Export sales

Minimising risk and maximising profits

Export sales – overview

This very practical one-day workshop will help you to understand how to establish an effective policy when dealing with overseas customers and assess the alternative methods of payment as a means of securing overseas debts and negotiating favourable credit terms to promote the growth of sales.

Full details below or download course outline.

Learning objectives

This course will help participants:

  • Understand the key financial risks facing exporting companies
  • Understand the use of the Incoterm® rules
  • Choose the appropriate terms and methods of payment
  • Understand your trade cycle for export transactions
Who should attend?

The course is aimed at export sales, commercial and finance teams concerned with:

  • Developing new or existing overseas markets
  • Arranging payment and delivery terms with overseas buyers
  • The risks, costs and cash flow pressures associated with international payment terms
  • Understanding the key documentation required to support export shipments
Course format

A very practical, case study based, interactive one-day session for a maximum group size of 12.
Expert trainer

Mark is a qualified member of the Institute of Export (MIEx, CITA) with 40 years’ experience in international trade finance. He is a member of the International Chamber of Commerce (UK) with strong links to the ICC Banking Commission, which helps ensure that all his courses are guaranteed to be relevant, topical and completely up-to-date.

Recognised as one of Europe’s leading trainers on the subject of letters of credit, Mark delivers approved courses on behalf of Chambers of Commerce and the Department for International Trade. His clients include internationally trading organisations from a range of sectors, eg, aerospace and defence, energy, automotive, engineering, healthcare and medical, logistics and financial services.

Mark is an extremely engaging and popular trainer, as the following sample feedback shows:

‘We all started with varying but minimal amounts of knowledge and left with much more confidence to negotiate Incoterms in our contracts. The team enjoyed the visual aids and exercises which really helped us to understand the subtle differences between each of the terms. Mark kept everyone engaged and kept at a pace which suited our learning.’

‘This has not only improved our turn around on completing orders more efficiently, it has also had a massive cost saving for the business. We feel we would not have had the confidence to make this transition if it were not for Mark’s excellent training. Mark has a very relaxed approach to training, yet covers all aspects in full and keeps it very interactive. We have since had Incoterms and Documentary Collections training, which again were very informative. The team are very grateful for the training and it has helped them to feel more confident in their day-to-day dealings with L/Cs and general export enquiries. Thank you Mark!’’

Export sales – course outline

1 Understanding the key financial risks facing exporters

  • Buyer risk
  • Country risk
  • Bank risk
  • Performance risk

2 Useful resources for exporters

  • Government websites and guides
  • Export guides

3 Incoterms® 2010

  • Understanding the use and application of the Incoterm rules
  • Selecting a delivery term appropriate for the method of transport
  • The common pitfalls and how to avoid them
  • Changes to expect with Incoterms® 2020

4 Common export documents

  • The International Sales Contract
  • Export invoice
  • Transport documents
  • Certificates of origin
  • Cargo insurance

5 Choosing the terms and methods of payment

  • Advance payment (pro forma) v open account
  • Letters of Credit
  • Collections and bills of exchange

6 Financing export transactions

  • Understanding your trade cycle
  • Financing methods
  • Structured bank facilities

7 Optional session

  • Bank demand guarantees – bid bonds, performance bonds