今日主題 Topic of episode 1
認識國際貿易實務Introduction of the practice of international trading(一)
課程大綱 Outline
1. 概述 Introduction
2. 貿易的分類 Categories of trading
1. 概述 Introduction
1.1. 國際貿易 International trade
意義：國與國之間，商品和勞務的交易。
Meaning: The trade is the exchange of merchandise and labor service between countries.
意義：國與國之間，商品和勞務的交易。
Meaning: The trade is the exchange of merchandise and labor service between countries.
A. 國外貿易 Foreign Trade
B. 對外貿易 External Trade
1.2. 國際貿易實務 Practice of International Trade
意義：係探討國與國之間進行商品交易的相關知識及技術。(實際的貿易作業)
意義：係探討國與國之間進行商品交易的相關知識及技術。(實際的貿易作業)
Meaning: The study of the related knowledge of merchandising trade and technique between countries. (The actual trading process)
1.3. 國際貿易實務範圍 The field of the practice of international trading：
A. 商品買賣契約的磋商及簽訂 The negotiation of contract-making of merchandising trade
B. 商品運輸契約的簽訂 The contract-making of the merchandising shipment
C. 保險契約的簽訂 The contract-making of insurance
D. 外匯買賣契約的簽訂 The contract-making of foreign exchange
E. 貨物的包裝、檢驗、裝卸及通關 The packaging, inspection, loading, unloading and customs clearance of merchandise
F. 單據的製作 Making of vouchers
G. 交易文件的擬定 Drawing up of trading documents
H. 貿易糾紛的處理 Dealing with trading issue
除了買方跟賣方的交易，其他業者如金融業者(付款方面)、運輸業者(貨物的運輸)、保險業者(貨物運輸的保險)、報關、檢驗等等，都在交易中扮演重要腳色。
Excluding buyer and seller, the other business like financier(about payment), carrier(about shipment of merchandise), insurer(about insurance for merchandise in shipment), customs declaration, inspection... and so on, that all plays important role in a deal.
Excluding buyer and seller, the other business like financier(about payment), carrier(about shipment of merchandise), insurer(about insurance for merchandise in shipment), customs declaration, inspection... and so on, that all plays important role in a deal.
2. 貿易的分類 The categories of trade
2.1. 依範圍不同分類 Categorized by the difference of field
A. 狹義的國際貿易Narrow definition：有形商品的貿易 trade of visible merchandise
B. 廣義的國際貿易Wide definition：有形商品的貿易trade of visible merchandise、無形商品貿易(勞務貿易)trade of invisible merchandise(trade of labor service)
勞務貿易Trade of labor service：運輸、保險、旅遊、智慧財產權交易。(不會顯示在海關的通關統計上。漸次越被重視，不下於有形商品的貿易。)The trade of shipment, insurance, traveling, intellectual property rights. (Some trades not showed on statics of customs are more and more valued recently, which are comparable with the trade of visible merchandise.)
2.2. 依貨物移動方向不同分類 Categorized by the direction of the movement of merchandise
A. 出口貿易 Export Trade
B. 進口貿易 Import Trade
C. 過境貿易 Transit Trade
依買賣方角度而有所不同，如買方購入產品，則為進口貿易。 Differ by the perspective of buyer or seller. Like the buyer import products thus categorized as import trade.
< 圖例Key >
外國自本國購入商品。Foreign country purchase merchandise from one's own country.
外國自本國購入商品。Foreign country purchase merchandise from one's own country.
本國One's own country：出口貿易Export trade
外國Foreign：進口貿易 Import trade
第三國The third country：若商品運輸途中過境至第三國，則為過境貿易。If merchandise has to transit to the third country thus categorized as transit trade.
<實例 Actual example>
即使目前台灣(本國)到中國(外國)的船運漸次發達，但仍有不少商品須過境至香港(第三國)再運送至中國。Even more and more shipping between Taiwan and China, there's still a lot of merchandises need to transit to Hong Kong(The third country) then ship to China.
