International trade transaction

Bibliography
- Book International trade transaction, 2012
- Vietnam’s Commercial Law 2005: Google
- Vietnam Law on foreign trade management 2018
- Vietnam’s Bidding Law 2013
- United Nation Convention on Contracts for the International Sales of Goods 1980
 Đọc ở nhà + mang đi học
 Hanh biz channel
 Cách học: Link keywords that belong to a group/a term -> Systematically
Eg: Ideas about the Logistics activities:
- Warehouse
- Packing/marking
- Shipping document
- Transportation: tracking/freight
- Customs declaration: khai báo hải quan
- Insurance
I. Direct trade transaction
1.1. Inquiry
- From legal perspective: An appeal from the buyer to start a new transaction
- From commerical perspective: The buyer requests the seller to provide information related to
commodity, price and other trade conditions <description to have knowledge of products, method of
payment, price, quantity, quality, delivery terms,...>
INQUIRY LETTER include:
 company name
 reason why you know the Seller
 name of the product you are interested in
 the exact quantity of item you want, the price must go with the international
commercial/delivery term (CIP term, EXW ex work,…) (để đảm bảo giá được báo là giá
được cover cả các chi phí khác như vận chuyển,...)
 promise: we shall place large orders with you in the future -> negotiation technique
 Not force you to make any commitment to the Supplier that you ask for quotation

1.2. Offer <the exporter make the offer>

- A demand from the seller to conclude a contract
- Firm offer: The seller expressed his will to commit right to obligation under a contract
- Irrevocable offer
- Include time validation
- Include major conditions of an international trade contract

OFFER LETTER
a. Free offer
- Delivered to a number of potential buyers
- The seller does not commit to bind his obligations
b. Firm offer and free offer: Differences
- Title
- Objective
- Commitment to implement obligations of the offerer
- Time validation
FOB: ex work, local charges
CIF = FOB + I + F
LC: payment method used in the international trade
Indicate: Quantity, price, trade discount, payment method, payment currency,
Thư chào hàng: cung cấp đầy đủ thông tin để nâng cao nhận diện thương hiệu đối với người mua

Offer – Acceptance
- If having fundamental changes -> Not an acceptance for offer
- Fundametal changes: changes in 6 major terms in the Contract
<commodity/quantity/quality/delivery/payment/price> -> a counteroffer: hoàn giá
- If having some small changes

Bargain vs. Counter offer

Counter offer: replace a process of bargain, show a result of contract negotiation
Bargain: to change terms in the Contract -> to make bargain
counteroffer is an offer made in reply to an unacceptable offer.
How we specify an agency contract?
- Product: name, quality, specifications
- Geographical area of activity: limited – if we work as an agent in Central of Vietnam -> you
define the geographical limitation
- Price: 2 price levels – max and min
3.4. Counter trade contract
- Varieties of counter trade contract:
+ Governments of two countries sign the counter trade agreement: frame agreement, countertrade
protocol, memorandum of understanding, letter of understanding.
+ Firms of two countries <2 firms> sign countertrade contract: a single contract or a merged contract

- Content
+ Name and address of two parties
+ Commodity (Name and Quantity)
+ Price and determination of price:
+ Delivery term: how we create the delivery terms in the Contract?
+ Payment: what in4 should be included? payment method, specific clauses
+ Claim

3.5. Guarantee methods for contract implementation

- Participation of the third party: a guarantor identified by both parties controls over the
commodity
Third party in Countertrade: natural person, who is authorised by both parties
- A guarantor controls over the commodity document
- Open an account: guarantee for the payment. <maybe the Bank>. Party A does not believe in
Party B. When B deliver, payment will be made by the third Party.

- Penalty for breach: Apply penalties in the Contract for breach.

