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1. Trade-related Terms 贸易相关术语
A．贸易
Foreign Trade 对外贸易
Entrepot Trade F。） 转口贸易
Home （Domestic）Trade 内贸
Coastal Trade 沿海贸易
Cross-border Trade 边境贸易
Barter Trade 易货贸易
Compensation Trade 补偿（互补）贸易
Bilateral trade （between China and the US） （中美）双边贸易
Multilateral Trade ( Multilaterism ) 多边贸易
Trading House/Corporation/Firm/Company 贸易公司
Liner Trade 集装箱班轮运输
B．合同
Contract 合同
Active service contracts on file 在备有效服务合同
Sales Contract 销售合同
Sales Confirmation 销售确认书
Agreement 协议
Vessel sharing Agreement 共用舱位协议
Slot-sharing Agreement 共用箱位协议
Slot Exchange Agreement 箱位互换协议
Amendment 修正合同
Appendix 附录
Quota 配额
C．服务合同
Service Contract as provided in the Shipping Act of 1984， a contract between
a shipper （or a shippers association） and an ocean carrier
（or conference）in which the shipper makes a commitment
to provide a certain minimum quantity of cargo or freight revenue
over a fixed time period，and the ocean common carrier or
conference commits to a certain rate or rate schedules as wel
as a defined service level （such as assured space，transit time，
port rotation or similar service features）。The contract may
also specify provisions in the event of non-performance on the
part of either party 服务合同
A service contract is a confidential contract between a VOCC and
1 or more shippers in which the shipper(s) make a cargo commitment,
and the carrier makes a rate and service commitment.
服务合同是一家有船承运人与一个和多个托运人签订的保密合同，
在合同中托运人对货量作出承诺，承运人对运价和服务作出承诺。
Only a VOCC (or agreement of VOCCs) may enter into a service
contract as carrier.
只有有船承运人（有船承运人协议）可以作为承运人签订服务合同。
NVOCCs may enter into service contracts as shippers, but not as carrier.
无船承运人可以作为托运人来签订服务合同，但不可以作为承运人签订服务合同。
Allows a carrier to lawfully charge a negotiated, non-tariff rate.
允许承运人合法地收取已达成协议的，非运价本运价。
Allows parties to keep the negotiated rate confidential.
允许签约方对已达成协议的运价保密。
Today, the vast majority of liner cargo in the U.S. trade moves under
confidential service contracts.
目前，绝大多数美国航线的班轮货物通过保密的服务合同运输。
Must be with qualified shipper(s).
必须与合格的托运人签订服务合同。
Must include shipper cargo commitment and carrier rate and service commitments.
必须包括托运人货量承诺，承运人运价和服务承诺。
Must include shipper certification.
必须有托运人的身份证明。
Must be signed by the carrier and the shipper.
必须由承运人和托运人签署。
Must be filed with the FMC.
必须向 FMC 登记
Electronic filing is permitted.
允许电子登记
Rates kept confidential - certain “essential terms” published.
运价保密 －一些“基本条款”公布
Service Contract Form
服务合同的格式
Term 1 = origin. 条款 1 ＝ 启运地
Term 2 = destination. 条款 2 ＝目的地
Term 3 = a list of commodities. 条款 3 ＝ 商品类别
Term 4 – MQC 条款 4 ＝ 最低箱量
Term 5 = Service Commitments 条款 5 ＝ 服务承诺
Term 6 = Rate Schedule 条款 5 ＝ 费率表
Term 7 - Liquidated Damages Clause 条款 7 = 清算损失条款
Term 8 – Contract Term 条款 8 ＝ 合同期限
Term 9A = Legal names of contract parties. 条款 9A = 合同方的法定名称
Term 9B = Identity of contract signatories. 条款 9B ＝ 签字人的身份
Term 9C = Date the contract was signed. 条款 9C ＝ 合同签字日
Other Provisions 其它条款
Term 10 = shipper certification. 条款 10 ＝ 托运人的身份
Term 11 = contract records. 条款 11 ＝ 合同记录
Term 12 = other provisions (including force majeure, cancel ation, arbitration, andassignment clauses) 条款 12 ＝ 其它条款（包括不可抗拒力，终止，仲裁和转让 条款）
Signature Block 签字栏
The Shipper Party 托运方
Is the Shipper Party qualified? 托运方是否合格？
Must be cargo owner, NVOCC, or shipper ‘s association.必须是货主，无船承运人和托运人协会
Cannot be freight forwarder. 不可以是货运代理人
Is the shipper party the party that wil use the contract? 托运方是否为合同的使用方？
Cannot be agent or affiliate of shipper party. 不可以是托运方的代理和附属公司
Exception: Affiliate of BCO may be shipper 特殊情况：如果直接货主的附属
