IOE International Trade - Exporting Excellence through Education

An Introduction to Importing

The seminar will offer practical guidance to prospective and existing importers by considering the basic procedures, terminology and documentation involved in importing. It will give an overview of the entire importing process including supplier selection, evaluation of risks, supply chain, terms of delivery, methods of payment, selection of clearing agent, duty and excise and the role of UK customs

Export Essentials

A-Z of Export Management 2 Days

"Exporting is fun", said the late Harold MacMillan. He was right, but it presents many challenges and pitfalls for the unwary. The need for properly trained and skilled Managers who understand the complete process is vital. The "one man band" needs many skills, and the person who has staff to whom he can delegate, needs to understand what is being delegated and the skills required by the delegatee.

This two day course covers all areas. We will use formal presentations, selected group exercises and group discussions. Delegates will leave well equipped to develop profitable export business with confidence. It is presented by an experienced manager who has many years of practical experience in a number of industries in this vast subject.

Advanced Export Practice

This two day, advanced training programme is designed primarily for those with some previous training or experience in exporting. Delegates with commercial experience but limited exporting expertise would also greatly benefit. Similarly, both management and administrative staff involved in sales, shipping, dispatch, accounts and customer services would find the course of great value. It is designed to provide a clear understanding of export procedures and to help establish best practices.

Managing International Distribution Channels

This course aims to add value to any export marketer through developing a more effective approach to the identification, appointment and ongoing management of export agents and distributors. Illustrations will be provided, together with discussions, to ensure there will be practical application.

The Importers` Workshop

An ideal follow-up to Import Essentials, or for those already experienced in import procedures. Eligible for 20 CPD points per day
This practical two-day workshop looks at importing in detail. Delegates are encouraged to bring samples of their own import documentation and are offered the option to concentrate on particular areas relevant to their own business requirements.

Developing Services Overseas

The international opportunities for British originated services continue to grow across many sectors ranging from finance and legal to education and creative communications. This one-day course is designed to provide any service provider, regardless of their international experience, with the necessary knowledge to develop successful placement of their "products" in new markets overseas.

Inward Processing relief - IPR Workshop

Limited to 9 delegates to guarantee individual attention. Eligible to 15 CPD points
We have fully revised the training course to ensure the new procedures introduced in 2008 are covered in detail. IPR can save you a lot of money but can also prove quite a headache! Whether you already operate IPR, or would just like to know more, this practical workshop unravels the mysteries.

Incoterms Explained

Extra courses added for 2010 because of the changes to Incoterms. Eligible for 10 CPD points
A must for anyone involved in international trade. Ideal for both beginners and experienced professional who just want to up-date themselves on the new terms coming in 2010. FOB, DDP, CIF, etc these are just 3 of the current 13 terms used internationally to determine buyers and sellers risks and responsibilities in international contracts. Failure to use them correctly puts your company at risk. This one day course gives a clear explanation of each term and has time for delegates to concentrate on their own requirements individually or in group sessions

Exhibiting at International Trade Shows

The key purpose of this programme is to examine all the necessary planning steps requiresd to set up a successful trad show presence.  In addition to reciew key procedures and actions to be undertaken both during and following the event.  The course will benefit both experienced exporters and those wishing to take their first steps into Trade Show participation

Management - General

The Management General and Specialty courses are aimed more at the Executive personnel within companies that have to deal with more complex tasks during their working day

Effective Export Business Planning

This two day course increases the effectiveness of any export marketer through the development of a comprehensive and logical business plan. Each key element is examined and discussed in detail and guidance provided for ongoing application.

International Market Research

This one day programme comprehensively addresses the important discipline and practice of export marketing research. It is aimed equally at those just branching out into export markets as well as established exporters developing entry strategies and looking at new opportunities overseas. It fosters a structured and objective approach as a means to ensuring the profitability of international business development.

National Export Sales Training

This four day course is the most popular in the NEST programme. It is designed for Export Sales Managers and Executives and takes delegates through all the principal stages of the export sales process from finding prospective customers overseas, preparing and presenting professional quotations, negotiating the deal and winning orders. The NEST programme is widely acclaimed for its comprehensive coverage of the export sales situation.

