Our signature training courses on International Trade are as follows:

  1. Incoterms 2010
  2. Letter of Credit: An Indepth Understanding
  3. Bills of Lading: Correct Preparation to Avoid Rejection in Letter of Credit Transactions
    Download Training Schedule for 2018
    Download Brochure – Registration Form Incoterms 2010
    Download Brochure – Registration Form Letter of Credit
    Download Brochure – Registration Form Bills of Lading


Incoterms are international rules published by the ICC for the interpretation of trade terms eg EXW, FOB, CFR, CIF, CPT etc.  Exporters, Importers, Bankers and Insurers, Freight Forwarders and Carriers need to be aware of the new changes in Incoterms 2010 which have critical implications to their business especially on the following :

  • Carriage of goods between seller/buyer
  • Export and import clearance requirements
  • Allocation of costs between seller & buyer
  • Acquisition of transit/cargo insurance
  • Assumption of risks for loss and damage

Incoterms 2010 promise to be very concise and more relevant to business transactions and cargo security issues which are now at the forefront of the transportation agenda of numerous countries.The changes in the new Incoterms rules are massive, sweeping as well as practical.  Four terms under the old Incoterms 2000 were taken out.  Two new terms  DAT (Delivered At Terminal) and DAP (Delivered At Place) have been added.  The ship’s rail is no longer mentioned as the point of delivery in FOB, CFR and CIF!  Who should pays for terminal handling charges are now being clearly specified.

Our new two day totally revised Incoterms course featuring renowned master trainer Mr. BILLY FONG, who will use extensive colourful graphics and diagrams will cover the following

Course Outline

  1. Methods of Payment in International Trade – An overview
  2. Introduction to Incoterms
    • What are Incoterms?  Why Revision of Incoterms – Its purpose and scope.
    • What important matters are covered by the new Incoterms 2010 and the main
      changes to Incoterms 2000?
    • The new classification under the new Incoterms 2010
    • The importance of ‘Point of Delivery’ versus ‘Agreed Point’ in international trade
  3. Trade terms commonly used in International Trade : A pictorial presentation, Responsibilities of Seller & Buyer, Point of Delivery – Division of Cost and Risk, Case Studies.
    • EXW (Ex Works)
    • FCA  (Free Carrier) – Comparison with EXW – similarities & differences
    • FAS (Free Alongside Ship)
    • FOB (Free On Board)
    • CFR (Cost And Freight)
    • CIF (Cost Insurance And Freight)
    • CPT (Carriage Paid To) – Comparision with CFR – differences and similarities
    • CIP (Carriage Insurance Paid)
    • DAP (Delivered At Place) – Comparison with DAF, DES and DDU,CPT
    • DAT (Delivered At Terminal) – Comparison with DEQ
    • DDP (Delivered Duty Paid)– Comparison with EXW
  4. Modified Incoterms – What are the risks involved ?
  5. How to use and choose Incoterms for domestic and international trade.
  6. Insurance issues in Incoterms

Training Dates

Date (2018) Venue
10 & 11 Jan Crystal Crown Hotel, Petaling Jaya
7 & 8 Mar Crystal Crown Hotel, Petaling Jaya
15 & 16 May Crystal Crown Hotel, Petaling Jaya
4 & 5 July Crystal Crown Hotel, Petaling Jaya
5 & 6 Sept Crystal Crown Hotel, Petaling Jaya
13 & 14 Nov Crystal Crown Hotel, Petaling Jaya

Letters of Credit

Almost 70% of all manufacturers and traders use Letters of Credit, which they think is a safe method of payment in International Trade. The truth is, Letter of Credit are fraught with risks!! Letters of Credit can mean sales & profit as well as BUSINESS CATASTROPHE!! We have many documented cases of non payment under Letter of Credit which had happened in Malaysia ! Ignorance can be costl

Course Outline

  1. Overview of Methods of Paymentand Trade Facilities in International Trade.
  2. Trade Documents commonly used in International Trade – Bills of Exchange, Bills of Lading, etc.
  3. Trade terms commonly used in International Trade
  4. Step by Step detailed flowcharts and Samples on how various types of Letter of Credit work.
  5. Secret Cost Saving Areas in LC transactions which your bankers will never tell you.
  6. Case Studies on non-payment under LC where traders had lost millions of ringgit!
  7. Why paymentare often delayed in LC transactions and how to overcome this.
  8. Date of IssueShipmentPresentationDateand Place of Expiry.
  9. Role and Liability of Banks and Rights of Recourse
    • Practical pointers when applying for a Letter of Credit(Importer).
    • How to prepare and check documentsto avoid discrepancies.
    • Discussion on Discrepancies– Why; How To Resolve
    • Practical pointers when presenting documentsunder a Letter of Credit (Exporter)
    • How to avoid Pitfalls and Traps in the use of Letters of Credit.
    • Detailed checklistsfor Exporters and Importers
    • Concept of Confirmed LCand “Silent Confirmation LC
    • Application of UCP 600 in Letter of Credit
    • Back to Back LCand Transferable LC 

Training Dates 

Date (2018) Venue
24 & 25 Jan Crystal Crown Hotel, Petaling Jaya
11 & 12 Apr Crystal Crown Hotel, Petaling Jaya
18 & 19 July Crystal Crown Hotel, Petaling Jaya
10 & 11 Oct Crystal Crown Hotel, Petaling Jaya
4 & 5 Dec Crystal Crown Hotel, Petaling Jaya

Bills of Lading

A major palm oil exporter in Johore recently lost almost RM20 million due to a discrepancy in the bill of lading under a export LC!!!

Yes! All it takes is just ONE discrepancy in export documentation under LC to WIPE OUT a few years or all your past years’ profit! According to a survey, about 80% of discrepancies in Letters of Credit are from transport documents especially the Bill of Lading.

The main reason being many shipping agents and freight forwarders are still not familiar with the strict requirements under UCP600 and ISBP (the international rules governing LC transactions) with regards to how bills of lading are to be issued. Even many of the bankers in Malaysia are also not fully conversant with the requirements of UCP600 and ISBP.

Traders and those involved in international trade must therefore arm themselves with a wealth of knowledge to protect their own interest.This advance course is for those involved in sea freight.

Course Outline

  1. The compulsory requirements of UCP600 and ISBPon the preparation Bills of Lading, Charter Party Bill of Lading, Non-Negotiable Bill of Lading & Multi-Modal Transport Documents viz:
  2. The meaning and practical usage of “To Order of Shipper” in the consignee column.
  3. Authoritative case studies published by ICC on BL rejected by banks due to discrepancies created by shipping agents and freight forwarders.
  4. The different ways in which Shipping Lines and the ICC define Pre-Carriage, Ocean Vessel, and Feeder Vessel.
  5. How data are often being wrongly put in the Place of Receipt, Port of Loading, Port of Discharge and Final Destination on the BLwhen the journey also involved a land bridge?
  6. Telex Release of Goods– Risk Implications for the carrier, exporters and banks
  7. Recent fraud cases involving shipping lines, and banks using bills of lading and shipping guarantees
  8. The use of Sea Waybills in LC– Advantages and Risk implications for exporters, importers and banks.

Training Dates

Date (2018) Venue
14 Mar Crystal Crown Hotel, Petaling Jaya
25 Apr Crystal Crown Hotel, Petaling Jaya
27 June Crystal Crown Hotel, Petaling Jaya
18 Oct Crystal Crown Hotel, Petaling Jaya