国际贸易实务双语教程(第三版)Chapter-4-Trade-Terms课件

1、Chapter 4 Trade Terms Review1. What is the definition for contract? What may happen if any party fail to fulfill his contractual obligations?2. What are the two parties of business negotiations? And give examples as you can.3. Why do the trading parties usually prefer a written contract? 4. What doe

2、s the contract proper usually include?Main pointsMeaning of trade terms Components of Trade Terms Incoterms 2000Incoterms 2010Usages /Case StudyRole of international trade terms IntroductionThe buying and selling of goods internationally is conducted around the contract. Both buyers and sellers not

3、only enjoy the rights conferred by the contract, but also should assume various obligations under the contract. In international trade, price term lies at the core of the terms and conditions of a contract and often results in some of the key problems for which an exporter and in importer have to st

4、rive. Name of commodity Quality QuantityPackagePricePaymentTransport and insuranceThe time limit and place of performance The prevention and handling of disputeBodyWhat are Trade Terms The trade terms, are the short terms or abbreviations or brief English concept(3 English characters in Incoterms200

5、0) to indicate/explain the composition/formation of the unit price and determine the (1)responsibilities/rights and obligations, (2)expenses and (3)risks borne by two parties as well as the time of the passing of the property in the goods(货权转移). Under no circumstance can a buyer get a quotation with

6、out trade terms in international trade. Trade terms are short terms and abbreviations which are used to explain the price composition, to define the delivery of the goods, to indicate which party bear the freight, insurance and other relevant charges, and assume the liability in case damage or loss

7、of the goods occurs. What are Trade Terms Trade terms ensure both exporter and importer know their own responsibilities. In foreign trade, there are various prices for the same commodity. Granting that the cost of certain commodities is the same ex-factory, the prices quoted by the seller will vary

8、with the place of delivery. For example, in the case of a contract based on CIF terms as “CIF London” stated above, that means the seller bears all the cost, freight and insurance up to the named port of destination, here is “London”.THE DEFINITION OF TRADE TERMS（贸易术语的定义 ）:FOB LONDON CIF New York Th

9、e trade terms refer to using a brief English concept or abbreviation of English letters 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.THE MOST INFLUENTIAL TRADE C

10、ONVENTIONS1、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 Rules For the Interpretation of Trade Terms国际贸易术语解释通则 It has been amended and modernized in 1953, 1967,1980,1990 , 2000 and 2010Brief Introduction of Custom Practice

11、NameIssued byTime Trade Terms1941年美国对外贸易定义修正本 (Revised American Foreign Trade Definitions 1941)美国商业团体American Commerce AssociationIn1919Ex Point of Origin,FOB(6 variations), FAS Vessel, C&F, CIF, Ex Dock1932年华沙 牛津规则 （Warsaw-Oxford Rules）国际法协会International Law InstituteIn1928CIF2000年国际贸易术语解释通则(Intern

12、ational Rules for the Interpretation of Trade Terms)国际商会International Chamber of CommerceIn1936E、F、C、D四组13个贸易术语1941年美国对外贸易定义修订本简介：对ExPoint、 FOB 、FAS、 C&F、 CIF 、Ex Dock等6种贸易术语进行统一解释。美国九大商业团体首先制定1941年进行了修改1941年美国对外贸易定义修订本Trade TermsAbbreviationsChineseEXWFOBFASCFRCIF DEQEX WorksFree on BoardFree on Bo

13、ardFree on BoardFree on BoardFree on Board VesselFree on BoardFree Along Side (named port of shipment)Cost and Freight (named point of destination)Cost, Insurance and Freight (named point of destination)Delivery Ex Quay (duty paid)工厂交货指定起运地点交货指定装运港船边交货成本加运费（指定目的地）成本加保险、运费（指定目的地）进口港码头交货（关税已付）FOB Free

14、 on Board FOB: Free on Board (Named inland carrier at named inland point of departure) 国内指定起运地点运输工具上交货 FOB: Free on Board (Named inland carrier at named inland point of departure freight prepaid tonamed point of exportation) 国内指定起运地点运输工具上交货，运费付至指定出口地点 FOB: Free on Board (Named inland carrier at name

15、d inland point of departure freight allowed tonamed point) 国内指定起运地点运输工具上交货，扣除至指定地点运费 FOB: Free on Board (Named inland carrier at named inland point of exportation) 国内指定出口地运输工具上交货 FOB: Free on Board Vessel (named port of shipment 指定装运港船上交货 FOB: Free on Board (named inland point in country of importat

