Want to sell on FCA or EXW terms but your customer is requesting different terms? A collaborated routed transaction agent lets the seller offer the Incoterm that best suits them while still accommodating the buyer.
Deciding which of the 11 Incoterms to select is fundamental to every international sale. Sellers often want to sell on FCA or EXW terms, but the buyer requests different delivery terms. Consider using a collaborated routed transaction agent: the perfect arrangement for the seller to offer while still accommodating the buyer's purchase terms.
Typically, the seller relies on a freight forwarder to provide the supply chain costs needed to quote Incoterms other than EXW. The forwarder then usually steps back and does not get involved again until the order is ready to ship. This leaves a gap precisely at the negotiation stage, where the choice of Incoterm matters most.
A collaborative forwarder arrangement goes beyond the forwarder's traditional role. It includes working with the seller and the prospective buyer at the earliest transaction negotiation stages. The result is an arrangement in which one Incoterm best suits the seller, while the buyer's requested delivery terms can still be accommodated.
Talk with H.C. Bennett about how this applies to your import or export operation.