2008 NASBITE Conference
Washington, DC.
Sell Concept to Administration
Total belief in value
Personal initiative to receive certification
Provide positive examples
Continued discussion
Don’t be noisy about it
Administration’s desire to develop globally
proficient professionals
Supply chain emphasis is a good tie
Global Trade Practices:
Developing A Course
Chris Schrage, CGBP
Align with CBA objectives
Credibility
Instructor becomes CGBP
Instructor has considerable international
travel experience
Utilizes resources:
Past conferences
Essential Business Knowledge
Contemporary Business Skills
Traditional Work Values
• Export
• Import
• NAFTA requirements
Text: Global Entrepreneur
Experience teaching Global Marketing and
Management Courses
READY
Course Objectives
Professional Skills Development
Assist with the strategic and operational planning, development,
1)
Global Trade Practices is designed to prepare individuals to
address the complications associated with business operations in
today's global economy.
This course requires that students apply the knowledge gained
through the business core courses of management, marketing,
accounting, operations, and finance with particular attention on
global business operations. As such, this course translates theory
theory
into practice and helps students learn the terminology and
systems that support international trade.
This knowledge can be of immediate advantage to employers
involved in freight forwarding and exporting, as well as with
various trade and commerce organizations.
Chris Schrage- University of Northern Iowa
Schragec@uni.edu
www.uni.edu/~schragec
Assist with the strategic and operational planning, development,
implementation, and assessment of the international aspects of tthe
he
business with respect to knowledge of environmental factors affecting
international strategies, data sources for international market data, global
business risk management policies, internal and external legal and
and regulatory
compliance, and relationships with appropriate external organizations
organizations to support
global activities.
2)
Gain knowledge of all the integral aspects of documentation, culture,
culture, and
government that impact the marketing of products and services
throughout different markets. Building on marketing expertise developed in
3)
Evaluate supply chain options to determine the best overall solution
solution to
support the international business plan while complying with all rules,
regulations, and security issues from sourcing to final distribution.
distribution.
Evaluate financial risks and payment methods, select and implement
implement
most favorable methods of payment to support global activities and
prerequisite courses, the student is able to understand how “going
“going global” can
impact the marketing strategies of a company.
4)
ensure that all related costs are included at the time of quotation.
quotation. Evaluate
quantity and source of finance necessary to implement global activities.
activities.
1
2008 NASBITE Conference
Washington, DC.
Chapter 1
Chapter 2
Chapter 3
Why Go Global?
When is a Company Ready to Go Global?
Harmonized Codes-Classifying Your Export Products
Review
EXAM # 1
Course structure
Chapter
Chapter
Chapter
Chapter
Regular semester offering
1 hour MWF for 15 weeks
Multiple choice exams every 2 weeks
6 exams over 3 to 4 chapters each
Late midmid-term comprehensive exam
• Review of earlier exams
Final comprehensive exam
When possible:
Guest speakers
Conferences
Visit to freight forwarder
4
5
6
7
Which Foreign Markets Will Be Successful for Your Product?
Selecting Foreign Markets
Sources of International Marketing Data
Two Key Decisions Before Going Global
Review
EXAM # 2
Chapter 8
Chapter 9
Appendix A
Chapter 10
Finding Your Partners for Indirect Exporting
Finding Your Partners for Direct Exporting
Sample International Distribution Agreement
International Business Across Cultures
Review
EXAM # 3
Sample
Schedule
Chapter 11
Chapter 12
No Class
Chapter 13
February 22
February 25
February 27
February 29
March 3
March 5
International Pricing
Legal Considerations
Tax and Accounting Issues
Review
EXAM #4
Chapter 14
Logistics
Chapter 15
Documentation
Appendix B
Appendix C
Nine Basic Export Documents
NAFTA Certificate of Origin
INCO TERMS
Chapter 16
Financial Risk, Payment Methods, and Trade Finance
Continuation of Chapter 16
OUTSIDE SUPPORT MATERIALS- REVIEW
Chapter 17
COMPREHENSIVE EXAM
Chapter 20
Key to Success: A Customer Orientation
April 23
Sustaining Success through Clear Communication and Managing Change
The Internet and International Trade
Beyond Exporting-Foreign Direct Investment
April 25
April 28
April 30
May 2
Group F – Main Carriage UNPAID
FCA Free Carrier (…named place)
FAS Free Alongside Ship (…named port of shipment)
FOB Free on Board (…named port of shipment)
Group C – Main carriage PAID
CFR Cost and Freight (…named port of destination)
CIF Cost, Insurance and Freight (…named port of destination)
CPT Carriage paid to (…named place of destination)
CIP Carriage and Insurance paid to (…named place of destination)
Group D – Arrival
DAF Delivered at frontier (…named place)
DES Delivered Ex Ship (…named port of destination)
DEQ Delivered Ex Quay (…named port of destination)
DDU Delivered Duty Unpaid (…named place of destination)
DDP Delivered Duty Paid (…named place of destination)
MAY 5
Power Point Presentations
Test Bank
Support Materials
Documentary Credits
Links on Website
INCO Card
EXW Ex Works (…named place)
FINAL EXAM IS COMPREHENSIVE
April 14
April 16
April 18
April 21
Course Materials
The Global Entrepreneur by James
F. Foley
Easy reading
Well understood by students
Logical sequence of study
Needs some support materials for
areas lacking depth or detail
INCOTERMS 2000
April 11
Chapter 18
Chapter 19
Chapter 21
Chapter 22
Chapter 23
1 to 2:50 p.m.
