Chapter Three Trade Terms贸易术语
Objectives：
-INTERNATIONAL TADE TERMS
-INCOTERMS 2000&2010
-FOB, CIF, CFR
-FCA, CPT, CIP
-other seven trade terms
-pricing and quatation of exports
-price clause
Difficulties and Key points:
-FOB
-CIF
-CFR
-pricing（cost, profit &loss, commission, discount）
1. Trade Terms
(1)Why trade terms?
(2)definition
(3)characteristics of international conventi
共13个贸易术语
✠ 分为四组
E组 1个 EXW
F组 3个 FCA FAS FOB
C组 4个 CFR CIF CPT CIP
D组 5个 DAF DES DEQ DDU
DDP |
on of trade terms
(4)most influential trade convention
• warsaw-oxford 1932
• revised American foreign trade definition 1941
2. INCOTERMS 2000&2010国际贸易术语解释通则
（1）history
(2)obligtion A1-10, B1-10
(3)INCOTERMS2000
(4)INCOTERMS2010
共11个贸易术语
分为四组
E组 1个 EXW
F组 3个 FCA FAS FOB
C组 4个 CFR CIF CPT CIP
D组 5个 DAT DAP DDP
(5)Two points of division:
Point for division of risk
Point for division of cost
(6)from E to F to C to D
卖方风险逐渐增加，费用承担增加，风险增加
买方风险逐渐减少，费用承担减少，风险减少
(7)Trade terms
EXW 工厂交货
FAC 货交承运人
FAS 装运港船边交货
FOB 装运港船上交货
CFR 装运港船上交货（成本加运费）
CIF 装运港船上交货（成本、保险加运费）
CPT 装运港船上交货（运费付至目的地）
CIP 装运港船上交货（运费、保险费付至目的地）
DAF 边境交货
DES 目的港船上交货
DEQ 目的港码头交货
DDU 未完税交货
DDP 完税后交货
DAT 目的地集散站交货
DAP 目的地交货
3 Six Main International Trade Terms in INCOTERMS 2000
(1)FOB-Free On Board
*FOB+Named port of shipment(指定装运港)
TRUE OR FALSE:
FOB SHENZHEN—TRUE
FOB SHUNDE—TRUE
FOB LONDON—FALSE
FOB—FALSE
*Only for sea or inland waterway transport
*POINT FOR DIVISION OF RISK: ship’s rail at the named port of shipment
*POINT FOR DIVISION OF COST:ship’s rail at the named port of shipment(THE SAME)
*VARIATIONS OF FOB TRADE TERMS
• FOB liner terms – FOB班轮条件
LINER:班轮
− fixed sailing schedule, stability of freight rates, fixed itinerary of ports, and regularity of service （四固定)
− the carrier responsible for the loading and unloading（一负责）
装船费、卸船费由船方出（相当于买方出，因为羊毛出在羊身上，拿坐飞机做例子）
• FOB under tackle – FOB吊钩下交货
卖方货物交至指定船只的吊钩之下（tackle），而吊装入舱及其他费用由买方负担
• FOB stowed – FOB理舱费在内（FOBS）
卖方承担理舱费在内的装船费用
STOWAGE理舱费：为了使船上装载的化物放置妥善和分布合理，货物装船后，需要进行垫隔和整理，此项作业叫做理舱
• FOB trimmed – FOB平舱费在内 (FOBT)
卖方承担平舱费在内的装船费用
TRIMMING CHARGE平舱费：货物装船后，为了保持船舶承受压力均衡和航行安全，对成堆装入船舱的散装货物，如煤炭，粮谷等，需要进 行调动和平整。这项作业叫作平舱。
• FOBST(FOB Stowed and Trimmed)
