FOB and CIF are two of the most commonly-used Incoterms. Many first-timers importing from China often favor CIF. But the CIF incoterm encompasses a series of risks and complications. As such, FOB is usually a much more secure and competitive Incoterm. In this post, we’ll explain why inexperienced buyers should choose FOB instead of CIF when facing their first import from China.
To understand whether to choose FOB or CIF, we first need to understand Incoterms. Incoterms are a set of predefined international rules, published by the International Chamber of Commerce, which determine the contractual clauses to be used in international commercial sales contracts. Negotiating an Incoterm is crucial as it forms a key aspect of any import or export. For companies, it affects costs, trade margins, supply chain efficiencies, time limits, etc. To better benefit from your international sale, it is important to know how to choose a safe and competitive Incoterm.
In general, it’s advisable to choose the Incoterm which offers us the most control over the ocean freight. Paying and taking responsibility for international shipping gives you more time and cost flexibility. That means reducing the chances of delays and other common problems shippers face. Without further ado, let’s delve into the differences between the two most common import Incoterms: FOB or CIF?
Under CIF, the buyer takes over ownership of the merchandise only at the port of destination. The seller is responsible for the cost and freight and ownership handover takes place at the destination port. This is usually subject to a third person, usually a customs agent who is listed on the consignee on the Bill of Lading.
This means that the agent, not the buyer, has the legal right to claim the goods. This agent will then request the buyer to pay the expenses at destination, including customs clearance, taxes, etc.
Many novice buyers find this option particularly advantageous because they’re relatively free of responsibility for the cargo – logistically and financially speaking. Plus, suppliers in China often offer lower prices if buyers agree to the CIF Incoterm.
As you can imagine, there’s a catch with choosing the CIF. This is a rather bad practice with regards to importing from China. Here are some characteristics of the CIF incoterm:
Common practices involve an agreement between the agent at destination and the seller establishing a low price at which to sell the merchandise. This is to lure you in before inflating expenses at destination and then splitting this profit between them. This happens quite a fair bit in imports from China and such cases have been on the rise in recent years – especially in Latin America.
FOB works well for LCL, since the profit margins tend to be lower. As a result, this gives the sellers and agents more power to inflate prices. If you’re considering choosing the CIF Incoterm, you should ask yourself if it’s really worth it to expose yourself to such a risk for a low cost price.
Unless dealing with a seller or agent you’re able to trust, or have an agreement to list yourself as the consignee on the Bill of Lading, it’s best to avoid the risks by choosing the FOB Incoterm. The FOB Incoterm offers what the CIF Incoterm does not. The responsibility of paying, contracting and managing the shipment falls on you – the buyer.
Although it requires some extra effort on your part in comparison with the CIF, it results in a much lower risk as you’ll have a clear picture of the expenses involved right off the bat. That said, problems such as delays and unanticipated additional fees can be avoided with good planning.
The FOB also offers advantages such as:
One thing to keep in mind when choosing FOB is the potential complication if the supplier refuses to cooperate with your shipping company of your choice. Suppliers sometimes get a certain kickback for using a specific freight forwarder and may therefore not be willing to work with another consignee. This is a rather common issue. So the consignee should be prepared to put pressure on the shipper in order to help the freight forwarder smoothen the process.
In short, new importers should not commit themselves to the CIF Incoterm unless you’re familiar with the seller’s practices. This is especially so when dealing with imports from China. It is always advisable to use the services of a freight forwarder, and to choose FOB Incoterm if the situation permits. This is to avoid unpleasant surprises upon cargo arrival. Should you have any doubts on whether to choose FOB or CIF, do not hesitate to contact our sales experts!
"Don't underestimate the value of Incoterms and their impact on international trade."
Aliona Yurlova, Business Development Manager at iContainersDOWNLOAD THE FREE GUIDE