 L/C:
 Who apply for the L/C: importer
 Who issue the L/C: the commercial bank
 Why use the L/C: important for deposit. The bank not only verifies the document’s
accuracy and authenticity, but also guarantees payment.
Requirements for importer to make a loan from the Bank: assets <eg: certificate of lands
using...>,
- Reciprocal L/C <thư tín dụng đối ứng>: both parties apply for the L/C

4. INTERNATIONAL PROCESSING TRADE

4.1. Concept
Commercial processing means a commercial activity whereby the processor uses part or all of the
raw materials and supplies provided by the supplier in order to carry out one or more stages of the
production process at the request of the supplier to receive remuneration. (Vietnam Commercial
Law 2005, art 178).
Who acts as the processor/producer?
Who acts as the supplier?
The nature of international processing trade:
How to make the production? Machines, Raw materials, Labors
Reasons why we have to outsource rather than carry out the production by ourselves <for
international processing trade>? When making a decision, think about profit -> think how we can
reduce the cost to increase the profit margin / or increase the turnover.
One way to reduce cost is OUTSOURCING: cheap labor cost, specialization, tax rate, market
<scale>
Obligations of the supplier/principal: raw materials, technology, sketch,
How they deliver the RAW MATERIALS to the processor:
Obligations of the processor: arrange production, deliver the finished products.

5.2. Characteristics
- Headquarter of both parties are located in different countries.
- Property right is reserved for parties
- Wages of employees are paid upon the working hour
- Preferential tariff and custom procedure
Profit of the processor:
Why the supplier provide the RAW materials for the Processor:

Global value chain:

Eg: car production <it’s a complex process to produce cars, so many processors involved>

4.4. Commercial processing contract

Names and addresses of parties:

- Finished products: how can measure the quality, and ensure the quality? Follow Sale by
sample <gửi sample và yêu cầu processor sản xuất finished products có chất lượng tương
tự>

- Materials: Classify materials, Unintentional loss, Loss arising from production

 How to provide the raw materials? The supplier can produce or buy raw materials from
the other firms
Eg: for garment production
+ Major materials: fabrics <normally supplier/principal provides>
+ Accessories: button, zipper, stickers, hangtag, ribbon <processor can be allowed to provide
accessories>
 Loss of materials/ Unintentional loss: weather, climate

- Machines: who supply machines? Both

- Brand name of products: who is in charge of providing the brand name of the product? The
principal

- Finished product inspection: The principal/supplier pays the inspection cost

- Price: materials or finished products

- Delivery: Exporting and Importing port <flexible, not necessarily specify a specific port when
signing the contract>

About delivery date: be precise the point that goods are ready for shipment
Shipment advice: Exporter sends the notice to the Importer
Modes of transportation: vessel, train,...

- Dealing with redundant materials:

2 parts: major supplied by principal -> return along with finished products
Accessories supplied by the processor: reduce the contract price

Example:
Sau khi finished production, any raw materials imported must bear an import tax.
Finished product exported: export tax
VD: 1 import 2000 MT of fabrics, 5%
=> phải chịu 3 loại thuế: import tax, excise duty, environmental tax, VAT (apply for all)
Value of this contract: 700 USD/ton x 2000 x 5% = 70,000 USD
Lưu ý: In processing trade, we-the principal do not have to pay import tax for raw materials,
because the finished products will be re-exported to the principal country. The aim of importing
raw materials is not for consumption in local country <country of the processor>

- Liquidating machines:

- Claim for indemnity:

- Expiry date: eg. valid for 1 year, after 1 year -> expire
5. INTERNATIONAL AUCTION
5.1. Concept:
Đấu giá: mua và bán, ra giá khởi điểm, bán cho ng ra giá cao nhất
VN: đấu giá trực tuyến NALAF. 2004-2005
Tổ chức đgtt: thiết lập trang thông tin điện tử, gửi sở tư pháp
Ng tham gia tham gia đấu giá tự chọn.
Điều kiện pháp lý: vận hành an toàn, cam kết bảo mật an ninh mạng
Bảo mật danh tính ng tham gia
Ghi lại lịch sử ng tham gia
764 phiên đấu giá, đgtt chỉ chiếm 1 phần nhỏ
Đg ngược, đấu giá xuôi tính phí và k tính phí

Đến nhà hát xem xét cs vật chất, điều kiện -> nộp hồ sơ đề nghị tham gia đấu giá <500k, cash> ->
đặt trc 180 triệu để làm bảo đảm -> chuyển thành tiền cọc nếu trúng đấu giá, nếu k nhận lại chậm
nhất là 3 ngày -> lập tài khoản cho phiên đấu giá / xác minh hiệu lực của tài khoản nếu đã có ->
thao tác trả giá đóng vai trò then chốt.
 INTERNATIONAL COMMERCIAL TERMS

