Chapter 5 Trade Terms and Price Aims and Requirements 5.1 Trade Terms 5.2 Pricing and Quotation

Aims and Requirements Aims: Key Points: To grasp trade terms in INCOTERMS 2000; To analyze trade cases by grasping trade terms. Key Points: INCOTERMS 2000, FOB, CIF, CFR, Price Calculation and Quotation Teaching Methods: Discussion, Case Study, Team Study, English Teaching

5.1 Trade Terms  5.1.1 Role of International Trade Terms  5.1.2 International Trade Conventions  5.1.3 Six Main International Trade Terms in INCOTERMS 2000  5.1.4 Brief Introduction to the Rest 7 Terms  5.1.5 The Choice of Trade Terms

5.1.1 Role of International Trade Terms In international trade practice, the Buyers and the sellers take their own rights and obligations, and in their long way transactions, they need to find the exact point at which the risks, responsibilities and expenses are transferred from the seller to the buyer. Trade Terms (Price Terms/Delivery Terms) are an important component of a unit price in international trade, which have the important function of naming the exact point at which the ownership of the merchandise is transferred from the seller to the buyer. They can greatly simplify the contract negotiations, and thus saves time and cost.

5.1.2 International Trade Conventions Warsaw-Oxford Rules 1932 -- W.O. 1932 -- Set down by International Law Association, interpreted uniform rules of CIF contract. Revised American Foreign Trade Definitions 1941 -- Set down by U.S Chamber of Commerce, which interpreted six trade terms: Ex Point of Origin, FOB, FAS, CFR, CIF and Ex Dock -- When dealing with the Inter-American countries should pay special attention!

INCOTERMS 2000 -- International Rules for the Interpretation of Trade Terms -- Established by International Chamber of Commerce in1936, were revised in 1953, 1982, 1990 and the full and authoritative definition of each trade term was published in 2000.

In this convention, the terms were grouped in four basically different categories: Group E: Only makes the goods available to the buyer at the seller’s own premises. Group F: The seller is called upon to deliver the goods to a carrier appointed by the buyer. Group C: The seller has to contract for carriage on usual terms at his own expense, but without assuming the risk of loss of or damage to the goods or additional costs due to events occurring after shipment and dispatch. Group D: The seller has to bear all costs and risks needed to bring the goods to the place of destination. To the exporter, the liability and responsibility is creasing from E to D, vice versa to the importer.

INCOTERMS 2000 Group E Departure Contract EXW Ex works (--- named place) Group F Shipment Contract Main carriage unpaid FCA Free Carrier (--- named place) FAS Free Alongside Ship (--- named port of shipment) FOB Free On Board (---named port of shipment) Group C Shipment Contract Main carriage paid CFR Cost and Freight (--- named port of destination) CIF Cost, Insurance and Freight (--- named port of destination) CPT Carriage Paid To (--- named place of destination) CIP Carriage and Insurance Paid To (--- named place of destination) Group D Arrival Contract DAF Delivered At Frontier (--- named place) DES Delivered Ex Ship (--- named port of destination) DEQ Delivered Ex Quay (---named port of destination) DDU Delivered Duty Unpaid (---named place of destination) DDP Delivered Duty Paid (--- named place of destination)

5.1.3 Six Main International Trade Terms in INCOTERMS 2000 Traditional Term New Term Free on Board FOB named port of shipment Free Carrier FCA named place Cost and Freight CFR named port of destination Carriage Paid To CPT named place of destination Cost, Insurance, and Freight CFR named port of destination Carriage and Insurance Paid To CIP named place of destination

FOB: Free On Board (… named port of shipment) -- FOB means that the seller delivers when the goods pass the ship’s rail at the named port of shipment and the buyer has to bear all costs and risks of loss of or damage to the goods from that point.

FOB Seller Buyer Delivery on board Risk: pass the ship’s rail Export formalities and duties By sea Shipment, freight, insurance and import formalities Buyer Port of Shipment Port of Destination Works

The seller’s obligations: The seller must deliver the goods on the date or within the agreed period at the named port of shipment and in the manner customary at the port on board the vessel nominated by the buyer and give the buyer sufficient notice. The seller must provide the goods and the commercial invoice, or its equivalent electronic message, in conformity with the contract of sale and any other evidence of conformity which may required by the contract. The seller must obtain at his own risk and expense any export licenses or other official authorization and carry out, where applicable, all customs formalities necessary for the export of the goods. The seller must bear all risks of loss of or damage and costs relating to the goods until such time as they have passed the ship’s rail at the named port of shipment.

