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 Duration 7 hours

Course Outline

Module 1 – Introduction & Context (30 min theory)

  • Overview of Incoterms and their significance in commercial operations.
  • Historical evolution and critical revisions introduced in 2020.
  • Categorization of rules applicable to all transport modes versus those restricted to maritime and inland waterway transport.

Module 2 – Understanding the 11 Rules (60 min theory + 30 min practice)

  • EXW, FCA, CPT, CIP, DAP, DPU, DDP (applicable to any mode of transport).
  • FAS, FOB, CFR, CIF (restricted to sea and inland waterway transport).
  • Practical Exercise: Correlate each rule with specific logistical shipping scenarios.

Module 3 – Responsibilities, Risk & Cost Allocation (30 min theory + 30 min practice)

  • Identification of specific points where risk and responsibility transfer.
  • Determination of parties responsible for arranging transportation, insurance, and customs clearance.
  • Practical Exercise: Utilize a transport chain diagram to delineate cost and risk distribution.

Module 4 – Choosing the Right Incoterm (30 min theory + 30 min practice)

  • Evaluation criteria: transport method, cost management, risk tolerance, and prevailing market standards.
  • Case Study: Collaborative selection and justification of the optimal Incoterm for designated shipments.

Module 5 – Avoiding Mistakes & Managing Risks (20 min theory + 40 min practice)

  • Identification of frequent operational errors (e.g., application of FOB to containerized cargo).
  • Critical necessity of defining precise delivery locations.
  • Document Review Exercise: Detection and rectification of Incoterm discrepancies in contract and shipping documentation.

Module 6 – Negotiation Role-Play (45 min practice)

  • Simulated negotiations between buyer and seller entities regarding commercial terms.
  • Strategic focus on cost allocation, operational control, and risk mitigation.

Wrap-Up & Q&A (15 min)

  • Comprehensive reference summary of all 11 Incoterms.
  • Final validation checklist for the correct application of Incoterms in contractual agreements.

Requirements

No formal prerequisites are required.
Familiarity with import/export, supply chain management, or logistics is beneficial but not mandatory.

Intended Audience

  • Export and Import Management Personnel
  • Logistics and Supply Chain Specialists
  • Freight Forwarders and Customs Brokers
  • Procurement and Sales Personnel engaged in cross-border transactions
  • Legal and Contract Administrators managing international sales agreements for government entities

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