Mastering Incoterms® 2020
Formation créée le 07/05/2025.
Version du programme : 1
Programme de la formation
This 2-day training course on Incoterms® 2020 is designed to make international trade rules clearer and more practical for everyday business. With a strong emphasis on operational understanding, participants will explore the principles behind Incoterms, avoid common pitfalls, and strengthen compliance across teams. The program includes real-world examples, group exercises, and interactive discussions to ensure concrete and lasting application in the field.
Objectifs de la formation
- Understand the legal and practical foundations of the Incoterms® 2020 rules.
- Correctly apply specific Incoterms in line with the firm internal policies.
- Identify the risks linked to vague Incoterms clauses (e.g., unspecified place).
- Draft clear and safe Incoterms clauses for commercial documents.
Profil des bénéficiaires
- Buyers and Procurement Officers
- Order Management Specialists
- Sales Representatives and Account Managers
- Participants should have a basic understanding of international trade processes.
- Prior experience with import/export operations, logistics, or sales is recommended but not required.
Contenu de la formation
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Day 1 – Foundations and strategic use of Incoterms
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Understanding Incoterms®
- ICC’s role and purpose of Incoterms
- Differentiating Incoterms from the contract of sale
- Legal and accounting impact of transfer of risk/property
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Overview of Incoterms® 2020
- Classification: multimodal vs. maritime-only
- Structure: obligations, costs, risks
- Comparative view from buyer and seller perspectives
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Workshop: risk mapping
- Practical comparison of Incoterms from EXW to DDP
- Special focus on FCA and CIP with location precision
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Choosing the right Incoterm
- Factors: mode of transport, customs formalities, payment conditions
- Interdepartmental coordination and compliance
- Ensuring alignment with operational capabilities
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Tailor made Case Study 1
- Example: Improper use of FCA without precise location
- Risk assessment → Preferred solution: properly defined CIP or FCA
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Documentation and evidence
- Linking Incoterms to documents: transport, customs, invoices
- Practical review: DAU (EX), certificates of origin, insurance documents
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Day 2 – Operational Application and Simulation
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Impact on related contracts
- Responsibilities: transport, insurance, payment mechanisms
- CIP obligations: seller’s duties and documentation (insurance)
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Tailor made Case Study 2
- Scenario: EXW used for non-EU customer with no export experience
- Resolution: switch to FCA with clear handover location
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Simulation exercise
- Teams simulate real trade flows
- Select appropriate Incoterm (focus on FCA, CIP)
- Assign responsibilities, verify documentation flow
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Frequent errors and how to avoid them
- Misalignment with payment terms or documentation
- Use of maritime terms in multimodal context
- Overcommitment on duties (highlight DDP prohibition)
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Tailor made Case Study 3
- CIP used without issuing insurance certificate
- Solution: full compliance with CIP documentation requirements
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Final group exercise
- End-to-end transaction simulation: from quote to delivery
- Define Incoterm, specify exact location, align documentation
The training will be delivered by a senior international trade consultant with over 30 years of hands-on experience in customs, logistics, and regulatory compliance across Europe and globally. The trainer has worked extensively with SMEs and international groups to optimize Incoterms usage and reduce risks in cross-border operations. She is also an expert trainer in customs and Incoterms® compliance and has led numerous sessions for both public and private sector actors, including customs authorities and chamber networks.
- Regular Q&A moments to ensure engagement and understanding.
- Real-time interaction and case studies adapted to actual scenarios.
- Pre-training diagnostic quiz to assess initial knowledge.
- Post-training quiz to evaluate progress and retention.
- Participant self-assessment form (satisfaction, clarity, applicability).
- Trainer report summarizing key insights, areas of improvement, and recommendations.