1. INCOTERMS 2000 First published by the ICC in 1936 ICC (International Chamber of Commerce) Official Rules for the Interpretation of Trade terms. Purpose is to provide a set of international rules for the interpretation of the most commonly used trade terms. 10 categories describing where risks lie between seller and buyer International Commercial Terms (INCOTERMS)

2. I NCOTERMS – P URPOSE AND S COPE Pricing terms, shipping terms, sales terms Apply to international trade Define the rights and obligation of the parties to the contract of sale with respect to the delivery of goods sold.

5. EXW Incoterms 2000 SELLER BUYER FCA FAS FOB CFR CIF CPT CIP DES DEQ DDU DDP DAF FCA CPT CIP

6. T HE S TEPS OF G LOBAL L OGISTICS Main International Transportation 4 Handling Inbound Customs Clearance Duties Final Transportation Unloading Packing Loading Preliminary Transportation Customs Clearance for Export Handling Outbound Insurance 1 2 3 5 6 7 8 9 10 11

7. Four Groups of Incoterms Less Control More Control 1) E group 2) F group 3) C group 4) D group SellerBuyer More Control Less Control 7

8. EXW EX WORKS (… NAMED PLACE ) The E-term is the term in which the sellers obligation is at its minimum. Seller delivers when goods placed at disposal of buyer

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10. E T ERMS : D EPARTURE z EXW (named place) Under E-terms, the seller minimizes his risk by only making the goods available at his own premises. Goods Sellers Risk Sellers Cost PRE -CARRIAGE MAIN CARRIAGEON-CARRIAGE SELLERBUYER Export Clearance Import Clearance

11. EXW = Ex Works zThe seller fulfills his obligation to deliver when he has made the goods available at his premises to the buyer. zThe seller is not responsible for loading the goods on the vehicle provided by the buyer zThe seller is not responsible for clearing the goods for export, unless agreed. zThe buyer bears all costs and risks involved in taking the goods from the sellers premises to the desired destination.

12. I NCOTERMS 2000 The F –terms require the seller to deliver goods for carriage as instructed by the buyer. FCA FAS FOB

13. FCA FREE CARRIER ( NAMED PLACE ) Seller delivers when goods, cleared for export, to the carrier nominated by the buyer at a named place. Term may be used irrespective of the mode of transport. Seller obligated to load goods on arriving vehicle if it arrives at the sellers premises. Seller not obliged to unload goods from his vehicle. February 8, 2006

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15. FAS -FREE ALONGSIDE SHIP (… NAMED PORT OF SHIPMENT ) Seller delivers when goods, cleared for export, are placed alongside the vessel Seller obliged to clear goods for export. The buyer bears all costs and risks of loss or damage to the goods from that moment. Terms can be used for sea or inland waterway transport only.

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17. FOB – FREE ON BOARD (… NAMED PORT OF SHIPMENT ) Seller delivers when goods, cleared for export, pass the ships rail at the named port of shipment. The buyer bears all costs and risks of loss or damage to the goods from that point. Term can be used for sea or inland waterway transport only. If intent is not to deliver goods across the ships rail, use FCA

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19. I NCOTERMS 2000 The C –terms require the seller to contract for carriage at his expense – to a specified point. CFR CIF CPT CIP

20. CFR – COST AND FREIGHT (… NAMED PORT OF DESTINATION ) Seller delivers when goods, cleared for export, pass the ships rail at the named port of shipment. The seller pays the costs and freight necessary to bring goods to port of destination, but the buyer bears the risk of loss and additional costs occurring after delivery. Term can be used for sea or inland waterway transport. If intent is not to deliver goods across the ships rail, use CPT

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22. CIF – COST, INSURANCE AND FREIGHT (… NAMED PORT OF DESTINATION ) Seller delivers when goods, cleared for export, pass the ships rail at the named port of shipment. The seller pays the costs and freight necessary to bring goods to port of destination, but the buyer bears the risk of loss and additional costs occurring after delivery. The seller procures marine insurance, against buyers risk of loss. Seller is required to obtain insurance only on minimum cover. Term can be used for sea or inland waterway transport. If intent is not to deliver goods across the ships rail, use CIP.