I. Introduction
- Updated times -> 2020
1. Incoterms 1936
- EXW (ex works): the seller delivers the goods at the her/his premises (deemed as warehouse, factory,
mine, plantation). Seller has at least/minimum obligations
- FAS (Free Alongside Ship): free from some responsibilities of the cargo as long as the cargo is loaded
(port)
- FOB (free on board): applied ocean transportation, using vessels to deliver the cargo
- C&F/CFR (cost and freight): = C+F
- CIF (cost, insurance, freight): = C + I + F (include Insurance cost) = FOB + I + F
- Ex ship: the cargo is delivered on a ship at the importing port
- Ex quay:
-> Used to explained terms related to road and marine transportation
-> CFR and CIF: Apply to marine transportation
2. Incoterms 1953: adding 3 mores
- DCP (Delivered Cost Paid)
- FOR (Free on Rail): delivered by rail
- FOT (Free on Truck): use the truck to deliver the cargo

3. Incoterms 1967: 12 terms – adding 2 more

- DAF (Delivered At Frontier): giao hàng tại biên giới. Vietnam and China share the common border ->
can use DAF
- DDP (Delivered Duty Paid): maximiza the responsibility of the seller

4. Incoterms 1974
- FOA (Free on airport):
5. Incoterms 1980 – adding two more
- CPT (Carriage Paid To)
- CIP (Carriage Insurance Paid To)
-> Apply to multi-model transportation
6. Incoterms 1990
- Drop: FOT-FOR, FOA (reason: the responsibility of the seller is similar in 3 terms, different in
different times of transportation -> no need to include)
- Add: DDU (Delivered Duty Unpaid)
-> DDU and DDP: Duty is the import tax and fee. It’s inconvenient for seller to work with the customs
official in the importing country

7. Incoterms 2020: most updated version.

• Section A6 / B6 (FCA): The seller or buyer may negotiate on board B/L
• Increasing obligation to buy insurance from sellers (condition A - maximum is not
necessarily C)
• FCA, DAP, DDU and DDP: sellers can transport goods by their means (in case of goods
supplier is logistics provider)
• DAP (not unloaded) appears before DAT. DAT changed to DPU (delivered at place
unloaded). DPU: delivery location can be anywhere but not a terminal
• The cost division between the two parties is intensively presented, not discretely presented
like the previous versions.
• Explain the user guide in more detail: illustrations

Some notes:
- Breach of contract: non-delivery,... (cannot use Incoterms to regulate)
- Incoterms does not regulate the acts related to the transfer of ownership
Explanation of Incoterms:
Cost: Production cost, Logistics/Trade cost
Eg: Warehousing cost is the Logistics cost, nomally borne by the Seller, often included in the price
- Warehouse
- Packing: In conformity with contracts and modes of transport.
- Loading: Loading cost (times of paying loading cost depends on the geographical distance and
also the means of transportation chosen) -> important to tell exact point of transportation
- Local freight charges: who pays the local freight charges? International freight charges?
(specified in each delivery term)
- Demurrage charge: full container load -> fee to leave the container in the container yard (C/Y),
waiting for loading onto a ship/vessel. Sometimes loading is late, due to weather or customs
procedures (5-7 days free of charge, after this time you have to pay the demurrage charge)
But for less container load -> deliver the cargo to the container freight station (CFS) – which can
be deemed as a kind of warehouse
- Forwarder fee: forwarder is responsible for the arranging the movement of goods. consolidate
the cargo from many exporters (gom hàng).
Function: move the container from one point to another, arrange the shipping documents,
sometimes even be asked to look for the warehouse to store the goods and be paid
- Freight or carriage: The difference
Freight is used to refer transportation over sea, air, or on railroad from country to country.
Carriage is used to refer transportation cost incurred to carry raw materials or semi finished
commodities which form part of finished goods into company or manufacturer unit, also cartage
or pulling charges extra sometimes.
- Tax and customs fee: some kind of tax such as import tax, export tax, environmental tax, VAT
- Delivery is determined when risks pass from the Seller to the Buyer:
- Security clearance: distinguish with customs delaration
Customs declaration: khai báo hải quan
Security clearance: thông quan (customs declaration + inspection + pay tax...)
Rights and obligations of both parties
• Loading on truck
• Export custom declaration
• Carriage to port of export
• Unloading of truck in port of export
• Loading charges in port of export
• Carriage to port of import
• Unloading charges in port of import
• Carriage to place of destination
• Insurance
• Import customs clearance
• Import taxes

