全屏显示专题章节

Risk is common in every corner of the world. Risk, which is the chance of loss that exists in most business decisions and transaction. In international trade, goods travelling long distances to another country, out of the direct physical control of both the buyer and the seller, may face all kinds of risks or losses and therefore must be insured against loss or damage at each stage of their journey. In this way, whatever mode of transport is being used, neither the exporter nor the customer suffers any loss. So, insurance exists to protect the importer or exporter against the financial loss which he would otherwise suffer in case damage or loss was inflicted upon him. Without adequate insurance and protection of the interests of those with goods in transit, international trade cannot be guaranteed.

Helen： I am calling to discuss the level of insurance coverage you’ve requested for your order.

Zhang： I believe that we have requested an amount twenty-five percent above the invoice value?

Helen： Yes, that’s right. We have no problem in complying with your request, but we think that the amount is a bit excessive.

Zhang： We’ve had a lot of trouble in the past with damaged goods.

Helen： I can understand your concern. However, the normal coverage for goods of this type is to insure them for the total invoice

Helen： Unfortunately, if you want to increase the coverage, we will have to charge you extra for the additional cost.

Helen： We can, however, arrange the extra coverage. But I suggest you contact your insurance agent there and compare rates.

Helen： Fax me whatever rates you find there and I’ll compare them with what we can offer.

(From http://wenku.baidu.com/view/1e4a31791711cc7931b71659.html)

Zhang： Ms. Helen, we have had a fruitful conversation last week. Today let’s move on to the question of insurance. Is that OK?

Helen： Fine, go ahead, please.

Zhang： What do your insurance clauses cover?

Helen： Hum... there are usually three basic covers, namely, Free From Particular Average, With Particular Average and All risks.

Zhang： If the transaction is concluded on CIF basis, what coverage will you take out for the goods?

Helen： Generally speaking, we only insure the goods With Particular Average.

Zhang： Ms. Helen, I’m a bit confused about W.P.A and F.P.A. Will you be so kind as to make it clear to me?

Helen： Sure, W.P.A means that goods are covered only against hazards to which all the consignments on the same vessel are subject. It is the minimum and most restrictive coverage.

Zhang： You mean partial loss is not covered here?

Helen： That is right. Goods are covered against partial loss due to major perils under W.P.A.

Zhang： Uh Huh, I see. W.P.A is more comprehensive. But what if we want to insure the goods against some additional risks, such as fresh water and rain damage, short weight and rust risk?

Helen： In that case, we shall arrange for them. But as you know, according to the international practice, we do not insure such risks unless they are called for by the buyers. So the charge will be for the buyer’s account.

Zhang： Yeah, I see. You mean the extra premium will be borne by us. That doesn’t matter. The premium is a smaller figure relative to the value of the goods.

Helen： You said it. During the long-distance sea voyage, the goods may run into various risks. So, safety will be the top priority for your company even at the expense of some extra premiums.

Zhang： Well, another thing, we would like to have the goods insured for 130% of the invoice value. Is that OK?

Helen： Yes, although our usual practice is to insure the goods at the invoice value plus 10%, we are prepared to provide coverage for 130% of the invoice value, but there will be an extra charge for you.

Zhang： Well, Helen, it seems that we have a problem with my most recent shipment. As we discussed in March, my consignment was to arrive in two weeks. I have no problem with the timing but I do have a concern with the substantial damage incurred during the shipping. After receiving the shipment, my guys “did the math” and realized that the damage is approximately 40%.

Helen： Mmmmmm, well, Zhang, I have no idea about this. I guess your problem is really about the fact that your insurance doesn’t cover the total amount of damages. As you know, we are the middleman in this situation so our next step is to contact the insurance company and file a claim.

Zhang： Helen, my concern is that we were advised by your guys. From there, I purchased the insurance but now I am told that breakage is not covered by our policy. And on top of that, the insurance policy was dated to expire in two days so I had no time to adjust my coverage. What am I to do here? Should I take my business elsewhere?

Helen： Indeed this is unfortunate, Zhang. As I am not an expert regarding insurance matters, my goal is to maintain good business relations with you as we have been conducting business for over 10 years now. I believe we can work this out. However we may have to use less conventional means.

Helen： Well, since we are unable to change the wording in the insurance contract, I suppose I could make you an offer that should cover your losses. From my point of view, it is more important to keep you as a customer so I will extend an offer“in good faith”. How does that sound to you?