16、ion) 进口国指定国内地点运输工具上交货 1928年，国际法协会在华沙制1928年华沙规则，对CIF作了解释，共22条。1932年华沙-牛津规则（Warsaw-Oxford Rules 1932）后在1930年的纽约会议、1931年的巴黎会议和1932年的牛津会议上作了修订，沿用至今。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,Ins

17、urance 成本加保险费、 and Freight 运费CPT Carriage Paid To 运费付至CIP Carriage and Insurance Paid ToDAF 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 UnpaidDDP 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

18、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)TRADE TERMS IN INCOTERMS 2000 The following terms can be used only for sea or inland waterway transport: FAS, FOB, CFR, CIF, DES, DEQThe following terms can be used for multimodal transport EXW, CIP, CPT, FCA, DAF, DDU, DDPSix main international trade t

19、erms FOB, CFR, CIF, FCA, CPT, CIPSection Two IncotermsUnder some systems of law, trade terms have, at least traditionally, been used only to determine the division of costs between the parties. However, in present international custom, the main purpose of trade terms is to determine at what points t

20、he seller has fulfilled his obligations so that the goods in legal sense could be said to have been delivered to the buyer. The terms have been grouped in four basically different categories :(1) Namely starting with the only terms where-by the seller makes the goods available to the buyer at the se

21、llers own premises (the “E” terms Ex-works).(2) Then the second group where-by the seller is called upon to deliver the goods to a carrier appointed by the buyer ( the “F” terms FCA, FAS and FOB). Classifications of Trade Terms in Incoterms 2000(3) Then the “C” terms where-by the seller has to contr

22、act for carriage, but without assuming the risk of, loss of, or damage to the goods or additional costs due to events occurring after shipment and dispatch (CFR, CIF, CPT and CIP), but the seller need not shoulder the risk or extra payment caused by goods loss after shipment. If by CIF and CIP terms

23、 the seller have to cover insurance for the goods shipped and pay the premium as well. The contract based on the “C” terms is a shipment contract, in which the delivery term is shipment time or delivery time, but not the arrival destination port or destination time. (4) And finally, the “D” terms wh

24、ere-by the seller has to bear all costs and risks needed to carry the goods to the country of destination (DAF, DES, DEQ, DDU and DDP). So we say the contract based on these terms can be called arrival contract, in which, both the place and the time of destination should be stipulated clearly in the

25、 contract. The “D” terms can be divided into two groups: DAF,DES,DEQ and DDU, the seller is not responsible for customs clearance; DDP, the seller is responsible for customs clearance. Six Main Trade Terms FOB (Free on Board,named port of shipment) 船上交货(指 定装运港) CFR (Cost and Freight，named port of de

26、stination)成本加运 费(指定目的港)CIF (Cost，Insurance and Freight，named port of destination)成本加保险费、运费(指定目的港) CIP: Carriage and Insurance Paid to (named place of destination)（运费和保险费付至（指定目的地） FCA: Free Carrier at(named place)（货交承运人（指定地 点） CPT: Carriage Paid to (named place of destination)（运费付至（指定目的地） ReviewIntro

27、duction of Trade TermsThe most Influential Trade ConventionsThe Incoterms 2000The Six Main Trade TermsFOBIncoterms 2010 The INCOTERMS 2010 became effective January 1, 2011. The new Incoterms accomplish the followings: (a) significantly revises Group D listed in INCOTERMS 2000; (b) reduce Incoterms f

28、rom four groups to two groups, allowing trade experts to choose the most suitable rule related to the mode of transport; and (c) reduces the absolute number of Incoterms from 13 to 11. Moreover, INCOTERMS 2010 offer additional guidance which assists users in selecting the most appropriate Incoterms

29、for each transaction. The revised terms also spell out rules regarding the use of electronic procedures; detail information on security-related clearances for shipments; and offer advice with respect to domestic trade.Incoterms 2010 INCOTERMS 2010Group 1. Incoterms that apply to any mode of transpor

30、t are:第一组：适用于任何运输方式的术语EXW FCACPTCIPDATDAPDDPEx WorksFree CarrierCarriage Paid ToCarriage And Insurance Paid ToDelivered At TerminalDelivered At PlaceDelivered Duty Paid工厂交货货交承运人运费付至目的地运费/保险费付至目的地目的地或目的港的集散站交货目的地交货完税后交货Group 2. Incoterms that apply to sea and inland waterway transport only:第二组：适用于水上运

