Incoterms for agricultural exports: FOB, CIF and EXW explained

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If you're sourcing coffee, freeze-dried fruit powder or agricultural raw materials from Vietnam for the first time, the Incoterm on your quote changes who pays for what — and at which point risk passes from seller to buyer. Here's a quick reference for the three terms we quote most often.

EXW (Ex Works)

The buyer takes responsibility for the goods from the seller's warehouse or factory door. This gives buyers full control over freight forwarding but requires local logistics knowledge in the seller's country.

Good for: buyers who already have a freight forwarder and customs broker operating in Vietnam.

FOB (Free On Board)

The seller handles transport, export customs clearance and loading onto the vessel at the named port of shipment. Risk transfers to the buyer once the goods are on board.

Good for: most first-time buyers — a straightforward split of responsibility that's easy to quote and compare across suppliers.

CIF (Cost, Insurance and Freight)

The seller arranges and pays for the main sea freight and insurance to the buyer's named port of destination. Risk still transfers when goods are loaded at origin, but the seller manages the shipping leg.

Good for: buyers who want a landed cost figure upfront and don't yet have an existing freight relationship on this route.

Which one should you request?

There's no universally "best" option — it depends on whether you already have freight and customs relationships in place, and how much control you want over the shipping leg. When you submit a quote request, let us know your preferred Incoterm (or ask us to quote more than one) and we'll include a landed-cost comparison where useful.