Show the Slide 2-2. Make an overview of Delivery Terms part. Clarify each topic given in the overview. Slide 2-2

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1 Overview 5 minutes Attention When you start to the first session introduce yourself to the participants. Inform about your credentials and tell your studies. Then ask the participants to introduce themselves. Overview Show the 2-2. Make an overview of Delivery Terms part. Clarify each topic given in the overview. 2-2 Objectives 5 minutes Question What are you expecting to learn in the Delivery Terms part? (Let the participants share their expectations. Give 2 minutes for answers.) Objective Show the 2-3. Inform the participants about the objectives. Make sure the participants understand each objective clearly. 2-3 Please turn to page 2-2 of your manual. 2-1

2 Scenario 3 minutes Scenario Let the participants read the scenario including the question, and then discuss it with them. Introduction 2 minutes Start the process with the introduction of the part. Attention Emphasize the purpose of this part as explained in the second paragraph of the introduction page. Please turn to page 2-3 of your manual. 2-2

3 The Benefits of Incoterms 5 minutes Show the 2-4 and explain the benefits of incoterms. 2-4 Post-it Direct attention of the participants to the post-it box and tell what incoterms are. Trade terms are key elements of international contracts. They are the common language of trade. Explain the importance of these terms and give examples. Question What are the advantages of using incoterms? Could you give an example from your own experiences? (Ask several of the participants. Give 2 minutes for answers.) Please turn to page 2-4 of your manual. 2-3

4 Show the 2-5 and explain What Incoterms can not do. 2-5 Post-it Direct attention of the participants to the post-it box. Incoterms are only rules for the interpretation of terms of delivery and not of other terms in the contract of sale. Please turn to page 2-5 of your manual. 2-4

5 Referencing Incoterms in a Contract of Sale 3 minutes Show the 2-6 and explain the incoterms in a contract. 2-6 Incoterms and Contracting Practice 3 minutes Show the 2-7 and explain how incoterms standardize the contract of practice. 2-7 Show the 2-8 and explain the sources of problems. 2-8 Question What problems do you think could arise when using incoterms? (Ask several of the participants. Give 2 minutes for answers.) Please turn to page 2-6 of your manual. 2-5

6 The Need for Interpretation of Key Words 6 minutes Show the 2-9 to continue process. 2-9 Explain the need for interpretation of key words in the first paragraph. Attention that these keywords cannot be understood unless they are given a specific meaning through rules of interpretation. Post-it Direct attention of the participants to the post-it box and explain Warning about Incoterms. Please turn to page 2-7 of your manual. 2-6

7 The Features of 13 Incoterms 3 minutes Show the 2-10 and explain the general features of incoterms Question What are the advantages of using the most appropriate incoterms for the situation? (Ask severel of the participants. Give 2 minutes for answers.) Please turn to page 2-8 of your manual. 2-7

8 Which Incoterm should Be Chosen? 2 minutes Explain each item as mentioned in the page. Please turn to page 2-9 of your manual. 2-8

9 The Abbreviations E-, F-, C- and D- Terms 5 minutes Show the 2-11 and explain the abbrevations The trade terms can be grouped into four categories. The first letter indicates the group which the term belongs. Please turn to page 2-10 of your manual. 2-9

10 Show the 2-12 about Incoterms Breifly explain the all incoterms shown in the table EXM- EX Works ( named place) 8 minutes Continue process with the first incoterm EXW. Please turn to page 2-11 of your manual. 2-10

11 Show the 2-13 and explain EXW process EXW represents the minimum obligation for the seller, and the buyer has to bear all costs and risks involved in taking the goods from the seller's premises. Explain it with examples. Attention that this term should not be used when the buyer cannot carry out the export formalities directly or indirectly. Post-it Direct attention of the participants to the post-it box and explain EXW. Please turn to page 2-12 of your manual. 2-11

12 Show the 2-14 about EXW Attention Explain the primary duties of seller and buyer in EXW. Inform the participants about required and optional documents. Emphasize the critical points in EXW as mentioned in the separate box at the bottom of the Figure 2. Give a 10 minutes break. Break Please turn to page 2-13 of your manual. 2-12

13 FCA- Free Carrier (...named place) 8 minutes Show the 2-15 and explain FCA process The seller delivers the goods, cleared for export, to a carrier nominated by the buyer. Attention that the choosen place of delivery has an impact on the obligations of loading and unloading the goods at that place. Explain with an example. Post-it Direct attention of the participants to the post-it box and explain Loading in FCA. Question Give examples of the advantages of FCA s for the seller and the buyer. (Ask several of the participants. Give 2 minutes for answers.) Direct attention of the participants to the post-it box about FCA. Post-it Please turn to page 2-14 of your manual. 2-13

