1. Incoterms - Explore major changes, risks and
advantages of each Incoterm
This international trade compliance training will explain each of the areas covered by the 11
Incoterms and how each one works. The course will also explore the risks and advantages of
each Incoterm, writing contracts of sale, reviewing purchase orders, proper export sale
documentation and more.
Why Should You Attend:
Incoterms are standard definitions for terms of shipment (like “FOB”) developed by the
International Chamber of Commerce (ICC) for use in international sales contracts. Correct use
of Incoterms goes a long way to providing the legal certainty upon which mutual confidence
between business partners must be based. Over the years, the ICC has made many changes and
added to the definitions of these shipping terms in contemporary commercial practice.
This webinar will assist participants to understand the areas that the 11 Incoterms cover and
how each one works. This training will help participants to understand the matters relating to
the rights and obligations of the parties to the contract of sale with respect to the delivery of
goods sold.
Learning Objectives:
Understand what the Incoterms are and how they serve as an international standard.
Recognize problems that may arise from incorrect use of the Incoterms or by using
archaic or domestic shipping terms instead of Incoterms in international contracts.
Learn the changes that were made when Incoterms 2010 was enacted.
Explore the risks and advantages of each Incoterm from the seller’s perspective and the
buyer’s perspective.
Gain proficiency in writing contracts of sale and reviewing purchase orders by knowing
how to define who will take the risk of damage, who will contract for carriage, and who
will pay the costs of freight, insurance, customs duties, etc.
Develop insights regarding how and why to document when, in an export sale, title to
goods transfers (and what happens if you don’t).
Areas Covered in the Webinar:
How and when to use Incoterms
How Incoterms differ from other shipping terms
Major changes from Incoterms 2000
Misunderstandings about the meanings of FOB and CIF
What the Incoterms have to do with transfer of title

2. When the U.N. Convention on the International Sale of Goods applies to export
contracts
Agenda:
A. Introduction to Incoterms
1. What are Incoterms?
2. Why Incoterms needed to be defined
3. History of Incoterms definitions
4. Difference between Incoterms, American Foreign Trade Definitions, and UCC
trade terms
5. Major changes made in Incoterms 2010
B. Review of Incoterms 2010
1. Current list of defined Incoterms
2. Modes of transportation for which each term can be used
3. Point of transfer of responsibilities of parties in each term
4. Typical documents required against each Incoterm
5. Other duties of buyer and seller under each term
C. Chart of Incoterms 2010
D. Transfer of Title
1. Not covered in the Incoterms
2. When there is a title document, title transfers with endorsement and delivery
unless retained by legal arrangement.
3. If there is no title document, transfer of title should be specified in the contract
of sale
4. If not covered in the contract of sale, but the contract of sale is covered by the
U.N. Convention on the International Sale of Goods, title transfers when goods
are "delivered"
Who will Benefit:
Treasury Department Employees
Credit and Collection Managers
Company Presidents and CFOs
Company Vice Presidents
Business Owners
Sales Managers
Attorneys
Insurance Professionals
Lending Professionals
Accountants
Bankers who finance trade receivables

3. For more details visit us at:
http://www.complianceonline.com/ecommerce/control/trainingFocus/~
product_id=703046?channel=Doc_organic