台灣Taiwan：出口貿易Export trade中國China：進口貿易Import trade
香港Hong Kong：過境貿易Transit trade
2.3. 依交易方式不同分類 Categorized by the difference of the method of trade
A.直接貿易 Direct Trade：由貨物生產國的業者與消費者國的業者直接完成交易，沒有任何第三國的業者介入的貿易型態。The seller directly deal his/her own country's product with buyer from other country, there's no third country involved with.
B. 間接貿易 Indirect Trade：貨物生產國的業者與消費者國的業者並不直接交易，而是透過第三國的中間人將貨物由生產國銷往消費國的貿易型態。The seller not directly deal his/her own country's products with buyer from other country but with a broker from third country first. The broker sell the product to buyer from other country.
B.1. 常見的間接貿易型態 Common types of indirect trade：
依貨物移動方向不同而有區別。Differ from the direction of the movement of merchandise.
依貨物移動方向不同而有區別。Differ from the direction of the movement of merchandise.
B.1.1. 三角貿易Triangular trade：貨物無須移動至第三國。
The merchandise no need to transit to third country.
The merchandise no need to transit to third country.
a. 出口商與進口商各自與第三國中間商簽訂契約。
Each exporter and importer makes contract with the broker from the third country.
b. 進口商並須交付貨款給第三國中間商。
The importer should pay for goods to the broker from the third country.
c. 第三國中間商支付貨款給出口商。
The broker from the third country should pay for goods to the exporter.
d. 貨物直接由出口商運輸至進口國。
The merchandise directly ship from export country to import country.
＊中間商可中間賺取兩筆契約的差價，而不需要去經手貨物。
The broker earns the price difference of two contracts and doesn't need to take care of product.
<實例1 Actual Example 1 >
很多台商在中國大陸設廠，當國外廠商下訂單到台灣廠商，台灣廠商指示大陸生產基地直接運送國外。 Many Taiwanese businessmen set factories in China. When foreign customers place order to Taiwanese company, the Taiwan HQ indicate China manufacturing plant directly ships products to foreign customers.
很多台商在中國大陸設廠，當國外廠商下訂單到台灣廠商，台灣廠商指示大陸生產基地直接運送國外。 Many Taiwanese businessmen set factories in China. When foreign customers place order to Taiwanese company, the Taiwan HQ indicate China manufacturing plant directly ships products to foreign customers.
台灣廠商收到進口商訂單，對大陸廠下出貨指示，貨物直接由大陸廠送到進口商。進口商支付貨款給台灣公司。Taiwanese company received order from importer, and send indication to China manufacturing plants to ship goods directly to importer. Importer pay for goods to Taiwan company.
<實例2 Actual example 2>
大陸工廠需要原料時，也可由台灣下單，海外直接運送到中國工廠。
大陸工廠需要原料時，也可由台灣下單，海外直接運送到中國工廠。
When China factory needs raw materials also could let Taiwan factory places order, and ships from abroad to China plants directly.
B.1.2. 轉口貿易 Intermediary trade：貨物須移動至第三國。
Merchandise in need of moving to third country.
Merchandise in need of moving to third country.
a. 出口國與進口國各自與第三國中間商簽訂契約。
Each export country and import country makes contract with broker of the third country.
Each export country and import country makes contract with broker of the third country.
b. 貨物進口至第三國再出口至進口商。
Merchandise import to the third country then export to the import country.
Merchandise import to the third country then export to the import country.
c. 進口商支付貨款給第三國中間商，第三國中間商再支付貨款給出口國。
Importer pays for goods to broker of the third country, the broker pays for goods to exporter.
<實例1 Actual Example>
以前台灣在與中國貿易沒有那麼密切時，需要透過第三國業者來簽訂契約，貨物也不可直航，需由香港做轉運。 In the past, Taiwan wasn't traded close to China, so it in need of the broker to sign contract. Merchandise also couldn't ship directly, but has to transit to Hong Kong.
以前台灣在與中國貿易沒有那麼密切時，需要透過第三國業者來簽訂契約，貨物也不可直航，需由香港做轉運。 In the past, Taiwan wasn't traded close to China, so it in need of the broker to sign contract. Merchandise also couldn't ship directly, but has to transit to Hong Kong.