CASE STDUY 1(棉纱): FOB合同中风险转移的原则是，货物在装运港装船后，风险即由买方承担。本案FOB合同中卖方已完成货物装船义务，风险已发生转移，因此，本案中应由买方承担货物损失的全部责任。
CASE STDUY 2(橡胶):根据FOB条件成交，要求买方在约定的期限租船到指定的装运港接运货物。我方没能及时派船接运货物，属于违约行为，因此巴西出口商有权以此为由撤销合同并要求赔偿损失。
CASE STDUY 3(大米):①能够成立，因为按FOB条件，由买方指定船只并订立运输合同，如果买方指定的船只不能在规定日期到达，则应由买方承担一切由此而产生的额外费用。在本案中，B方并没有按期派船前来接运，造成逾期提货，违反了双方之间的合同约定，应当对延误时期A方支付的大米仓储保管费及其他费用负责。②不能成立，因为按FOB条件，买方承担货物自装运港装船以后的一切风险。卖方A只能保证大米在交货时的品质，对运输途中所引起的大米品质变化不属卖方责任。而且合同规定：以中国商检局的检验证明为最后依据，而保存在中国商品检验局的检验货样至争议发生后仍然完好，未发生虫害，因此可以肯定卖方A交货时的品质是完好的。
(2)CIF—Cost, Insurance and Freight
*CIF…named port of destination
TRUE OR FALSE
CIF SHENZHEN—FALSE
CIF SHUNDE—FALSE
CIF TOKYO—TRUE
CIF LONDON—TRUE
*Only for sea or inland waterway transport
*POINT FOR DIVISION OF RISK: ship’s rail at the named port of shipment
*POINT FOR DIVISION OF COST:costs, freight and insurance at the named port of destination
*SYMBOLIC DELIVERY
CASE STDUY 4(核桃):①该案例中，合同条款规定卖方须保证货物抵达目的港的时间，这一规定与CIF术语的风险划分相矛盾，所以不是真正的CIF合同。②合同中规定付款后卖方在货物不能及时抵达目的港的情况下，应买方要求，须退款。这一要求与付款条款的规定(凭不可撤销即期信用证付款)相矛盾，所以在履行合同时卖方承担很大风险。③结论：我外贸公司应吸取这次贸易的教训，在今后交易中尽力避免制定此类不切实际的合同。
CASE STDUY 5(核桃仁):本案中的合同已非真正的CIF合同。CIF合同是装运合同，卖方只负责在装运港将货物装上船，装船之后的一切风险、责任和费用均由买方承担。本案在合同于规定了货物到达目的港的时限条款，改变了合同的性质，使装运合同变成了到达合同，即卖方须承担货物不能按期到达目的港的风险。
应吸取的教训：①在CIF合同中添加到货期等限制性条款将改变合同性质。②像核桃仁等季节性很强的商品，进口方往往要求限定到货时间，卖方应采取措施减少风险。③对货轮在途时间估算要充分，对魁北克冰冻期的情况要了解。
*VARIATIONS OF CIF TRADE TERMS
• CIF Liner Terms（CIF班轮条件）
装载费和卸载费由船家支付
• CIF Ex Ship’s Hold（CIF舱底交接）
卸载费由买家出
• CIF Landed（CIF卸至码头）
卖家支付卸载费，但买家支付驳运费和码头费
• CIF Ex Tackle（CIF吊钩交货）
卖家支付卸载费、驳运费和码头费（全付）
CASE STDUY 6(Holland):It was not right for the buyer not to take delivery of the goods. In this case, the contract concluded between the seller and the buyer was on CIF terms, according to which, the seller’s responsibilities ended when he loaded the goods on board the ship and paid the freight and insurance premium; the risk separation was the side of the ship; that is to say, the risks were transferred to the buyer or the other parties concerned after the seller put the goods on board the ship. Since the documents presented by the seller were right and proper, the seller could directly get paid form the Issuing Bank of the L/C.
