努力，船只無法找到。3月22日，該港受風暴襲擊，A公司貨物受損嚴重。A公司致電B公司，要求其賠償經(jīng)濟損失，包括貨損、倉租、保險費等。B公司稱，F(xiàn)OB在貨物尚未交付之前，風險尚未轉(zhuǎn)移，損失由A公司自負。A公司向法院起訴。問：1.B公司是否違約？ 2.貨物的風險何時轉(zhuǎn)移？ 3.B公司是否應(yīng)該賠償A公司的損失？案例3A公司從美國進口瓷制品5000件，美商報價每件10美元FOB Vessel New York,我方如期將金額50000美元信用證開抵美商，未規(guī)定貿(mào)易術(shù)語引用何慣例。美商收到后要求將信用證金額加至51000美元，其中1000美元作為出口關(guān)稅及簽證費用。問：美商的要求是否合理？為什么

22、？DefinitionThe seller is responsible for booking space and delivering the goods on board the vessel sailing for the destination in due time according to the contract and covering the risks and expenses during carriage(the risks are transferred when goods are delivered on board).Obligations 雙方義務(wù)雙方義務(wù)E

23、xcept that the freight is covered by the seller, both parties obligations are just the same as that of FOB.Some points for attention 注意事項注意事項The seller shall dispatches shipping notice promptly to facilitate the buyers insurance covering and if the buyer fails to cover insurance and suffers losses a

24、s a result of the sellers late notice, the seller is responsible.Contracts under CFR belong to shipment contracts.案例1內(nèi)地A公司向荷蘭商人出口紡織品，合同規(guī)定CFR荷蘭 USD 70000,5月底前裝運，裝運港廣州。在合同規(guī)定期限內(nèi)，A公司委托生產(chǎn)廠家將貨物裝上卡車運往廣州，由于駕駛員疏忽，卡車翻車，貨物受損。問：貨損由誰負責？本案選擇CFR是否恰當？案例2A公司以CFR為條件向非洲出口微波爐，賣方裝船完畢，船舶當天開航。因正值公休，A公司業(yè)務(wù)員第三天才向買方發(fā)出裝運通知。貨物在

25、起航后次日因火災(zāi)燒毀。問：貨物損失由誰負責？為什么？案例3A公司以”CFR廣州“ 條件從歐洲進口貨物，信用證付款。外商按規(guī)定要求租船并裝運，開證行中國銀行廣州分行按外商提供的全套單據(jù)審核無誤后付款。但貨船遲遲未到，經(jīng)調(diào)查，外商所找的船公司是一家小公司，負債累累，載運船只起航不久，公司已宣告破產(chǎn)，起航的船只宣告失蹤。問：外商是否要承擔貨物損失責任？為什么？Definition 概念概念 The seller is responsible for booking space and delivering the goods on board the vessel sailing for the d

26、estination in due time according to the contract and covering the risks and expenses during carriage. The risks of loss or damage to the goods passes when the goods are on board the vessel.Obligations 買賣雙方義務(wù)買賣雙方義務(wù)The Sellers Obligations The Buyers Obligations Some points for attention about FOBThe S

27、ellers Obligations 賣方義務(wù)賣方義務(wù)a.Book shipping space and sign shipment contracts from designated port of shipment to destination; load the goods on board the ship in contracted time and port and pay the freight; notify the buyer after shipment promptly.b. Bear all expenses and risks before the goods are

28、 on board the vessel at port of shipment.The Sellers Obligations 賣方義務(wù)賣方義務(wù)c.Cover the insurance and pay insurance premium as the contract stipulates. d. Clear export customs and bear all relating risks and expenses; get export license or other official permission documents.e. Provide relating shippin

29、g documents, commercial invoices or equivalent eclectic information or e-documents.The Buyers Obligations 買方義務(wù)買方義務(wù)a.All expenses and risks after the goods delivered on board at port of shipment. b.Accept related documents provided by the seller and take delivery the goods and pay for them. c.Clear i

