Anne Murphy - Working with agents and distributors for international trade

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Working with International agents and distributors, a presentation by Anne Murphy at the Women's Business and Enterprise Conference.
www.wbeconference.co.uk

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Anne Murphy - Working with agents and distributors for international trade

  1. 1. Working with agents/distributorsProfessional support for commercialisation and internationalisation
  2. 2. Where to find agents/distributors• Trade Associations• Chambers of Commerce• Embassies/Consulates• Internet• Trade Fairs• Trade Journals• UKTI/SDI• Other companies with similar product rangeProfessional support for commercialisation and internationalisation
  3. 3. Selecting an agent/distributor• Check credentials• Product experience• Market coverage• Visit premises, meet key staff• Business connections• Business plan• Sales team - well managed, trained,incentivised?• Legislation and market trendsProfessional support for commercialisation and internationalisation
  4. 4. Agreements: Agents & Distributors• Written agreement• Products and Territory• Exclusive/non-exclusive• Disputes• Termination• Confidentiality, IP• TargetsProfessional support for commercialisation and internationalisation
  5. 5. Incoterms® rulesProfessional support for commercialisation and internationalisation
  6. 6. Incoterms® rules• Globally recognised 3 letter trade term• Describes tasks, costs and risks• Incoterms® 2010 effective January 2011• Registered trademarkProfessional support for commercialisation and internationalisation
  7. 7. Level of risk• EXW - Least risk to exporter• DDP - Greatest risk to exporterProfessional support for commercialisation and internationalisation
  8. 8. Rules for any mode of transport• EXW – Ex works• FCA – Free Carrier• CPT – Carriage Paid To• CIP – Carriage and Insurance Paid to• DAT – Delivered at Terminal• DAP – Delivered at Place• DDP – Delivered Duty PaidProfessional support for commercialisation and internationalisation
  9. 9. Rules for sea freight only• FAS – Free Alongside Ship• FOB – Free on Board• CFR – Cost and Freight• CIF – Cost Insurance and FreightProfessional support for commercialisation and internationalisation
  10. 10. Important Note• Usually risk passes and coststransfer at the same point• When using CPT, CIP, CFR, CIF• Risk passes when goods handed to carrier• Costs transfer at named placeProfessional support for commercialisation and internationalisation
  11. 11. How to use Incoterms® 2010 rules• Include in international sales contract• Reflects intentions of seller and buyer re risksand payment of freight• Appropriate rule for transport method• Clearly specify place of delivery• FCA Trinity Terminal, Felixstowe Port, UK as perIncoterms® 2010• Don’t alter Incoterms® rules• Local laws can override Incoterms® rulesProfessional support for commercialisation and internationalisation
  12. 12. Additional DocumentationProfessional support for commercialisation and internationalisation
  13. 13. Commercial Documents - Proforma Invoice• Issued in advance of goods being shipped• Quotation• Letter of Credit• Currency controlsProfessional support for commercialisation and internationalisation
  14. 14. Certificates of Origin• Declaration of origin on export invoice isnot sufficient for customs authorities• Legal requirement of importing country• Letter of Credit requirementProfessional support for commercialisation and internationalisation
  15. 15. Certificates of OriginArab British Chamber of Commerce• Specific to Arab League trade• Certified by Arab British Chamber• Legalised by relevant EmbassyProfessional support for commercialisation and internationalisation
  16. 16. Certificates of OriginEU Certificate of Origin• Can by used for all countries except ArabLeague• Issued and certified by Chamber ofCommerceProfessional support for commercialisation and internationalisation
  17. 17. Customs Documents - EUR1• Preferential trade agreement exists• Goods imported at reduced/nil rate of importduty• 100% manufactured in EU• Majority of their content made in the EU• Retain data evidencing origin for three years• Document is completed by exporter andstamped by HMRC and Chamber ofCommerceProfessional support for commercialisation and internationalisation
  18. 18. Customs Documents - ATR• Only for goods being exported to Turkey• Goods must be in free circulation in EU• Can be used for all eligible goods except:• agricultural goods• minerals and steel• These goods require EUR1 CertificateProfessional support for commercialisation and internationalisation
  19. 19. Customs Documents – ATA carnet• For goods temporarily exported outsidethe EU• Issued by Chambers of Commerce• Guarantee required by Chamber in eventgoods are not re-exported• Not valid in every countryProfessional support for commercialisation and internationalisation
  20. 20. Transport DocumentsBill of Lading• Relates to sea freight• Document of title to the goodsProfessional support for commercialisation and internationalisation
  21. 21. Transport DocumentsAir Waybill (AWB)• Consignment note for airfreight• Not a document of title• One AWB covers complete shipment• Consolidated shipment MAWB issued tofreight forwarder• HAWB issued by forwarder to each exporterProfessional support for commercialisation and internationalisation
  22. 22. Export Licences• Military and paramilitary goods• Dual-use and technology• Artworks• Plants and animals• Medicines and chemicalsProfessional support for commercialisation and internationalisation

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