Whether you're just beginning your venture in international trade or are a seasoned entrepreneur, this course will prepare you to meet the challenges and seize the opportunities that await you.
This course will benefit:
Those with a product suitable for export, but no previous experience in exporting.
Those with some experience in exporting, but who are seeking to expand their knowledge of emerging new trends.
Export service companies - banks, insurance, Freight Forwarders, shippers, customs house brokers.
Professional organizations - trade and industry associations, Chambers of Commerce.
Government agencies - foreign trade agencies, business development centers.
Non-governmental organizations (NGO)- micro/small/medium enterprise development program officers, foreign export assistance activities.
Resource centers - private or public resource centers, libraries, and bookstores.
Outcomes:
This Export Management Course contains practical lessons in global trading and deals with every aspect of exporting. You will find that doing business across national borders does not have to be difficult and can, indeed, be very profitable.
At the end of this course you will be able to:
A. Determine how exporting would benefit your company and create a prioritized list of benefits. B. Assess your company's readiness to go international and identify specific areas of preparation. C. Assess and evaluate your product potential, listing the strongest points for the export market. D. Identify the major export documents required by banks, governments and transportation companies. E. Explain International Commercial Terms (INCOTERMS). F. Calculate your export prices. G. Assess payment options and select those most appropriate for your operation. H. Evaluate public and private financing programs and select those best suited to your company's needs. I. Develop a screening strategy for the selection of an agent or distributor. J. Assess the value and potential of export trade shows as they relate to your company. „h Outline the key elements in an international sales contracts. K. Conduct trade market research on the internet. L. Classify the major insurance coverage's. M. Explain the concept of ATA Carnet and Foreign Trade Zone. N. Discuss shipping rates, containers, and shipping weights. O. Write your Export Business Plan.
Assessment:
Participants in the Export Practice Management course will be assessed: 1) By developing an Export Business Plan (minimum 10 pages) 2) By practicing and completing Shippers Export Declaration, Country of Origin, Insurance Certificate, Letters of Credit Application, Pro-forma Invoice, Bill of Lading, and other major documents. 3) By taking and performing satisfactorily on several quizzes.
Week 1
Export Practice (Fundamentals)
This first Module deals with the practical aspect of why your company should export, the advantages and disadvantages of exporting to your organization, your company readiness to export, essentials for export success, identifying a product, assessment of your products potential, and government assistance programs (selected countries). The overall emphasis of this module is that doing business across national borders does not have to be difficult and can be very profitable.
Learning Objectives
At the end of the module, you will be able to:
Identify the basic export concepts and evaluate on how they relate to you company.
Determine the importance of exporting to your company.
Assess your company resources and identify why your company should export.
Discuss the advantages and challenges of exporting to your organization.
Assess your company's organizational structure and analyze your product and management readiness to export.
Review markets and evaluate best potential countries for your product or service
List the major steps your company will take when exporting its product or service.
Analyze market research tools and trade leads to help facilitate your company market entry.
Identify public and private assistance programs that will help your company become competitive in targeted markets.
Write Part I of your Export Business Plan.
Week 2
Export Documents
This Module will examine the simultaneous flow of documents, goods and payments, the various government, banking, commercial and transportation documents, which may be required in an export transaction. You will practice the preparation of the most common documents, and INCOTERMS (International Commercial Terms).
Learning Objectives
At the end of this module, you will be able to:
Classify the different categories of international trade documents as they relate to your company's document requirements.
Compare pro-forma invoice, commercial invoice and quotation, and decide which document is appropriate for your company to use.
Prepare pro-forma invoice, country of origin and other documents that will be frequently used by your company to export products.
Calculate price quotation based on your company's understanding of the INCOTERMS.
Determine your company's responsibilities when the following INCOTERMS are used: FOB, CIF, FAS, EX-Works.
List and briefly describe the 13 INCOTERMS as they relate to your company's export quotation.
Write Part II of your Export Business Plan.
Week 3
Export Payments & Financing
This Module will focus on how to get paid, the different methods of payments available to exporters including open account, advance payment, documentary collection and Letters of Credit. Risks and benefits of Letters of Credit transaction will be presented. Additionally, export financing and the types of financing that are available through commercial banks and government financing programs (US and selected countries) will be addressed.
Learning Objectives
At the end of this module, you will be able to:
Compare the different methods of international payments.
Analyze risk associated with all payment methods.
List the principal parties in a letter of credit transaction.
Outline a typical Letters of Credit Cycle.
Discuss the major discrepancies of a Letters of Credit.
Develop a checklist for your Letters of Credit transaction.
Identify private and public financing programs
Compare pre-shipment, post-shipment and pre and post shipment finance concepts.
Evaluate public and private export financing options.
Write Part III of your Export Business Plan.
Week 4
Export Marketing
The focus of this session will be to identify buyers, develop a marketing strategy, screen trade leads from the Internet, different distribution channels, pricing and promoting your product in the international marketplace.
Learning Objectives
At the end of this Module, you will be able to:
Identify the difference between domestic selling and selling in the international marketplace.
Compare direct and indirect distribution channels.
Analyze the roles of distributors and agents.
Understand methods of pricing your product.
Analyze advertising constraints in the international markets.
Explain tariff and non-tariff barriers to your product.
Identify the key elements to negotiate with your representative.
In this Module the role of Freight Forwarders, shipping products via air, sea or land, shipping weights, the different container types, types of insurance coverage's, liability limits of insurers, and the different insurance certificates will be discussed.
Learning Objectives
At the end of this module, you will be able to:
Identify the role of Freight Forwarders.
Compare the different insurance coverage's.
Discuss how shipping companies calculate rates.
List all possible costs in an export shipment.
Outline the benefits of Foreign Trade Zones.
Identify what goes in an export carton.
Discuss the advantages of ATA Carnet.
Write Part IV of your Export Business Plan.
Week 6
Export Legal and Cultural
This Module will focus on the basic elements of international laws, laws related to your country and your importer's country that can impact your company and your importer in a transaction. Customs regulations export licenses, international sales contract, experiences with cultural differences and related issues will be covered.
Learning Objectives
At the end of this course you will be able to:
Analyze the impact of international, foreign and domestic laws on your exports.
List examples of international laws that can influence your company's export.
Explain how foreign laws can affect the marketing of your product.
Review the importance of understanding attitudes and values of your foreign partner.
Evaluate the importance of cultural variables to marketing internationally.
Discuss the role language, religion, communication and aesthetics play when exporting your product.
List the steps in the formation of sales agreement.
Outline the key elements in a sales agreement and describe briefly the importance of a written agreement to you and your importer.
Contact Hours: 15
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