However, part of the goods got lost because of rough sea. Does this mean that the buyer suffered loss? It is definitely not the case because there are other two sub-contracts existing on CIF terms-I/P and Bill of Lading. In this case the buyer could claim damages with the insurance company, but he had to take delivery of the goods. Obviously, the actual reason for the buyer’s refusal to accept the goods in this case was that the prices of the goods were going down. This is, certainly, unjustified.
(3)CFR-Cost and Freight
*CFR…named port of destination
E.G. CFR LONDON, CFR TOKYO
*Only for sea or inland waterway transport
*POINT FOR DIVISION OF RISK: ship’s rail at the named port of shipment
*POINT FOR DIVISION OF COST:costs and freight at the named port of destination
*Shipping Notice/Advice
CASE STDUY 7(羊毛): 在船名船期通知错误这一问题上，责任在卖方是不容置疑的。因为根据CFRA7的规定，卖方有义务将转船的变化情况及时通知买方，以便买方能采取必要的措施来提取货物。可是本案的卖方没有这样做，使得我方不得不设法打听货物的下落甚至支付滞报金之类的额外费用。故仲裁庭裁决出口方赔偿滞报金给我方。
*VARIATION OF CFR TRADE TERMS
• CFR Liner Terms（CFR班轮条件）
装载费和卸载费由船家支付
• CFR Ex Ship’s Hold（CFR舱底交接）
卸载费由买家出
• CFR Ex Tackle（CFR吊钩下交货）
卖家支付卸载费，但买家支付驳运费和码头费
• CFR Landed（CFR卸至码头）
卖家支付卸载费、驳运费和码头费（全付)
SIMILARITIES AND DIFFERENCES BETWEEN FOB, CFR AND CIF
(4)
FOB-FCA
CFR-CPT
CIF-CIP
DISCUSSION:
FCA,CPT, CIP V.S. FOB, CFR, CIF
4. Other 7 Trade Terms
5. Pricing and Quotation of export
(1)Influential factors in pricing
(2)formation of price
(3)calculation
（3）CALCULATION:
1.主要贸易术语的价格构成
• FOB价格=进货成本价+国内费用+净利润
• CFR价格=进货成本价+国内费用+国外运费+净利润
• CIF价格=进货成本价+国内费用+国外运费+国外保险费+净利润
2.主要贸易术语价格运算
板书：
（1）简单地理解：
CFR=FOB+FREIGHT RATE
CIF=CFR+INSURANCE PREMIUM=FOB+FREIGHT RATE+INSURANCE PREMIUM
（2）保险费的算法
(保险费往往以CIF为基础，进行计算。loading为保险加成率，国际惯例为10%，往往为防止物价。premium rate为保险费率)
注意ppt中保险加成=1+loading
INSURANCE PREMIUM=CIF*(1+LOADING)*PREMIUM RATE
（3）已知CIF价格，求CFR与FOB的方法
CFR=CIF-INSURANCE PREMIUM=CIF-CIF*(1+LOADING)*PREMIUM RATE
=CIF*[1-(1+LOADING)*PREMIUM RATE]
FOB=CFR-FREIGHT RATE=CIF*[1-(1+LOADING)*PREMIUM RATE]-FREIGHT RATE
CASE STUDY 1(我方可否接受该项还盘)
算法1：
已知我方CIF报价，根据公式求我方FOB报价：
FOB=CIF*[1-(1+LOADING)*PREMIUM RATE]-FREIGHT RATE
=1000*[1-1.1*0.95%]-88
=1000*(1-0.01045)-88
=1000*0.98955-88
=989.55-88
=901.55
我方报价为901.55美元，而对方还盘902美元，高于我方报价，因此可以接受还盘
算法2：（缺点是公式是除法）
已知对方FOB报价，根据公式算对方CIF价格：
FOB=CIF*(1-(1+LOADING)*PREMIUM RATE)-FREIGHT RATE
CIF=(FOB+FREIGHT RATE)/[1-(1+LOADING)*PREMIUM RATE]
=(902+88)/(1-1.1*0.95%)
=1000/(1-0.01045)
=1000/0.98955
≈1010.56
对方CIF价格为1010.56美元，高于我方报价1000美元，因此可以接受还盘