31、输方式的术语FASFOBCFRCIFFree Alongside ShipFree On BoardCost And FreightCost, Insurance, and Freight装运港船边交货装运港船上交货成本加运费成本、保险费加运费NotesEven though from Jan.1st, 2011, the new Incoterms entered into force, the Incoterms 2000 can still be used in doing international trade. So if you want the Incoterms(R) 2010

32、 rules to apply to your contract, you should make this clear in the contract, through such words as, “the chosen Incoterms rule including the named place, followed by Incoterms(R) 2010”.Review1 Please show us the conventions you have got2 Please tell us the basic difference between Incoterms 2000 an

33、d Incoterms 2010 3 The most Influential Trade ConventionsReview Exercise1 “Warsaw-Oxford Rules1932” is made out by International Law Institute for _. a FOB b CRF c CIF d FCA2 “Incoterms” is made out by _. a International Law Association 国际法协会 b International Chamber of Commerce 国际商会 c The United Uni

34、on World Trade Development Center 联合国贸发会 d The United Nations International Law Commission 联合国国际法委员会Six Main Trade Terms in Incoterms (R) 20101FOB-Free on Board (insert named port of shipment)船上交货（插入制定装运港）2CFR: Cost And Freight (insert named port of destination) 成本加运费（插入指定目的港） This rule is to be use

35、d only for sea or inland waterway transport. “Free on Board” means that the seller delivers the goods on board the vessel nominated by the buyer at the named port of shipment or procures the goods already so delivered. The risk of loss of or damage to the goods passes when the goods are on board the

36、 vessel, and the buyer bears all costs from that moment onwards. The seller is required either to deliver the goods on board the vessel or to procure goods already so delivered for shipment. 1FOB-Free on Board (insert named port of shipment)船上交货（插入制定装运港） The reference to “procure” here caters for mu

37、ltiple sales down a chain (string sales), particularly common in the commodity trades. FOB may not be appropriate where goods are handed over to the carrier before they are on board the vessel, for example goods in containers, which are typically delivered at a terminal. In such situations, the FCA

38、rule should be used. FOB requires the seller to clear the goods for export, where applicable. However, the seller has no obligation to clear the goods for import, pay any import duty or carry out any import customs formalities.1FOB-Free on Board (insert named port of shipment)船上交货（插入制定装运港）FOB = EXW

39、+ risks and expenses before the cargoes are loaded on the named ship + risks and expenses for export customs clearance + charges for commodity inspection before loading stipulated by the government.When adopting the FOB terms, we shall pay attention to the following points:1) Delivery of the goods o

40、n board the vessel.2) Link-up of vessel and goods.3) Expense for loading the goods on board the vessel.4) The transfer of the risks.1FOB-Free on Board (insert named port of shipment)船上交货（插入制定装运港）Under the FOB terms, in case the buyer charters a liner to carry the goods, since liner charges contain l

41、oading and unloading expenses, therefore the loading expense is actually borne by the buyer. In case the goods are carried by a chartered vessel, the two parties shall negotiate who shall bear the loading expense and stipulate it clearly in the contract.1FOB-Free on Board (insert named port of shipm

42、ent)船上交货（插入制定装运港） On FOB term basis, Seller A prepared the goods at the stipulated time, meanwhile , Buyer B informed A of the name of vessel and the date of shipment ,when the goods is lifted to the ship, it fell down on the deck, now： Who shall take responsibility? Seller or Buyer? CASEANSWERUnder

43、 FOB terms , the risk separation was the rail of the ship , during the shipment of goods, if they didnt across the ships rail, and fell to the sea, the seller should bear the risk . When the goods across the ships rail, fall in the deck, the buyer should bear the corresponding risks. In this case, f

44、alling into the cargo deck, the buyer can assume the risk is no doubt.2CFR: Cost And Freight (insert named port of destination) 成本加运费（插入指定目的港）/news/hy/ddeb6d160286aa72/This rule is to be used only for sea or inland waterway transport. “Cost and Freight” means that the seller delivers the goods on bo

45、ard the vessel or procures the goods already so delivered. The risk of loss of or damage to the goods passes when the goods are on board the vessel. The seller must contract for and pay the costs and freight necessary to bring the goods to the named port of destination. When CPT, CIP, CFR or CIF are

