Course Outline
Module 1 – Introduction & Context (30 min theory)
- Understanding Incoterms and their importance.
- Historical background and key updates in 2020.
- Structure: rules applicable to all transport modes versus those for sea transport only.
Module 2 – Understanding the 11 Rules (60 min theory + 30 min practice)
- EXW, FCA, CPT, CIP, DAP, DPU, DDP (for any mode).
- FAS, FOB, CFR, CIF (for sea/inland waterways).
- Practical Exercise: Matching each rule to a real-world shipping scenario.
Module 3 – Responsibilities, Risk & Cost Allocation (30 min theory + 30 min practice)
- Points where risk and responsibility transfer.
- Who organizes transport, insurance, and customs clearance.
- Practical Exercise: Using a transport chain diagram to map cost and risk distribution.
Module 4 – Choosing the Right Incoterm (30 min theory + 30 min practice)
- Key considerations: transport mode, cost control, risk tolerance, and market conventions.
- Case Study: Teams select the best Incoterm for given shipments and justify their choices.
Module 5 – Avoiding Mistakes & Managing Risks (20 min theory + 40 min practice)
- Common errors (e.g., using FOB for container shipments).
- The importance of specifying exact locations.
- Document Review Exercise: Identifying and correcting Incoterm errors in sample contracts and shipping documents.
Module 6 – Negotiation Role-Play (45 min practice)
- Buyer and seller groups negotiate terms for a trade deal.
- Focus on cost, control, and risk allocation.
Wrap-Up & Q&A (15 min)
- Quick-reference table for all 11 rules.
- Final checklist for applying Incoterms in contracts.
Requirements
No formal prerequisites.
While beneficial, prior knowledge of import/export, supply chain, or logistics is not mandatory.
Target Audience
- Export/Import Managers
- Logistics and Supply Chain Professionals
- Freight Forwarders and Customs Brokers
- Procurement and Sales Teams engaged in cross-border transactions
- Legal and Contract Managers handling international sales agreements
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