Zhang： Helen, that is why we have been associated for so long. You are a fair person. In the future I will be sure to read the “fine point”and buy the correct insurance coverage.

insurance clauses保险条款　 Particular Average单独海损

coverage n. 覆盖量 cover against为……投保

hazard n. 危险，公害　　　　　consignment n. 托运货物

partial loss部分损失 comprehensive a. 广泛的，综合的

rust生锈　　　　international practice国际惯例

extra premium额外保险费　　 sea voyage海运

top priority最优先考虑的事　　 substantial a. 大量的，重要的

insurance policy保险单 expire vi. 到期，过期

1. Insurance agent：保险代理人。是指根据保险人的委托，在保险人授权的范围内代为办理保险业务，并依法向保险人收取代理手续费的单位或者个人。

2. There are usually three basic covers, namely, Free from Particular Average, With Particular Average and All risks. 主要有三种险别，即平安险、水渍险和一切险。这里cover名词意为“保险”。

3. If the transaction is concluded on CIF basis, what coverage will you take out for the goods？如果我们按到岸价成交，你方为货物投保什么险别？coverage意为“险别”。CIF：成本加保险费加运费，（指定目的港，其原文为Cost, Insurance and Freight (...named port of destination)。

4. F.P.A.：平安险（Free from Particular Average）。这一名称在我国保险行业中沿用甚久，其英文原意是指单独海损不负责赔偿。根据国际保险界对单独海损的解释，它是指保险标的物在海上运输途中遭受保险范围内的风险直接造成的船舶或货物的灭失或损害。

5. W.P.A means that goods are covered only against hazards to which all the consignments on the same vessel are subject. It is the minimum and most restrictive coverage。水渍险是指同一艘货船上的所有货物遭遇危险时，保险公司才为此承担责任。它是投保范围最小的险别。Cover the goods against 意为“为货物投……险别”。

6. since we are unable to change the wording in the insurance contract, I

suppose I could make you an offer that should cover your losses。既然我们无法更改保单的措辞，我想我方可以替你方承担损失。Insurance contract：保险合同，是指是投保人与保险人约定保险权利义务关系的协议。

8. In the future I will be sure to read the “fine point” and buy the correct insurance coverage。以后我方一定会仔细阅读细则，从而投保合适的保险。Fine point 意为“契约、证券等含有限制条件、例外等的附属细则（其印刷字体校正文小）”。

3) The risks of theft and pilferage, freshwater, oil grease, hooks, breakage, leakage, contamination, deterioration, etc. are specifically mentioned in the insurance certificates and must be specifically applied for.

2) The insurance company refused to admit liability as there was no insurance on breakage.

2) Premium rates vary with different risks, different destinations and routes and different periods of insurance, etc.

3) We cover insurance on the goods for 110% of the invoice value against All Risks and War Risk.

5) Please notice that our prices were calculated without insurance for any special risk.

2) Apart from insurer and insured, do you know who is an insurance broker? Try to explain the role of a broker.

Find a partner and act the following roles according to the situation described：

Situation： Mr. /Ms Wang is talking with Mr. /Ms Moore about damage to the goods.

You are Mr. /Ms Wang, a seller of drywall and ceiling tiles.

1) Promise to lodge a claim against the insurance company.

2) Suggest helping to cover the buyer’s loss.

You are Mr. /Ms Moore, buyer of drywall and ceiling tiles.

1) Complain about the damage to the goods.

2) Show concern for the expiry of insurance policy.

3) Appreciate the seller’s help.

As a practice, it will make plain in a contract as to who will cover the insurance and bear the expenses. If the goods are sold on CIF terms, the seller is responsible for the insuring and the premium. For CIF transactions, the seller usually effects insurance for 110% of the invoice value against risks as per Ocean Marine Cargo Clauses of the PICC or other insurance companies. As for FOB or CFR terms, the buyer should arrange the insurance and bear the covering expenses.

Insurance coverage varies in content. The People’s Insurance Company of China provides three basic types： Free form Particular Average (FPA), With Particular Average (WPA) and All Risks. Nevertheless, the terms of insurance must clearly specify what insurance clauses are applicable, for China Insurance Clauses (CIC) are different from the Institute Cargo Clauses (ICC). In this way, it will avoid any possible misunderstanding with regard to the reasonability of parties concerned.