Exporting and the Internet

This one day course aims to explore the opportunities for developing business through the strategic sue of the Internet. In particular, it identifies and focuses on the commercial benefits for exporters, including increasing competitive advantage and profitability.
A feature of this seminar will be opportunity for delegates to view examples of Internet resources together with selected web sites and be provided with a non-technical perspective. Delegates will be supplied with extensive listings of useful web sites.

International Business Culture

Direct Shipping

Detailed look at the skills and procedures required to moving goods between different countries. Eligible to 15 CPD points
Modern supply chains requirements need a greater understanding of overseas countries. Buying goods in one country - selling to another country; why bring them into the UK? Ship Direct! But if this isn't done with skill and total awareness of the requirements - commercial, legal and practical - then it can turn into an expensive disaster. This presentation will help clarify the confusing aspects for a potentially risky operation and ensure you can set up a working procedure

Credit Control & Risk Management for Exports

A one-day practical workshop aimed at credit control and finance managers who are required to manage the risks and costs associated with international payment terms. Using case studies and exercises, delegates will learn how to assess buyer and country risk at enquiry stage and implement export credit control policy. The course takes a detailed look at the alternative methods of payment and trade finance, including LCs, bills of exchange as well as effective techniques for managing foreign exchange risk.

International Purchasing Skills

A course specially designed for buyers and import logistic managers
This course homes in on the key issues that affect buyers when sourcing goods from overseas. Quality control, Incoterms the physical movement of goods are examined in practical exercises. Emphasis is given to cost control and potential areas of cost saving.

Management of Overseas Agents and Distributors

Ideal for both experience delegates and those new to exporting. Specialist guest presenter with 15 years experience of running European subsidiaries and running agents & distributors.

Preference & Origin Rules Explained

Fully revised for 2009. Eligible for 15 CPD points
This one day workshop looks at the regulations that relate to issuing preference documents to overseas customers (EUR1/ATR) and the main elements of claiming preference at import

Risk Management and Finance for Importers

A one day interactive workshop to help delegates identify and mitigate associated risks and financial pressures
Aimed at companies who source raw materials, components or finished goods from overseas, it answers questions such as: - Will I receive my goods as ordered? - Will I receive the goods on time? - When do I need to pay for the goods? - How do I pay for the goods?

Whats new? Customs & Trade Procedures

Looking at important changes to customs procedures including the latest information on the ECS, AEO and the Revised Customs Code
Changes to import and export procedures are happening all the time and it can be very difficult to know you are up-to-date. This one-day course is a summary of key changes that have affected international trade procedures in the last 12 months as well as a look ahead to things we are expecting to change.

Management - Specific

The Management Specialty courses are also designed at the more Executive personnel within companies, the management specific courses are aimed at the more complex and country-specific tasks you may encounter within your company:

UN Dangerous Goods Awareness

This JETS Course has been designed to comply with the mandatory training required by all management and clerical employees under the Health and Safety at Work Act , which encompasses all modal regulations ,national and international. If your company exports, imports, or moves Dangerous Goods, even in limited quantity, mandatory training starts here.
This one day course is for those responsible for Dangerous Goods Notes, IATA Dangerous Goods Forms, Multi Modal Dangerous Goods Forms or UK DG Consignment Notes. There are heavy financial and legal consequences of non-compliance including a failure to train, with dangerous goods legislation. This course is devised by leading exponents in Dangerous Goods packing, shipping and stowing, and who offer extensive practical experience in all modes. Delegates are provided with comprehensive reference material.

Doing Business in the USA

This one-day course aims to provide the export marketer with both an introduction and an appreciation of the USA marketplace in order to develop an effective Export Business Plan. The programme will examine a broad number of factors and issues that can impact upon both the success of exports to and the trade carried out within the USA.

Doing Business in the Enlarged EU

This one day course makes delegates aware of the new opportunities that have become available to companies since the new countries have joined the EU. The course looks inn details at the individual opportunities , how to do business and gives a full profile of the economics of each of the new members. Delegates will take from the course a clear plan of these markets which will be best suited to their companies and, practical guidance to help them prioritise development plans.

Doing Business in China

This one day workshop which takes a practical view of how to conduct business in China, covering market information sources, market entry options, barriers to trade and how to overcome them. Chinese business culture and how to build strong business relationships with Chinese partners is an integral and interactive part of the course.

