FINAL PROJECT REPORT PATTERN
INTERNATIONAL TRADE COURSE
FALL 2012
| ABSOLUTELY NOT NECESSARY TO INCLUDE | |
| THIS ITEM IS AT YOUR OPTION BUT INCREASES THE VALUE OF YOUR FINAL PROJECT REPORT SIGNIFICANTLY | |
| MANDADORY OPTIONS – BUT THE SIZE/VOLUME AT YOUR OPTION |
| Part I | a) Describe a business situation[1] forced your company to enter export OR import operations (taking into account marketing items in the PRODUCT-MARKET dimensions), b) issue and c) negotiate an Offer and then design and negotiate International Sell-Purchase Contract. | |
| Part II | A relevant sample of International Sell-Purchase Contract [2], used as a reference pattern to be analyzed and be used to create your own contract[3]. | |
| Part III | Transaction scheme with explications of events therein[4]. | |
| Part IY | A shorten project network analysis of the transaction with description of events and marking possible high risk branches[5]. | |
| Part Y | a) Bodies of the Offer and b) Counteroffer and c) (bilingual) the proper Contract with all relevant appendixes/documents attached hereto. | |
| Part YI | Comments for the following Contract articles: | |
| International logistics concept and simplified layout of SSG business[6] | Topic 4 | |
| Choice of Incoterm | Topic 4 | |
| Choice of terms of payment | Topic 5 | |
| Proposals and rationales to use countertrade arrangements in the SSG Final Project IF ANY ONLY | Topic 6 | |
| Choice of transportation arms and means[7] | Topic 8 | |
| Proposals and rationales to use an international middleman | Topic 11 | |
| Considerations on insurance. | Topic 8 | |
| Considerations on customs clearance. | Topic 9 | |
| Considerations on packaging instructions. Dossier[8] for negotiation. | Topic 10 | |
| Part YII Part YIII Part X | Why and what kind of an INTERMIDEARY or TRANSMUTATED OPERATION your team has decided to assign (or to become assigned) Main benefits and caveats of the middleman selected for your business Body (bilingual) of your intermediary contract (agreement) with comments: a) Assignment of a middlemen – formula, term, territory and exclusivity items b) Conditions for expiration/termination of intermediary agreements in international trade c) Kinds of intermediary’s compensation in corresponding agreements in international trade d) International licensing/franchising agreement: main articles, scheme of relationships, content of the licensing/franchising package, forms of compensation (payment) e) Operating/financial leasing: a. main articles, scheme of relationships, forms of compensation (schedule of payment), insurance b. Management contracts: scheme of relationships, forms of compensation (payment), insurance c. jointventuring Dossier[9] for negotiation. | |
| Part YIII | Relevant references. |
| Exporter Country | Importer Country | ||||||||||||||||||||||||||||||||||||||
| Insurance Company | |||||||||||||||||||||||||||||||||||||||
| ▲ | ◄ | ||||||||||||||||||||||||||||||||||||||
| ▼ | |||||||||||||||||||||||||||||||||||||||
| 15, 16 | Exporter Country CUSTOMS | Importer Country CUSTOMS | ◄ 28 $ | ||||||||||||||||||||||||||||||||||||
| ► | |||||||||||||||||||||||||||||||||||||||
| ► | |||||||||||||||||||||||||||||||||||||||
| ◄◄ 32 | ►► | ||||||||||||||||||||||||||||||||||||||
| ▲ | ◄◄ 21 | 22 ►► | |||||||||||||||||||||||||||||||||||||
| 14 $ | |||||||||||||||||||||||||||||||||||||||
| ◄◄ 13 (8 $) ►► | ▲ | ||||||||||||||||||||||||||||||||||||||
| ▲ | ▲ | ||||||||||||||||||||||||||||||||||||||
| EXPORTER | ◄◄◄◄ 1–4 ►►►► | IMPORTER | |||||||||||||||||||||||||||||||||||||
| ◄◄ | 6, 7, 10 | ►► | ▲ | ||||||||||||||||||||||||||||||||||||
| ▲ | ▲ | ▼ | ◄◄ | 20 ►► | ▼ | ||||||||||||||||||||||||||||||||||
| 11, 12 | ▼ | ► | ▲ | ▼ | ▲ | ||||||||||||||||||||||||||||||||||
| ► 17, 18 | FOR-WAR-DER | ► | 8 $ | ▲ | |||||||||||||||||||||||||||||||||||
| ▲ | 27 ► | 28 $ | ▲ | ||||||||||||||||||||||||||||||||||||
| ► | |||||||||||||||||||||||||||||||||||||||
| 25 $ | |||||||||||||||||||||||||||||||||||||||
| ▲ | ▼ | ▼ | |||||||||||||||||||||||||||||||||||||
| EXPORTER BANK | ◄ | ◄ 9 | IMPORTER BANK | ||||||||||||||||||||||||||||||||||||
| ◄ | ◄ 24 | ||||||||||||||||||||||||||||||||||||||
| ◄ | ◄25 $ | ||||||||||||||||||||||||||||||||||||||
| Transaction scheme[10] [ your SSG design for this Scheme could be a different but reasonable, understandable, and readable one ] | |||||||||||||||||||||||||||||||||||||||
| INSC[11] | EXPORTER | EB[12] | EC[13] | FWD[14] | IC[15] | IB[16] | IMPORTER |
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… … … … …
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| INSC | EXPORTER | EB | EC | FWD | IC | IB | IMPORTER |
Fig. 2. An example of the scheme for a project network analysis[17]
[ Your design for this Scheme could be a different but reasonable, understandable, and readable one ]
EVENT DESCRIPTION (for the scheme above):
1. “OFFERING” (initiated by EXPORTER, or in response to IMPORTER demand) or “RECEIVING ORDER” (from IMPORTER).
