In short: Confirm the details, take the buy rate valid on the sailing date, add only the charges the Incoterm puts on you, apply margin per currency, and state validity and exclusions.
How to price an FCL quote comes down to nine steps done in the same order every time. Skipping one is how quotes go out under-priced: a missing destination charge, a surcharge left inside the freight line, or margin applied as a markup when it was meant as a margin. Below are the steps, then a full worked example for one 40HC.
Before any rate is touched: origin port (or pickup address), destination port and delivery postcode, container size and number, Incoterm, commodity, any dangerous goods, cargo ready date and whether clearance is needed. If something's missing, price on a stated assumption and ask in the same reply, rather than sending a question with no price. Our quote request checklist lists what to ask for.
Use the carrier rate for that lane and container size that's valid when the cargo sails, not the one valid today. If a general rate increase starts next week and the cargo sails after it, the new rate is the one to use.
BAF, PSS, peak season and low-sulphur surcharges change on their own schedules. Keep each one as a separate line so a change later is easy to explain. See ocean freight surcharges explained.
On FOB, the seller pays origin charges, so your quote to the buyer starts at the ship's rail. On EXW you add pickup, export clearance and origin terminal charges. The Incoterms 2020 chart shows who pays each cost under all 11 rules.
Terminal handling, documentation, port service and any security or delivery order fees, per container where your sheet says so.
Customs clearance, biosecurity or agency inspections, and permits as their own lines. Duty and tax are normally excluded and charged at cost, and the quote should say so.
Price delivery by zone or postcode from your cartage rates, with any tailgate, side-loader or waiting time conditions stated.
Apply margin to each currency group separately and don't convert silently. Be clear whether your number is a margin or a markup: a 15% margin on USD 2,060 is USD 2,423.53, while a 15% markup would only be USD 2,369. The markup and margin calculator does the conversion.
Put the validity date next to the total, list any assumption you priced on, and use the same exclusions every time. More in how long a freight quote should be valid.
Sample rates only. Cargo: general merchandise, not dangerous goods, ready in two weeks, delivery to a metro postcode in zone 1. Margin policy: 15% margin on freight, 20% markup on local charges.
| Line | Cost | Sell |
|---|---|---|
| Ocean freight 40HC | USD 1,850.00 | USD 2,423.53 |
| BAF | USD 210.00 | |
| Destination THC | AUD 495.00 | AUD 594.00 |
| Documentation | AUD 95.00 | AUD 114.00 |
| Port service / ISPS | AUD 45.00 | AUD 54.00 |
| Customs clearance | AUD 165.00 | AUD 198.00 |
| Biosecurity documentation | AUD 60.00 | AUD 72.00 |
| Delivery, zone 1 | AUD 540.00 | AUD 648.00 |
| Totals | USD 2,060.00 + AUD 1,400.00 | USD 2,423.53 + AUD 1,680.00 |
The customer sees two totals, one per currency, with validity to the end of the carrier's rate period, "subject to space and equipment at time of booking", and duty, GST, storage, detention and demurrage excluded.
Laneworks follows these steps on every request: the AI reads the email, fixed rules price each line from your own rate sheet (and name the row it came from), and anything missing is flagged instead of guessed. Forward a real FCL request to try@getlaneworks.com and the priced draft comes back in about two minutes. How a Laneworks quote is priced
Forward a quote request