What is the difference between EXW and FOB price?

EXW is the price at the factory gate: you arrange and pay for collection, export clearance and loading. FOB includes inland transport to the port, export clearance and loading onto the vessel, so the unit price is higher but the local leg is handled.

Is FOB always more expensive than EXW?

The FOB unit price is higher because it includes inland haulage and export formalities. Whether your total landed cost is higher depends on what your own forwarder charges for the same steps - sometimes EXW wins, often the gap is small.

Which Incoterm is safer for a first order from China?

FOB is usually safer for a first order. The supplier manages inland transport and export clearance, which are the steps most likely to cause delays you cannot resolve from overseas.

Do you quote both EXW and FOB?

Yes. Napkin orders can be quoted either way so you can compare true landed cost against your own freight rates. Ask for both when you request a quotation.

Trade Terms

EXW vs FOB for Napkin Imports: Which Incoterm Should You Choose?

Updated 2026-08-31 · Jinman Paper Supplies

EXW (Ex Works) and FOB (Free On Board) are Incoterms that decide who pays and who carries risk at each step of getting napkins from a Chinese factory to your warehouse. Both appear constantly in napkin quotations, and choosing the wrong one quietly changes your landed cost.

Side-by-side

Step	EXW	FOB
Factory to port	Buyer	Supplier
Export clearance	Buyer	Supplier
Loading on vessel	Buyer	Supplier
Ocean freight + insurance	Buyer	Buyer
Risk transfers	At the factory	Once goods are on board

Which one suits you

Choose FOB if you do not have a China-based forwarder. The supplier handles inland haulage and export clearance, which avoids delays you cannot easily fix from abroad.
Choose EXW if you already work with a Chinese freight forwarder and want full control of the domestic leg — it can be cheaper, and you see the real local costs.
For a first order, FOB is usually the safer choice. The price difference is often smaller than buyers expect once the inland leg is priced honestly.

We quote napkin orders both EXW and FOB so you can compare true landed cost. Ask for both when you enquire — see the full process in how to order in bulk.

Explore related guides: Our Factory · How to Order in Bulk · All Products

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