The U.S. market offers significant growth prospects for Vietnamese businesses. However, sudden fluctuations in ocean freight rates, tariff barriers, and stringent customs inspection requirements are creating substantial financial pressure.

Freight rate volatility and contractual risks

At the seminar “U.S. Market 2026: Opportunities, Challenges and Breakthrough Solutions for Vietnamese Businesses,” Mr. Rocky Ngoc Thach, Founder and CEO of Link Logistics, said the two biggest obstacles currently facing exporters are unexpected changes in tariff policies and the volatility of international transportation costs.

Freight rate fluctuations are not unique to Vietnam but represent a common challenge across Asia for shipments to the United States. A clear example is the cost of shipping a container to the U.S. West Coast, which could be as low as USD 3,000 in January 2026 but had surged to nearly USD 8,000 by September 2026, more than 2.5 times higher.

The significant gap between the time a sales contract is signed and the actual departure of the vessel creates substantial financial risk. If prices are agreed at the beginning of the year but delivery does not take place until year-end, without a freight adjustment clause in the contract, the entire profit margin of the order could be eliminated.

While industries such as textiles and garments, furniture, and electronics commonly use FOB terms, under which the buyer bears transportation costs, traditional agricultural and seafood exports are largely shipped under CIF or DDP terms, leaving domestic exporters exposed to fluctuations in freight costs.

Technical standards and customs clearance procedures at destination ports

The inspection system at U.S. ports of entry applies highly stringent standards to imported shipments.

There have been numerous cases in which businesses suffered substantial losses after their goods arrived but could not clear customs due to missing technical documentation or procedural errors, resulting in the shipments having to be re-exported or destroyed in the United States.

Thoroughly reviewing documentation requirements at the destination port before shipment is therefore essential, particularly during periods when local authorities are introducing policy changes.

Accurately determining the appropriate commodity classification codes and meeting the requirements for certificates of origin issued in Vietnam are also critical.

Amid the shift in manufacturing under the China+1 strategy, with production moving to Vietnam to take advantage of trade benefits, U.S. authorities have established interagency inspection units to strengthen origin verification and prevent the misuse of product labeling for tariff evasion on goods exported to the United States.

Tariff pressure and progress in direct ocean shipping

The average import tariff in the U.S. market currently stands at around 12%, depending on the specific product category, directly affecting purchasing and contracting decisions by international customers.

Although Vietnam’s exports to the United States still recorded growth of 28% in 2025 and exceeded USD 150 billion, some orders have begun shifting to countries geographically closer to the United States, such as Mexico.

One notable positive development in the current supply chain is the introduction of direct ocean shipping services from Ho Chi Minh City to the U.S. West Coast, reducing transit times to 16–17 days compared with more than 30 days previously.

These faster maritime connections help reduce reliance on costly air freight for chilled products and fresh fruit, creating greater opportunities for high-value agricultural products to penetrate the U.S. market.

Separating cost components and avoiding demurrage and storage charges

Although domestic logistics costs in Vietnam fluctuate to some extent, they account for only a relatively small proportion of the overall transportation cost structure.

The primary financial risks arise from costs incurred in the United States, particularly container demurrage and port storage charges when cargo collection or clearance is delayed. These charges can be extremely costly, potentially reaching thousands of U.S. dollars per container within a short period.

To minimize the risk of such additional charges, businesses need to complete and circulate their commercial documentation, including invoices, packing lists, and certificates of origin, as soon as the vessel departs the port of origin.

Proactive document preparation allows customs procedures to be carried out while the shipment is in transit, helping prevent cargo from being delayed at the destination port.

E-commerce requirements and the role of freight forwarders

Direct sales by small and medium-sized enterprises through international e-commerce platforms such as Amazon and Walmart must still fully comply with stringent requirements governing labeling, packaging, and product safety inspections.

Establishing standardized operating procedures enables exporters to accurately estimate contingency costs, allowing them to set appropriate prices and negotiate commercial contracts with greater confidence.

Close cooperation with logistics service providers possessing strong professional capabilities is key to ensuring the secure and efficient movement of goods.

Reputable logistics partners with competitive freight agreements with shipping lines, established warehousing networks, and professional customs clearance agency systems in the United States can help Vietnamese exporters ensure that their shipments reach their destinations safely while maximizing overall economic efficiency.

Source: Tap chi dien tu Tai chinh va Cuoc song