14 Show the 2-16 about FCA Attention Explain the primary duties of seller and buyer in FCA. Inform the participants about required and optional documents. Emphasize the critical points in FCA as mentioned in the separate box at the bottom of the Figure 4. Please turn to page 2-15 of your manual. 2-14

15 FAS Free Along Side Ship (...named port of shipment) 8 minutes Show the 2-17 and explain FAS process The seller has delivered when the goods have been placed alongside the vessel at the named port of shipment. Attention that buyer has to bear all costs and risks of loss of or damage to the goods from the vessel at the named port of shipment. Explain with an example. Question Post-it What are the differences between FCA and FAS terms? (Ask several of the participants. Give 2 minutes for answers.) Direct attention of the participants to the post-it box and explain FAS. Please turn to page 2-16 of your manual. 2-15

16 Show the 2-18 about FAS Attention Explain the primary duties of seller and buyer in FAS. Inform the participants about required and optional documents. Emphasize the critical points in FAS as mentioned in the separate box at the bottom of the Figure 6. Please turn to page 2-17 of your manual. 2-16

17 FOB Free On Board (...named port of shipment) 8 minutes Show the 2-19 and explain FOB process The seller delivers the goods past the ship's rail at the named port of shipment. Attention that the buyer has to bear all costs and risks of loss of or damage to the goods from that point on. Explain with an example. Post-it Direct attention of the participants to the post-it box and explain FOB. Question What are the advantages of this term for the seller and the buyer? (Ask several of the participants. Give 2 minutes for answers.) Please turn to page 2-18 of your manual. 2-17

18 Show the 2-20 about FOB Explain the primary duties of seller and buyer in FOB. Inform the participants about required and optional documents. Attention Emphasize the critical points in FOB as mentioned in the separate box at the bottom of the Figure 8. Please turn to page 2-19 of your manual. 2-18

19 CFR Cost and Freight (...named port of destination) 8 minutes Show the 2-21 and explain CFR process The seller delivers the goods past the ship's rail in the port of destination. Attention that the seller must pay the costs and freight necessary to bring the goods to the named port of destination but the risk of loss of or damage to the goods, as well as any additional costs due to events occurring after the time of delivery, are transferred from the seller to the buyer. Explain with an example. Post-it Direct attention of the participants to the post-it box and explain CFR. Please turn to page 2-20 of your manual. 2-19

20 Show the 2-22 about CFR Explain the primary duties of seller and buyer in CFR. Inform the participants about required and optional documents. Attention Emphasize the critical points in CFR as mentioned in the separate box at the bottom of the Figure 10. Please turn to page 2-21 of your manual. 2-20

21 CIF Cost, Insurance and Freight 9 minutes Show the 2-23 and explain CIF process The seller delivers when the goods pass the ship's rail at the port of shipment. The seller must pay the costs and freight necessary to bring the goods to the named port of destination but the risk of loss of or damage to the goods, as well as any additional costs due to events occurring after the time of delivery, are transferred from the seller to the buyer. Attention that the buyer should note that the CIF term the seller is required to obtain insurance only on minimum cover. Explain with an example. Question Post-it In which cases is the CIF term the most useful? (Ask several of the participants. Give 2 minutes for answers.) Direct attention of the participants to the post-it box and explain CIF. Please turn to page 2-22 of your manual. 2-21

22 Show the 2-24 about CIF Attention Explain the primary duties of seller and buyer in CIF. Inform participants about required and optional documents. Emphasize the critical points in CIF as mentioned in the separate box at the bottom of the Figure 12. Please turn to page 2-23 of your manual. 2-22

23 CPT Carriage Paid To ( named place of destination) 9 minutes Show the 2-25 and explain CPT process The seller delivers the goods to the carrier of his/her choice but the seller must in addition pay the cost of carriage necessary to transport the goods to the named destination. Attention that the buyer bears all risks and any other costs occurring after the goods have been delivered. Explain with an example. Post-it Direct attention of the participants to the post-it box and explain Paying CPT. Please turn to page 2-24 of your manual. 2-23

24 Show the 2-26 about CPT Attention Explain the primary duties of seller and buyer in CPT. Inform the participants about required and optional documents. Emphasize the critical points in CPT as mentioned in the separate box at the bottom of the Figure 14. Please turn to page 2-25 of your manual. 2-24

25 Post-it Direct attention of the participants to the post-it box and explain CPT. Give a 10 minutes break. Break CIP Carriage and Insurance Paid to 9 minutes Show the 2-27 and explain CIP process The seller delivers the goods to the carrier nominated by him/her but the seller must in addition pay the cost of carriage necessary to bring the goods to the named destination. This means that the buyer bears all risks and any additional costs occurring after the goods have been so delivered. Attention that in CIP the seller also has to procure insurance against the buyer's risk of loss of or damage to the goods during the carriage. Explain with an example. Post-it Direct attention of the participants to the post-it box and explain Paying in CIP. Please turn to page 2-26 of your manual. 2-25