The buyer’s obligations: The buyer must take delivery of the goods when they have been delivered and pay the price as provided in the contract of sale. The buyer must contract at his own expense for the carriage and insurance of the goods from the named port of shipment and give the seller sufficient notice of the vessel name, loading point and required delivery time. The buyer must bear all risks of loss or damage and costs relating to the goods from the time they have passed the ship’s rail at the named port of shipment. The buyer must obtain at his own risk and expense any import license or other official authorization and carry out all customs formalities for the import of the goods and where necessary, for their transit through any country. The buyer must pay the costs of any pre-shipment inspection except when such inspection is mandated by the authorities of the country of export.

Points for Attention in Using FOB Term Point of division of risks：“Pass the ship’s rail” Notice in time Variants of FOB-- Who bears the loading expenses: FOB Liner Terms (FOB 班轮条件） FOB Under Tackle (FOB吊钩下交货） FOB Stowed (FOB含理舱费） FOB Trimmed (FOB含平舱费） FOB in “Revised American Foreign Trade Definitions 1941”: FOB Vessel Transfer of risks is “on board” not “pass the ship’s rail” in 1941. The costs of customs formalities necessary for export as well as all duties , taxes and other charges payable upon export should be borne by the buyer in 1941.

Case Study 1 Company A signed a sales contract with a foreign buyer for exporting Tea Sets, under FOB term. At the buyer’s request, the seller agreed to charter a vessel at buyer’s account. When the date of shipment became due, the seller was still unable to get a vessel for shipment. The buyer not only disagreed to modify the date of shipment, but also cancelled the contract and claimed for loss, because the seller failed to effect shipment within the time stipulated in the contract. Is the seller responsible for failure to effect shipment for his inability to charter a ship?

Case Study 2 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 ,so now who shall take responsibility? Seller or Buyer?

CIF: Cost, Insurance and Freight (... named port of destination) -- CIF means that the seller delivers when the goods pass the ship’s rail at the port of shipment. -- The seller must pay the cost and freight necessary to bring the goods to the named port of destination BUT the risk of loss or damage to the goods, as well as any additional costs occurring after the time of delivery, are transferred from the seller to the buyer. However, in CIF the seller also has to procure marine insurance.

CIF Seller Buyer Risk: pass the ship’s rail The seller pay for Delivery on board Risk: pass the ship’s rail Undertake shipment responsibility, insurance and export formalities and duties By sea Import formalities Buyer Port of Shipment Port of Destination Works The seller pay for the carriage and insurance

The seller’s obligations（1）: The seller must provide the goods, the commercial invoice, or its equivalent electronic message, and other documentation as required by the contract. The seller must obtain at his own risk and expense any export licenses or other official authorization and carry out, where applicable, all customs formalities necessary for the export of the goods. The seller must contract on usual terms at his own expense for the carriage by sea or inland waterway and cargo insurance for 110 percent of the value of the contract to the named port of destination. The seller must provide the buyer with the insurance policy or other evidence of insurance cover which allow the buyer could make claim directly from the insurer. The seller must deliver the goods on board the vessel at the port of shipment on the date or within the agreed period and give the buyer sufficient notice.

The seller’s obligations（2）: The seller must pay all costs of carriage and insurance until the goods have been delivered to the named port of shipment and passed over the ship’s rail, plus costs of loading, carriage to the port of destination and normal unloading. The seller also pays all costs relating to export including duties, taxes and customs formalities. The seller must provide the buyer without delay with the usual transport document that will enable the buyer to claim the goods from the carrier at the port of destination and unless otherwise agreed) enables the buyer to sell the goods in transit by the transfer of the document to a subsequent buyer( the negotiable bill of lading) or by notification to the carrier. The seller must pay the costs of those checking operations which are necessary for the purpose of delivering the goods . The seller must provide at his own expense packaging (unless it is usual for the particular trade to ship the goods of the contract description unpacked) which is required for the transport of the goods. Packaging is to be marked appropriately.

