INCOTERMS® STRATEGIES

Strategic Use of Incoterms® Rules in Purchases and Sales

8:30 a.m. to 12:00 p.m. – Seminar

9:00 a.m. to 12:30 p.m. (Central Time) – Webinar

I.Theoretical Overview

• Buying Italian Shoes
• In 1936
• Freight prepaid and freight collect
• Buyer’s and Seller’s obligations as a function of Incoterms® Rule
• Incoterms® Rules are shorthand

II.Review of Individual Incoterms® Rules

• Overview of Incoterms® Rules
• Rules for any mode of transportation
• Rules for sea and inland waterways

III. APPLICATION OF INCOTERMS® RULES: PART I

• Four groups become two
• Incoterms® rules for domestic use or within customs zones

IV.APPLICATION OF INCOTERMS® RULES: PART II

• 11 Incoterms® rules, 44 combinations
• Five case studies

V.NEGOTIATING STRATEGIES AND TACTICS

• Relative advantage buyer and seller as a function of Incoterms® Rule
• Negotiation strategy and tactics for those in sales
• Negotiation strategy and tactics for those in purchasing
• Optimizing landed cost

VI.CRITICAL POINTS IN THE TRANSFER OF COSTS, RISKS, AND POSSESSION

• RePO® and cost transfer
• Critical points in the transfer of costs/possession and risk

VII.ADDITIONAL CASE STUDIES

• Use of multimodal Incoterms® rules in ten business models

VIII.CONCLUSION and Answers

”Incoterms®” is a registered trademark of the International Chamber of Commerce