Confident rule selection - You will learn how to match Incoterms® 2020 rules to the transport mode, delivery model and your company’s role, so you can avoid costly mistakes already at the quotation stage.
Fewer costly mistakes - You will spot common errors in using EXW, FOB, FCA or DDP and learn how to avoid wording that leads to disputes, extra charges and operational issues during shipment execution.
Stronger contract wording - You will learn how to define the place of delivery, the transfer of risk and each party’s obligations correctly, so your contracts become clearer, safer and easier to enforce.
Smoother trade documentation - You will organize your work with commercial invoices, packing lists, transport, customs and insurance documents, so you can complete shipment files faster for clearance and payment.
Better cost and risk control - You will learn how to assess transport, insurance and customs cost allocation under different rules, helping you compare offers more accurately and protect your margin in trade deals.
Stronger insurance decisions - You will understand the differences between CIF and CIP, required insurance scope and liability for damage, making it easier to choose cover and prepare for claims handling.
Up-to-date Incoterms® practice - You will understand the key changes from the 2010 version, including DPU replacing DAT, updates to FCA and insurance rules, and the practical role of electronic documentation.
Hands-on case practice - You will practice rule selection, contract interpretation and responsibility calculations on real export and import cases, so you can apply Incoterms® more confidently in daily work.
Incoterms® 2020 define a common framework for delivery terms in domestic and international trade, but their scope has clear limits. The section outlines their development, role in contracts, and the issues they do not regulate. It also addresses correct rule selection and frequent contracting mistakes.
At the core of Incoterms® is the division of obligations, costs, and risk between seller and buyer. The section explains when risk of loss or damage passes, how transport and insurance costs are allocated, and who handles customs formalities. It also links documents to the place of delivery and transfer of risk.
All eleven Incoterms® 2020 rules are organised into those for any mode of transport and those limited to sea and inland waterway transport. The section distinguishes EXW, FCA, CPT, CIP, DAP, DPU and DDP from FAS, FOB, CFR and CIF. This creates a full map of the available rules.
Choosing the right Incoterms® rule depends on transport mode, cargo profile, and the intended split of cost and risk. The section discusses container shipments, road, rail and air transport, and practical choices such as FCA instead of FOB. It also indicates when EXW or DDP should be avoided.
Commercial and transport documentation must match the selected delivery rule and the flow of goods. This section reviews commercial invoices, packing lists, transport documents and Bills of Lading, together with customs papers and certificates of origin. Insurance documents are covered as well.
Insurance obligations differ across Incoterms® rules, so allocation of coverage and responsibility must be read carefully. The section compares CIF and CIP, explains the scope of insurance protection, and clarifies liability for transport damage. It also addresses complaint procedures and claims handling.
Drafting trade contracts requires precise use of Incoterms® and clear indication of the place of delivery. Attention is given to additional clauses frequently used in practice, as well as links with transport contracts. The section also covers payment terms and documentary letters of credit.
Incoterms® 2020 introduced several changes that affect contract drafting and operational practice. The section explains the replacement of DAT with DPU, revisions related to FCA, updated insurance requirements, and the role of electronic documentation. It also shows the main implications for enterprises.
Real transaction analysis is used to test how Incoterms® work in export and import practice. Participants select suitable rules for specific scenarios, calculate transport costs and allocation of liability, and interpret contract wording. The workshop also addresses dispute resolution and participant case studies.
Trade basics - You should understand the basic flow of a purchase or sales transaction, from order to delivery, so you can follow how responsibilities are divided between the parties.
Document familiarity - You should recognize core trade documents, such as a commercial invoice or transport document, so you can follow the examples and practical discussions with ease.
Logistics awareness - You should understand the differences between road, sea, air and rail transport, so you can correctly assess which rules fit a given delivery method and shipment setup.
Operational exposure - You should have at least basic exposure to purchasing, sales, export, import or logistics, so you can relate the discussed rules to situations you may face at work.
