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
Testimonials (2)
Practical part of the training was very good structured and useful
Valentina Dinkova - Dundee Precious
Course - Incoterms 2020
The positive energy of the trainer