Making Money with Incoterms® 2010

No. E984E

ISBN : 978-92-842-0473-1

In most negotiations for imports and exports there are four primary areas buyers and sellers discuss. These four areas are possession of the goods during transportation, transfer of risk or responsibility, title transfer, and payment terms. Of these four areas, the most important is the negotiation over the transfer of possession during transportation. Landed cost, or total cost of ownership, is the sum of all costs to get the product that was purchased to its destination.

This book is addressing the strategy and tactics of negotiating the minimization of landed cost and the maximization of profit for both international and domestic transactions, from the perspective of both purchasing and sales.

Making Money with Incoterms(R) 2010 is addressed to the largest group of importers and exporters: those who sell goods either as LCL, or in full containers by ocean, air or truck. Most traders will be using only a few Incoterms(R) Rules. For this reason, this publication will address those Incoterms(R) Rules in depth that are most applicable to most companies that participate in international trade. About the author Mr. O'Meara has more than 20 years' experience in international trade and trade compliance management. He is a frequent speaker in North America and Europe and has been a guest lecturer at DePaul University, Loyola University, College of DuPage, and others.

Code ISBN : 978-92-842-0473-1
Number of pages : 112
Publishing date : 2017
Language : English
Format in cm : 20.9*27.2

1. Introduction 

2. What are Incoterms(R) Rules? 

3. Theoretical Overview 

4. Application of Incoterms(R) Rules: Part I 

5. Application of Incoterms(R) Rules: Part II 

6. Negotiating Strategies and Tactics 

7. Critical Points in the Transfer of Costs, Risks and Possession 

8. Case Studies 

9. Conclusion 

10. Glossary 

11. Resources

Arthur C. O’Meara IV As the Principal for the boutique consultancy O’Meara and Associates (, Mr. O’Meara brings with him more than 20 years’ experience in international trade and trade compliance management. Based in the Chicago area, his focus is on the development of compliance programs and training tailored for the corporate environment in the areas of import compliance/export controls, transfer pricing/valuation for international transactions, classification (under ECCN, USML and HTS), service provider management, strategic use of terms and conditions in international commerce, and US supply chain security programs such as the Customs-Trade Partnership against Terrorism (C-TPAT) and the Importer Security Filing (ISF). He has managed C-TPAT validations in North America, Europe and Asia. Mr. O’Meara has also participated in global service provider RFQs on several occasions for the trade lanes between North America and Europe, Asia and South America.

Mr. O’Meara has been interviewed and quote in various trade journals and textbooks on international trade. Mr. O’Meara is a frequent speaker in North America and Europe and has been a guest lecturer at DePaul University, Loyola University, College of DuPage, and others. Events included conferences sponsored by the International Compliance Professional Association (ICPA), the American Association of Exporters and Importers (AAEI), the American Conference Institute (ACI), the Kane County Bar Association of Illinois (KCBA), International Trade Association of Greater Chicago (ITA/GC), the National Association of Credit Managers (NACM) and others.

He is the President Emeritus of the International Trade Association of Greater Chicago and the US Secretary of Commerce has designated him a member of the Illinois District Export Council. In addition to running O+A, he is an Instructor for Global Training Center and a Senior Advisor for the Trusted Trade Alliance. He completed the ICC's Incoterms® Masterclasses in Paris, France and is a licensed US Customs Broker. His MBA is from the Kellstadt Graduate School of Business at DePaul University in Chicago. He keeps a summer office on a boat in Chicago, where he wrote this book.

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