春聚羊城，货通全球！第139届广交会（2016.4.15-5.5）火热进行中，EXW作为卖方责任最轻、流程最简的贸易术语，成为展会小批量试单、新手入门的首选。本文用中英双语，结合广交会场景，快速读懂EXW核心规则与实操要点。
一、What is EXW? 什么是EXW
中文定义：EXW工厂交货，依据INCOTERMS 2020，卖方仅需在约定地点将货物交由买方处置，即完成交货，不承担装载、运输、清关责任与费用，交货后风险全部转移至买方。
English Definition：EXW (Ex Works) means the seller delivers when the goods are placed at the disposal of the buyer at the named place. The seller is not responsible for loading, transport or customs clearance, and all risks transfer to the buyer upon delivery.
? 广交会适用：采购商自提货物、自主安排物流，适配试单、定制验货场景。
? Canton Fair Tip: Ideal for buyers who arrange their own pickup and logistics, perfect for trial orders and on-site inspection.
二、EXW核心要点 Key Points
1. 责任划分 Responsibility
✅ 卖方：备货、通知提货，无装载、报关、运输义务
✅ Seller: Prepare goods, inform pickup, no obligation for loading, customs or transport
✅ 买方：承担全程运费、清关、保险及所有后续风险
✅ Buyer: Bear all freight, customs, insurance and subsequent risks
2. 风险转移 Risk Transfer
货物交由买方处置时，风险即刻转移，后续货损、丢失均由买方承担。
Risk transfers immediately when goods are available for buyer’s disposal.
3. 适用场景 Applicable Scenarios
外贸新手试单、买方自主清关物流、定制验货提货、近距离贸易
Trial orders, buyer self-handled logistics, on-site inspection, short-distance trade
4. 运输方式 Transport
适配海运、陆运、空运、多式联运全场景
Applicable to all transport modes
三、广交会避坑指南 Avoid Pitfalls
1. 明确交货地点：合同必须标注EXW+具体地址，约定装载责任归属
1. Clarify delivery location: Mark EXW + exact address in contract, confirm loading responsibility
2. 厘清清关责任：卖方仅提供单证协助，不承担清关费用与风险，退税需留存完整物流凭证
2. Clarify customs duty: Seller only provides documents, no customs liability; keep full logistics records for tax rebate
3. 规范交接：双方共同验货，签署交货确认单，留存全部凭证
3. Standard handover: Joint inspection, sign delivery confirmation, keep all documents
四、EXW报价公式 Quotation Formula
EXW报价 = 货物成本 + 备货成本 + 利润
EXW Price = Goods Cost + Preparation Cost + Profit
报价需注明不含运费、清关、保险费用，避免纠纷。
Quotation must exclude freight, customs and insurance costs.
五、总结 Summary
EXW是广交会低风险、高效率的合作首选，清晰划分权责，适配各类试单与采购需求。熟练掌握规则，就能高效对接客户，轻松转化订单。
EXW is the best low-risk choice at Canton Fair, with clear responsibility division, suitable for all trial orders. Master the rules to win more orders.
? 替代方案：采购商无法清关，可选用FCA货交承运人，降低税务风险
? Alternative: Choose FCA if buyer cannot handle customs clearance
祝各位外贸同仁广交会订单满满，满载而归！
Wish all foreign trade friends great success at the Canton Fair!
