The document discusses INCOTERMS, which are a set of international commercial terms developed by the ICC to standardize international sales contracts. It defines 11 terms grouped into four categories based on obligations of the seller and buyer. The terms clarify responsibilities for delivery, insurance, customs clearance, and more. Using standardized INCOTERMS in contracts simplifies negotiations and reduces confusion over obligations. However, they may not address all contract elements like ownership transfer. The document provides examples of when different terms like EXW, FCA, FOB, CFR, CIF, and DDP would be appropriate based on the agreed delivery obligations.

1. ICOTERMS 2

2. International Commercial Terms
(INCOTERMS)
The INCOTERMS is a universally
recognized set of definitions of international
trade terms, such as FOB, CFR and CIF,
developed by the International Chamber of
Commerce (ICC) in Paris, France.
It defines the trade contract responsibilities
and liabilities between buyer and seller. It is
invaluable and a cost-saving tool.

3. INCOTERMS 2000
The INCOTERMS was first published in
1936 -INCOTERMS 1936 - and it is
revised periodically to keep up with
changes in the international trade needs.
The complete definition of each term is
available from the current publication---
INCOTERMS 2000.

4. Exporter and Importer
The exporter and the importer need not
undergo a lengthy negotiation about the
conditions of each transaction.
Once they have agreed on a commercial
term like FOB, they can sell and buy at FOB
without discussing who will be responsible
for the freight, cargo insurance, and other
costs and risks.

5. A common set of rules
The Incoterms provide the most often used
international terms of trade and an official version
of the Incoterms should be referenced in the text of
the contract.
The goal is to alleviate or reduce confusion over
interpretations of shipping terms by outlining who
is obligated to take control of and/or insure goods
at a particular point in the shipping process.
Furthermore, the terms outline the obligations for
the clearance of the goods for export or import and
packing requirements.

6. Not appropriate for every contract
Specifically, the terms used in a contract state
exactly when the shipper unloads and relinquishes
obligation and when the buyer takes over for
carriage and insurance.
The Incoterms are not meant to replace
statements in a contract of sale that outline
transfers of ownership or title to goods.
Therefore, the Incoterms may not be of use when
looking to resolve disputes that may arise
regarding payment or ownership of goods.

7. Incoterms groups
Incoterms fall into four different groups :
• Departure (E),
• Main Carriage Unpaid (F),
• Main Carriage Paid (C),
• Arrival (D).
The point at which liability and carriage
transfer from the seller to the buyer
distinguishes the groups and each group’s
letter corresponds to the first letter of an
INCO Term.

8. Groups
E EXW Ex Works
F FAS Free Alongside Ship
FCA Free Carrier
FOB Free On Board
C CFR Cost and Freight (was C&F)
CIF Cost, Insurance and Freight
CIP Carriage and Insurance Paid To
CPT Carriage Paid To
D DAF Delivered At Frontier
DDP Delivered Duty Paid
DDU Delivered Duty Unpaid
DEQ Delivered Ex Quay
DES Delivered Ex Ship

9. EXW - EX WORKS
Franco fabbrica
La merce è a disposizione dell’acquirente
presso lo stabilimento del venditore.

10. FAS - FREE ALONGSIDE
SHIP
Franco sottobordo (porto di
imbarco convenuto)
Il venditore adempie i suoi obblighi quando
la merce viene posta sotto il bordo della
nave sulla banchina o su mezzi galleggianti
nel porto d’imbarco convenuto. Da tale
momento i rischi e le spese si trasferiscono
al compratore.

11. FOB - FREE ON BOARD
Franco a bordo (porto di imbarco
convenuto )
Il venditore deve curare che la merce sia
messa a bordo della nave. Le spese e i
rischi si trasferiscono al compratore al
momento del passaggio della merce oltre
la murata della nave.

12. CFR - COST AND FREIGHT
Costo e nolo (porto convenuto)
Il venditore ha a carico tutte le spese
necessarie per il trasporto della merce fino
al porto di destinazione convenuto.

13. CIF - COST INSURANCE
FREIGHT
Costo assicurazione e nolo (porto
di destinazione convenuto).
Il venditore ha gli stessi obblighi del CFR
con in più quello di stipulare un contratto di
assicurazione.