2. “OFFER is analyzed and accepted” or “Counter-Offer is prepared and sent to EXPORTER”.
3. “Preparing and sending CONTRACT signed by EXPORTER to IMPORTER”.
4. “Preparing and sending PROFORMA INVOICE by EXPORTER to IMPORTER”.
5. “Receiving, analyzing, and signing the CONTRACT by IMPORTER”.
… … … … …
30. “Receiving GOODS contracted from FORWARDER”.
31. “Accepting GOODS by IMPORTER (and/or independent third Party assigned by EXPORTER) related to quantity/quality”.
32. “EXPORTER is notified by IMPORTER that the transaction is done successfully”.
Working materials [18]
| CONTRACT No. CHPR 27/10 | Контракт No. CHPR 27/10 | ||
| Guangzhou | 07/25/2010 | Гуанчжоу | 25.07.2010 |
| Preamble | преамбула | ||
| The company "…", registered under the current Laws of the People's Republic of China, situated: …, in the person of its Director Mr. …, acting on the basis of the Charter[19], hereinafter referred to as the Seller, on the one side, and Limited Liability Company "…" registered under the current Laws of Ukraine, situated: …, in the person of its Director Mr. …, acting on the basis of the Charter, hereinafter referred to as the Buyer, on the other side, have agreed that: | Компания «…», зарегистрированная согласно законодательству Китайской Народной Республики, расположенная по адресу: …, в лице Директора г-на …, действующего на основании Устава, именуемая в дальнейшем «Продавец», с одной стороны, и Общество с ограниченной ответственностью «…», учрежденное и зарегистрированное согласно законодательству Украины, расположенное по адресу: …, в лице директора …, действующего на основании Устава, именуемое в дальнейшем «Покупатель», с другой стороны, договорились о нижеследующем: | ||
| 1. Предмет КОНТРАКТА ПРОДАВЕЦ продал, а ПОКУПАТЕЛЬ купил товар, согласно Приложению № 1, прилагаемому к настоящему КОНТРАКТУ и являющемуся его неотъемлемой частью. | 1. Subject of the Contract The Seller has sold and the Buyer has bought the goods in accordance with the Annex No. 1, which is attached to the present Contract and constitutes the integral part thereof. |
| 2. Цена и общая сумма КОНТРАКТА Цены на товар установлены в долларах США, приведены в Приложении № 1 к настоящему КОНТРАКТУ и понимаются на условиях СРТ–Одесса. Цены на товар включают экспортную упаковку и маркировку, составление сопроводительных и таможенных документов, экспортную таможенную очистку, стоимость фрахта. Номенклатура и общее количество поставляемого товара определены в Приложении № 1. Общая стоимость настоящего контракта составляет 100 000,00 (Сто тысяч долларов США 00 центов). | 2. Price and Total Amount of the Contract The prices for the goods are fixed in US Dollars and are given in the Annex No. 1 to the present Contract and shall be understood on terms СРТ-Odessa. The prices for the goods include export packing and marking, drawing up the accompanying and Customs documents, export Customs clearing, the freight charge. The assortment and the total quantity of the goods to be delivered are stated in the Annex No. 1. The total value of the present contract amounts to USD 100 000,00 (One hundred thousand dollars and 00 cents). |
| 3. Сроки и условия поставки | 3. Terms of Delivery |
| ПРОДАВЕЦ должен поставить товар на условиях CРТ-Одесса, в течение 60 дней с момента должного подписания и скрепления печатью КОНТРАКТА. Товары поставляются одной партией самолетом. Частичная отгрузка не разрешена. Товар должен иметь следующие документы: | The “Seller” shall deliver the goods in terms СРТ-Odessa within 60 days since the Contract is duly signed and sealed. The goods shall be delivered in one lot by airplane. Partial shipment shall not be allowed. The goods lot shall have the following documents: |
| · the original Invoice for the goods, stating the range of products, the quantity and the price of the goods — 3 originals; |
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| Документы, должным образом подписанные и скрепленные печатью, должны быть отправлены экспресс почтой в офис Покупателя Почтовый адрес: […] немедленно после отгрузки. Счет и упаковочный лист должны быть заверены печатью ПРОДАВЦА и подписью генерального директора ПРОДАВЦА. | The duly signed and sealed documents shall be sent by an express mail to the office of the Buyer. Mail address: […] immediately after the shipment is done. The Invoice and the Packing List shall be witnessed by the Seller’s seal and of the signature of the Seller’s general manager. |
