Incoterms® 2020 Rules for Exporters, Importers and Purchasing Departments

Training process

Training needs analysis

If you have specific requirements regarding the training programme, we will carry out a training needs analysis for you. This will guide us on which aspects of the programme should receive greater emphasis, so that the training programme meets your specific needs.

What will you gain?

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.

Training programme

1. Introduction to Incoterms® 2020

the role of Incoterms® in domestic and international trade,
the history and development of the Incoterms® rules,
the scope of application of Incoterms®,
what Incoterms® regulate and what they do not regulate,
the importance of the correct selection of delivery terms,
the most common mistakes when using Incoterms® in commercial contracts.

2. Basic principles of the functioning of Incoterms®

division of the seller's and buyer's obligations,
transfer of the risk of loss of or damage to the goods,
division of transport and insurance costs,
export and import customs clearance,
commercial and transport documents,
place of delivery and place of transfer of risk.

3. Characteristics of all Incoterms® 2020 rules

rules for all modes of transport:
- EXW – Ex Works,
- FCA – Free Carrier,
- CPT – Carriage Paid To,
- CIP – Carriage and Insurance Paid To,
- DAP – Delivered At Place,
- DPU – Delivered at Place Unloaded,
- DDP – Delivered Duty Paid,
rules for sea and inland waterway transport:
- FAS – Free Alongside Ship,
- FOB – Free On Board,
- CFR – Cost and Freight,
- CIF – Cost, Insurance and Freight.

4. How to correctly select Incoterms®

selection of delivery terms to the type of transport,
Incoterms® for container transport,
Incoterms® for road, rail and air transport,
when to use FCA instead of FOB,
when to avoid EXW and DDP,
analysis of costs and risks for individual rules.

5. Incoterms® and trade documentation

commercial invoices,
Packing list,
transport documents,
Bill of Lading (Bill of Lading),
customs documents,
certificates of origin,
insurance documents.

6. Insurance of goods in Incoterms®

insurance obligations of the parties,
differences between CIF and CIP,
scope of insurance coverage,
liability for transport damage,
complaint procedures and pursuing claims.

7. Incoterms® in trade contracts

correct contractual provisions,
indicating the place of delivery,
the most frequently encountered additional clauses,
the link between Incoterms® and transport contracts,
relations between Incoterms® and payment terms,
Incoterms® and documentary letter of credit.

8. Changes between Incoterms® 2010 and Incoterms® 2020

replacement of DAT by DPU,
changes concerning FCA,
new insurance requirements,
electronic documentation,
the most important consequences for enterprises.

9. Practical workshops

analysis of real export and import transactions,
selection of the appropriate Incoterms® for specific scenarios,
calculation of transport costs and the parties' liability,
interpretation of contractual provisions,
resolution of disputes resulting from the incorrect application of Incoterms®,
participants' case studies.

What are the prerequisites for participating in the training?

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.