The buyer’s obligations: The buyer must take delivery of the goods when they have been delivered and pay the price as provided in the contract of sale. The buyer must obtain at his own risk and expense any import license or other official authorization and carry out , where applicable, all customs formalities necessary for the import of the goods and for their transit through any country. The buyer must bear all risks of loss of or damage to the goods from the time they have passed the ship’s rail at the port of shipment. The buyer must pay all supplemental costs for the goods once they have passed over the ship’s rail at the port of shipment, including unloading, lighterage and wharfage at the port of destination and pays all costs relating to import formalities including duties, taxes and other charges including transshipment. The buyer must accept the transport document and pay all the costs of any pre-shipment inspection except when such inspection is mandated by the authorities of the country of export.

The Characteristics of CIF Term Cost and risk points separated and CIF contract is “Shipment Contract” Carriage and Insurance Variants of CIF -- Who bears the discharging charges: CIF Liner Terms (CIF 班轮条件) CIF ex Ship’s hold (CIF 舱底交货) CIF ex tackle (CIF 吊钩交货) CIF Landed (CIF 卸到岸上) Symbolic Delivery c.f. Physical Delivery

Case Study 3 A firm imported a shipment of bed sheets under CIF term. On receiving the goods, the importer found that some of bed sheets were damp during transport. Meanwhile, the seller had negotiated documents, and the importer was requested to make payment for the imports. Whether the buyer should make payment, if the goods are damaged during transport?

Case Study 4 A Chinese import and export company concluded a Sale Contract with a German firm on October 5, 2006, selling a batch of certain commodity. The contract was based on CIF Hamburg at USD 2500 per metric ton; The Chinese company delivered the goods in compliance with the contract and obtained a clean on board B/L. During transportation, however, 100 metric tons of the goods got lost because of rough sea. Upon arrival of the goods, the price of the contracted goods went down quickly. The buyer refused to take delivery of the goods and effect payment and claimed damages from the seller. Question: (1) Is the buyer’s refusal reasonable? Why? (2)How should the buyer to deal with the loss?

Case Study 5 有一批货物以 CIF 伦敦价格条件出口，由卖方投保一切险及战争险加罢工险。船未到伦敦前，船方获悉伦敦港正在罢工，不能靠岸卸货，乃将应卸伦敦货物卸至下一个港口。后来伦敦罢工结束，货物又从该港运往伦敦，增加运费 2200 英镑，这笔费用由谁负责？并说明理由。

CFR: Cost and Freight (... named port of destination) -- CFR means that the seller delivers when the goods pass the ship’s rail at the port of shipment. The seller must pay the cost and freight necessary to bring the goods to the named port of destination but the risk of loss of or damage to the goods , as well as any additional costs due to events occurring after the time of delivery , are transferred from the seller to the buyer.

CFR Seller Buyer Delivery on board Risk: pass the ship’s rail Undertake shipment responsibility and export formalities and duties By sea Insurance, import formalities Buyer Port of Shipment Port of Destination Works The seller pay for the carriage

The seller’s obligations: The same as CIF except that the seller do not need to pay all costs of insurance when the goods passed over the ship’s rail and also do not need to deliver the insurance documents to the buyer. The buyer’s obligations: The buyer must pay all costs of insurance when the goods passed over the ship’s rail. Other obligations are the same as CIF buyers’.

Points for Attention in Using CFR Term It is emphasized that under CFR term the seller must provide the buyer with sufficient notice on shipment of goods, so that the buyer is able to arrange insurance in time. Variants of CFR – Only limited to the loading and unloading charges, which make no deference to other liability and responsibility under CFR term: CFR Liner Terms (CFR 班轮条件) CFR ex Ship’s hold (CFR 舱底交货) CFR ex tackle (CFR 吊钩交货) CFR Landed (CFR 卸到岸上)

Case Study 6 A merchant in South America placed an order with a Chinese export company for a certain commodity on CFR Asuncion terms .With a view to develop new markets, the export company immediately made an offer abroad on the basis of CFR Asuncion, and the transaction was soon concluded. When shipping the goods, however, this company came to realize that Asuncion is an inland city. As was the case, if the company had the goods transported to Asuncion, it had to , first of all, have the goods transported by sea to a seaport in Argentina or some other South American neighboring country. After that, the goods might be transport to Asuncion through river transportation or inland transportation. As a result, this company had to pay a considerable sum of freight charges. What can we learn from this case?