（4）calculation of the exporting costs出口换汇成本
PART ONE：TOTAL EXPORT COST（RMB）出口总成本
计算出口一吨该货物所需要的国内成本
注意：每次计算出口总成本，一定要看清楚是不是所有数据都是人民币
=purchasing price of export(购货成本（含增值税）)+standard expense（国内标准费用）-export rebates（出口退税）
purchasing price of export（购货成本（含增值税））的算法
=货价+增值税
=货价+货价*增值税率
=货价*（1+增值税率）
转换该公式得：
货价=购货成本/(1+增值税率)
=purchasing price of exports(including value added tax)/(1+value added tax rate)
standard expense国内标准费用的两种算法
=purchasing price of exports（购货成本）*standard rate（标准费率）
=运杂费+商检报关费+港务杂费+认证费+业务费+其余杂费
rebates（出口退税）的算法
=货价*出口退税率
=购货成本*出口退税率/(1+增值税率)
=purchasing price of exports(including value added tax)*rate of export rebates/(1+value added tax rate)
PART TWO:FOB 或NET RECEIPT OF FOREIGN EXCHANGE(USD)出口外汇净收入
注意：在计算净收入时，要注意看清楚，所有数据是否都已美元进行计算。
因为如果用CIF价格进行贸易，我们的净收入就是CIF价格-交给保险公司的保险费-交给船运公司的船运价格；如果用FOB价格进行贸易时，我们的净收入就是客户交给我们的货款，所以我们所有的净收入其实就是FOB价格
PART THREE:Cost of exports in terms of foreign exchange出口换汇成本
计算出口每一顿该货物究竟能带来多少外汇收入。特别在外汇匮乏的年代，该数据的计算非常有意义。 注意：在计算出口换回成本时，要注意看清楚，分母用美元计算，分子用人民币计算。
（5）P&L on Exporting出口盈亏额
因为出口换汇成本算的是用一吨货带来多少外汇收入，并不能直接看得出来自己是赚了还是亏了，所以我们要进行计算我们的盈亏。算盈亏就是用收入减去成本，正数为赚，负数为亏。
注意：出口盈亏额要用人民币进行计算，所以FOB价要换成人民币进行计算。
（6）rate of P&L on exporting出口盈亏额
由于盈亏额只能看出来赚了还是亏了多少钱，如果想知道赚了的钱占自己投出的钱的多少百分比，就要算出口盈亏额。
CASE STUDY ON TEXTBOOK
cost of exporting in terms of f oreign trade=total export cost (RMB)/FOB(USD)
total export cost=purchasing price(value added tax)+standard expense-export rebates
=117000+117000*10%-117000购货成本*9%出口退税率/(1+17%增值税率)
=117000+11700-10530/1.17
=117000+11700-9000
=119700RMB
FOB=CIF-INSURANCE PREMIUM-FREIGHT RATE
=17300-112-2160
=15028USD
cost of exporting in terms of foreign trade
=total export cost/FOB
=119700RMB/15028USD
=7.965
P/L=FOB*EXCHANGE RATE-TOTAL EXPORT COST
=15028USD*8.28-119700RMB
=4731.84RMB
RATE OF P/L=AMOUNT OF P&L/TOTAL EXPORT COST
=4731.84RMB/119700RMB
=3.95%
(7)CALCULATION OF COMMISSION
一般来说用FOB价计算佣金比较合适，不过也可以用CFR和CIF计算佣金，计算方式和FOB的算法一样。
如果合同中规定用FOB或CFR或CIF进行计算佣金，则应该特别在合同里强调用哪种贸易术语进行计算。
佣金是用含佣价乘以一定的佣金比例，所以佣金的计算方式为：
COMMISSION FEE =FOBC(含佣价)*COMMISSION RATE
如果要算FOB净价就是用含佣价减去佣金：
FOB NET=FOBC-COMMISSION=FOBC-FOBC*COMMISSION RATE
=FOBC*(1-COMMISSION RATE)
（8）CALCULATION OF DISCOUNT
DISCOUNT=INVOICE VALUE*DISCOUNT RATE
DISCOUNTED VALUE=INVOICE VALUE-DISCOUNT
=INVOICE VALUE-INVOICE VALUE*DISCOUNT RATE
简单
1. When the stipulations in a contract are in conformity with the law but go against trade terms, which should follow? The stipulation in a contract or trade terms?
