Most Vietnamese factories grew up selling FOB: the buyer books freight and handles US import. DDP opens a different customer base — but changes the risk profile.
Side by side
| FOB | DDP | |
|---|---|---|
| Typical buyers | Large importers with logistics teams | Small/mid retailers, online brands, project buyers |
| Seller's risk | Ends when goods are on board | Until delivery at the buyer's door, including duties |
| Margin potential | Product margin only | Product margin + logistics service margin |
| Cash flow | Paid against shipping documents | Seller pre-funds freight and duties |
| Capabilities needed | Export clearance | Freight, US customs, IOR, delivery management |
When DDP makes sense
- You want to reach buyers who cannot import themselves.
- You have a forwarder able to manage US clearance and delivery.
- Your pricing can absorb or pass on duty changes.
A hybrid approach
Many factories keep FOB for large accounts and offer DDP to smaller buyers or for sample orders. See the DDP quote checklist and 2026 IOR rules.