14. DAF - DELIVERED AT
FRONTIER
Franco frontiera (luogo di
consegna convenuto alla frontiera)
Il venditore paga le spese e si accolla i rischi
fino al passaggio della frontiera compreso.

15. DDP - DELIVERED DUTY
PAID
Reso sdoganato luogo di
destinazione convenuto
Tutte le spese e i rischi sono a carico del
venditore fino alla consegna presso
l’acquirente, compreso lo sdoganamento.

16. Incoterms and transport modes
FOB indicates that the shipper (seller) has upheld his/her
part of the agreement when the goods pass the ship’s rails
at the port of exit. The receiving party (buyer) assumes risk
and costs associated with the goods once they pass the
ship’s rail in the seller’s homeport. Due to the specific
mention of the ship's rails, an aircraft or other mode of
transport could not be used with FOB.
For a shipment scheduled for delivery by air, rail, or some
other form of transport with the same agreement as FOB
one would need to use the Incoterm FCA, or Free Carrier.
FCA can include other modes of transportation such as
road, rail, inland waterway and air.

17. Applicable trade terms in different modes of transport
E EXW Ex Works
F FAS Free Alongside Ship O
FCA Free Carrier L A M
FOB Free On Board O
C CFR Cost and Freight O
CIF Cost, Insurance and Freight O
CIP Carriage and Insurance Paid To L A M
CPT Carriage Paid To L A M
D DAF Delivered At Frontier L M
DDP Delivered Duty Paid L O A M
DDU Delivered Duty Unpaid L O A M
DEQ Delivered Ex Quay O
DES Delivered Ex Ship O
L land; O ocean; A air; M

18. Responsibilities of the Seller (Exporter) and Buyer (Importer)
Trade contract responsibilities EXW FCA FAS FOB
Inland freight in Seller's country O O O O
Customs clearance in Seller's country O O O O
Payment of customs charges and taxes in export O O O O
Loading to the main carrier O O O O
Main carriage/freight O O O O
Cargo (marine) insurance O O O O
Unloading from the main carrier O O O O
Customs clearance in Buyer's country O O O O
Payment of customs duties and taxes in import O O O O
Inland freight in Buyer's country O O O O
Other costs and risks in Buyer's country O O O O
O Seller is responsible
O Buyer is responsible

19. Responsibilities of the Seller (Exporter) and Buyer (Importer)
Trade contract responsibilities CFR CIF CPT CIP
Inland freight in Seller's country O O O O
Customs clearance in Seller's country O O O O
Payment of customs charges and taxes in export O O O O
Loading to the main carrier O O O O
Main carriage/freight O O O O
Cargo (marine) insurance O O O O
Unloading from the main carrier O O O O
Customs clearance in Buyer's country O O O O
Payment of customs duties and taxes in import O O O O
Inland freight in Buyer's country O O O O
Other costs and risks in Buyer's country O O O O
O Seller is responsible
O Buyer is responsible

20. Responsibilities of the Seller (Exporter) and Buyer (Importer)
Trade contract responsibilities DAF DES DEQ DDU DDP
Inland freight in Seller's country O O O O O
Customs clearance in Seller's country O O O O O
Payment of customs charges and taxes in export O O O O O
Loading to the main carrier O O O O O
Main carriage/freight O O O O O
Cargo (marine) insurance O O O O O
Unloading from the main carrier O O O O O
Customs clearance in Buyer's country O O O O O
Payment of customs duties and taxes in import O O O O O
Inland freight in Buyer's country O O O O O
Other costs and risks in Buyer's country O O O O O
O Seller is responsible
O Buyer is responsible

21. Examples
In the range of Incoterms, DDP (Delivered
Duty Paid) entails the most obligations for
the seller, whereas EXW (Ex Works)
represents the least.

22. Examples
If your agreement with a buyer calls for the
seller to release goods at the seller’s
location (Departure group), the Incoterms
EXW (Ex Works) would be used.
Ex Works states principally that the buyer
takes over carriage and insurance
responsibilities at the seller’s dock.

23. Examples
Alternatively, if the seller were to deliver
goods to the buyer’s dock, including all
carriage and insurance, a term from the
arrival group such as DDP (Delivered Duty
Paid) would be appropriate.
DDP requires that the seller deliver goods to
the buyer’s dock with all carriage, insurance
and duties paid.

24. Riepilogo