{"id":166,"date":"2026-08-02T00:02:43","date_gmt":"2026-08-02T00:02:43","guid":{"rendered":"https:\/\/aslologistic.com\/?p=166"},"modified":"2026-08-02T00:10:28","modified_gmt":"2026-08-02T00:10:28","slug":"criterios-para-elegir-el-incoterm-adecuado-para-mi-empresa","status":"publish","type":"post","link":"https:\/\/aslologistic.com\/en\/criterios-para-elegir-el-incoterm-adecuado-para-mi-empresa\/","title":{"rendered":"Criterios para elegir el INCOTERM adecuado para mi empresa"},"content":{"rendered":"<p class=\"wp-block-paragraph\"><strong>Criterios para elegir el INCOTERM adecuado para mi empresa.<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>&nbsp;<\/strong>Newsletter by Julio G Garcia<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">ASLO \u2013 Supply Chain Consulting and Services<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Cada vez que estamos ante una posible compra o venta en comercio internacional surge siempre la misma duda, \u00bfCu\u00e1l es el INCOTERM 2020 que debo utilizar? \u00bfCu\u00e1l es el mas adecuado para mi empresa?<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">En mi art\u00edculo menciono algunos 5 criterios que deben considerar para tomar la mejor decisi\u00f3n, todos basados en las experiencias de nuestros clientes con los que hemos trabajado a lo largo de nuestros 18 a\u00f1os de servicios.<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Experiencia<\/strong><\/li>\n\n\n\n<li><strong>Costos<\/strong><\/li>\n\n\n\n<li><strong>Origen o Destino<\/strong><\/li>\n\n\n\n<li><strong>Riesgo<\/strong><\/li>\n\n\n\n<li><strong>R<\/strong><strong>ealidad Comercial\u00a0<\/strong>de ambas partes<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Experiencia:&nbsp;<\/strong>esto es fundamental, si nuestra empresa no tiene la experiencia para hacer procesos de importaci\u00f3n o exportaci\u00f3n debemos tener mucho cuidado en el INCOTERM que escogeremos.&nbsp; Tenemos dos opciones,<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Utilizar a un Operador Log\u00edstico \/ \u201cFreight Forwarder\u201d que acompa\u00f1e todo el proceso: debo asegurarme de que mi proveedor de servicios log\u00edsticos tenga la disposici\u00f3n y la capacidad de poder acompa\u00f1arme durante toda la operaci\u00f3n. No se recomienda utilizar contratos directos con los carriers (l\u00edneas a\u00e9reas o navieras) pues el riesgo de cometer errores es alto, la estructura de estos proveedores no est\u00e1 dise\u00f1ada para este tipo de servicio.\u00a0 Recordemos que cualquier error siempre se traduce en incrementos de costos.<\/li>\n\n\n\n<li>Escoger un INCOTERM en donde la responsabilidad del proceso sea de mi contraparte, siempre y cuando si cuente con la experiencia necesaria. Si es una importaci\u00f3n, debo utilizar los INCOTERMS DAP, CIP o CIF dejando as\u00ed mayor responsabilidad a mi proveedor. Si es una venta debo proponer los incoterms EXW, FCA o FOB para que sea el cliente quien haga la coordinaci\u00f3n necesaria.<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Costos:&nbsp;<\/strong>debo cuantificar que tantos costos estoy dispuesto o en capacidad de asumir. En la actualidad por la importancia que tiene la Cadena de Suministro en los resultados de la empresa, los expertos recomiendan estar siempre en control en todo momento del proceso log\u00edstico, sin embargo, siempre es sano hacer un comparativo entre el precio de venta FOB\/FCA versus un CIF\/CIP.&nbsp; Muchas veces los proveedores est\u00e1n en posibilidades de obtener mejores condiciones tarifarias y eso hay que aprovecharlo trasladando ese beneficio a la compra en t\u00e9rminos CIF o CIP.&nbsp; Tambi\u00e9n puede suceder, al contrario, que sea mi empresa quien tenga la posibilidad de obtener una mejor propuesta Log\u00edstica, por eso es importante evaluarlo.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Origen o Destino:&nbsp;<\/strong>este factor es muy importante, si las mercader\u00edas se originan o se dirigen a pa\u00edses en los cuales desconozco los procesos o son puntos de dif\u00edcil acceso o incluso inaccesibles, definitivamente es un factor determinante para escoger el INCOTERM. En estos casos es preferible dejar a mi contraparte que haga la coordinaci\u00f3n de la log\u00edstica reduciendo as\u00ed el riesgo de tener errores que incrementen los costos de la operaci\u00f3n.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>La Realidad Comercial en la compra\/venta:&nbsp;&nbsp;<\/strong>muchas veces la negociaci\u00f3n no es equilibrada, es decir alguna de las partes ya sea el comprador o el vendedor tiene m\u00e1s poder que su contraparte, seguramente ser\u00e1 \u00e9l quien decida el INCOTERM a utilizar.&nbsp; Muchas veces negociamos con proveedores exclusivos, \u00fanicos (en el caso de importaciones), o vendemos a clientes que son estrat\u00e9gicos para el crecimiento y desarrollo de la empresa (exportaciones). En estos casos no queda m\u00e1s que acoplarnos a las opciones que nos pueda dar nuestra contraparte.&nbsp; Por supuesto, es muy importante estar consciente de los riesgos y costos involucrados del INCOTERM que estamos aceptando.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Riesgo:&nbsp;<\/strong>realmente son muy pocas las ocasiones en que el nivel de riesgo es el que determina el INCOTERM, con excepci\u00f3n de industrias de productos a granel, de manejos muy especializados o productos de alto valor.&nbsp; Sin embargo, tambi\u00e9n debo ser enf\u00e1tico en que esto no me libera de la responsabilidad en conocer perfectamente el riesgo que estoy asumiendo al escoger el INCOTERM que voy a utilizar en mi negociaci\u00f3n.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><em>Te invitamos a contactarnos para conocer sobre nuestros servicios en Transporte Internacional #Supply Chain #Logistica<\/em><\/p>","protected":false},"excerpt":{"rendered":"<p>Criterios para elegir el INCOTERM adecuado para mi empresa. &nbsp;Newsletter by Julio G Garcia ASLO<span class=\"excerpt-hellip\"> [\u2026]<\/span><\/p>\n","protected":false},"author":5,"featured_media":161,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[5],"tags":[],"class_list":["post-166","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-aslo-noticas"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.5 - 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