Always include a geographic location
March 24
March 26
March 28
March 31
April 2
April 4 to 9
Setting a Pace for Your Export Growth-Assessing Your Export Progress and
Success
Managing International Channels of Distribution
International Advertising, Public Relations, and Trade Missions/Shows
EXAM # 7
Group E – Departure
March 7
March 10
March 13
March 14
Spring Break
EXAM #5
EXAM # 6
Text
January 14
January 16
January 18
January 23
January 25
January 28
January 30
February 1
February 4
February 6
February 8
February 11
February 13
February 15
February 18
February 20
INCO Terms
NINE BASIC EXPORT DOCUMENTS
Quotation
Pro Forma Invoice
Commercial Invoice
Packing List
Shipper’s Export Declaration
Bill of Lading
Certificate of Origin
Insurance Certificate
Draft
Harmonized Tariff Code
0302.12.0064
Schedule B
RESOURCES
U.S. Customs
U.S. Department of
Commerce
EXIM
STAT-USA
WWW.EXPORT.GOV
PIERS
UN Comtrade
ICC Publishing Inc.
Publication # 560
ISBN: 9292-842842-11991199-9
http:www.iccbooksusa.com
Chris Schrage, CGBP 2007
Chris Schrage- University of Northern Iowa
Schragec@uni.edu
www.uni.edu/~schragec
2
2008 NASBITE Conference
Washington, DC.
INCO term practice
A student’s view of INCO Terms
Purchased quizzing
software from ICC
ISBN 92.842.1280.4
Installed on a specific
computer in special
business lab
Students can utilize from 8
to 5 Monday to Friday at
own pace
Phoenix International
We Bridge the World
USBANK
Freight Forwarder
Visited during term by many that
took exam in June
Provided an overview:
documentation used,
use of INCO terms
Role of forwarders
Donated previous year’s
harmonized code manual
CD of business presentations
China operations open to interns
with CGBP training.
Foreign Exchange Market
Daily volume
Role of banks
• Execute transactions
• Market commentary
• Risk management
advisory
−
−
−
Identify exposure
Quantify exposure
Implement RM strategy
Global Banking Needs
(based on degree of globalization)
Wholly
domestic
Limited foreign
sales / suppliers
Significant
foreign sales /
suppliers
Trading with…
Foreign sales
office(s) / retail
outlet
Foreign
management
offices
JETRO Conference
Extensive
foreign
operations
• Certifications and marks
Operating in…
Global Banking Services Required
N/A
Letters of Credit
Foreign Exchange
International Wires
Automated trade
services (e.g.
PowerTrack)
FX hedging
In-country accounts Global liquidity
Coin / currency
management
Local branch access Pooling / netting
Local payments /
collections
Global position mgmt
Took 24 students by busbus January 31, 2007
Five speakers
Industry specific information
Government regulations
Full array of global
services
Chris Schrage- University of Northern Iowa
Schragec@uni.edu
www.uni.edu/~schragec
Networked with IDED International
Program personnel.
Hosted conference in the fall 2007.
3
2008 NASBITE Conference
Washington, DC.
Panama Canal Railway
Company
The Panama Canal
Panama – Transportation Hub of the
Americas
Over 13,000 ships transit the Canal each year, hauling an estimated
estimated 4% of the world's
goods around the globe.
Has implemented a $1billion improvement program to maintain the Canal and keep it
competitive.
The program includes the widening of the narrow Gaillard Cut allowing
allowing twotwo-way traffic
for even the largest ships and increasing Canal capacity.