PHÂN TÍCH CÁC TERMS TRONG INCOTERMS

1. EXW
Video: Nhập khẩu 50 xe điện từ Thẩm Quyến <điều kiện cơ sở giao hàng exw>, nghĩa vụ bán tối thiểu
hóa vì chỉ phải giao hàng tại xưởng của mình, ng mua tối đa hóa. Ng bán rủi ro ít nhất vì chỉ giao tại
xưởng của mình. 25 container, kí biên bản tại nhà máy, bên mua thuê con tới để lấy hàng, nhận xếp
hàng. Giá exw ko bao gồm giá load
Phí do người mua trả riêng. Nếu xếp hàng có rủi ro, ng bán ko chịu trách nhiệm. Trả chi phí tại cảng
xuất khẩu, Ko có thuế xuất khẩu, chỉ trả phí xuất khẩu + soi chiếu an ninh. Bên mua ko mua bảo hiểm
cho lô hàng
Người bán chỉ tập trung chuyên môn. Bất lợi: ng mua cứng rắn.
Ng mua cần: hiểu biết về thực tiễn kinh doanh của nc xuất khẩu, kết hợp tốt các hoạt động. Bất lợi: chịu
mọi rủi ro.
Khi nào sdung: khoảng cách địa lý gần, ng mua có năng lực tài chính tốt và có kinh nghiệm tại thị
trường và thực tiễn kinh doanh tại nước xk
Doanh nghiệp VN: kí EXW với các nước lân cận, thu mua hàng với số lượng lớn

- When seller and buyer agree to change some terms in the Contract, it is possible, even when
Incoterms does not regulate.
- Not necessarily to conform with the Incoterms all the times, just volunteer, because Incoterms is
not legal, just practice
- Who can come to the premises of the Seller to pick up the goods? The Buyer, the first carrier
deemed as supplier (means off transport...) (nominated by the Buyer), the forwarder (can hire
means of transport from other carrier and then arrange the transport), agent of the buyer
deemed as distributor, sometimes sign the B/L – they are the one who isssue the receipt
 note/bill of lading/shipment proof, not the SELLER. They are also the one who load cargo on the
means of transportation

THE MODIFICATION OF EXW

• EXW’s loaded
This price is understood FOB Hai Phong port as per Incoterms 2020
This price is understood EXW loaded Bac Giang as per Incoterms 2020 <drop because it’s the
agreement between both Parties, and the Incoterms does not regulate>
• Loaded at seller’s risk
• Loaded at buyer’s risk

Firm A (importer) in Vietnam imports goods from the firm B (exporter) in Tan Thuan processing
zone in HCM city. However, firm A wants to receive goods at Singapore Binh Duong industrial
zone (EXW Tan Thuan is specified in the contract).
On-spot export and on-spot import
Question 1: Who will be responsible for the local freight from Tan Thuan processing zone to
Vietnam Singapore Industrial zone? -> Buyer
Question 2: At the behest of the authorities in the exporting country: Goods must be checked
before delivery. Does the Exporter have to be responsible for this fee? -> Seller
Checking goods, goods inspection, goods screening
Vehicle registration

2. FCA terms: Free Carrier Alongside

The Seller delivers goods to the carrier or a person nominated by the Buyer at the Sellers’ premises or
the other named place.
+ At the Seller’s premises: the Seller if responsible for loading
+ At any other place <ICD – Inland container depot; exporting port>: the Seller is not responsible for
unloading

-> Checking to make sure the quality conform with the contract: done by seller/ quality controll
institution/ buyer
-> Inspection – kiểm hóa for customs inspect/procedures
-> Marking – kẻ kí mã hiệu: is important
-> FCL: full container load -> Container yard
-> LCL: Less container load -> Container Freight Station
LCL is more costly: dịch vụ phức tạp hơn, mất công collect

Master BL: issued by the carrier

House BL: freight forwarder
Names BL:
To order BL: To order of the importer/the bank (can be negotiable)

