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00:00:00 - 01:00:00

In this YouTube webinar, specialist Alfonso Cabrera covers various aspects of calculating export prices with Incoterms, including the importance of using Incoterms to standardize practices and distribute responsibilities between the buyer and the seller. He discusses the different costs associated with each Incoterm, as well as the importance of understanding insurance coverage and interpreting import information correctly. Cabrera also emphasizes the importance of documentation and thoroughly reading insurance policies. Throughout the webinar, he provides practical numerical examples of exporting goods and calculating costs and pricing structures, stressing the importance of considering all factors in order to remain competitive in the market.

  • 00:00:00 In this section, Alfonso Cabrera introduces himself as a specialist in the operation of foreign trade, and outlines the topics covered in the webinar series. The focus of this webinar is on calculating export prices using the Incoterms 2020, and Cabrera explains the importance of these terms in the context of international trade. He differentiates between multimodal and maritime Incoterms, and identifies the costs associated with each term. The aim of the webinar is to provide a practical and comprehensive understanding of the costs and pricing involved in exporting goods, using examples from road, sea, and air transport.
  • 00:05:00 In this section, the speaker discusses the importance of using Incoterms in international trade to standardize the practices, improve legal safety, and avoid misunderstandings. They explain that Incoterms are a set of standardized rules published by the International Chamber of Commerce and are used to distribute responsibilities between the seller and buyer in a contract of sale, including transportation costs and transfer of risks. The speaker emphasizes the necessity of knowing and using the Incoterms correctly in all stages of the trade process, from negotiation to contract development to transportation to documentation and customs clearance. They also mention that the choice of Incoterms determines which party bears the costs and risks involved in the transaction.
  • 00:10:00 In this section, the speaker explains that while Incoterms regulate 10 obligations for both the buyer and the seller, they do not regulate everything in a sales contract, leaving certain things open for interpretation like the quality requirements of the goods being sold, payment method, and dispute resolution. He also discusses the updates made in the 2020 version of Incoterms, such as a reformulation of the TAV rule and improved presentation and clarity of the regulations. He stresses that a new version is an opportunity to improve usage, as there may be new elements or uncertainties about which cost belongs to whom. The speaker also addresses the coverage of insurance for CIF and FOB, and notes that while multimodal and maritime Incoterms are categorized, the practical use of Incoterms in business relies heavily on the judgment of the parties involved.
  • 00:15:00 In this section, the speaker discusses the various costs that need to be considered when exporting goods, such as the cost of production and preparation, documenting the goods and preparing them for pickup by the buyer, and the cost of making sure the goods are delivered on time. The speaker also explains that the use of Incoterms like "Sword" is not recommended for international transportation as the driver contracted by the buyer would be responsible for loading the goods, which can cause legal, security, and safety issues. Additionally, the speaker emphasizes the importance of controlling the logistics chain and explains two versions of the special location for cost purposes: seller's warehouse or a consolidation warehouse of a third party, both of which have their advantages and limitations.
  • 00:20:00 In this section, the speaker discusses the importance of being able to interpret the import information correctly and checking it before the representative presents it in your name. He also highlights the different options available for transportation and the corresponding costs associated with them. The speaker emphasizes the importance of understanding Group C and the risks and responsibilities that come with it. He mentions the insurance aspect of transportation, which is a cost that the seller must bear, and the different types of coverages available. The speaker concludes by stressing the importance of studying the possibility of different insurance options to make an informed decision.
  • 00:25:00 In this section, the speaker discusses the importance of thoroughly reading through insurance policies to ensure that they cover all relevant risks, especially when it comes to shipping goods internationally. He advises that the coverage for goods that are being shipped via CIF should be at least as extensive as the coverage for goods being shipped via FOB, and that other possible risks should also be taken into account. He goes on to explain the differences between various Incoterms, such as DAP and DDP, emphasizing the importance of understanding who is responsible for paying transport costs and bearing risks at each stage of the shipping process. Finally, the speaker suggests that in order to calculate export prices, one should add together the cost of production, packaging, and markup, taking into account each market’s unique competitive landscape and other relevant marketing variables.
  • 00:30:00 In this section, the speaker discusses how to calculate export prices with Incoterms. The price that covers the costs of managing as a seller should be considered, along with variations in pricing, such as consolidating shipping or offering goods at different locations. The speaker also discusses the transfer of risks with Incoterms, including situations where incidents occur before or after delivery. The speaker provides a numerical example of exporting goods to Turkey and calculating exportation and importation costs, including the transfer of risk.
  • 00:35:00 In this section, the speaker discusses the costs and pricing structure of exporting goods in marine containers. The process begins with the solicitation of detailed transportation quotations from multiple providers. The speaker outlines the different stages and costs involved, including the expenses prior to shipment, the cost of the shipment itself, and the costs incurred upon arrival at the port of destination. Throughout the supply chain, there are additional expenses such as certifications, security fees, and currency conversion fees, among others. The speaker stresses the importance of considering all of these factors when determining prices in order to remain competitive in the market.
  • 00:40:00 In this section, the speaker discusses the recommendations for calculating prices for maritime transport which are the basis for determining export prices. They stress the importance of detailed quotations, formal proof of the quotation, and choosing the lowest transit time with direct service being preferable. The speaker also advises against accepting surcharges not explicitly mentioned in the initial quotation and explains the use of incoterms in international trade. They caution against using FOB incoterms in which no one looks at the state of the goods, and instead suggest using FCA incoterms which treat the container as an intermodal transport unit, allowing for inspection of the state of the goods at the point of loading.
  • 00:45:00 In this section, the speaker explains how adding extra costs, such as transportation fees and insurance, impacts the final price of exported goods. The speaker notes that while the cost of transportation to a specific location, or incoterm, is the responsibility of the seller, any costs beyond that point are the responsibility of the buyer. The speaker also discusses the importance of having proper documentation, such as the bill of lading, which proves that the goods have been delivered and allows for payment. The speaker also goes on to discuss the different types of incoterms and how they differ in terms of risk and cost, as well as the importance of having insurance coverage for the goods during transportation.
  • 00:50:00 In this section, the speaker explains the different options for transporting freight to a third-party country such as Mexico, and stresses the importance of choosing a safe country and avoiding additional costs. He notes that it is best to stay on the border or choose transportation options such as CPTM, CFR, CIF, or FAS, as these will not require the exporter to make an additional import declaration in the buyer's country. The speaker also provides a breakdown of the costs associated with transporting goods, including terminal handling charges, insurance, transport costs, and import declaration fees.
  • 00:55:00 In this section, the speaker discusses how to calculate export prices using incoterms, using the example of the transportation of goods in a container to Veracruz. The speaker explains the various costs associated with the transportation of goods, from the initial price of 20,000 euros to the final price of 22,010 euros inclusive of transportation costs, manipulation rates, and the cost of importation. The speaker also explains the transfer of risk in each incoterm, highlighting the importance of understanding when risk is transferred to the buyer. The material complementary to the video provides further information on the container transport process.

