国际贸易实务(英文版)(第二版)3 Export Price.ppt

ChapterThree ExportPrice SEIBOFGDUFS 2 3 1Expressionofexportprice Fourcomponentsinastandardformatofaprice Acodeofcurrency USD CAD CNY EUR GBPAnumberindicatingthepriceunitAunitformeasuringquantity kg gr m t yd setAcertaintradeterm FOB CFR CIFExamples USD225 30 pieceCIFNewYorkFOBGuangzhouEUR12 80 set SEIBOFGDUFS 3 3 2Pricingconsiderations CostCostofproductionDirectcost materialcosts labourcosts allocationoffixedcosts packingcosts etc Administrativecosts overheadCostofsalesMarketingcosts advertising salestripexpenses commissionsintermediaryservicesCostofdeliveryWarehousingandtransportingcharge insurancepremium taxesandtariffs customsduties SEIBOFGDUFS 4 3 2Pricingconsiderations Anticipatedprofitmargininanabsolutenumberinapercentage profitmarginCapabilityoftargetmarketReferringtotheconsumptionpower incomelevel supplyanddemandrelationshipThehigherthecapitalincomeofthetargetmarket thehigherthepricePaymenttermsThelowerthefinancingcharges thehighertheriskofpaymentOtherfactorstobeconsideredforeignexchangeratesinternationalmarketpriceforsimilarproductspoliciesandregulationsinaparticularmarketarea SEIBOFGDUFS 5 3 3Calculationofprice Table3 1CostingWorksheet SEIBOFGDUFS 6 3 3Calculationofprice SEIBOFGDUFS 7 3 3 1FOBPrice Table3 2FOBCostingWorksheet FOBinfreightcurrencyFOBinfreightcurrency TotalCost Profit ExchangeRate FOBinlocalcurrency SEIBOFGDUFS 8 3 3 2CFRPrice IfFOBpriceisavailableCFR FOB OceanFreightOceanfreightProvidedbyshippinglinesQuotedaspackagedpriceOtherslike additionals and surcharges SEIBOFGDUFS 9 3 3 3CIFPrice IfFOBpriceisavailableCIF FOB OceanFreight InsurancePremiumIfCFRpriceisavailableCIF CFR InsurancePremiumCalculationofInsurancePremium I Basedoncontractvalue invoicevalue Amarkup normally10 tocoverincidentalcostsFormula I CIFx 1 10 xPremiumRate R ThereforeCIF CFR CIFx 1 10 xPremiumRate R orCIF CFR 1 110 xR SEIBOFGDUFS 10 ConversionofFOB CFR CIFPrices ConversionofFOBtootherpricesCFR FOB FCIF FOB F 1 1 markup xR ConversionofCFRtootherpricesFOB CFR FCIF CFR 1 1 markup xR ConversionofCIFtootherpricesFOB CIFx 1 1 markup xR FCFR CIFx 1 1 markup xR SEIBOFGDUFS 11 3 3 4Priceincludingcommission Netprice basiccosts profitCommissionAnincentivepaymentmadetothemiddlepersonsfortheirintermediaryservicesExpressedinafixedfigureorinapercentageExamplesCFRLondonGBP100perdoz including2 commissionUSD200perM TCIFC2 LondonCIFC3HamburgUSD100 setCAD150perM TFOBToronto includingCAD8perM Tcommission SEIBOFGDUFS 12 3 3 4Priceincludingcommission Twowaysofcalculatingcommissionbasedoninvoice contractvalueC contractvaluexCratebasedonFOBorFCA UndersuchtermsasCFR CIF CiscalculatedbeforeFandIaredeductedFormula C priceincludingC FOB FCA xCrateNetprice priceincludingC FOB FCA C priceincludingCx 1 Crate PriceincludingC FOB FCA netprice 1 Crate SEIBOFGDUFS 13 3 3 5Pricewithdiscount Discountacertainpercentofpricereduction aspecialfavorgivenbytheexportertotheimporterReasonsfordiscounting ToincreasemarketcompetitivenessTogetridofstockedgoodsAsamotivatorforBtointroducegoodsintonewmarketsAsacompensationforsettlingdisputesorpreviousorders SEIBOFGDUFS 14 3 3 5Pricewithdiscount Discountexpressedin orfixednumberUSD200perM TCIFNewYorkless3 discountCIFD3NewYorkGBP200perM TEUR200perunitCIFLondonincluding1 discountCalculationBasedonthecontractvalueDiscount contractpricexdiscountrateActualprice contractprice discount contractpricex 1 discountrate SEIBOFGDUFS 15 ConversionofPrice SEIBOFGDUFS 16 3 4Understandingtheprice ExportprofitmarginaratioformeasuringprofitabilityofanexporttransactionStandingforhowmuchprofitcanbegeneratedforeveryunitofcurrencyinsalesFormulaasfollows Note Figurescalculatedinexporter slocalcurrencyExportrevenueandcostexcludingoverseastransportchargesandinsurancecostThehighertheExportProfitMargin themoreprofitablethetransactionis SEIBOFGDUFS 17 3 4Understandingtheprice Exportcostforforeignexchange ECFFE InterpretingprofitabilitywithcurrencyfactorSandingforhowmanyunitsoflocalcurrencytheexportershouldpaytomakeoneunitofforeigncurrencyFormulaasfollows Note ThelesstheECFFEis themoreprofittheexportercanmakeSeeExampleonPage65 SEIBOFGDUFS 18 WordingofPricesinContract HKD100perdozEXWGUANGZHOU 5BeijingRoad CAD200pergrFCAToronto Airport