-> Kí là carrier/agent of carrier -> MASTER BL: vận đơn chủ

-> It is a named BL: Having shipper and exporter – natural person, not institutions or
firms/companies.
Sometimes the exporter can be the shipper when they directly deliver the cargo -> use the word
EXPORTER
But sometimes they can authorise other to handle the cargo, in this case the authorised company will be
the shipper. -> Use the word SHIPPER
Similar to Consignee <authorised by the Importer>/Importer
A consignee is considered an exporter when the imported goods are solely shipped for internal
use. <mua đồ khi đi du lịch và gửi hàng về, chuyển nhà,...>
Skid: tấm để xếp hàng lên khi vận chuyển, tính năng tương tự pallet
Including the word “Line”: normally the carrier, not necessarily the logistics company

 To order BL
-> Shipper is in Hongkong, Port of loading is in Korea, Port of discharge is Vietnam: Maybe the
cargo is produced in Korea and the shipper/exporter in HK has branch in Korea.
 SURRENDERED B/L – Telex Release
Khi sử dụng serrendered, thì bản vận đơn gốc mất giá trị -> Đây là rủi ro khi ng mua có thể
đòi hàng 2 lần
Telex release -> điện là phải gửi hàng
Khi nào dùng DO, khi nào dùng Bill of Lading?
DO: issued by warehouse owner
Charges Surcharges
Custom declaration fee THC: terminal handling charge
Trucking DEM: demurrage
Freight cost DET: detention
Warehousing ...
SURCHARGES
- THC: Terminal handling charge
- DEM: Demurrage
- DET: Detention
- D/O: Delivery order <use when having B/L>
- AMS: Advanced manifest system fee – about 25USD/BL
to cover the cost of processing and managing electronic manifest data for international shipments
and facilitating customs clearance.
- CFS: Container freight station <LCL shipment -> pay CFS fee>
- B/L amendment fee: From 50-100USD depending on the amendment made before or after the
dates of a ship’s arrival.
- BAF: Bunker adjustment factor
- BAF: Bulker adjustment factor: for European route
- EBS: Emergency bunker surcharge: for Asian route
- GRI: General rate increase - the amount by which ocean carriers increase their base rates across
specific lines, generally as a result of increased demand. <peak times: August – November>
- Cleaning container fee:
FAS term <Free alongside ship – rarely used>
Chuyển quyền và rủi ro khi hoàn thành nghĩa vụ alongside the nominated ship <nominated by the
Buyer>
Export customs procedures: Seller
Import customs procedures: Buyer

FOB term <Free on Board>

When shipping containerized goods, FOB is often the best choice, as it shifts liability and responsibility
to the buyer once the container is sealed at origin.
FOB:
Công ty Đài Việt Chương Mỹ xuất cao su tái sinh sang Thái Lan.
Tại sao chọn ĐV: tiên phong, dây chuyền công nghệ TQ, công nghệ Nhật Bản, nhân lực có trình độ cao.
Sứ mệnh hạn chế lạm dụng tài nguyên thiên nhiên.
Nhập khẩu: phân phối lốp xe máy, ô tô -> Cam kết tchuan quốc gia quốc tế -> build trust. SP có ở châu
âu châu mỹ
Thống nhất: cảng xếp Hải Phòng, cảng dỡ Bangkok
Bên bán chịu rro chi phí cho tới khi xếp lên tàu ở cảng xuất khẩu
23 tấn, 1150 bao, 1 container 20 feet tại nhà máy Cmy Hà Tây
Kĩ hợp đồng vchuyen từ CM tới Hải Phòng, bên bán chịu phí và rủi ro
Bán trả: thuê con, xếp lên con và chuyển từ nhà máy tới cảng HP, thông quan, xếp hàng ở cảnhg
Mua: bảo hiểm hàng hóa, vận chuyển, dỡ hàng ở bk, vận chuyển nội địa,
Cước từ HP tới BK: phí lấy vận đơn
Tloi: chỉ chịu rro tới cảng giao, ng bán dễ kiểm soát, thu thêm phí log nội địa. Tuy nhiên có thể rro
thông quan, hoặc hàng đổ vỡ do sự cố cần cẩu
Người mua: tàu chỉ định tới muộn gây delay -> phát sinh chi phí
 Năng lực 2 bên cân bằng, bên bán muốn xuất trình với ngân hàng để thu tiền sớm