2. Which of the following trade terms is/ are defined by Warsaw-Oxford Rules, 1932?
A. CIF
B. FOB
C. CFR
D. Ex
3. Which of the following trade terms is/ are defined by Revised American Foreign Trade Definitions, 1941?
A. Ex Works
B. FOB
C. FAS
D. CIF
4. Which of the following statements is TRUE?
A. The parties of the contract can choose either INCOTERMS 2000 or INCOTERMS 2010.
B. INCOTERMS 2000 has been abolished since INCOTERMS 2010 has come into effect.
C. The first INCOTERMS were published in 1941.
D. There are five groups of trade terms: The Group “E”, ”F”, “G”, “C”, and “D”
5. Fill in the blanks in the following table:
|
trade terms |
point for division of risk |
point for division of cost |
|
|
FOB |
|
|
can be used only for sea or inland waterway transport |
6. Which of the following groups of trade terms is in a correct form(Supposed that China is the export country)?
A. FOB Shenzhen, FOB Guangzhou, FOB Guangdong
B. CIF Shenzhen, CIF Canada, CIF Taiwan
C. CFR, CFR New York, CFR London
D. FOB Shanghai, CIF Singapore, CFR Honolulu
7.Which of the following trade terms represents the minimum obligation for the seller?
A. FOB B. CIF C. CFR D. EXW
8.In terms of risks, ______.
A. FOB=CIF=CFR B. FOB>CIF>CFR
C. FOB=CFR>CIF D. FOB<CFR<CIF
1. When the stipulations in a contract are in conformity with the law but go against trade terms, which should follow? The stipulation in a contract or trade terms? (The stipulation in a contract)
2. Which of the following trade terms is/ are defined by Warsaw-Oxford Rules, 1932? (A)
A. CIF
B. FOB
C. CFR
D. Ex
3. Which of the following trade terms is/ are defined by Revised American Foreign Trade Definitions, 1941?(BCD)
A. Ex Works
B. FOB
C. FAS
D. CIF
4. Which of the following statements is TRUE? (A)
A. The parties of the contract can choose either INCOTERMS 2000 or INCOTERMS 2010.
B. INCOTERMS 2000 has been abolished since INCOTERMS 2010 has come into effect.
C. The first INCOTERMS were published in 1941.
D. There are five groups of trade terms: The Group “E”, ”F”, “G”, “C”, and “D”
5. Fill in the blanks in the following table:
|
trade terms |
point for division of risk |
point for division of cost |
|
|
FOB |
at the ship’s rail at the name port of shipment |
at the ship’s rail at the name port of shipment |
can be used only for sea or inland waterway transport |
6. Which of the following groups of trade terms is in a correct form(Supposed that China is the export country)? (D)
A. FOB Shenzhen, FOB Guangzhou, FOB Guangdong
B. CIF Shenzhen, CIF Canada, CIF Taiwan
C. CFR, CFR New York, CFR London
D. FOB Shanghai, CIF Singapore, CFR Honolulu
7.Which of the following trade terms represents the minimum obligation for the seller?（D）
A. FOB B. CIF C. CFR D. EXW
8.In terms of risks, ______.(A)
A. FOB=CIF=CFR B. FOB>CIF>CFR
C. FOB=CFR>CIF D. FOB<CFR<CIF
|