Q&A
1. 「台灣接單，大陸出口」是常見的三角貿易方式，有沒有可能出現四角貿易或五角貿易？
"Taiwan receives order, China exports goods" is a common triangular trade. Is it possible to have quadrangle trade or pentagon trade?
"Taiwan receives order, China exports goods" is a common triangular trade. Is it possible to have quadrangle trade or pentagon trade?
ans: 如果交易情況複雜，確實可能出現四角或五角、六角貿易。
If the trading scenario is complicated, it's possible to exist quadrangle trade or pentagon trade.
例如：海外進口商下訂單給國外貿易商，貿易商再下給台灣公司，若台灣工廠設在大陸，則貨物可能直接由大陸運至進口商，此就是四角貿易型態。
i.e. The abroad importer places order to another foreign trader, trader places order to Taiwan company. If Taiwan company set manufacturing plant in China, then the goods might ship from China directly to importer. This is the quadrangle trade.
2. 轉口貿易與三角貿易有何相同與不同之處？
The difference of intermediary trade and triangular trade.
The difference of intermediary trade and triangular trade.
3. 轉口貿易與過境貿易有何相同與不同之處?
The difference between intermediary trade and transit trade
2.4. 依交易型態不同分類 Categorized by the types of trade
A. 普通貿易 Regular Trade
B. 加工貿易 Processing Trade
a. 出口商出口原料、材料、半成品、零組件給進口商
The exporter export raw materials, materials, semi-finished products, components to importer.
The exporter export raw materials, materials, semi-finished products, components to importer.
b. 進口商為加工貿易業者，將製成品再販售給外國買主。
The importer is improvement trader, process materials into finished goods to foreign buyer.
The importer is improvement trader, process materials into finished goods to foreign buyer.
c. 外國買主支付貨款或佣金給進口商(加工貿易業者)
The foreign buyer pay payment for goods or commission to importer(improvement trader).
The foreign buyer pay payment for goods or commission to importer(improvement trader).
d. 進口商支付貨款給出口商
The importer pay the payment for goods to exporter.
Q&A
1. 何謂委託加工貿易(Processing Deal for Export)?
What is Processing deal for export?
What is Processing deal for export?
a. 外國廠商提供原料、材料、半成品、零組件給本國加工業者
The foreign company offer raw materials, materials, semi-finished goods, components to the improvement trader.
The foreign company offer raw materials, materials, semi-finished goods, components to the improvement trader.
b. 本國加工業者提供製成品給外國廠商
The improvement trader offer finished goods to the foreign company.
The improvement trader offer finished goods to the foreign company.
c. 外國廠商支付加工費給本國加工業者
The foreign company pay the fee of processing to improvement trader.
2. 委託加工貿易與加工貿易有何不同? What's the difference between Processing deal for export and improvement trade.
2. 委託加工貿易與加工貿易有何不同? What's the difference between Processing deal for export and improvement trade.
a. 委託加工貿易在加工過程中，貨物的所有權仍歸國外委託廠商。
In the process of Processing deal for export, the ownership of goods still belong to foreign company.(client)
In the process of Processing deal for export, the ownership of goods still belong to foreign company.(client)
b. 非屬買賣關係，而係承攬或委託的關係。It's not a bargain. It's a contract of a project.
2.5. 其他貿易型態 The other types of trade
A. 相對貿易 Counter Trade, CT：買賣雙方中的一方，以商品(或勞務)或以一部份商品(或勞務)抵償他方所供應商品價款的交易行為。Any side of a bargain apply merchandise or part of service/merchandise to compensate for the price of the goods offered from other side.
<起源 Origin>
70年代石油危機之後，蘇聯及東歐共產國家偏愛使用的貿易方式。最主要原因為進口國家沒有出口國家所希望支付的外匯，不得以只好以交換的方式進行買賣。在蘇聯瓦解後，開放經濟後民生需求遽增，但不具備充分外匯，只好發展出相對貿易的型態。
70年代石油危機之後，蘇聯及東歐共產國家偏愛使用的貿易方式。最主要原因為進口國家沒有出口國家所希望支付的外匯，不得以只好以交換的方式進行買賣。在蘇聯瓦解後，開放經濟後民生需求遽增，但不具備充分外匯，只好發展出相對貿易的型態。
After 1960, the Soviet Union and other eastern Europe communism country prefer to use this kind of trade. The major reason is the import country doesn't have the enough currency as payment that export country expect, so they deal with merchandise itself. After the Soviet Union collapsed, people need dramatically increased with opening economics, but the country doesn't prepare enough currency, so it developed counter trade to deal with the situation.