30、mport customs at port of destination; bear all expenses and risks; get import license or other official permissions.Some points for attention about CIF 要注意的問題要注意的問題Insurance coverageBooking shipping space by the sellerSymbolic deliveryCase 1: An exporter exports a batch of Christmas gifts to an Engl

31、ish buyer with CIF London and as the Christmas gifts are seasonal, they contract that the buyer shall open a credit with the seller before the end of September and the seller shall ship the goods to Hamburg not later than 5th December. Or else, the buyer has the right to cancel the contract and get

32、refund from the seller. So is the amended contract still a CIF contract？ Why？Case 2: Our exporter exports a batch of clothes to Europe under CIF. The contract specifies that insurance is to be covered by the exporter against all risks with CICC and pay with credit. Our exporter ships the goods in no

33、minated port of shipment within specified time and the shipping company signs bills of lading, and then our exporter negotiates with bank of china. The second day, our export are informed that the shipping vessel catches fire on the sea and all the clothes are burnt down. The buyer requires our expo

34、rter to lodge a claim with CICC, or else to refund. Our exporter absolutely refuses this requirement and puts forward settlements. Make comments.Variation FOB Liner Terms (FOB班輪條件）FOB Under Tackle (FOB吊鉤下交貨） FOB Stowed & Trimmed (FOB理艙，平艙費在內(nèi)）CFR/CIF Liner Terms （班輪條件）CFR/CIF Landed （卸至碼頭）CFR/CIF

35、 Ex Tackle （吊鉤下交接）CFR/CIF Ex Ships Hold （艙底交接）Seller pays: LeastMostMostLeast案例1A公司以“FOB Under tackle 廣州”為條件向外商出口茶葉。A公司按合同規(guī)定及時裝運，準備好全套單據(jù)，從銀行收到貨款。不久A收到客戶寄來賬單，要求A通過電匯向外商支付其墊付的裝貨和卸貨費用。問：外商要求是否合理？為什么？案例2A公司以“FOB Stowed 廣州”條件向外商出口陶瓷，貨物裝船時，突遇臺風，船舶立即離開泊位，實施避風。由于事發(fā)突然，裝船的貨物未理艙，避風過程中部分陶瓷破損，外商以A未理艙為由，要求我方賠償損失。

36、問：該外商要求是否合理？為什么？案例3我公司以”CFR liner terms EMP”條件向歐洲出口毛巾。我方按合同規(guī)定及時裝運，準備好全套單據(jù)向外商索取貨款。不久收到外商拒付通知，理由是運輸工具不是班輪。問：美商的要求是否合理？為什么？案例4A公司以CIF Landed漢堡向德國出口。我方按規(guī)定裝運，貨物在運輸過程中遇到海難，部分受損。外商要求我方承擔改損失。A公司認為CIF Landed漢堡要求我方將貨物送達漢堡碼頭，運輸中貨物損失由我方承擔，于是賠償。問：我方業(yè)務(wù)員處理是否妥當？為什么？Important NoteThe variation of transport cost bear

37、ing DOES NOT change the nature of the term: the risk implication remains same all the time. These three trade terms are used when the exporter delivers the goods to the carrier. Five common charactersDefinition The seller delivers the goods, cleared for export, to the carrier nominated by the buyer

38、at the named place and the buyer concludes shipping contract on his own expense and notify the seller promptly. Characteristics 特點a.Place of delivery: the exporting country or portb.Risk transfer: the buyer bears all risks and any costs occurring after the goods have been deliveredc.Carrier: any one

39、 actually fulfills the obligation of shipment or the shipping agentCase 1: An exporter in Beijing contracts with an English customer to export a lot of goods. After negotiating the price, our exporter insists on FCA Beijing while the English customer insists on FOB Tianjin.Please explain the reasons

40、.DefinitionThe seller delivers the goods to the carrier nominated by him and the seller must in addition pay the cost of carriage necessary to bring the goods to the named destination and notify the buyer promptly. Some points for attention 應(yīng)當注意的問應(yīng)當注意的問題題Risk Transfer 風險劃分的界限Allocation of Obligation