Is it reasonable to use FOB with LCL -> Theo lý thuyết không nên sử dụng FOB với LCL, nhưng
thực tế, thường xuyên sử dụng FOB với các LCL
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.
Responsibility of the forwarder: depends on payment <point of time as negotiation>
<VD: ng mua đã chuyển hết tiền, ng bán ngang nhiên sử dụng FOB dù có thể có rủi ro phát sinh ở khâu
với forwarder>

Bill of Lading of FOB contract

No word “clean” on BL, but BL is clean when there is no “phê chú xấu”
Loading cost must be presented on the BL: on board, shipped on board, laden on board
Freight to collect: cước trả sau
Freight prepaid: cước trả trước
Với FOB là cước trả sau <freight to collect>: because the vessel is nominated by the Buyer and freight
is paid by the Buyer
CFR: Cost and Freight = FOB + freight
<The seller nominate the carrier> -> FREIGHT PREPAID
Point of time to transfer the risk is similar to FOB terms

Suitable barge <thuyền bộ để cứu hộ>

Normal age of ships in CFR terms: 20-25 years

CIF: Cost, Insurance and Freight <for ships/vessel transport>

CIF = FOB + I + F
Risk: similar to FOB and CFR
Both to blame collision: 2 tàu đâm nhau và mỗi bên đều chịu thiệt hại
A port of distress: cảng lánh nạn
Jettison: ném tàu ra khỏi hàng
Washing overboard: nước tràn vào tàu
CPT: Carriage Paid To

Risks are transferred when goods are passed to the first carrier
Points of delivery: seller’s premises, ICD (Inland container depot), exporting port
The seller buys the insurance and sign the insurance contract

Add insurance cost in the price

Apply to multimodel of transport
DPU-Delivered at Place Unloaded” means that the seller delivers the goods, and at the same time, the
risk and costs transfer to the buyer when the goods are unloaded from the arriving means of transport
and handed over to the buyer. The place of delivery takes place at the destination indicated in the
contract or at an agreed point.
The place of delivery takes place at the destination indicated in the contract or at an agreed point. (can
be after the goods are unloaded from the vessel at the importing port; or can be at the ICD inland
container depot)

In the case of DPU Incoterms, there is no obligation to make a contract of insurance -> The Seller
concludes the insurance contract at his disposal, because the Buyer doesn’t care the risks related to the
cargo. (về mặt lí thuyết ng bán phải mua bảo hiểm, nhưng trên thực tế có khi ng bán ko mua, mà cứ giao
hàng ok, người mua kiểm tra thấy hàng ok và mua là được)
The seller can deliver the cargo at: the buyer’s premises
Who unload the cargo: The Buyer (thực tế 2 bên có thể thỏa thuận)
The Buyer clears for import customs

Điều kiện DDP (delivered duty paid): Giao tại đích thuế đã nộp
 INTERNATIONAL TRADE CONTRACT

Concept
International trade contract is a legally binding agreement between two or more parties having the
headquarters located from different countries, whereby the exporter has the obligation to transfer the
ownership of a certain property called as a good; the importer has the obligation to receive that good and
to fulfill payment.

Don’t focus on the nationality of the representatives (a natural person: manager -> signing a contract),
we focus on the headquarters of a firm because it’s related to the ownership of the property to be
transferred. (đặc điểm phân biệt hợp đồng nội và ngoại là cái headquarters)

Characteristics
- The headquarters of both parties are located in different countries.
- The delivery and receipt of goods is across international borders
- Payment is made in at least one foreign currency in respect to one or both parties
Trường hợp kí hợp đồng với dn nước ngoài, nhưng headquarter bên xuất khẩu chỉ định một chi nhánh
(based in nước nhập khẩu giao hàng) -> vẫn coi là hợp đồng quốc tế