<型態 Type>
a. 易貨方式貿易 Barter Trade
b. 補償交易 Compensation Trade
c. 相對採購 Counter Purchase
d. 產品購回協定 Product Buy-Back Agreement
e. 政府間清算帳戶 Intergovernmental Cleaning Accounts
f. 抵銷交易 Offset Trade
在國際間的貿易型態中，存在5%~35%比重，並不低。但局限於部分國家，對多數國家來說陌生。In all of the trade types, counter trade share around 5~35%. It's actually not low but limited in partial countries, it's not familiar with most of other countries.
B. 整廠輸出貿易 Plant Export ：包括構成整廠設備的機械、器具及材料的製作、買賣，與發揮整廠設備整體機能所需Know-how及技術人員勞務在內的一切有形或無形的事物、人員的輸出，以及在國外工程建設承攬業務。Including all the equipment, tools to contribute manufacturing plants. Material and deal making, and know-how of operate the whole factory. Any visible or invisible things, and employee like the mechanic, technician, sales representative.
特色: 交易金額大、交易期間長、契約內容複雜、交易風險大。
Character: Huge sum of deal, long deal term, complicated contract, high risk.
C. OEM 貿易：原廠委託代工製造(Original Equipment Manufacturing)之意，係指委託廠商將設計好的(或所確認的)圖樣、規格、零件、半成品或成品，委託另一廠商生產。然後將所生產的產品以委託廠商的品牌或商標，由委託廠商在市場上行銷，受託廠商僅負責生產賺取加工費的加工方式。The client entrust images, standards, semi-finished goods or finished goods to other factory to process. The finished goods be entrust to use the client's logo, and marketing by client. The trustee only responsible for producing to earn the fee of processing.
<實例 Actual Example>
國外知名廠商，委託加工廠製造生產，並由國外知名廠商進行行銷。 Famous brand from abroad entrust processing factory to manufacture products, and market by brand itself.
國外知名廠商，委託加工廠製造生產，並由國外知名廠商進行行銷。 Famous brand from abroad entrust processing factory to manufacture products, and market by brand itself.
<效益Benifit>
a. 委託廠商Client：
降低生產成本，提高競爭力。Reduce cost of manufacture. Improve competitiveness.
b. 受託廠商Trustee：
賺取加工費，學習生產技術，管理方法，提升製造能力。Earn the fee of processing. Learn the technique of manufacture, methods of management, improve ability of manufacture.
賺取加工費，學習生產技術，管理方法，提升製造能力。Earn the fee of processing. Learn the technique of manufacture, methods of management, improve ability of manufacture.
D. ODM原廠設計委託 Original Design Manufacturing：係指受託廠商自行設計、開發產品，然後將此產品掛上委託廠商的品牌出貨。Means the trustee designs, develops products by its own. And put logo from client on the product.
E. OBM自創品牌行銷 Own Brand Marketing: 由廠商自創商品品牌，建立國際行銷網路，直接掌握市場，而不再掛他人品牌銷售。 Create the brand of product by manufacturing itself, build the network of international market, control the market directly instead of putting on other brand's logo.
關鍵字 Key words
1. 國際貿易實務 the practice of international trading
2. 直接貿易 Direct trade
3. 間接貿易 Indirect trade
4. 三角貿易 Triangular trade
5. 轉口貿易 Intermediary trade
6. 過境貿易 Transit trade
7. 委託加工貿易 Processing deal for export
8. 相對貿易 Counter trade
9. 整廠輸出貿易 Plant Export
10. OEM (Original Equipment Manufacturing)
11. ODM (Original Design Manufacturing)
12. OBM (Own Brand Marketing)
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