01:00:00 - 01:25:00

The webinar "COMO CALCULAR PRECIOS DE EXPORTACION CON INCOTERMS 2020" by Alfonso Cabrera provides an in-depth analysis of the various costs involved in shipping goods, transportation risks, and how to calculate export prices using Incoterms. The speaker emphasizes the importance of understanding the various Incoterms rules and how they affect the cost and risk of exports. The webinar also covers the importance of using Incoterms 2020 to calculate export prices accurately and avoid paying the same charges for transportation when exporting products with companies in the same group. Additionally, Cabrera suggests conducting market research actively to determine competitive markets for a product. This webinar provides valuable insights for exporters aiming to ensure they pay only the costs that belong to them and calculate the most competitive export price.

  • 01:00:00 In this section, the speaker discusses the costs involved in shipping goods, including multimodal and maritime transportation. They explain the risks associated with delivery locations and suggest avoiding mixing maritime and air transportation. The speaker gives an example of shipping goods from Spain to Australia, breaking down the various costs involved in the process. They also mention the complexity of air transport quotations, with many components to consider.
  • 01:05:00 In this section, the speaker discusses how to calculate export prices using Incoterms, citing the example of exporting from Cartagena, Cáceres, or Badajoz to Melbourne. He explains that the cost of manufacturing, packaging, and providing a certificate of origin is added to the price, along with transportation costs via truck, air freight, and delivery to the buyer's warehouse. He also explains the risks involved in transportation, such as damage to the goods, and how to handle compensation and insurance in case of unfortunate events.
  • 01:10:00 In this section, the speaker discusses the importance of understanding the various Incoterms rules and how they impact the cost and risk of exports. He provides examples of how insurance, transport, and customs clearance costs can affect pricing, and emphasizes the need for detailed and stable quotations to make accurate price calculations. The speaker also stresses the need to consider the entire supply chain and market complexities when determining the most appropriate Incoterm for a particular operation. By carefully analyzing these factors, exporters can ensure they pay only the costs that belong to them as well as calculate the most competitive export price.
  • 01:15:00 In this section, the speaker discusses the importance of using Incoterms 2020 in calculating export prices. The Incoterms affect costs and the management of international transportation operations, and these costs will determine the minimum objective prices for export. The speaker also emphasizes the need for accuracy and science in the pricing process to avoid paying the same charges for transportation when exporting products with companies in the same group. The tool provided by the Incoterms publication can help with this process, and the speaker recommends exercises and additional resources to consolidate the knowledge acquired in the webinar. The webinar is recorded and available for those who could not attend, and the speaker invites attendees to reach out if they have any additional questions.
  • 01:20:00 In this section of the video, Alfonso Cabrera talks about how to determine markets where a product can be competitive and specifying that it indirectly relates to incoterms. He also mentions that in the upcoming September 22 webinar, they will discuss competitive intelligence, where they have access to abundant databases, which can help identify markets where a product could be competitive. Cabrera suggests that they can use the classification of arancelaria of a product to obtain data from free, accessible, powerful, and reliable databases. This data will help exporters know the real value upon entering different markets. However, despite having tools to obtain data, he explains that there is no 100% reliable database of market prices and intermediaries, which is why it is necessary to carry out market research actively. This research could include sending quotes, launching an offer, and seeing if the client is interested or not, making sure to mix various data sources, such as official data that import offices publish about entry prices, among others.
  • 01:25:00 This excerpt does not contain relevant information to create a summary as it consists of thanking the speaker and ending the webinar.

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