• What happens in a typical export office - sales, finance and logistics functions and the four key contracts.
• How a typical order flows, from enquiry to successful shipment and payment.
• The core documents and where they fit in.
• Who is there to help - the part played by the banks, freight forwarders and insurers.
• How to use INCOTERMS to your advantage - EXW, FOB, CIP, DDU etc - where you must deliver goods, how you prove it, what costs you must include in your quotation to maintain profits.
• Getting paid for exports - advantages and disadvantages of the four main international methods of payment.
• Group exercises to show how much you have learnt.

• Beginners in need of a comprehensive introduction.
• Established staff, whose job has changed to include exporting activities.
• Senior personnel, who feel they need an overall picture of the export responsibilities of their staff.

• What the documents do and why they are so crucial.
• A look at the wide range of export documents.
• Choosing the core documents for a typical export sale.
• The different invoices - Pro-forma, Commercial & Shipping.
• What you must include on a good export invoice.
• Origin for politics - EC and ABCC Certificates of Origin.
• How to complete an EUR1 and the EC's origin rules.
• What to look for on the transport documents (Bills of Lading, Air Waybills and others) and how they are distributed.
• Certificates of Insurance and the Open Cover.
• Other documents in brief - SAD, Collection Form, Sight Draft.
• Group exercises to help you apply your knowledge.

• Newcomers - executive, management or clerical.
• Experienced staff, to consolidate knowledge or to explain the whys and wherefores.
• Job-changers who are taking on new export responsibilities.

• What is a letter of credit? Who are the players and what are the mechanics?
• Learn the differences between Revocable, Irrevocable and Confirmed L/Cs and when to use them.
• Discover which are the most usual types of L/C - Sight, Deferred Payment, Transferable, Standby.
• Work through practical examples of L/C's and learn what to look out for, using a simple checklist.
• Learn the difference between drafts and bills of exchange.
• See where bills of exchange fit in and how you draft them
• Find out the differences between bank's letters of credit and documentary collections.
• Gain practice in influencing the content of the L/C, with the help of an easy-to-use formula.
• Learn what to do if things go pear-shaped.
• See how the ICC's Uniform Customs & Practice for Doc. Credits and Uniform Rules for Collection can help you.
• Look at typical L/C costs and how to minimise them

• All international traders whose work brings them into contact with L/Cs and drafts.
• Managers, Accountants or clerical staff who must meet the meticulous L/C demands.
• The deal-makers who may be able to influence L/C content at the point of sale, to the company's commercial benefit.

• Functions of Customs, Excise & VAT and what we must do for them.
• How the statistics are collected inside and outside the EC - simple explanations of Intrastat and the SAD (C88).
• Dealing with goods moving over three VAT territories - domestic, EC and rest of the world - what you must do. How to cope cheerfully with Supply & Acquisition VAT.
• Where to go for Customs information.
• How to read the Customs Tariff for huge commercial benefits.
• The whys and wherefores of Customs classification.
• Why the EC's free circulation and origin rules are so important to your profitability.
• Vital instructions to give to your freight forwarder.
• Cracking the key code on the SAD.
• Major ways of avoiding paying duty - IPR, OPR, RGR, Customs Warehousing.

• Customs beginners who need to know what must be done.
• Established staff who want to be sure they are up-to-date.
• Managers and accountants who want to be sure the company meets its obligations while taking advantage of all possible concessions.

• Introduction to Incoterms - what is it, what does it clarify, how widely is it used and how may we apply the Incoterms?
• Incoterms - some common misconceptions.
• Structure and layout - how to read the terms to your advantage.
• The thirteen delivery terms.
• Delivery and the passing of risk.
• Changes introduced in Incoterms 2000 - substantive and formal.
• Analysing the most commonly used terms.
• Modes of transport and appropriate terms.
• Incoterms case studies.

• Improves your performance of the essential sales contracts
• Provides answers to the most common international trade disputes
• Enhances the negotiating skills of your key employees
• Meets the life-long learning objectives of experienced staff

• Account Managers and deal-makers who need to understand costs and risks involved in international sales
• Sales order staff who process international orders
• Shipping, Logistics and freight forwarding personnel who are concerned with the paperwork
• Finance staff who must understand the breakdown of costs

• Work of the typical import office
• Commercial considerations when placing purchase orders or changing sources
• Buying terms used in international contracts
• The importer’s insurance considerations
• Import payment options
• The role of the clearing agent
• The Single Administrative Document (SAD), and how to check it
• Valuation of goods for duty purposes
• Claiming preferences and duty reliefs

• Gives a clear overview of a typical import transaction
• Explains the vital interface you must have with Customs
• Shows typical Purchasing and Finance functions and the critical role of the clearing agent
• Provides a pattern for success in managing imports
• Considers duty and tax saving opportunities

• Beginners with little import experience
• Experienced staff who wish to update their knowledge
• Managers who wish to understand import systems, opportunities and obligations