party if it wil be responsible for the freight. 公司负责运费，其可以是托运方。
Must Use Full Legal Name 必须使用法定的全称
The full legal name and business address 服务合同中必须显示
of the shipper party must appear on the service contract.托运方的法定全称和营业地址。
Should usually include a corporate identifier (Inc., Ltd., Co.). （Inc., Ltd., Co.） 通常必须包括公司的标志符
Contract heading, Term 9, and signature 合同的标题，第 9 条款
block should match. 和签字栏必须一致。
Affiliates 附属公司
Shipper party may list affiliates entitled to use the service contract in Section 9. 托运方可以在合同第 9 条款中列入有权使用服务合同的附属公司。
An affiliate is a person that controls, is controlled by, or is under common control with, the shipper party. 附属公司是指拥有托运方，被托运方拥有或被同一公司拥有的实体。
The full legal name and business address of each affiliate must be included. 必须包括每一个附属公司的法定全称和营业地址。
Trade names may also be indicated in addition to the full legal name. 除法定全称外，也可列入商号。
NVOCCs may not list affiliates. 无船承运人不可列入附属公司。
When the Service Contract May be Used 何时可以使用服务合同？
A service contract may not be used until the 只有在 SECAUCUS 办公室
Secaucus office notifies the agent that the 通知代理服务合同已经向 FMC
service contract has been filed with the FMC. 登记后，服务合同才可以使用。
The Secaucus office will issue Daily Filing Notices. SECAUCUS 办公室将发出“每日登记通
知”。
Enforcement of Service Contract Terms not to deviate from the service contract terms. 服务合同条款的执行不可以偏离服务合同条款。
A contract may be amended to reduce MQC or extend the contract term. 服务合同可进行修改减少最低箱量或延长服务合同
If the MQC (as amended, if applicable) is not satisfied, an invoice for liquidated damages must be issued within 30 days of the end of the service contract term.如果最低货量没有完成，在合同到期后 30 天内发出清算损失发票。
Service Contract must be with qualified shipper. 服务合同必须与合格的托运人签订。
Shipper Party is person that will use the contract. 托运方为将会使用合同的人。
Full name (and trade name, if any) and address of shipper party and any affiliates entitled to use the contract must appear in Term 9. 条款 9 中必须显示托运方和任何有权使用合同的附属公司的全称（和商号，如果有）和营业地址。
If contract is with Shipper‟s Association, Members entitled to use the contract must be listed. 如果与托运人协会签订合同，合同中必须列入有权使用合同的成员公司。
All parties entitled to use contract must certify status. 所有有权使用合同的各方必须证明其身份。
Contract may not be used until filed with the FMC. 在没有向 FMC 登记前，合同不可以使用。
Only shipper party and named affiliates (or listed members if SA) may use the contract. 只有托运方和指名的附属公司（或列入的托运人协会的成员公司）可以使用合同。
D．条款
Contract Terms （and conditions ） 合同条款
Article 条
Section 节/项
Item 款
Stipulation 规定
Essential terms 必备（主要）条款
Revision 修改
Alteration 更改
Contract Signatory 合同签署方（人）
Merchant 签约方
Head-Contractor 总承包商
Sub-Contractor 分包商
Parties to the contract 合同（协议签约）有关各方
E. 买卖方、中介
Manufacturer 制造（厂）商
Buyer 买方
Seller 卖方
Broker 中间人/ 掮客（跑街先生）
Middle-man 中间人（商）
OTI 远洋运输中介公司
NVO (NVOCC) Non-Vessel Operating Common Carrier 无船承运人
NVOCC Services may include but are not limited to： 无船承运人提供的服务包括但不局限于：
1） purchasing transportation services from a VOCC and offering such services for resale to other persons 向船舶承运人购买再向他人转售运输服务
2） payment of port to port or multi-modal transportation charges 支付港到港或全程多式联运费用
3） entering into affreightment agreements with underlying shippers 与大货主签订运输合同
4） issuing bills of lading or equivalent documents 签发提单或相同效用单证
5） arranging for inland transportation and paying for inland freight charges on through transportation movements 安排内陆运输，从全程运费中支付内陆运费
6） paying lawful compensation to ocean freight forwarders 向货代支付合理佣金
7） leasing containers 负责租用（集装箱）货柜
8） entering into arrangements with origin or destination agents 与始发地、目的地代理签订合作协议，落实运作
Any person operating in the US as an NVOCC shall furnish evidence of financial responsibility in the amount of USD 75000 在美国经营无船承运人必需提供保证金 75000 美元
