Post, Freight and Carriers

How to sell freight rate to exporters in a country that 99% of foreign trade is on FOB terms like Vietnam?

At my company we are force to find direct shippers who export to other countries. No problem with Asian bound routes, but to the US and EU, almost all shipments are on FOB terms, which means shippers can't decide the carriers/ transporters. We have good relationships with exporters but it's no use. Traditional marketing practices don't seem to work. Selling in the shipping industry is much difficult than in the insurance one!

Public Comments

1. well...FOBs are good for sellers point of view, CPT/CFR are good for buyers point of view. which one you should chose depends on your requirements.