• The Intrastat environment - countries affected
• The Intrastat language - Dispatches and Arrivals
• Legal obligations - when you must make declarations
• Links with VAT
• Classification issues and low value goods concession
• Classification issues and low value goods concession
• Rules for supplying Intrastat declarations - format and timing
• Triangular trade, IPR goods, supplies to unregistered businesses etc.
• Intrastat complications
• Goods requiring special treatment
• The EC Sales List

• Provides an easy understanding of Intrastat obligations and data requirements
• Allows your company to comply knowledgeably with legal obligations
• Prepares your company for the increase in Intrastat obligations with the imminent expansion of the Single Market

• Finance personnel or accountants who are responsible for making Intrastat declarations
• Sales and purchasing staff who deal with the EC
• Managers who will be held responsible by Customs for accurate and timely submission of Intrastat declarations

• Brief reminder of the definitions - Revocable, Irrevocable & Confirmed forms of L/C and main types - Sight, Deferred Payment, Acceptance, Revolving, Transferable, Back-to-Back, Standby.
• Successful opening skills - practice in devising a formula to influence the L/C content
• Credit insurance and where it fits in to L/C business
• Understanding and using the UCP 500 - an opportunity to study the governing rules of the ICC's Uniform Customs and Practice for Documentary Credits and use them to improve the company's L/C performance.
• Documentary Credit exercises - bags of practice using relevant, up-to-date L/C examples. Identifying & reducing discrepancies, calculating the costs and how to manage them, checking documents against L/C examples.
• How to monitor the bank's performance and give your business to the best performing banks.
• An opportunity to discuss your current L/C problems

• Keeps your staff up-to-date & motivated
• Fills the training needs of experienced staff
• Suggests innovative finance solutions
• Provides answers to L/C questions

• General origin considerations - the political, preference and Customs reasons
• Examination of EC and Arab Certificates of Origin - mechanics and sample completion; costs and timings for issue. Links with VAT
• EC Origin for preference - the commercial implications.
• Where to find the rules - introduction to Public Notices 827, 828 and 829.
• Identification of the origin-based EC preference areas - EEA, ex-EFTA and all Associated States.
• Understanding the EC Rules of Origin
• Examination of the qualifying criteria
• The Preference Documentation and the need for suppliers' declarations
• EUR 1 - completion and distribution.
• Relationship to other reliefs - ATR - where origin fits in.
• Discussion - how will your company control origin issues?

• Provides clear explanations of the rules applied for political and preference origin
• Allows your company to comply with legal obligations and reduce duty paid
• Helps delegates to broker the costs of C/Os into the contract price
• Simplifies the complex world of the preference rules

• Managers who will be held responsible by Customs for the accuracy of origin declarations and the verification of origin claims
• Regional sales people who must understand the implications of the origin of goods they are selling
• All staff responsible for the completion and distribution of origin documents

• Review of the payment terms used currently in the main export markets and practical exercise to define common payment terminology.
• Practical issues surrounding Incoterms - appropriate uses, impact of the 2000 changes, Incoterms and customs obligations, terms for the Single Market.
• Documentation for a chosen market - Exercise to assess costs, time-scales and potential difficulties in managing the paperwork.
• Customs matters - recognising potential savings. Exercise - commercial situations with a customs dimension.
• Contract considerations - Exercise to identify key contract issues and ways to counter buyer objections.
• Review of current L/C issues - Group discussion on how to improve success rates.
• Syndicate-based problem-solving final exercise, highlighting real-life, key export issues and their solutions.

• Brings the experienced up-to-speed with changes
• Helps to provide life-long training
• Motivates valued staff and enhances their skills
• Promotes best export practice

• Experienced people in need of refresher and up-date (recommended minimum every 2 years)
• Those who have attended our standard courses who would like an in-depth, practical follow-up
• Managers who wish to up-date in order to train their own staff
• Job-changers who need certified evidence of current export skills

• Introduction - What is a contract?
• Down-to-earth analysis of the essential characteristics of a contract and its crucial importance in an export deal.
• Step One- identifying the four critical export contracts - Brief explanation of the vital export contract terminology: Terms of Sale, Method of Payment, Terms of Payment and Terms of Delivery. What do they mean and how can we get them right?
• Step Two- Setting up the Export Sales Contract - Discussion of the essential elements. What might appear in typical export standard terms and conditions of sale and the merits of using them. Coping with the 'battle of forms'.
• Step Three - The Crucial Delivery Terms - The International best practice - Incoterms 2000. Costs that must be included in your quotation to maintain profits. The contract link between delivery and payment - where you must deliver goods, how you can prove it and how you can expect to be paid. Dealing with disputed situations - proving your case with the customer.
• Step Four - The common Methods & Terms of Payment - Reminder of the four options. Discussion of the two difficult options - Letters of Credit (Documentary Credits) and CAD (Documentary Collections). The work of the credit insurers. The main short-term export financing mechanisms.

• Export problems? Export administrators floundering? Payments delayed? Credit controllers in despair? Goods lying not shipped? Customers screaming for their orders?
• Such problems frequently stem from inadequate contracts. You can make a spectacular, instant improvement if four key contracts are put in place at the set-up stage.

• This course will help Export Directors, Export Sales teams (both overseas and UK desk-based), Company Lawyers and those responsible for getting the deal right first time.

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