Sourcing from China

This one day workshop focuses on helping companies recognise new opportunities for more cost-effective sourcing from China and to understand some of the pitfalls and how these can be negotiated. Chinese business culture and how to build strong business relationships with Chinese partners is an integral and interactive part of the course.  The one day workshop will include interactive sessions, practical advice and real-life case studies.

Export Controls

The course explains and evaluates the mystique of what, to some, is considered the 'black-art' of export licensing controls. Too often overlooked within the export scenario, the potential for disaster from the Shipping Office to the Boardroom is enormous, and can result in Customs Seizures, logistical problems and contractual penalties. Penalties can be applied to the individuals involved.
The programme also addresses the new Export Control Act 2005 implemented in May 2004 and gives valuable guidance for compliance with the new orders and secondary legislation for both Military and Dual-Use items. The changes include extending the controls to cover the transfer of technical information, as well as the tangible exports.

Trading with the USA Defence Imports & ExportsExplanation about ITAR and EAR regulations and how they may affect a UK trader

The USA have very heavy controls on some of their goods; incorrect end-use of certain US technology and lead to potential fines and penalties - ultimately being denied the right to trade with the USA. This course looks at the controls and regulations affecting goods that are caught under the US Export Administration Regulations (EAR - eg dual-use) and the International Traffic in Arms Regulations (ITAR, eg military) with the aim of assisting you in setting up compliant internal procedures. The course looks at the US export licensing procedure, the regulations and the responsibility of UK/EU companies under the re-export regulations.

This one-day course is designed to give delegates an overview of the legal principles that may impact on an export contract. Businesses need to be aware of the contractual liabilities and obligations that arise out of a contract of sale, agency or joint-venture, and how risk and financial loss can be minimised. Specific reference is made to legislation governing contracts, the sale of goods and European legislation governing competition and agency law.

Intellectual Property

This day is designed to bring you an understanding of your Intellectual Property by showing you how to perform an audit of the main rights that you hold, many of which you won't know are actually yours. It also looks at the way these are protected here in the UK and what other methods of supporting these rights can be sought. We will look at the main rights and how they fit into the international marketing mix and, where branding can help to substantiate your marketing messages while adding value to your business. It is a very full day that often challenges the way you are currently doing business while opening up new avenues of selling your ideas and embedding intellectual property into all your transactions.

Conflict of Law and International Sale of Goods Contracts

This one day course will give an overview of the principles and rules involved in resolving a dispute in an international contract, conflict avoidance, the law governing the contract, jurisdiction, arbitration, foreign proceedings and enforcement. In addition the course will cover contractual obligations and liabilities in an international sale of goods contract, including ownership pf goods, reserving title, transfer of risk, contract terms, excluding liability, rights and remedies of the unpaid seller and rights of the buyer.

Doing Business in Russia

A one day workshop covering various aspects of doing business in Russia. This is a very practical course, and embraces general issues of Russia as a whole, as well as a detailed look at business issues like travel, conducting meetings, dealing with problems, and some highly specific topics such as security, bureaucracy, getting paid and so on, and how to deal with them.

Performance Bonds & Guarantees

The Trainer explains the nature and role of the different types of Bonds, Guarantees and Standby Letters of Credit in relation to export tenders and contracts. The programme also highlights the problems, risks and hidden costs, giving guidance on the monitoring and control of those risks and costs. It covers uniform rules for demand guarantees (ICC 458) and compares ICC International standby practices (ISP98) with UCP for documentary credits, UCP600.

Money Laundering and Currency Risk Management

This one day course covers two distinct areas of risk; risk that needs to be understood by senior management as well as junior management.
Money Laundering- is usually considered a criminal activity which involves corruption and breaches of financial sanctions. However, non-criminals are also affected by the latest UK money regulations which came into effect on 1st March 2004. An uniformed exporter, banked, lawyer, ,accountant etc. can find him or herself unwittingly and innocently caught up in illegal activities simply by not exercising due diligence. The law considers you guilty until proven innocent. The offences consist of Assisting, Acquisition, Concealing, Failure to Disclose and Tipping Off. The available defences are extremely limited. Ignorance of the criminal action is no defence. The financial penalties are unlimited and related offences carry prison sentences of up to 14 years. This half of the course highlights those areas where an exporter, etc. can innocently be entrapped, and advises on precautions to avoid legal action and loss.

International Trade Management