Course Outline
Module 1 – Introduction & Context (30 min theory)
- The definition and importance of Incoterms.
- Historical background and key updates in the 2020 version.
- 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 of transport).
- FAS, FOB, CFR, CIF (for sea/inland waterways).
- Practical Exercise: Align each rule with a realistic shipping scenario.
Module 3 – Responsibilities, Risk & Cost Allocation (30 min theory + 30 min practice)
- Points where risk and responsibility transfer between parties.
- Determining who arranges transport, insurance, and customs clearance.
- Practical Exercise: Map out cost and risk distribution using a transportation chain diagram.
Module 4 – Choosing the Right Incoterm (30 min theory + 30 min practice)
- Key considerations: transport mode, cost control, risk appetite, and market standards.
- Case Study: Teams select the optimal Incoterm for assigned shipments and justify their choices.
Module 5 – Avoiding Mistakes & Managing Risks (20 min theory + 40 min practice)
- Common errors (e.g., using FOB for containerized cargo).
- The importance of specifying precise locations.
- Document Review Exercise: Identify and correct 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.
Wrap-Up & Q&A (15 min)
- Quick-reference table for all 11 rules.
- Final checklist for applying Incoterms in contracts.
Requirements
No formal prerequisites are required.
While basic familiarity with import/export, supply chain, or logistics is beneficial, it is not mandatory.
Intended 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