26 Post-it Question Direct attention of the participants to the post-it box and explain CIP. Do you have problems with the CIP term? Could you share your experiences with us? (Ask several of the participants. Give 2 minutes for answers.) Please turn to page 2-27 of your manual. 2-26

27 Show the 2-28 about CIP Attention Explain the primary duties of seller and buyer in CIP. Inform the participants about required and optional documents. Emphasize the critical points in CIP as mentioned in the separate box at the bottom of the Figure 16. Please turn to page 2-28 of your manual. 2-27

28 DAF Delivered at the Frontier (...named place) 8 minutes Show the 2-29 and explain DAF process The seller delivers the export-cleared goods to a predetermined destination, the goods are cleared for export but not unloaded or cleared for import at the named point, in other words they are delivered to the frontier before customs. Attention that when delivery is to take place in the port of destination, on board a vessel or on the quay (wharf), the DES or DEQ terms should be used. Explain with an example. Post-it Direct attention of the participants to the post-it box and explain DAF. Please turn to page 2-29 of your manual. 2-28

29 Show the 2-30 about DAF Attention Explain the primary duties of seller and buyer in DAF. Inform the participants about required and optional documents. Emphasize the critical points in DAF as mentioned in the separate box at the bottom of the Figure 18. Please turn to page 2-30 of your manual. 2-29

30 DES Delivered Ex Ship (...named port of destination) 8 minutes Show the 2-31 and explain DAF process on the screen The seller delivers when the goods are placed at the disposal of the buyer on board the ship but not cleared for import at the named port of destination. The seller has to bear all costs and risks involved in bringing the goods to the named port of destination before discharging them. If the parties wish the seller to bear the costs and risks of discharging the goods, then the DEQ term should be used. Explain with an example. Post-it Question Direct attention of the participants to the post-it box and explain DES. In which cases are DAF or DES terms more useful? (Ask several of the participants. Give 2 minutes for answers.) Please turn to page 2-31 of your manual. 2-30

31 Show the 2-32 about DES Attention Explain the primary duties of seller and buyer in DES. Inform the participants about required and optional documents. Emphasize the critical points in DES as mentioned in the separate box at the bottom of the Figure 20. Please turn to page 2-32 of your manual. 2-31

32 DEQ Delivered Ex Quay (...named port of destination) 8 minutes Show the 2-33 and explain DEQ process The goods are placed at the disposal of the buyer at the quay; they are not cleared for import at the named port of destination. The seller has to bear the costs and risks involved in bringing the goods to the named port of destination and also release the goods onto the quay. Attention that if the parties wish to include in the seller's obligations all or part of the costs payable upon import of the goods, this should be made clear by adding explicit wording to this effect in the contract of sale. Explain with an example. Post-it Question Direct attention of the participants to the post-it box and explain DEQ. What is the main difference between DES and DEQ terms? (Ask several of the participants. Give 2 minutes for answers.) Please turn to page 2-33 of your manual. 2-32

33 Show the 2-34 about DEQ Attention Explain the primary duties of seller and buyer in DEQ. Inform the participants about required and optional documents. Emphasize the critical points in DEQ as mentioned in the separate box at the bottom of the Figure 22. Please turn to page 2-34 of your manual. 2-33

34 Attention Attention that if the parties wish to include in the seller's obligations the risks and costs of the handling of the goods from the quay to another place (warehouse, terminal, transport station, etc.) in or outside the port, the DDU or DDP terms should be used (pg. 32). DDU Delivered Duty Unpaid 8 minutes Show the 2-35 and explain DDU process The seller delivers the goods to the buyer, not cleared for import, and not unloaded from any arriving means of transport to the named destination. Please turn to page 2-35 of your manual. 2-34

35 Show the 2-36 about DDU Attention Explain the primary duties of seller and buyer in DDU. Inform the participants about required and optional documents. Emphasize the critical points in DDU as mentioned in the separate box at the bottom of the Figure 24. Please turn to page 2-36 of your manual. 2-35

36 Post-it Direct attention of the participants to the post-it box and explain DDU. DDP Delivered Duty Paid (...named place of destination) 9 minutes Show the 2-37 and explain DDP process The seller delivers the goods to the buyer, cleared for import, and not unloaded from any arriving means of transport to the named destination. The seller has to bear all costs and risks involved with bringing the goods thereto, including, where applicable, any duty for import into the country of destination. Please turn to page 2-37 of your manual. 2-36