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24. CIF (…named port of destination) Goods Sellers Risk PRE-CARRIAGE MAIN CARRIAGEON-CARRIAGE SELLERBUYER Export Clearance Import Clearance Sellers Cost + Insurance

25. CPT – CARRIAGE PAID TO (… NAMED PLACE OF DESTINATION ) Seller delivers the goods, cleared for export, to the carrier. The seller pays the costs of carriage necessary to bring goods to named destination, but the buyer bears the risk of loss and additional costs occurring after delivery. Term may be used irrespective of mode of transport.

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27. CIP – CARRIAGE AND INSURANCE PAID TO (… NAMED PLACE OF DESTINATION ) Seller delivers the goods, cleared for export, the the carrier. The seller pays the costs of carriage to named destination, but the buyer bears the risk of loss and additional costs occurring after delivery. The seller procures insurance against buyers risk of loss. Seller is required to obtain insurance only on a minimum cover. Term may be used irrespective of mode of transport.

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29. I NCOTERMS 2000 The D –terms require the seller to take the goods all the way to destination at the border or within the country of import. DAF DES DEQ DDU DDP

30. DDU – DELIVERED DUTY UNPAID (… NAMED PLACE OF DESTINATION ) Seller delivers goods to the buyer, not cleared for import, and not unloaded, at the named place of destination. Seller bears all costs and risks (except duty) to bring goods to the named place of destination. Term may be used irrespective of mode of transport. If delivery is to take place at the port, quay or on board a vessel, DES or DEQ should be used. February 8, 2006

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32. DDP – DELIVERED DUTY PAID (… NAMED PLACE OF DESTINATION ) Seller delivers goods to the buyer, cleared for import, and not unloaded, at the named place of destination. Seller bears all costs and risks, including import duty, to bring goods to the named place of destination. Term may be used irrespective of mode of transport. If delivery is to take place at the port, quay or on board a vessel, DES or DEQ should be used.

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34. DAF – DELIVERED AT FRONTIER (… NAMED PLACE ) Seller delivers goods, cleared for export, at disposal of buyer on arriving means of transport. Not unloaded, not cleared for import at point at frontier before customs border of adjoining country. Term may be used irrespective of the mode of transport when goods are delivered at a land frontier. If delivery is to take place in the port of destination, DES or DEQ should be used.

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36. DAF (… NAMED PLACE ) Goods Sellers Risk Sellers Cost PRE-CARRIAGE MAIN CARRIAGEON-CARRIAGE SELLER BUYER Export Clearance Import Clearance

37. DES – DELIVERED EX SHIP (… NAMED PORT OF DESTINATION ) Seller delivers goods at disposal of buyer on board the ship. Not cleared for import at the named port of destination. Seller bears all costs and risks to bring goods to the named port before discharging. Term used only for delivery by sea. If the seller is to bear the costs of discharging the goods, DEQ should be used.

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39. DEQ – DELIVERED EX QUAY (… NAMED PORT OF DESTINATION ) Seller delivers goods, not cleared for import, at disposal of buyer on the quay at the named port of destination. Seller bears all costs and risks to bring goods to the named port of destination and discharging the goods on the quay. Term used only for delivery by sea.

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41. M ODE OF T RANSPORT AND A PPROPRIATE I NCOTERM - A NY M ODE OF T RANSPORT EXW FCA CPT CIP DAF DDU DDP

42. M ODE OF T RANSPORT AND A PPROPRIATE I NCOTERM – M ARITIME AND I NLAND W ATERWAY T RANSPORT O NLY FAS FOB CFR CIF DES DEQ

43. I N S UMMARY Buyers Objective: maximize control of supply chain, use FOB, FCA, or FAS Must name a place after the INCOTERM INCOTERMS are negotiable! INCOTERMS should appear on all commercial documents Establish a close relationship with a forwarder 43