贴纸出口贸易术语怎么选：FOB、CIF、EXW 的费用与风险切分

很多采购看报价只看单价，忽略了贸易术语——结果货代费比贴纸还贵，或者货在码头丢了扯不清。贸易术语本质是费用和风险的分界点，这篇用贴纸订单讲明白。

一、三个术语分别切在哪

• EXW（工厂交货）：工厂把货备好放自己门口，之后运费、保险、风险全归买家，最便宜的出厂价 / EXW (Ex Works): the factory stages goods at its own door; from there freight, insurance and risk are all the buyer, the lowest ex-works price
• FOB（离岸价）：工厂负责送到起运港、装船，货过船舷风险转买家，海运费买家付 / FOB (Free On Board): the factory delivers to the loading port and loads the ship; risk passes when goods cross the rail, ocean freight paid by buyer
• CIF（到岸价）：工厂包到目的港的运费和保险，货到目的港前风险仍在工厂一侧 / CIF (Cost Insurance Freight): the factory covers freight and insurance to the destination port, risk stays with the factory side until arrival

二、费用与风险怎么切分

一句话记：风险切在「货交到哪」，费用切在「谁付这段运费」。EXW 买家从工厂门口接手一切；FOB 买家从起运港接手海上风险；CIF 工厂一直扛到目的港。所以同一批贴纸，三种术语的出厂单价是 EXW 最低、FOB 次之、CIF 最高——但总价不一定，因为 CIF 把运费保险算进去了。

三、不同买家怎么选

• 有指定货代的买家：选 FOB，用自己的货代控运费和船期 / Buyers with a nominated forwarder: choose FOB and use your own forwarder to control freight and sailing
• 没有进出口能力的买家：选 CIF，工厂一条龙包到港，省心 / Buyers without import capability: choose CIF, the factory handles door-to-port, hassle-free
• 在中国有采购办的买家：选 EXW，自提最便宜，但自己安排全部物流 / Buyers with a China office: choose EXW, self-pickup is cheapest but you arrange all logistics
• 小批量试单：EXW 或 FOB 都行，CIF 的单证和最低运量要求对小单不友好 / Small trial orders: EXW or FOB both work; CIF document and minimum-volume rules are unfriendly to small orders

四、报价时最容易踩的坑

• 术语和单价对不上：报 FOB 价却按 EXW 算，买家到港发现还要补一大笔运费 / Term and price mismatch: quoting an FOB price but calculating at EXW means the buyer discovers a large extra freight at the port
• 港口写不清：FOB 后面必须跟具体起运港，否则费用边界模糊 / Port not stated: FOB must name the loading port, otherwise the cost boundary is vague
• 保险漏保：CIF 默认保额往往只 coverage 110%，高货值要加保 / Insurance gap: CIF default cover is often only 110 percent; high-value goods need top-up
• 拼箱最小量：海运拼箱有最低计费体积，小单运费按最低体积算，单价被拉高 / LCL minimum: sea LCL has a minimum chargeable volume, small orders pay the minimum and see unit cost rise

亿康的贸易术语支持

• EXW / FOB 深圳或广州港均可，CIF 到全球主要目的港 / EXW and FOB from Shenzhen or Guangzhou port, CIF to major destination ports worldwide
• 可配合买家指定货代，也可由我方推荐合作货代 / Works with the buyer nominated forwarder, or recommends a partner forwarder
• 出口报关、产地证、提单等单证按术语由对应方出具 / Export customs, certificate of origin and bill of lading issued by the responsible party per term
• 报价单明确写明术语与起运港，避免到港补费扯皮 / Quotations state the term and loading port explicitly to avoid port-side surprise charges