Two freight quotes for the same cars from China usually differ because they cover different parts of the journey, use different Incoterms, or leave charges out until later. Compare them only after you have put both into the same line-by-line list: origin charges, main freight, surcharges, documents, destination charges and insurance.
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Why do two freight forwarder quotes for the same cars from China look so different?
Most of the gap comes from scope, not from price. One quote may be ex-works to a named port with every local charge listed. The other may be a single all-in figure to your destination port that assumes the seller pays origin costs. If the Incoterm differs, the lines that belong to you differ too. Read the CIF Djibouti example to see how a CIF figure is built, and the LC versus T/T guide for how the payment terms tie in.
Four questions explain most differences:
- Which Incoterm does the quote assume (FOB, CFR, CIF)?
- Is it per vehicle (RoRo) or per container?
- Are origin and destination terminal charges included, or listed separately?
- Which surcharges are included today, and which can be added before the ship sails?
Which lines normally appear on an ocean freight quote?
Quotes from forwarders and carriers usually include the same families of charges, though the names vary by carrier and port.
| Line | What it pays for | Who usually bears it |
|---|---|---|
| Ocean freight | The sea leg from loading port to discharge port | Seller under CFR/CIF, buyer under FOB |
| Origin terminal handling (OTHC) | Terminal work at the port of loading | Follows the Incoterm; seller under FOB and CIF |
| Destination terminal handling (DTHC) | Terminal work at the port of discharge | Buyer under FOB, CFR and CIF |
| Bunker adjustment factor (BAF) | Fuel cost adjustment applied by the carrier | Sits inside freight or is added on top |
| Documentation or bill of lading fee | Preparing and issuing the transport documents | Charged at origin, sometimes also at destination |
| Security and other local charges | Port or carrier local fees | Varies by port |
| Insurance | Cargo cover for the voyage | Seller under CIF (minimum cover), buyer otherwise |
Terminal handling is the line buyers misread most. Under CIF the seller pays freight to your port, yet the discharge-side terminal charge is normally still the buyer’s. That is the common reading in Incoterms guides, and your sales contract can change it, so check the wording before you sign.
What is the difference between origin and destination charges?
Origin charges are costs at the Chinese port and before the ship sails. Destination charges are costs after discharge at your port. A quote that shows only freight and origin lines is not a landed cost. Ask the forwarder to state in writing which destination lines are not included, so they do not appear as a surprise at your port. The export documents checklist shows which papers each side prepares.
What is a bunker adjustment factor (BAF) and why does it move?
A BAF is a variable surcharge that carriers adjust against a fuel benchmark and a set formula. Some carriers update it monthly and some quarterly, so the same sailing can carry a different BAF depending on the booking date. For RoRo services the surcharge is usually quoted per vehicle or per cubic metre rather than per container. Ask for the BAF value and the date it applies from, not just the total.
How do RoRo quotes differ from container quotes?
A RoRo quote prices the vehicle by size, typically by volume or by unit, while a container quote prices the box, whatever is in it. That makes the comparison unequal. A per-car RoRo figure and a per-container figure only compare after you divide the container price by the number of cars that fit. See how many cars fit in a 40HC container for realistic loading counts by model size, and the BYD Seagull or the Dolphin versus Seagull as examples of small cars where container loading is practical.
Which charges are negotiable and which are not?
According to forwarder commentary, ocean freight and BAF follow the carrier or the market, so the forwarder has little room, and terminal handling is set by the port terminal and applied to every shipper at that terminal. The forwarder’s own lines (documentation, handling, service fee) are where quotes differ most, and that is where an itemised quote helps. One practical check, suggested by forwarder guides: compare the carrier and terminal lines with the total invoice. The difference is the forwarder’s margin, which is a normal part of the service if it is shown openly.
How do I compare two quotes like for like?
Put each quote into the same table before you decide. Use these rules:
- Convert both to the same Incoterm and the same port pair.
- List origin, freight, surcharges, documents, destination and insurance as separate lines.