Currency:
Eg: VN kí hợp đồng để xuất khẩu sang Trung Quốc. Nếu vận chuyển qua biên giới bằng vessel, ships...
bắt buộc sử dụng ngoại tệ. Nhưng nếu sử dụng road transportation (by truck), dù đi qua biên giới, vẫn có
thể dùng ở VND hoặc NDT (một trong hai đồng nội tệ).
EFFECTIVENESS CONDITIONS OF AN INTERNATIONAL TRADE CONTRACT
- Subjects of a contract are legally eligible: must have business license
- Objects of a contract are legally eligible.
- Contents of a contract are legally eligible.
- Form of a contract is legally eligible.
(Nghị định 69 – Luật Quản lý thương mại: https://thutucxuatnhapkhau.vn/degree-69-2018-nd-cp/)
Eg:
- VN nhập khẩu máy siêu âm 6 chiều từ Mỹ (Ultrasound scanner) -> xin giấy phép từ Bộ Y tế
- Nhập cây giống Blueberry (Giấy phép Bộ Nông nghiệp)

Đối với sản phẩm bị quản lí bằng hạn ngạch (quota)

- Imports:

- Exports:
EVFTA: quota for rice (đảm bảo an ninh lương thực)
Quy trình xin quota? DN nào được xin quota?
Major articles: Commodity, Quantity, Quality, Price, Delivery, Payment
Còn lại: Additional articles
 COMMODITY

- Name + trade name + science name:

- Name + nameplace of production: geographical indication
- Name + Name of the manufacturer: reflect the quality of the good
- Name + main specification of a good:
Eg: Vietnamese white exports with 5% of broken
- Name + function of a good
- Name + HS code of a good

QUALITY
- By sample:
A counter sample is simply the first sample a factory makes for a production order. This sample is to
check a factory's sewing quality, ability to interpret technical packages, and their ability to achieve the
required garment specifications.
2 cases:
-> Seller provides sample and ask for agreement of the Buyer
-> Seller produces counter sample according to the sample that Buyer provide> send counter sample to
the Buyer (ng mua đặt hàng -> cần counter sample để check chất lượng và độ giống)

- By standard
- By specification
- By brand name
- By technical document: show technical specifications of the commodity -> instruction to install, to
use properply. -> không cho thẳng vào hợp đồng vì làm hợp đồng dài, khó hiểu -> nên cho vào appendix
-> nhưng trong hợp đồng phải ghi rõ: chất lượng y như nêu trong phụ lục, và phụ lục là một phần không
thể tách rời của hợp đồng
“The quality is pursuant to the technical document herein as attached which has been approved by the
buyer and is an integral part of this contract.”
- By content: (theo hàm lượng)
Content of useful substance: Minimum (%) (với chất quan trọng cần thiết thì quy định lượng tối thiểu)
Content of useless substance: Maximum (%) (với chất có hại thì quy định lượng tối đa được phép cho
vào)
- By natural weight (dung trọng: trọng lượng tự nhiên)
- By pre-inspection: phương pháp này ít sử dụng
- By status quo
- By description: thường đi kèm với các phương pháp khác vì bản thân nó không đầy đủ
- Regularly used criteria

QUANTITY:
- Với mặt hàng cái chiếc => use specific stipulation method (xe cộ...)

- Mặt hàng gạo,... => Stipulation method with tolerance (có dung sai)
+ About
+ Approximately
+ More or less 10%, plus/minus 10% 1000MT
+ From 900 MT to 1100 MT

 Khi có dung sai thì thanh toán theo số hàng thực mà bên kia nhận được

Wa: độ ẩm thực tế
Wc: độ ẩm thương mại
Ga: measured at the time the goods are delivered (ghi trong hợp đồng)
120: Ga/Gc (có thể là Ga hoặc Gc, không có gì khác nhau)
10: Wc
15: Wa
 Tính Gc khi buyer nhận được (khi đã điều chỉnh độ ẩm)

Wc: 10
Wa: 15
When the market price tends to decrease -> the contract price is higher than the market price => The
exporter will be more beneficial when they export more goods
 Commecial weight is: 330 + 10%.330 = 363 MT (do có điều chỉnh theo độ ẩm)
 Ga = 363 : (110/115) = 379.5 MT

 Trong hợp đồng ban đầu là Gc, là một lượng xác định, do ảnh hưởng độ ẩm thì lượng đó tăng
hoặc giảm -> Lúc này sẽ trở thành Gc vì lượng vẫn là lượng quy định, k có sự thay đổi.

