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EXW VS FOB

 

EXW vs FOB: What's the Real Difference in Export Pricing?

If you’re new to international trade—or even a seasoned exporter dealing with new buyers—you’ve likely come across the terms EXW (Ex-Works) and FOB (Free on Board). At first glance, they may just seem like pricing labels, but in fact, they represent two very different levels of responsibility, cost, and risk for both the buyer and the seller.

In this article, we break down the key differences between EXW and FOB, and explain how each term affects your export business—especially when shipping products like coconut shell charcoal briquettes.

What Is EXW (Ex-Works)?

EXW, or Ex-Works, means that the seller makes the goods available at their premises (e.g. factory or warehouse), and the buyer takes on all responsibility from that point forward.

In EXW:

  • Seller prepares the goods and invoice

  •  Buyer handles inland transport, export customs, loading, shipping, and insurance

Example:
If you buy charcoal under EXW terms from Surabaya, you (the buyer) must arrange for the goods to be picked up, cleared through customs, loaded onto a ship, and shipped to your destination.

EXW is the lowest-cost option in terms of product price—but the buyer pays for and manages everything else.

What Is FOB (Free on Board)?

FOB, or Free on Board, means the seller is responsible for all costs and handling up until the goods are loaded onto the vessel at the port of export.

In FOB:

  • Seller handles inland transport, customs clearance, and port charges

  •  Buyer assumes risk and cost from the moment the goods are on board the ship

Example:
If you purchase FOB Jakarta Port, the seller will deliver the charcoal to the port, clear it for export, and load it onto the vessel. You take over from there.

FOB is the most commonly used term in global trade because it strikes a balance between responsibility and control.

Which One Should You Choose?

Choose EXW if:

  • You have a local agent or freight forwarder in the seller’s country

  • You want full control over logistics and shipping cost

  • You’re buying sample orders or small-volume goods

Choose FOB if:

  • You want the seller to handle local transport and export clearance

  • You prefer convenience and fewer risks in the origin country

  • You are shipping full containers or large quantities (e.g. charcoal briquettes)

Real-World Application: Charcoal Export

In the coconut charcoal industry, the term FOB Surabaya Port is standard for buyers who want a streamlined process. Meanwhile, EXW pricing is useful for buyers with their own shipping setup or who are consolidating goods from multiple suppliers.

Conclusion: Know What You’re Paying For

Don’t just look at the price—understand what it includes. A cheaper EXW price might end up costing more in logistics and time. Meanwhile, a slightly higher FOB price offers peace of mind and fewer headaches.

Always clarify the shipping terms in your Sales Agreement, and choose the option that best fits your trade experience and logistics setup.

Also read: FCL Vs LCL, Container Catches Fire, Business Export 

#EXWvsFOB #InternationalTradeTerms #CharcoalExport #FOBSurabaya #EXWIndonesia  #CharcoalNewsroom #ShippingTerms 


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