41、 and Costs 責任和費用劃分的問題案例我國內(nèi)地A公司向加拿大B公司出口番茄醬罐頭，B公司提出CFR多倫多條件成交，我公司提出CPT多倫多條件成交。分析提出上述條件的原因。DefinitionThe seller contracts for insurance and pay the insurance premium for the carriage of the goods in addition to whatever should be covered and the transfer of risk happens when the seller delivers the go

42、ods to the carrier he chooses.案例內(nèi)地A公司以CIP條件進口貨物，保險條款規(guī)定：賣方按發(fā)票金額130%投保一切險。賣方裝運后憑借單據(jù)向我方收取貨款。貨物運輸途中不幸遇險。A公司向保險公司要求賠付時，賣方提出超出發(fā)票金額20%的賠付部分應(yīng)該由買賣雙方各得一半。問：賣方要求是否合理？為什么？EXW EX Works( named place)中譯名：工廠交貨（指定地點）FAS Free alongside ship (named place of shipment)中譯名：裝運港船邊交貨 （指定裝運港）DefinitionThe seller delivers whe

43、n it places the goods at the disposal of the buyer at the sellers premises or at another named place (i.e., works, factory, warehouse, etc.). The seller does not need to load the goods on any collecting vehicles, nor does it need to clear the goods for export, where such clearance is applicable. Cha

44、racteristicsThe buyer has to bear all costs and risks, and handle all necessary procedures from the moment he agrees to accept the goods or to take delivery of the goods.This term imposes on the seller the minimum obligations, costs and risks.EXW is widely used in any means of transport.The buyer is

45、 obliged to clear export customs.案例A公司與外商簽訂出口茶葉合同。EXW交貨。合同規(guī)定買方8月份提取貨物。賣方于8月1日將提貨單交付買方，買方按合同規(guī)定支付了貨款。但賣方至8月31日尚未提貨。賣方將貨物搬至另一處不適當?shù)牡胤酱娣拧．斮I方9月15日提貨時，20%茶葉受損。問：雙方應(yīng)付何種責任？為什么？DefinitionThe seller places the goods alongside the vessel nominated by the buyer at the named port of shipment to fulfill his delive

46、ry obligation under this term.Allocation of Risks and Costs 風險與費用劃分風險與費用劃分The seller bears all costs (including shipping charges, charges for transshipment and losses or damages of the goods) and risks of transporting the goods alongside the ship. When the goods are alongside the ship, costs and ris

47、ks are transferred to the buyer.Comparison of FOB and FAS 異同點異同點Common points 相同點 Both are used in port-to-port ocean marine transport The buyer arranges transport, covers insurance and bears shipping charges and insurance premium.Definition“Delivered at Terminal” means that the seller delivers when

48、 the goods, once unloaded from the arriving means of transport, are placed at the disposal of the buyer at a named terminal at the named port of place of destination.Obligations 雙方義務(wù)雙方義務(wù)The Sellers Obligations 賣方義務(wù)賣方義務(wù)The Buyers Obligations買方義務(wù)買方義務(wù)The Sellers Ovide the goods, the comm

49、ercial invoice and any other evidenceb.Licenses, authorizations, security clearances and other formalitiesc. Contract of carriaged. Contract of insurance e.Delivery The Sellers Obligations 賣方義務(wù)賣方義務(wù)f.Transfer of risks 風險轉(zhuǎn)移g.Allocation of costs 費用劃分h.Notice to the buyer 通知買方i.Delivery document 交貨憑證j.C

50、hecking-packaging-marking 查對-包裝-標記k.Assistance with information and related costs 協(xié)助提供信息及相關(guān)費用The Buyers Obligations 買方義務(wù)買方義務(wù)a.The buyer must pay the price of the goods as provided in the contract of sale. b.The buyer must obtain, at its own risk and expense, any import license or other official auth

51、orization and carry out all customs formalities for the import of the goods. c.Contract of carriage 關(guān)于運輸d.Contract of Insurance關(guān)于保險The Buyers Obligations 買方義務(wù)買方義務(wù)e.Taking delivery 收取貨物f.Transfer of risks 風險轉(zhuǎn)移g.Allocation of Costs 費用劃分h.Notice to the seller 通知賣方i.Proof of delivery 交貨憑證j.Inspection of