Case Study 7 1993年，美国出口商 A 与韩国进口商 B 签订了一份 CFR 合同，规定 A 出售 1000公吨小麦给 B。小麦在装运港装船时是混装的，当时在 A 装运的 3000吨散装 （in bulk）小麦中，有 1000吨是卖给 B 的，货物运抵目的港后，将由船公司负责分拨 1000公吨给 B。但受载船只在途中遇到高温天气而使小麦发生变质，而使该批货物损失 1200吨，其余 1800吨安全运抵目的港。但 A 在货到目的港时声称，出售给 B 的 1000 吨小麦已在运输途中全部损失，并且认为按 CFR 合同，A 对此项风险不负任何责任。买方则要求卖方履行合同，双方争执不下，遂根据合同中的仲裁条款请求仲裁解决。仲裁机构经过取证，最后裁决卖方不应推卸自己交货的责任，对货物在途中发生的损失不能转嫁给买方。

FCA: Free Carrier (... named place) -- FCA means that the seller delivers the goods , cleared for export, to the carrier nominated by the buyer at the named place. -- If the buyer nominates a person other than a carrier to receive the goods , the seller is deemed to have fulfilled his obligation to deliver the goods when they are delivered to that person.

Points for Attention 1. The Definition of “Carrier” “Carrier” means any person who, in a contract of carriage, undertakes to perform or to procure the performance of transport by rail , road, air, sea, inland waterway or by a combination of such modes. If subsequent carriers are used for the carriage to the agreed destination, the risk passes when the goods have been delivered to the first carrier. 2. Chosen Place of Delivery If delivery occurs at the seller’s premises, the seller is responsible for loading. If delivery occurs at any other places, the seller is not responsible for unloading. Usually, the seller has right to choose the place of delivery. 3. Division Point of Risks: Delivered to the Carrier

CPT: Carriage Paid To (... named place of destination) -- CPT means that the seller delivers the goods to the carrier nominated by him but the seller must in addition pay the cost of carriage necessary to bring the goods to the named destination. This means that the buyer bears all risks and any other costs occurring after the goods have been so delivered. The CPT term requires the seller to clear the goods for export. This term may be used irrespective of the mode of transport including multi-modal transport.

CIP：Carriage and Insurance Paid to (... named place of destination) -- CIP means that the seller delivers the goods to the carrier nominated by him but the seller must in addition pay the costs of carriage necessary to bring the goods to the named destination. This means that the buyer bears all risks and any additional costs occurring after the goods have been so delivered. However, in CIP the seller also has to procure insurance against the buyer’s risk of loss of or damage to the goods during the carriage.

Comparison of These Six Trade Terms Similarity: Shipment contract Deference: FOB、CFR、CIF FCA、CPT、CIP Mode of Transport Only for sea or inland waterway transport Be used irrespective of the mode of transport, including multi-modal transport Proof of Delivery, Transport Documents Clean on board B/L All kinds of transport documents Place of Delivery The named port of shipment carrier Division Point of Risk Transfer The ship’s rail First carrier Loading and Unloading Expenses Charter should be further defined Include in the freight

5.1.4 Brief Introduction to the Rest 7 Terms EXW: EX Works (... named place) -- This term means that the seller delivers when he places the goods at the disposal of the buyer at the seller’s premises or another named place (i. e . Works, factory, warehouse, etc.) not cleared for export and not loaded on any collecting vehicle. -- This term thus represents the minimum obligation for the seller, and the buyer has to bear all costs and risks involved in taking the goods from the seller’s premises. -- The exporter always supply common export packing or no packing. This term should not be used when the buyer cannot carry out the export formalities directly or indirectly.

FAS: Free Alongside Ship(...named port of shipment) -- This term means that the seller delivers when the goods are placed alongside the vessel at the named port of shipment. This means that the buyer has to bear all costs and risks of loss of or damage to the goods from that moment. The FAS term requires the seller to clear the goods for export. -- FAS in 1941: Free alongside inland carrier “Alongside the vessel” means: Place where the cargoes can come into contact with the hook.

DAF：Delivered at Frontier (... named place) -- This term means that the seller delivers when the goods are placed at the disposal of the buyer on the arriving means of transport at the named point and place at the frontier, but before the customs border of the adjoining country. -- The term “frontier” may be used for any frontier including that of the country of export. Therefore, it is of vital importance that the frontier in question be defined precisely by always naming the point and place in the term.

DES: Delivered Ex Ship(... named port of destination) -- This term means that the seller delivers when the goods are placed at the disposal of the buyer on board the ship not cleared for import at the named port of destination. The seller has to bear all the costs and risks involved in bringing the goods to the named port of destination before discharging. -- This term can be used only when the goods are to be delivered by sea or inland waterway or multi-modal transport on a vessel in the port of destination.