46、 used, the seller fulfils its obligation to deliver when it hands the goods over to the carrier in the manner specified in the chosen rule and not when the goods reach the place of destination. This rule has two critical points, because risk passes and costs are transferred at different places. Whil

47、e the contract will always specify a destination port, it might not specify the port of shipment, which is where risk passes to the buyer. If the shipment port is of particular interest to the buyer, the parties are well advised to identify it as precisely as possible in the contract.2CFR: Cost And

48、Freight (insert named port of destination) 成本加运费（插入指定目的港）The parties are well advised to identify as precisely as possible the point at the agreed port of destination, as the costs to that point are for the account of the seller. The seller is advised to procure contracts of carriage that match this

49、 choice precisely. If the seller incurs costs under its contract of carriage related to unloading at the specified point at the port of destination, the seller is not entitled to recover such costs from the buyer unless otherwise agreed between the parties.The seller is required either to deliver th

50、e goods on board the vessel or to procure goods already so delivered for shipment to the destination.2CFR: Cost And Freight (insert named port of destination) 成本加运费（插入指定目的港）In addition, the seller is required either to make a contract of carriage or to procure such a contract. The reference to “proc

51、ure” here caters for multiple sales down a chain (string sales), particularly common in the commodity trades. CFR may not be appropriate where goods are handed over to the carrier before they are on board the vessel, for example goods in containers, which are typically delivered at a terminal. In su

52、ch circumstances, the CPT rule should be used. CFR requires the seller to clear the goods for export, where applicable. However, the seller has no obligation to clear the goods for import, pay any import duty or carry out any import customs formalities.2CFR: Cost And Freight (insert named port of de

53、stination) 成本加运费（插入指定目的港）CFR = FOB + responsibilities of shipping space and charter + main freight.When adopting the CFR term, we shall pay attention to the following points:1) Bearing unloading expenses.2) Responsibilities of chartering.3) Shipping advice.CFR = FOB + 租船订舱责任 + 主运费2CFR: Cost And Frei

54、ght (insert named port of destination) 成本加运费（插入指定目的港） 我国对新加坡CFR合同出口一批化肥，合同规定13月份装运，国外来证也如此，别无其他字样。但我方在租船订舱时发生困难，因出口量大一时租不到足够的舱位，需分3次装运。问在这种情况下，是否需要国外修改信用证得装运条款？ CASEANSWER 1、CFR术语下，出口商（卖方）负责办理租船订舱，装船作业并支付到目的港的运费，买方无权干涉（但买方可在买卖合同中事先与卖方协商） 2、本案例中卖方“因出口量大一时租不到足够的舱位，需分3次装运。”属于分批装运；仔细分析合同及信用证，并无禁止分批装运的条款

55、约定。 3、按国际惯例，若合同和信用证无相反约定，分批装运是允许的。 4、合同和信用证仅仅要求在1-3月份装运，所以，只要卖方在分批装运的时候保证3次装运都在1-3月份之内就可以理解为符合合同约定和信用证条款， 所以不需要修改信用证装运条款。 4FCA-Free Carrier (insert named place of delivery) 货交承运人（插入指定交货地点）3Cost Insurance and Freight（insert named port of destination） 成本、保险费加运费 （插入指定目的港）This rule is to be used only fo

56、r sea or inland waterway transport.“Cost, Insurance and Freight” means that the seller delivers the goods on board the vessel or procures the goods already so delivered. The risk of loss of or damage to the goods passes when the goods are on board the vessel. The seller must contract for and pay the

57、 costs and freight necessary to bring the goods to the named port of destination.3Cost Insurance and Freight（insert named port of destination） 成本、保险费加运费 （插入指定目的港）The seller also contracts for insurance cover against the buyers risk of loss of or damage to the goods during the carriage. The buyer sho

58、uld note that under CIF the seller is required to obtain insurance only on minimum cover. Should the buyer wish to have more insurance protection, it will need either to agree as much expressly with the seller or to make its own extra insurance arrangements. When CPT, CIP, CFR, or CIF are used, the

59、seller fulfils its obligation to deliver when it hands the goods over to the carrier in the manner specified in the chosen rule and not when the goods reach the place of destination.3Cost Insurance and Freight（insert named port of destination） 成本、保险费加运费 （插入指定目的港）This rule has two critical points, be

60、cause risk passes and costs are transferred at different places. While the contract will always specify a destination port, it might not specify the port of shipment, which is where risk passes to the buyer. If the shipment port is of particular interest to the buyer, the parties are well advised to