37 Post-it Direct attention of the participants to the post-it box and explain DDP. Attention that this term may be used irrespective of the mode of transport but when delivery is to take place in the port of destination on board the vessel or on the quay (wharf), the DES or DEQ terms should be used. Question Discuss in which situations the DDP term is more useful. (Ask several of the participants. Give 2 minutes for answers.) Please turn to page 2-38 of your manual. 2-37

38 Show the 2-38 about DDP Attention Explain the primary duties of seller and buyer in DDU. Inform the participants about required and optional documents. Emphasize the critical points in DDU as mentioned in the separate box at the bottom of the Figure 26. Give a lunch break. Break Please turn to page 2-39 of your manual. 2-38

39 Case: Timber Exports 15 minutes Exercise After this exercise the participants will be able select the right Incoterm in a trade operation. Let the participants divide into groups of three people. Let each group to select a leader. Give each group one copy of case. Let the groups discuss and find solutions for the situation in the case. After group discussion let the group leaders explain their group solutions. After all give feedback to the participants and finish the exercise. The comments for feedback can be found in Appendix B. Attention Please turn to page 2-40 of your manual. 2-39

40 Case: Television Sets Imports to India 15 minutes Exercise After this exercise the participants will be able to select the right Incoterm in a trade operation. Let the participants divide into groups of three people. Let each group to select a leader. Give each group one copy of case. Let the groups discuss and find solutions for the situation in the case. After group discussion let the group leaders explain their group solutions. After all give feedback to the participants and finish the exercise. The comments for feedback can be found in Appendix B. Attention Please turn to page 2-41 of your manual. 2-40

41 Summary 5 minutes Summary Summarize the important points of Part 1 and continue process with the progress check. The international business forum is a fertile place for contractual misunderstandings and an expensive place to resolve them through litigation. Recognizing a compelling need for universal terminology to try to overcome these misunderstandings in international trade contracts, the International Chamber of Commerce, among others, has developed a standard set of terms and abbreviations called Incoterms. The rights and obligations of each party to a contract should be more clearly understood if the contract is expressed in Incoterms. An international trade contract should: Describe the goods to be sold and the manner of shipment Set forth who is responsible if the goods are damaged or destroyed at any phase of delivery Express who is responsible for paying the expenses for clearing the goods at customs Express who is responsible for providing insurance while the goods are in transit Express who is responsible for freight charges Express who is responsible for loading and unloading costs Express who is to pay for any inspections Name the place where any litigation or arbitration will take place if a dispute arises under the contract Name the law that will apply to disputes that arise under the contract Please turn to page 2-42 of your manual. 2-41

42 Please turn to page 2-43 of your manual. 2-42

43 Progress Check 15 minutes Check Let the participants take the test and explain the correct answer for each question after completion of the test. 1. Incoterms will tell the parties what to do with respect to... a. Carriage of the goods from seller to buyer b. Transfer of property rights in the goods c. Consequences of various breaches of contract d. Arrange the cost e. To be as an intermediary 2. The incoterms group concerned with "main carriage unpaid" is: a. Group E b. Group F c. Group C and group F d. Group D e. Group D and group E 3. In case of "FCA" terms, when does the "cost" transfer from the seller to the buyer? a. When goods delivered at frontier b. When carriage is paid c. When delivered to the port of the customer d. When delivered to the customer duty paid e. When the goods have been delivered to the carrier at the named place 2-43

44 4. Under "group F" terms, who is responsible for the inland transport till the named point or place? a. Buyer b. Agent c. Seller d. Carrier e. Consignee 5. If the seller provides the goods packaged and marked with a commercial invoice to a carrier for transport, what kind of incoterms is this? a. FOB b. EXW c. FCA d. CPT e. DDU 6. If the seller agrees to deliver the goods to a ship, but not to pay for loading them, what is the terms? a. FCA b. FAS c. FOB d. DES e. DDP 2-44

45 7. According to the contract, the seller is responsible for the freight charges to the destination port. The seller may be willing to pay transportation expenses but not be willing to assume liability for damage en route. What is the terms in this case? a. CIF b. DES c. DEQ d. FCA e. CFR 8. The seller is asked to deliver the goods to the warehouse of the buyer without paying for the customs duty in this case, what kind of terms should you offer to the customer? a. CIP b. DAF c. DDU d. DDP e. EXW 9. What is the difference between "CIF" and "CIP" terms? a. CIF used only for sea transport and CIP for all modes of transport b. Both used for all transport modes c. No differences d. CIF used for road and CIP used for sea transport e. CIF used all modes of transport and CIP used only for sea transport 2-45

46 10. Let us assume that customer is asking you to pay for the freight but not for the insurance and the transport will be done by vessel. What will be your terms on the contract? a. DDP b. CIP c. CFR d. DES e. DDU Give a 10 minutes break. Break 2-46

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