Ocean Freight Broker 远洋揽货代理（ 船东订舱／营销代理 ）
Ocean Freight Broker is an entity which is engaged by a carrier to secure cargo for such carrier and/or offer for sale ocean transportation services which holds itself out to the public as one who negotiates between shipper or consignee and carrier for the purchase，sale，conditions and terms of transportation。 远洋揽货代理系由船东经营，专事为本公司揽货，提供远洋运输服务的机构。对外负责与收、发货人洽谈运输条款出售舱位等事宜。
An Ocean Freight Broker is not required to be licensed to perform those services。 远洋揽货代理无需专办经营执照
Cargo Forwarding Agent / Cargo Forwarder 货运代理
Freight Forwarding / Forwarder 货运代理
Ocean Freight Forwarder 远洋货运代理人
Freight Forwarding services may include，but are not limited to： 货代服务包括但不局限于：
1） ordering cargo to port 安排将货物运送至港区（口）
2） preparing and/or processing export declarations 安排出口报关
3） booking，arranging for or confirming cargo space 安排订舱，确认舱位
4） preparing or processing delivery orders or dock receipts 安排装货单证（场站收据）
5） preparing and/or processing ocean bills of lading 安排海运提单
6） preparing or processing consular documents or arranging for their certification 安排出口单证及货物出口相关证书
7） arranging for warehouse storage 安排仓库储放
8） arranging for cargo insurance 安排货运保险
9） clearing shipments in accordance with Government export regulations 根据政府有关出口规定办理货物出口清关手续
10） preparing and/or sending advance notifications of shipments or other documents to banks，shippers，or consignees，as required 缮制货运通知单及相关单证并按要求分送银行、货主或收货人
11） handling freight or other money advanced by shippers，or remitting or advancing freight or other money or credit in connection with the dispatching of shipments 安排支付发货人应付海运费和其它费用；支付、电汇海运费、及运输相关费用
12） coordinating the movement of shipments from origin to vessel 协调货物自出运地至船舶
的运输
13） giving expert advice to exporters concerning letters of credit，other documents，license or inspections，or on problems about cargoes dispatch。 为出口商提供有关信用证、其它单证、执照、检验及其与货物出运相关问题的专业咨询服务
Any person operating in the US as an Ocean Freight Forwarder shal furnish evidence of financial responsibility in the amount of USD 50000。 在美国经营货代必需提供保证金 50000 美元
Shipping Agency / Agent 船务代理
Supplier / Provider 供方
F．公司
Head Office （Headquarters） 总公司
Board of Directors 董事会
Director 董事
CEO 首席执行官（总裁）
CFO 财务总监
Regional Office 区域性公司
Local Office 地区公司
Affiliate 附属（子）公司
Branch Office 分公司
Sub-office 支公司
Subsidiaries 下属公司
Liaison Office 联络处
Rep. Office （Representative Office） 代表（办事）处
Chief Representative 首席代表
Group Company 集团公司
Conglomerate 集团公司（企业集团）
G．收发货人
Shipper SPR 发货人/托运人
Shipper may mean : 发货人可以是：
1) a cargo owner 货物持有者（真正意义上的货主）
2） the person for whose account the ocean transportation is provided 远洋运输费用支付人
3） the person to whom delivery is to be made 收货人
4） a shippers‟ association an NVOCC that accepts responsibility for payment of al charges applicable under the tariff or service contract 货主协会承担支付运价本费率或服务合同费用的无船承运人
Consolidator A company that consolidates freight owned by various parties into one container. 拼箱货发货人
Consignor 发货人
Consignee 收货人
Notify Party 通知方
Second Notify Party 第二通知方
H．客户
Customer /Client （customer） 客户
Direct Account （ customer ） 直接客户
Target Customer （目标）大客户
BCO Beneficial Owner of the cargo 直接货主（制造厂商）
Big Accounts 大客户
VIP Customers 重要客户
Agreement / Contract Customer 协议客户
Long-term Customer 长期客户
Potential Customer 潜在客户
Picky customer 好挑剔的客户
I．谈判
Negotiation （Business Talk ） 谈判
Compromise （ Meet half-way ） 折衷妥协
50 / 50 （ fifty to fifty / fifty fifty ） 折衷
Win-Win not a matter of percentage but principle 双赢不是占多大比重而是原则问题
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