EXW and FCA quotes: what a buyer must compare

EXW and FCA can produce different-looking prices because the parties' delivery tasks differ. Start with the exact rule, edition, and named place in each offer. Do not compare the price labels alone or infer who handles a specific handover from an abbreviation without its place.

Map the journey

For each offer, write who arranges loading, export formalities, pickup, carriage, and insurance if wanted. Price the tasks your buyer or forwarder must arrange. Where local procedures make an arrangement impractical, get a logistics specialist to review it before award.

Keep the product constant

Match quantity, packaging, ready date, and inspection point. Ask for the estimated pickup location and hours, and who provides the documents needed by the carrier. Incoterms® rules allocate defined delivery, risk, and cost obligations; they do not set product quality or payment terms. Put those other decisions in the contract and acceptance plan.

Worked responsibility map

Supplier A quotes EXW at its plant for 400 cartons; Supplier B quotes FCA at a named terminal. First ask each for the exact place and rule edition. Obtain a forwarder's price for A's pickup and export tasks, then enter confirmed buyer costs beside A in the comparison tool. Put unresolved charges in the delivery notes and leave their numeric fields blank. Common error: entering both unit prices as if delivery occurred at the same terminal. A lower EXW number may simply leave more work to the buyer.

Source context: International Chamber of Commerce — Incoterms® 2020 supports this limited point: Incoterms® 2020 allocates specified delivery, cost, and risk responsibilities between buyer and seller. The buyer procedure above is Suppliers Help editorial guidance. Source checked 2026-09-27.