CIF DES (Real arrival price) 代办投保 自卫投保 -- DES (Real Arrival Price) c.f. CIF CIF DES (Real arrival price) Place of Delivery at the named port of shipment at the named port of destination Characteristic of Delivery Symbolic Delivery Physical Delivery Division point of Risks Pass over the ship’s rail On board at port of destination Expenses and Charges Main freight + insurance premium Main freight + insurance premium + other costs Characteristic of insurance 代办投保 自卫投保

DEQ: Delivered Ex Quay(... named port of destination) -- This term means that the seller delivers when the goods are placed at the disposal of the buyer not cleared for import on the quay at the named port of destination. The seller has to bear costs and risks involved in bringing the goods to the named port of destination and discharging the goods on the quay. -- The DEQ term requires the buyer to clear the goods for import and to pay for all formalities, duties , taxes and other charges upon import.

DDU: Delivered Duty Unpaid(... named place of destination) -- This term means that the seller delivers the goods to the buyer, not cleared for import, and not unloaded from any arriving means of transport at the named place of destination. The seller has to bear the costs and risks involved in bringing the goods thereto, other than, where applicable, any “duty” “which term includes the responsibility for and the risks of the carrying out of customs formalities, and the payment of formalities, customs duties, taxes and other charges) for import in the country of destination. Such “duty” has to be borne by the buyer as well as any costs and risks caused by his failure to clear the goods for import in time.

DDP: Delivered Duty Paid(... named place of destination) -- This term means that the seller delivers when the seller delivers the goods to the buyer , cleared for import, and not unloaded from any arriving means of transport at the named place of destination. The seller has to bear all the costs and risks involved in bringing the goods thereto including , where applicable, any “duty” (which term includes the responsibility for and the risks of the carrying out of customs formalities and the payment of formalities , customs duties, taxes and other charges) for import in the country of destination. -- While the EXW term represents the minimum obligation for the seller, DDP represents the maximum obligation. -- This term should not be used if the seller is unable directly or indirectly to obtain the import license.

Case Study 8 Company B in Shantou signed a contract with Company A in Hong Kong selling 3,000 dozen of nylon upper garments，US$ 15/dozen EXW Shantou. On June 10, Company A’s representative went to the manufacturer in Shantou (party C) for inspection. After going through acceptance inspection, the goods were packed and marked under the supervision of the representative. On June 12, company B received US$ 45,000 remitted by company A and delivered the documents to the representative who wished to temporarily deposit the goods in party C’s warehouse before he contacted some shipping agent in Shantou for container chartering and export clearance. Company B communicated this to party C who said the goods had been stored separately for delivery at any time. In June 14, party C caught fire and the premises and materials were consumed. Who bears this damage?

5.1.5 The Choice of Trade Terms Export: CIF or CFR Import: FOB Inland Areas: FCA/CIP/CPT

Selected Trade Terms EXW FCA CPT CIP FAS FOB CFR CIF Inland Carrier CY Origin (Factory, Mine, Plantation, Warehouse) Inland Carrier CY CFS Dock at Port of Shipment Vessel Export Country

Selected Trade Terms DEQ DDP Inland Carrier Dock at Port of Destination Vessel Import Country Destination DES DAF Frontier DDU

5.2 Pricing and Quotation  5.2.1 Ways to Stipulate Price  5.2.2 Price Clause  5.2.3 Commission and Discount  5.2.4 Price Calculation

5.2.1 Ways to Stipulate Price Fixed price e.g. “ No price increase shall be allowed after conclusion of this contract.” “No price adjustment shall be allowed after conclusion of this contract.” Without Fixed Price For the Moment Provisional price e.g. HK$5000 per bale(400 lbs.) CIF Hong Kong Remarks: The above is a provisional price, which shall be determined through negotiation between the buyer and the seller 15 days before the month of shipment. Adjustable price

Currency for Account and Payment Exporter --- Hard currency (Reliable and stable and more in demand) Importer --- Soft currency (Unstable in value) Formula to calculate exchange rate: 外币= 本币÷汇率（买入价）/100 本币= 外币×汇率（卖出价）/100

5.2.2 Price Clause Unit of price Total Amount -- A unit of price is composed of four parts: currency, unit price figure, unit of measurement and trade terms (followed by loading and unloading place). e.g. At HKD 5.00 per dozen net CIF Hong Kong. At US$ 21.00 per set FOB shanghai including your commission 5% on FOB basis. Total Amount e.g. $ 22.500.00 SAY US DOLLARS TWENTY-TWO THOUSAND FIVE HUNDRED ONLY.