52、 goods 貨物檢驗k.Assistance with information and related costs 協(xié)助提供信息及相關(guān)費用Definition“Delivered at Place” means that the seller delivers when the goods are placed at the disposal of the buyer on the arriving means of transport ready for unloading at the named place of destination.The seller bears all ris

53、ks involved in bringing the goods to the named place. Obligations 雙方義務(wù)雙方義務(wù)The Sellers Obligations 賣方義務(wù)賣方義務(wù)The Buyers Obligations買方義務(wù)買方義務(wù)The Sellers Obligations 賣方義務(wù)賣方義務(wù)vide the goods, the commercial invoice and any other evidenceb.Licenses, authorizations, security clearances and other formalit

54、ies 許可證、授權(quán)、安檢通關(guān)和其他手續(xù) c. Contract of carriage 關(guān)于運輸 d. Contract of insurance 關(guān)于保險e. Delivery 交貨The Sellers Obligations 賣方義務(wù)賣方義務(wù)f.Transfer of risks 風險轉(zhuǎn)移g.Allocation of costs 費用劃分h.Notice to the buyer 通知買方i.Delivery document 交貨憑證j.Checking-packaging-marking 查對-包裝-標記k.Assistance with information and rela

55、ted costs 協(xié)助提供信息及相關(guān)費用The Buyers Obligations 買方義務(wù)買方義務(wù)a.The buyer must pay the price of the goods as provided in the contract of sale. b.The buyer must obtain, at its own risk and expense, any import license or other official authorization and carry out all customs formalities for the import of the go

56、ods. c.Contract of carriage 關(guān)于運輸d.Contract of Insurance關(guān)于保險The Buyers Obligations 買方義務(wù)買方義務(wù)e.Taking delivery 收取貨物f.Transfer of risks 風險轉(zhuǎn)移g.Allocation of Costs 費用劃分h.Notice to the seller 通知賣方i.Proof of delivery 交貨憑證j.Inspection of goods 貨物檢驗k.Assistance with information and related costs 協(xié)助提供信息及相關(guān)費用案例

57、國內(nèi)A公司與國外B公司簽署CIF紐約的罐頭出口合同。規(guī)定不許轉(zhuǎn)運。A公司在期限內(nèi)將貨物裝上直駛目的港的班輪，以直運提單辦理了議付。承運船途徑某港時為接載其他貨物，擅自將A公司托運貨物卸下，換裝其他船舶。由于中途耽擱，加上換裝的船舶設(shè)備陳舊，貨物到達目的港比預(yù)期晚2個月，影響了B公司對貨物使用。B向A索賠，因為A公司提交的是直運提單，實際上是轉(zhuǎn)船運輸。問：B公司索賠是否有理？Definition“Delivered Duty Paid” means that the seller delivers the goods when the goods are placed at the dispos

58、al of the buyer, cleared for import on the arriving means of transport ready for unloading at the named place of destination. The seller bears all the costs and risks involved in bringing the goods to the place of destination and has an obligation to clear the goods not only for export but also for

59、import, to pay any duty for both export and import and to carry out all customs formalities. Obligations 雙方義務(wù)雙方義務(wù)The Sellers Obligations 賣方義務(wù)賣方義務(wù)The Buyers Obligations買方義務(wù)買方義務(wù)The Sellers Obligations 賣方義務(wù)賣方義務(wù)vide the goods, the commercial invoice and any other evidenceb.Licenses, authorizations,

60、 security clearances and other formalities 許可證、授權(quán)、安檢通關(guān)和其他手續(xù) c. Contract of carriage 關(guān)于運輸 d. Contract of insurance 關(guān)于保險e. Delivery 交貨The Sellers Obligations 賣方義務(wù)賣方義務(wù)f.Transfer of risks 風險轉(zhuǎn)移g.Allocation of costs 費用劃分h.Notice to the buyer 通知買方i.Delivery document 交貨憑證j.Checking-packaging-marking 查對-包裝-標記k.Assistan