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• Challenges in export trade;
• Trade partners and contract negotiation;
• Packaging and labeling;
• Quotations (proforma invoices);
• Factors to consider when locating and choosing trade partners;
• U.S. export controls and regulations;
• Export documentation and shipping;
• Loaners/demos, N/C items, repairs, and returns;
• Import clearance and customs at the foreign port;
• International commercial terms (Incoterms);
• Incoterms and the proforma invoice;
• Incoterms and insurance (general average);
• Hoops and hurdles and the "Big Payoff"; and
• Developing your Export Management System.

• Credit considerations - methods of payment, country risk, and credit risk;
• Documentary collections as a payment term;
• Initiating the Letter of Credit;
• The L/C application form;
• UCP600 guidelines and rules for L/C transactions;
• The specific roles of the different banks involved in the L/C process;
• Incoterms 2000 - how they are used in L/Cs;
• The review process - what to do once you have received the L/C;
• Documentary implications - creating and presenting compliant documents (incl. samples and examples);
• Discrepancies - the impact for both exporters and importers; and
• Case studies - real life applications of the topics covered in the workshop.