5.2.3 Commission and Discount -- refers to the money received by an agent for his intermediary service. Commission may or may not be included in the price(明佣 or 暗佣). e.g. “US$200 Per M/T CIFC2% London” “US$200 Per M/T CIF London including 2% commission.”

Discount -- is a certain percent of price reduction, a special favor given by the exporter to the importer. Special discount, exceptional discount and quantity discount are commonly used. Discount is also specified in the price clause. e.g. “US$ 200 per metric ton CIF London less 3% discount”.

Formula to Calculate Commission 佣金＝含佣价×佣金率 净价＝含佣价－佣金 含佣价＝净价/（1－佣金率） The same formula is used in calculating a discount Ways to pay Commission and Discount The middle man will deduct commission directly from the payment for goods. The exporter will pay them to the middle man after settlement of payment. The importer will deduct discount when he pay for the goods.

Price = cost + expenses + profit 5.2.4 Price Calculation Price = cost + expenses + profit 1. Cost:供货成本 v.s. 实际成本 2. Expenses/charges: Inland transportation~, packing~, storage~, warehouse~, certification~, port~, inspection~, duties and taxes, interest, operating~, banking~, freight~, insurance premium, commission etc. 3. Expected profit （预期利润）

出口货物价格核算 1.成本核算： Formula： ∵实际采购成本=含税成本—退税收入 退税收入=含税成本*出口退税率/（1+增值税率） 一般来说，我们掌握的成本是采购成本或含税成本，即包含增值税。但很多国家为了降低出口商品的成本，增强其产品在国际市场上的竞争能力，往往对出口商品采取增值税全部或部分退还的做法。在实施出口退税制度的情况下，在核算出口商品价格时，就应该将含税的采购成本中的税收部分根据出口退税比率予以扣除，从而得出实际采购成本。 Formula： ∵实际采购成本=含税成本—退税收入 退税收入=含税成本*出口退税率/（1+增值税率） ∴实际采购成本=含税成本[1—出口退税率/（1+增值税率）]

班轮运费=基本运费+附加运费=基本运费费率*运费吨+附加运费 2、 运费核算 分班轮运费和集装箱运费两种 班轮运费=基本运费+附加运费=基本运费费率*运费吨+附加运费 集装箱运费=包箱费率*集装箱的数量

3、保险费核算 保险费=保险金额*保险费率 保险金额=CIF(CIP)货价*（1+保险加成率） Formula： 保险费=保险金额*保险费率 保险金额=CIF(CIP)货价*（1+保险加成率） CIF(CIP)=CFR(CPT)/[1-(1+保险加成率)*保险费率]

4、其他费用核算 （1）含佣价=净价/（1-佣金率） 佣金=含佣价×佣金率 （2）其他国内费用=各项费用额相加 Formula： （1）含佣价=净价/（1-佣金率） 佣金=含佣价×佣金率 （2）其他国内费用=各项费用额相加 或：定额费用=进货成本×定额费用率 （3）银行费用=成交价格×费用率 垫款利息=进货成本×垫款利率/12×垫款月份

5、预期利润核算 利润是出口价格的三个组成部分之一，出口价格中包含利润的大小由出口企业自行决定。利润的确定可以用某一固定的数额表示，也可以用利润率即百分比表示。用利润率表示时应当注意的基数，可以用某一成本作为计算利润的基数，也可以用销售价格作为计算利润的基数。

核算报价公式 FOBC=(实际采购成本+国内费用)/(1-佣金率-利润率) CFRC＝(实际采购成本+国内费用+出口运费)/ (1-佣金率-利润率) CIFC=(实际采购成本+国内费用+出口运费)/ (1-110%×保险费率-佣金率-利润率)

Conversions of Price Terms CIF=CFR+I=FOB+F+I I=保险金额×保险费率 保险金额=CIF×投保加成 投保加成=1+投保加成率（10%） CFR=CIF-I =CIF×(1- 投保加成×保险费率)

Calculation Practice 某出口公司的某一出口产品的人民币价格为每公吨3850元，现外商要求改报美元价，当日外汇牌价为1US$ = 7.4964/7.5264,问我们应报价多少？ 我公司对外出口商品中，每件100美元，CFRC3 Singapore,每件保费1美元，国外中间商要求改报CIFC5的价格，我方应如何报价？