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| Overview : |
Foreign markets are potential supply sources. They are recognized in
many sectors as very low-cost markets. On the other hand, cultural aspects,
customs systems, distance, currency and the search for good-quality
sources are some of the risks associated with this using type of resource.
This training session will allow you to better understand various elements
involved, to be familiar with the risks and to negotiate profitable
arrangements for your business and your market. |
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| Target audience: |
Buyers, Purchasing Managers |
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| Aims : |
- To select supply sources originating from other countries
- The art of compromise in foreign markets
- To minimize risks for the importing company
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| Context : |
At the onset, when a business wishes to transact
with foreign suppliers, it must take certain aspects into consideration
related to behavior and customs within given countries, such as their
common communication methods, foreign languages, time zones, local market
economy and international accords applicable in these regions. |
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| Choosing the right source : |
One of the most important elements is to be
able to identify reliable supply sources. These sources can be found via
several means. We will discuss various trusted methods that can be used
by the importing businesses in order to choose suppliers to best match
their needs. |
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| Call for tenders : |
In certain cases, the importing businesses
will ask the foreign suppliers to answer a call for tenders. How should
the call for tenders be drawn up in order to reflect their reality? |
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| Features of wider geographical regions : |
The behavior, ethics, business culture, vocabulary,
financial analysis and operational procedures must all be adapted according
to the geographic regions within which the company wishes to establish
business relationships. An overview of each continent will allow the participants
to prepare and adapt themselves to the various regions. |
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| Documentation and approaches : |
International purchases will increase the volume
of documents to be processed. What should we request the supplier do to
obtain the best logistical procedure? In this section, we will deal with
:
- Certificates of Origin
- Customs documentation
- Recognizing forgeries
- Managing various forms of corruption
- Assessing the choice of carrier
- Appropriate use of incoterms
- Best forms of packaging
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| Transactions : |
There are several ways to pay for products
purchased outside the country. We will enumerate them, indicate the risks
associated with foreign payments as well as the impact on the importing
business’ liquidity and also look at currency acquisition. |
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| Negociation : |
Negotiations play a major role in establishing
your sale price. How can a win-win relationship be established with foreign
suppliers? In this section, we will study :
- intercultural negotiations
- negotiating actors and teams
- negotiation planning
- personality issues and keeping a flexible attitude towards foreigners
- the role of emotions during negotiations
- use of interpreters
- rights to international arbitration or mediation when settling disputes
- rights concerning the use of registered trademarks
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| The agreements : |
Agreements with foreign suppliers must be drawn
up in a most rigorous fashion. We will review certain clauses that should
be included in order to protect the importing company. |
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To sign up or for further information, please contact Maryse Morin
at 450-226-2238 or 1-800-861-6618
[ online
registration ]
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