Incoterms Essentials

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Course Description

Successful Importers have searched for and selected the right overseas partner who can provide them with critical “extra mile” services and a local competitive edge. The benefits of finding and working with the right agent or distributor results in lower costs, saved time, and a positive local reputation for your organisation.

Expand into foreign markets easier and in a more manageable way by learning to make the most of good business relationships with agents and distributors and cover your import export efforts with adequate agreements through learning how to work with agents and distributors.

This course will give you a framework whereby finding, selecting, and using Agents & Distributors is a much easier task. It will also touch on ways in which your business can protect its intellectual property (be it branding or the product itself) through both contractual arrangements and making registrations.

Delegates will :

  • Have an understanding of the differences between Agents and distributors and their roles.
    • Know what is an Agent and a Distributor.
    • Know what are the advantages and disadvantages of an Agent.
    • Know what are the advantages and disadvantages of a Distributor.
  • Have an understanding of what to consider when appointing an Agent or Distributor.
    • Considerations necessary in appointing an Agent or a Distributor.
  • Have an understanding of the legal implications of appointing Agents and distributors.
    • Know which EU laws have to be considered when appointing agents What is the Transformation Rule.
    • Know what the three main types of agreement with distributors are.
    • Know what typically should be covered by any agreement.
  • Common pitfalls when dealing with commercial agents and distributors;
  • How agency and distribution agreements may be terminated;
  • The safest ways to sell / buy direct from third parties in foreign jurisdictions;
  • Consequences of not having legal agreements in place;

This course is both for those who may be new to international trade and for experienced international traders looking for a “top up” to “keep up” with International Trade agreements, policies, and best-practices.

This Is a Level 2 BCC Accredited International Training Course. Delegates can opt to take a short exam at the end of this course with submission to the BCC for assessment. Successful completion and assessment will result in a BCC International Trade Certificate of Completion and 1 Credit which works toward completion of the BCC Foundation of Trade programme. (6 credits)