DECIPHERING INCOTERMS
The economy
and trade of the 21st century truly consists of one
global market. While Buyers and Sellers very often find themselves
on different continents in different parts of the globe, they
can rest assured that they have a uniform and standardized set
of trading International Commercial Terms (“Incoterms”) to help
them navigate through international transactions and also elucidate
each Buyer and Seller’s role in the supply chain.
What are Incoterms?
In the early
1900’s, international traders located in different countries devised
short abbreviations for certain commonly used trading terms.
However, due to differences in culture, connotations, dictions,
grammar, experience, translations and linguistics, these trading
terms had different meanings for different global participants.
Confusion and errors became a regular staple and a consistent
risk of international trading. Therefore, in order to foster
consistency and eliminate confusion, the International Chamber
of Commerce in 1936 developed one standard and uniform set of
Incoterms for global traders to adopt. Since then, these Incoterms
have played a key role in global commerce. Specifically, Incoterms
address certain key responsibilities and obligations and establish
significant “markers” along the chain of the micrologistics components.
Incoterms are
used to define the relationship between Buyer and Seller regarding:
- The mode of delivery,
- Who has to arrange for customs
clearances and licenses,
- Passage of title,
- Transfer of risk and insurance
responsibilities (i.e., who has to obtain insurance of the merchandise
during transport),
- What the delivery terms are,
- How transport costs will be allocated
between the parties and,
- When is a delivery completed?
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Contract vs. Incoterms
To be clear,
the Incoterms do not constitute a contract between two parties.
Instead, you have two entities that very often have a separate
contract for the purchase-sale transaction and part of the obligations
and understandings of those parties based upon that separate
contract are embodied in the Incoterms. In a situation where
the two parties have no contractual agreement between them, they
can still mutually agree on Incoterms, however, those Incoterms
do not and will not constitute a legally binding contract. Additionally,
specific use of Incoterms must be affirmatively included between
the parties as they will not be implied in any transaction. In
the event of a dispute between the parties, traditional courts
would consider (and in order of precedence): 1)
the Sales Contract if any, 2) Course of Performance, 3)
Course of Dealing, and 4) Industry standards. Additional factors
that would be considered are which entity has possession, whether
payment has been made, and what the Incoterms are. As you can
see, the Incoterms are not the contract and are not a legal definition
and will not, on their own, adequately define the intent of the
parties.
Incoterms
will not:
Define contractual rights,
Define liabilities and/or obligations
between the parties,
Specify transport details such
as transfer and/or delivery of the merchandise,
Dictate how the title of the merchandise
will pass (even though Incoterms can dictate WHEN they transfer),
Dictate obligations with regards
to the merchandise prior to and after delivery,
Protect a party from his/her own
risk of loss.
Understanding
Incoterms
Rather than
attempting to explain each individual Incoterm (which has already
been done by the previous White Paper), the following will hopefully
provide a broader understanding of how they are grouped, and what
the essential characteristics are for each grouping so that the
reader can develop more independent knowledge base.
Group 1:
The “E” group is short for Ex-Works + (named location). The main
characteristic of this group is that the Seller and/or Exporter
represent to make the merchandise available at his/her own premises
to the Buyer/Importer. Once the Buyer/Importer picks up the goods,
then the Seller/Exporter’s duties and obligations are completed
and fulfilled. Obviously, this is a situation where the Seller/Exporter
has very few obligations, has an extremely low risk of loss and
title is transferred almost immediately in the supply chain.
Almost from the beginning, Buyer bears the risk of loss, title/possession
has been transferred, and has to insure or bear the risks of transport.
Group 2:
The “F” group includes terms such as FAS (Free Along
Side), FOB (Free on Board) and FCA [(Free Carrier + named location)].
The essential characteristics of this group are that Buyer and
Seller have agreed that the Seller/Exporter is responsible to
deliver the merchandise to a carrier/location designated by the
Buyer. Again, once Seller/Exporter has effectuated delivery to
the specific carrier/location then Seller/Exporter’s obligations
cease and the Buyer’s/Importer’s begins.
Group 3:
The “C” group includes terms such as CIF (Cost, Insurance and
Freight), CFR (Cost and Freight), CPT (Carriage Paid To…) and
CIP (Carriage and Insurance Paid To…). The essential characteristics
of this grouping are that the Seller/Exporter is obligated for
contracting and paying for the transportation of goods but has
no obligation to bear additional costs
nor has to bear any risk of loss once the goods have been shipped.
This grouping “evidences” shipment.
Group 4:
The “D” group includes terms such as DAF (Delivered at Frontier
+ named location), DES (Delivered Ex Ship), DEQ (Delivered Ex
Quay), DDU Delivered Duty Unpaid), DDP (Delivered Duty Paid).
This grouping is the exact opposite of the “E” group. In other
words, the Seller/Exporter has all the obligations of costs, risks
(insurance) duties etc… and must make the merchandise available
at the named place of destination (usually named by the Buyer
and will also usually be the Buyer’s factory).
As you can see,
the general theme in the groupings is that there exists a progression
of obligations, risks, costs, liabilities and duties between Buyer
and Seller. As the groupings progress, Buyer starts off with
all risks costs and title while Seller has none. Towards the
end of the groupings, the Seller has all risks and costs while
Buyer has virtually none. Basically, the Incoterms designate
and dictate which party has what obligations and when and where
those obligations begin and cease.
Dangers of Improper Use of Incoterms
If used properly,
Incoterms can be a vital resource and clearly define who has what
risks, costs, burdens and obligations. This will enable each
party to know exactly what prices to accurately quote and will
avoid “hidden” and unexpected costs. As we all know, these hidden
and unknown charges are often the heart of many disputes. Therefore,
it is crucial that each party fully understand the implications
of the Incoterms and what their respective roles and costs will
be before agreeing to them. Improper use or lack of understanding
of Incoterms can lead to ambiguity, disputes and significant financial
losses due to the fact certain mis-uses of Incoterms
may void certain insurance policies.
Continuation
Please consider this white paper as
a continuum in this subject area, succeeding white papers will
address common issues and address them with common solutions.
We encourage our readers to direct any specific questions or comments
to
papers@transportgistics.com
.
Disclaimer
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author and not necessarily the opinion of TransportGistics, Inc.
nor is it presented as a legal position.
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