Canal currently at 95% capacity, by 2007 expected to be capacity constrained
PORT
INFRASTRUCTURE
TOGETHER
representing over
2.5 million TEU
moves/yr and
over US$900
million in
investments, with
Manzanillo Int’l Terminal (MIT)
an additional
SSofA has invested $350 million
since 1995 with another $300 million US$700 million in
Currently in additional expansion
ongoing expansion
Tapping other resources
John P. Griffin
Ireland
Colon Container Terminal (CCT)
Taiwan’s Evergreen Marine has
invested $200 million with an
additional $200 million in progress.
Port of Balboa
Port of Cristobal
Panama Ports Company (PPC) under the umbrella of Hutchison Port Holdings has invested $350
million, with an additional $200 million programmed over 2005-2006
Chris Schrage- University of Northern Iowa
Schragec@uni.edu
www.uni.edu/~schragec
4
2008 NASBITE Conference
Washington, DC.
Fons Trompenaars
Gannon’s Metaphors
U.S. – Football
Most popular sport
Super Bowl – most
popular holiday for
gatherings
Huddling to make
decisions
Based on statisticsstatisticsreaching a goal
Student Involvement
Working GlobeSmart
Writing sample test questions
Seeking information on internet
Sharing of information found
Group study sessions prior to
the exam
Went through list on NASBITE
brochure
Any questionsquestions- looked up
answers together
Recommended by
Kansas City World Trade
Center Director
Provides insights into
negotiation styles and
training formats for
various culture
Results
Resources
UNI
Letters of Credit for Americans (Your Guide to UCP 600)
All
Frank Reynolds and Donald R. Smith
N
AVG MIN MAX
N
AVG
MIN
MAX
International Organizational Behavior
9
553 444 661
123
553
266
744
Global
Business
Management
The Concepts of ‘Strong’ and ‘Weak’ Dollar: Teaching Global
Influences of Exchange Rates and Trade: and Integrative Approach
9
600 536 690
123
604
229
800
Global
Marketing
9
563 451 683
123
544
200
741
Supply Chain
9
556 279 669
123
556
253
747
9
492 349 619
123
510
200
754
Trade Finance
Anne Marie Francesco and Barry Allen Gold
Joseph W. Weiss and Alexander A.L.G. Zampieron
Journal of Teaching International Business, Vol.6(4) 1995
Export 101101- THE BASICS
Chris Schrage- University of Northern Iowa
Schragec@uni.edu
www.uni.edu/~schragec
Conference Resource by Iowa Department of Economic Development
NAFTA – Chile, Singapore & Australia FTAS
Conference Resource by Iowa Department of Economic Development
and the U.S. Department of Commerce – Export Assistance Center
Webpage -www.uni.edu/~schragec
www.uni.edu/~schragec/Global_trade_management/
schragec/Global_trade_management/htm
/Global_trade_management/htm
5
2008 NASBITE Conference
Washington, DC.
MultiMulti-media Resources
Department of Commerce
video clips
The video by Insight Media
“The Cultural Environment
of International Business”
featuring Roger Axtell
“McDonald’s Everywhere” by
McGraw Hill
Exercises and Simulations
BarngaBarnga-simulation game on cultural clashes
Intercultural Press, Inc.
ISBN 11-877864877864-0404-8
Intercultural Communication Simulation
Daphne A. Jameson, Cornell University
The Bulletin,
Bulletin, March 1993, Page 3
A Classroom Exercise to Simulate the Foreign Exchange
Market
Kirt C. Butler and Chuck C.Y. Kwok
Journal of Teaching in International Business
Vol.6(2) 1994
CBA Internal Changes
Originally taught in the Management Department for two
spring semesters as experimental course named Global
Trade Management
New International Business Minor begins July 2008
Changing in 2008 from spring to fall semester for
February test date preparation
Can teach under new title as experimental for 3
times
Plans to submit next curriculum cycle as permanent
offering
February test group
EXECDEV
Abbreviated version
Presented in 1 day
seminar
Once in 2007
Scheduled twice in 2008
Not meant for CGBP prep
Simply whets appetite for
knowledge
Potential for specific training
program for one week or two
weekends
. с
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па
니
сиб
합
о
사
감
대단히 Merci
G
ias
rac
b it
te
‫
ا‬
Chris Schrage- University of Northern Iowa
Schragec@uni.edu
www.uni.edu/~schragec
Th
an
kY
ou
zie
Gra
谢谢
ありがとう
Akpe
6