| В случае, если срок доставки превышает 60 дней ПРОДАВЕЦ должен уплатить ПОКУПАТЕЛЮ штраф в размере 0,1% от общей суммы КОНТРАКТА за каждый день задержки. | In case the delivery time exceeds 60 days the Seller shall pay the Buyer a penalty of 0,1% of the total sum of the Contract for each day of the delay. |
| 4. Качество | 4. Quality |
| Качество товара, продаваемого согласно настоящему КОНТРАКТУ, должно полностью соответствовать государственным стандартам и другой технической документации, существующей в стране ПРОДАВЦА, а также техническим условиям, существующим на заводе-изготовителе[20]. | The quality of the goods sold under the present Contract shall be in full conformity with the State standards and other technical documentation, existing in the Seller’s country and with the technical conditions ruling at the manufacturing works. |
| 5. Упаковка и маркировка | 5. Packing and Marking |
| Весь товар, согласно настоящему КОНТРАКТУ, должен быть маркирован логотипом покупателя и полностью соответствовать Приложению № 1 (столбцы «Логотип» и «Маркировка»). Упаковка поставляемого товара должна обеспечивать его полную безопасность от повреждения и коррозии во время его транспортировки самолётом, поездом и автомобилем, принимая во внимание возможные перезагрузки, обеспечивая должное обращение с товаром. | All the goods under the present Contract shall be marked with the Buyer’s Logo and in full conformity with the Annex No. 1 (Columns “Logo” and “Marking”).The packing of the goods to be delivered shall ensure the full safety of the goods from damages and corrosion during their transportation by air, railroad and automobile transport taking into account probable re-loadings, provided that the goods are duly handled. Each outer package shall be marked on one side with indelible paint in English. Each marking shall state the following: case number/the total number of cases. |
| Маркировка каждой внутренней упаковки должна быть абсолютно нейтральной, без использования надписей на каком либо языке. | The marking of each inner package shall be totally neutral there shall be no inscriptions in any language. |
| ПРОДАВЕЦ должен посылать ПОКУПАТЕЛЮ Упаковочный лист по электронной почте или по факсу …end_of_the_skype_highlighting) не позже, чем за 2 недели до отправки товара. | The Seller shall send the Buyer the Packing List by e-mail or by fax (…) no later than 2 weeks before the shipment is made. |
| 6. Оплата | 6. Terms of Payment |
| Платежи, согласно настоящего КОНТРАКТА, осуществляются в долларах США путём банковского перевода. | Payments according to the present Contract are effected in US Dollars by a bank transfer. |
| ПОКУПАТЕЛЬ оплачивает ПРОДАВЦУ 100% общей суммы КОНТРАКТА в течение 60-ти дней против следующих документов (посланных по факсу на номер …): | The Buyer pays the Seller 100% of the total sum of the Contract within 60 days against the following documents (sent by fax to the fax No. …): |
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| 7. Претензии | 7. Claims |
| ПОКУПАТЕЛЬ может прислать своих представителей для осуществления контроля за качеством и количеством товара перед его упаковкой и отправкой. ПРОДАВЕЦ должен проинформировать ПОКУПАТЕЛЯ о готовности товара не позже, чем за 30 дней до упаковки и отправки. Претензии по качеству и количеству товара могут быть представлены если он не соответствует качеству и количеству, указанным в настоящем КОНТРАКТЕ. Претензии по качеству и количеству товара должны быть представлены в течение 4-х недель после прибытия товара на склад ПОКУПАТЕЛЯ. Перед представлением претензии по качеству и количеству товара ПОКУПАТЕЛЬ должен издать акт, подписанный компетентным нейтральным органом. В случае того, если качество и количество товара не соответствует условиям настоящего КОНТРАКТА любая претензия должна быть рассмотрена и удовлетворена между ПРОДАВЦОМ и ПОКУПАТЕЛЕМ по взаимному согласию. | The Buyer can send its representatives in order to control the quality and quantity of goods before the packing and