- Mark every line as included, excluded or “at cost”.
- Reject lines called “miscellaneous” or “other” without a description.
- Check the validity date and the BAF date.
- Check the free storage days at your port, since late pick-up is where extra cost builds. See African port procedures.
What should I ask the forwarder before accepting a quote?
- Is the quote FOB, CFR or CIF, and for which exact ports?
- Which destination charges are not included?
- What is the BAF value and the date it applies from?
- Is the figure per vehicle or per container, and how many cars does it assume?
- What happens to the quote if the sailing is rolled to the next vessel?
- Who is named as shipper and consignee on the bill of lading?
If a forwarder will not answer these in writing, treat the quote as incomplete. Our guide on checking a Chinese export company and the used-car import traps apply the same approach to the other side of the deal.
Does this change by destination or by car type?
Yes. Port fees, free days and surcharges differ by destination, and carriers may set their own conditions for particular vehicle types. Confirm with the forwarder that the carrier accepts your model type before you finalise the quote. Models such as the Geely Galaxy Battleship 700 or the Hongqi HS5 are large vehicles, so volume-based pricing matters more for them than for small cars.
Where does the freight quote sit in the whole export chain?
Freight is one step between the factory gate and your yard. Before the sea leg there is inland haulage to the port, export clearance and loading. After it there are discharge, import clearance and pick-up. A quote that covers only the middle is easy to compare and easy to misread, so ask what happens at each end. The China car export supply chain guide walks through each step and who handles it.
What does the shipping market look like right now?
Export volumes are high; see the September 2026 CAAM export data for the volume side, and the Canton Fair buyer guide if you are planning a visit to Guangzhou. Rates and surcharges change quickly, so we do not quote them here.
FAQ
Why is one freight forwarder quote much cheaper than another for cars from China?
Usually because it leaves lines out. Check the Incoterm, whether destination charges are included and whether surcharges such as BAF are quoted separately before you compare totals.
Who pays terminal handling charges when I buy FOB or CIF?
Under both FOB and CIF the origin terminal charge is normally the seller’s and the destination terminal charge is normally the buyer’s. Your sales contract can change this, so confirm it in writing.
What is a documentation fee on a freight quote?
A charge for preparing and issuing transport documents such as the bill of lading. Ask whether it covers amendments and electronic filing.
Should I ask for an itemised quote?
Yes. An itemised quote with no “miscellaneous” line lets you compare forwarders and see where the margin is.
Does the freight quote include insurance?
Only if the Incoterm or the quote says so. Under CIF the seller buys minimum cover; under FOB or CFR you arrange your own. Do not assume it is included.
Can Hanvia Motors act as my freight forwarder?
No. Hanvia Motors is not a freight forwarder or a licensed exporter. Message us on WhatsApp with the model, quantity and destination port and we will explain which lines to expect in a quote.
👉 Need help reading a quote? Ask us on WhatsApp
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Sources: The standard line items of an ocean freight quote (ocean freight, origin and destination terminal handling, BAF, documentation fee, security charges) follow freight-forwarder and carrier glossaries (Dimerco, Ship4wd, GoFreight) and carrier local-charge notices, checked October 2026; these are secondary sources and charge names vary by carrier and port. The split of origin terminal handling to the seller and destination terminal handling to the buyer under FOB and CFR/CIF follows the SeaRates Incoterms 2020 cost matrix (not the ICC text); the sales contract can change it. The description of BAF as a variable surcharge set against a fuel benchmark follows the ITEM glossary and a CMA CGM RoRo BAF notice (per-vehicle and per-cubic-metre basis); update frequency by carrier is from one forwarder source only. The statement that terminal handling is set by the terminal operator and the forwarder margin being the difference between carrier and terminal charges and the invoice are from forwarder commentary only (single source). We do not quote freight rates or fees; confirm every line with your forwarder and the carrier tariff for your port pair. Photo: FPTI / Wikimedia Commons, CC0.