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Incoterms 2020 for Importers Buying from China从中国采购必懂的 Incoterms 2020
Incoterms decide who books the ship, who pays the truck and who owns the cargo when it is dropped. Get the term right and your freight cost becomes predictable; get it wrong and you can pay twice for the same kilometre.贸易术语决定谁订舱、谁付拖车费、货在哪个节点算你的。术语选对，物流成本就可预期；选错，同一段路可能付两次钱。
Published October 5, 2026 · 8 min read · by Cargo Easy Shipping发布于 2026-10-05 · 阅读约 8 分钟 · 物简国际货运
Key takeaways要点速览
- ✓FOB remains the default for sea freight from China: the seller clears export and loads, you control the ocean leg.中国海运出口，FOB 仍是默认选择：卖方完成出口报关与装船，海运段由买方掌控。
- ✓EXW looks cheapest but hands you Chinese domestic haulage and export paperwork — usually a bad deal for overseas buyers.EXW 看似最便宜，但把国内拖车和出口手续都交给了海外买方，通常不划算。
- ✓DDP shifts everything to the seller, including import duty — convenient but you lose control of the routing and the true cost sits in the goods price.DDP 把所有环节（含进口关税）交给卖方，省心但失去路由掌控，真实成本藏在货价里。
- ✓For containerised cargo, FCA is technically the more correct term than FOB, because risk passes at handover, not at the ship’s rail.集装箱运输用 FCA 在技术上比 FOB 更严谨——风险在交接时转移，而不是“船舷”。
Why the Term Matters More Than the Price为什么条款比价格更重要
A supplier’s EXW price can look 8% below a competitor’s FOB price for the same goods. Once you add Chinese domestic trucking, export declaration and origin THC, the EXW deal is usually more expensive — and you now manage agents in a country where you have no office.同一批货，某供应商的 EXW 价可能比另一家的 FOB 价低 8%。但加上国内拖车、出口报关和起运港 THC 之后，EXW 通常反而更贵——而且你要在一个没有办公室的国家管理代理。
The Four Terms That Matter at Sea海运中最常用的四个术语
| Term术语 | Who books the freight谁订舱 | Risk transfers风险转移点 | Best for适用场景 |
|---|---|---|---|
| EXWEXW | Buyer买方 | At the seller’s premises卖方工厂交货 | Buyers with a China office or agent在中国有分支或代理的买方 |
| FOBFOB | Buyer买方 | On board at the loading port起运港装船后 | The standard for sea freight海运的标准选择 |
| CIF / CFRCIF／CFR | Seller卖方 | On board; seller pays freight (and insurance under CIF)装船后；卖方付运费（CIF 还含保险） | Buyers who accept the seller’s routing接受卖方指定航线的买方 |
| DDPDDP | Seller卖方 | At the named destination, cleared指定目的地完税交货 | New buyers who want one landed price希望一口价的初次采购者 |
FOB: the Working DefaultFOB：最常用的默认条款
Under FOB the supplier delivers the container on board at the Chinese port and completes export customs; from that moment the cargo is yours and the ocean booking is yours. You (or your forwarder) choose the carrier, know the real freight cost, and get the B/L — which matters when you need control over original documents and cargo release.FOB 下，供应商负责在中国港口装船并完成出口报关，从装船起货物与订舱权都归你。你（或你的货代）选择船司、掌握真实运价、拿到提单——当你需要掌控正本单据和放货权时，这一点非常关键。
With containerised cargo, technically FCA is the more accurate term (risk passes when the container is handed over, not “on board”). In practice FOB is still what most Chinese suppliers quote, and the commercial result is nearly identical.集装箱货用 FCA 技术上更准确（风险在交接集装箱时转移，而非“装船”）。实践中多数中国供应商仍报 FOB，商业结果几乎一致。
CIF and DDP: Convenience Has a PriceCIF 与 DDP：省心是有代价的
CIF and CFR put the seller in charge of the ocean leg. The freight you pay is embedded in the goods price, so you cannot compare it with the market, and the seller’s chosen service may be slower or tranship where a direct one exists. DDP goes further: the seller also pays import duty and VAT at destination, and nominates the customs broker.CIF 与 CFR 由卖方负责海运段，运费藏在货价里，你无法与市场比价；卖方选的服务可能更慢或绕行中转。DDP 更进一步：卖方还要在目的国支付关税与增值税，并指定清关行。
- ▪DDP suits first shipments where you want a single landed price and accept less routing control.DDP 适合首次出货、想要一口价并接受较少路由掌控的买方。
- ▪If you grow with the product, moving to FOB usually reveals real freight savings within one or two shipments.如果采购量会持续增长，转成 FOB 通常在一两票之内就能看到真实的运费节省。
- ▪Check who the importer of record is under DDP in your country — some markets restrict non-resident clearance.在贵国要确认 DDP 下的进口商主体是谁——部分市场对非本地清关有限制。
Working With Us Under Any Term任何条款下我们如何配合
We quote FOB and DDP from the same basis, so you can see the spread. Under FOB we handle the ocean leg, destination clearance and delivery; under EXW we additionally arrange factory pickup and export declaration through our China teams. Either way you get one contact for the whole chain.我们以同一口径同时报 FOB 与 DDP，让你看清差价。FOB 下我们负责海运、目的国清关与派送；EXW 下再增加工厂提货与出口报关。无论哪种条款，整条链路只有一个对接人。
Lane references: United States, United Kingdom, Saudi Arabia, and Australia via our dedicated lane page.航线参考：美国、英国、沙特阿拉伯，以及专线页澳大利亚。
Frequently Asked Questions常见问题
Which Incoterm should a first-time importer use?第一次进口应该用哪个术语？
FOB is the safest balance: the supplier handles Chinese export formalities it is good at, while you control the freight cost and the documents. DDP is fine for a first trial order if the supplier is experienced and the price is transparent.FOB 是最稳妥的平衡：供应商做它擅长的中国出口手续，你掌握运价与单据。若供应商有经验、价格透明，首批试单用 DDP 也可以。
Does DDP include import duty and VAT?DDP 包含进口关税和增值税吗？
Yes — that is the definition: Delivered Duty Paid means the seller clears import and pays duty and taxes at destination. If a “DDP” offer asks you to pay duty on arrival, it is actually DAP.包含——这就是定义：完税交货意味着卖方在目的国完成进口清关并支付关税税费。如果所谓“DDP”要你在到港后自付关税，那实际是 DAP。
Is FOB valid for air freight?空运能用 FOB 吗？
Technically FOB is a sea and inland waterway term. For air cargo the equivalent is FCA (named airport). In day-to-day trade with China many parties still say “FOB airport”; the commercial intent is the same.严格说 FOB 只适用于海运与内河。空运的对应术语是 FCA（指定机场）。实际业务中很多人仍说“FOB 机场交货”，商业含义相同。
Shipping from China? Get a Quote in 24 Hours从中国出货？24 小时内获取报价
FCL, LCL, air freight & DDP door-to-door. English-speaking team, licensed freight forwarder since 2021.整箱、拼箱、空运与 DDP 门到门，双语服务团队，2021 年成立的货运代理。