 Khi người bán tự ý điều chỉnh để bản thân được lợi -> lượng sau khi tự thêm bớt đó là Ga
 PLACE OF QUANTITY IDENTIFICATION
Eg:
EXW: quantity identified at seller premises / hoặc nếu ng mua ủy thác 1 đơn vị quality control, sẽ
identify tại loading port
 Liệu có possible nếu theo EXW, quantity identification được thực hiện ở unloading port?
Có thể được vì Incoterms chỉ là tập quán, có thể linh động, và nếu muốn thay đổi thì 2 bên có thể
thỏa thuận trong hợp đồng
FOB: Kiểm tra số lượng ở cảng dỡ -> lợi cho bên mua. Bên mua có power và có quyền yêu cầu như vậy

PRICE
- Pricing currency: Exporting country, Importing country, Third country / International currency

International currency: hard, freely convertable

- Price identification: Unit price; Total price; A price links with an international commercial term
Price phải đi cùng đk cơ sở giao hàng: để hiểu giá đó, xem giá đã bao gồm những chi phí nào,...
(điều kiện csgh phản ánh các chi phí hình thành nên giá hàng hóa)

- Method of price stipulation:

 Fixed price: áp dụng với hàng nông sản

 Revisable price: (giá linh hoạt) -> stipulate trc, nma có thể thay đổi tại thời điểm thực
hiện hd
 Deferred price: giá quy định sau -> giá quy định vào lúc thực hiện hợp đồng, ko phải khi
kí kết
 Sliding scale price:
Fixed price: khấu hao máy móc thiết bị
Flexible price: chi phí nguyên vật liệu đầu vào’
 Khi tỉ trọng máy móc cao, tỉ lệ nhân công giảm -> hàng có hàm lượng công nghệ lớn
Nhược điểm: chỉ tính toán biến động chi phí sản xuất, chưa tính toán tới chi phí logistics

SHIPMENT/DELIVERY
- identified shipment period

+ At a specific date: unflexible, sometimes diffucult to apply (delay, traffic,...). 3 cases to apply:
Small amount, distance, airline
Eg: Good delivery is made on 25th October, 2015

+ At the last date of shipment

Shipment is made on 25th October, 2015 at the latest

+ At a certain period
Shipment is made in one month from 1st October to 31st October 2015

+ In a certain period of time at the buyer’s option

Shipment is made in one month from 1st October to 31st October 2015 at the Seller’s option
Charterer: người thuê tàu/ủy quyền bởi ng bán hoặc ng mua, ng này cũng có thể quyết định ngày giao
hàng
 SHIPMENT ADVICE
Container number lets importer to track the consignment and to receive the exact container
Stale documents refer to any of these documents that have not been submitted or processed within the
required timeframe.
Why not house BL but Master BL? -> Help seller to reduce the risks associated

Payment method:
- Advance payment: payment is paid in advance (trước khi hàng được vận chuyển)
- At sight payment: Thanh toán ngay
* payment can be made upon the cargo is delivered to the first carrier: EXW, FCA
* Goods are loaded onto a ship/vessel: FOB, CIR, CIF
* submit payment document
* checking documents: UCP700 – not to exceed 5 banking days
* Cargo received
- Deferred payment: Thanh toán sau
Áp dụng trường hợp export đồ phứuc tạp: machinery -> need to install and need time to
check

Modes of payment
Named person: the Seller
Với Payment by T/T: 30% cọc và 70% trả khi bdau chuyển hàng, phù hợp với EXW khi risks sẽ
transfer tại premises
Bill of lading: the carrier / the agent of carieer
Issue vì đảm bảo là tôi – carrier nhận hàng dưới sự kiểm soát của người bán và đảm bảo để chuyển tới
người mua. (tránh theft). Nếu mất hàng thì carrier phải đền sau khi đã kí vận đơn (BL)
Ng bán giao BL cho người mua để người mua show chứng từ cho carrier, xác minh mình là người nhận
-> carrier giao hàng cho người mua

Clean Collection: shipping doc được gửi thẳng cho người mua, khi hai bên tin tưởng nhau, ko cần giao
qua ngân hàng.

DOCUMENT AGAINST PAYMENT (D/P) vs. DOCUMENT AGAINST ACCEPTANCE (D/A)

So sánh TT và LC:
Giống: ko bao giờ người xuất khẩu giao hàng trước (hoặc cọc, hoặc mở thư tín dụng rồi mới giao)