Incoterms 2020 · Minimum seller obligation
EXW — Ex Works
The seller makes the goods available at its premises. The buyer collects, exports, insures, imports and delivers.
Key facts
| Risk passes | When the goods are placed at the buyer's disposal at the named place, not loaded |
|---|---|
| Export clearance | Buyer |
| Import clearance and duty | Buyer |
| Main carriage | Buyer |
| Insurance | Neither party is obliged; buyer normally insures |
| Loading | Buyer, unless the contract says the seller loads |
| Best for | Domestic-style pickups and buyers with a strong forwarder in the seller's country |
| Source | ICC Incoterms 2020, EXW |
EXW looks simple until the buyer cannot export
The buyer must clear the goods for export in the seller's country. Many buyers cannot do that, and some countries require the exporter of record to be established locally. When that happens, the practical fix is FCA at the seller's premises: the seller clears export and hands the goods to the buyer's carrier.
Loading is the other trap. EXW says the seller does not load, but a factory may be the only place with a dock or forklift. Write the loading responsibility into the contract if the seller will actually do it.
Use EXW when the buyer already operates locally
EXW fits a buyer with a local entity, a freight forwarder and an export broker in the seller's country. It also fits samples and domestic movements where no export declaration is needed. It rarely fits a first-time cross-border buyer who expects a delivered price.
If the buyer asks for a landed cost, start from the EXW price and add export handling, freight, insurance, duty and import tax. The landed-cost calculator accepts those lines separately.
Frequently asked questions
Who loads the truck under EXW?
The buyer, unless the contract says otherwise. In practice the seller often loads because it controls the dock; put that in writing and price it.
Can the seller clear export under EXW?
The rule assigns export clearance to the buyer. If the seller clears export, use FCA instead so the responsibilities match the paperwork.
Ask a compliance question
Free first answer by email. Tell us the destination, the product and the channel — we will point you to the rule and the official source. No obligation, no sales sequence.