EUR150perprFOBShanghaiJPY600perlbFASTokyoAUD120perpcCFRSydneyCHF300persetCarriagePaidTo5MapleRd Geneva sea airshipment fromGuangzhoutoDubaibysea thenbyairtoGeneva USD250persetDeliveredatSino MongolianFrontier Erlian EUR350perM TDESGuangzhouGBP500perunitDEQLondon SEIBOFGDUFS 19 3 5CommunicationofPrice StagesinvolvedInquiry InvitationtoofferOffer QuotationCounter offerAcceptance SEIBOFGDUFS 20 3 5 1Inquiry Definition Apotentialclientasksforinformationfromthecounterparttohisintentioninbuyingorsellingofacertaincommodity CanbeinitiatedbybothimportersandexportersCanbemadefromonetooneorseveralExpressinganintentionoftransactiononlyNoobligationtoprogressthetransaction inquirer noobligationtoanswer inquiredparty SEIBOFGDUFS 21 3 5 2Offer Quotation Definition asufficientlydefiniteproposaladdressedtooneormorespecificpersonsforconcludingacontract necessarilyindicatingtheintentionoftheofferortobeboundincaseofacceptance DeterminantsofanofferOneaddressedtooneormorespecificpersonsSufficientlydefinite indicatingthegoods expresslyorimplicitlyfixingormakingprovisionfordeterminingquantityandpriceIndicatingtheintentionoftheofferortobeboundincaseofacceptance SEIBOFGDUFS 22 3 5 2Offer Quotation Whenitreachestheofferee itbecomeseffectiveValidityperiodByafixeddateforacceptanceByaperiodoftimeforacceptanceWithdrawalofanofferBeforeoratthesametimeoftheofferreachingtheofferee SEIBOFGDUFS 23 3 5 2Offer Quotation RevocationofanofferBeforeoffereedispatchesacceptanceException Whenitisirrevocable eg havingfixedtimeforacceptanceWhenoffereereliesonitandhasacted TerminationofanofferLegallyrevokedbyofferorNotacceptedbyoffereewithinvalidity reasonableperiodRejectedorcounter offeredbyoffereeOtheruncontrollableevents SEIBOFGDUFS 24 3 5 3Counter offer Definition areplytoanofferwhichcontainsadditions limitationsofothermodifications Arefusalorrejectiontotheoriginaloffer originalofferterminatesautomaticallyCounter offercanbemadeforseveraltimesbeforethefinalacceptance Possibleaspectsofmodifications Price paymentQuality quantityofgoodsPlace timeofdeliveryExtentofoneparty sliabilitytotheotherSettlementofdispute SEIBOFGDUFS 25 3 5 4Acceptance Anacceptanceisanunconditionalstatementmadeformallybyoranactionconductedbytheoffereeindicatingassenttoanofferorcounter offer AcceptancetobemadewithinthevalidityperiodorreasonabletimeSilenceorinactivitydoesnotinitselfamounttoacceptance Effectiveatthemomentitreachestheofferorwithinthefixed reasonabletimeAcontractisconcludedatthemomentwhenanacceptanceofanofferbecomeseffective SEIBOFGDUFS 26 Example PriceCommunication E30 6Yourfaxdated29th weofferuntil4 7here200M TCIFUSD1950 immediateshipmentandpaymentbysightL C I2 7yourfaxdated30th clientisinterested Butdiscussiontakestimeandweneedoffertobevalidfor10days Anypossibilitytoincreasequantityandtodecreaseprice E3 7Yourfaxdated2nd quantitycanbeincreasedto300M T offervaliduntil15 7hereI9 7yourfaxdated3rd pleaseairmail2KGsamplesandconsiderfurtherincreaseofquantityanddecreaseofprice E10 7yourfaxdated9th sampleshavebeensent Weofferyouaspecialpriceof1900 Pleasereplypromptly SEIBOFGDUFS 27 I14 7yourfaxdated10th pleasefurtherdeferthefirmofferof300M TUSD1900sincethesamplesarenotreceivedyet Decisionwillbeavailableoneweekafterthereceiptofsamples E17 7Yourfaxdated14th weagreetoextendthevalidityperiodto25 7 I22 7yourfaxdated17th weacceptyourofferof300M TCIF1900 Pleasearrangeimmediateshipment paymentbyL C CertificateofOriginandseaworthypackingshouldbeprovided E24 7yourfaxdated22nd marketchanged Goodshadbeensoldbeforewereceivedyourfax Example PriceCommunication SEIBOFGDUFS 28 I25 7yourfaxdated24th difficulttoacceptyourapology Yourfaxdated17thagreedtoextendthevalidityperiodto25th Yourwithdrawaloffirmoffergoesagainstpractice Ifyouwanttoadjustyourpricewecannegotiatewithclientwithnoguaranteeofacceptance E29 7Yourfaxdated25th wearesorrybutthe300M Thavebeensoldalready Thebestwecandonowistoprovide200M T 2650 shipmentduringAug Sep subjecttoyourreplyhereby31st I30 7yourfaxdated29th wecannotacceptyournewofferandreserveourrightofarbitration Our22ndfaxalreadyacceptedyourfirmofferof300M T ShipmentduringAug Sepisagreed OtherwisewewillclaimcompensationofUSD232950 2650 1900 X300 Example PriceCommunication SEIBOFGDUFS 29 E2 8Yourfaxdated30th ourfaxdated17thonlyagreedtodefertheofferuntil25 7 butwithnoindicationthatitwa