the shipment are made. The Seller shall inform the Buyer of the goods’ readiness not later than 30 days before the packing and the shipment are made. Claims may be made for the quality and quantity of goods if they do not conform to the quality or quantity stipulated in the present Contract. Claims for the quality and quantity of the goods shall be laid within 4 weeks after the arrival of the goods to the Buyer’s stocks. Before laying claims for the quality and quantity of the goods the Buyer shall issue an act, signed by a competent neutral organization. In case the quality and quantity of the goods do not comply with the terms of the present Contract any claim thereof will be settled by the Buyer and The Seller with mutual understanding. |
| 8. Форс-Мажор | 8. Force Majeure |
| Если возникнут какие-либо обстоятельства, препятствующие полному или частичному выполнению Сторонами их соответствующих обязательств по настоящему КОНТРАКТУ, срок, установленный для выполнении таких обязательств должен быть продлён на срок действия этих обстоятельств. Если эти обстоятельства имеют продолжительность более чем 6 месяцев, любая сторона имеет право отказать в любом дальнейшем выполнении своих обязательств согласно настоящему КОНТРАКТУ. В этом случае ни одна из сторон не имеет право предъявлять требования другой стороне по возмещению какого-либо возможного ущерба. Сторона, для которой представляется невозможным выполнение своих обязательств по настоящему КОНТРАКТУ, должна в течение 1 недели известить другую сторону касательно начала, причин и последствий форс-мажорных обстоятельств. Сертификаты, выданные торговой палатой страны соответственно ПОКУПАТЕЛЯ или ПРОДАВЦЯ, являются достаточным доказательством таких обстоятельств и их продолжительности. | Shall any circumstances arise which prevent completion or partial fulfillment by any of the Parties of their respective obligations under the present Contract the time stipulated for the fulfillment of the obligations shall be extended for the period equal to that during which such circumstances remain in force. Shall the above circumstances continue to be enforced for more than 6 month, each Party have the right to refuse any further fulfillment of the obligations under the Contract. In this case neither of the Parties can have the right to make a demand upon the other Party for the compensation of any possible damages. The Party, for whom it becomes impossible to meet their obligations under the present Contract, shall within 1 week advise the other Party as regards the beginning, the cause and the cessation of the circumstances. The certificates issued by the respective Chamber of Commerce of the Seller’s or the Buyer’s country shall be sufficient proof of such circumstances and their duration. |
| 9. Арбитраж | 9. Arbitration |
| Все споры и противоречия, которые могут возникнуть из настоящего КОНТРАКТА или в связи с ним, подлежат разрешению в соответствии с законами Китая. Если какой-либо спор или противоречие возникает из настоящего КОНТРАКТА, стороны должны разрешать их путём переговоров. Если разрешение невозможно и стороны не пришли к соглашению в течение 3-х недель, одна из сторон направить спор в Арбитраж, известив об этом другую сторону заказным письмом в соответствии с правилами Арбитражного суда и Международной торговой палаты. Решение арбитража является окончательным и обязательным для обеих сторон. | All disputes and controversies, which may arise from the present Contract or in connection with the same, are to be settled according to the laws of China. If any dispute or controversy arises from the present Contract the Parties shall settle it by means of negotiations. Shall the settlement becomes impossible and the Parties do not come to an agreement within 3 weeks, one of the Parties may refer the dispute to Arbitration notifying the other Party by a registered letter according to the rules of the Arbitration Court of the International Chamber of Commerce. The arbitration decision is final and binding upon both Parties. |
| 10. Прочие условия | 10. Miscellaneous provisions |
| Ни одна из сторон не имеет права на передачу своих прав и обязательств по настоящему КОНТРАКТУ какой-либо третьей стороне без письменного согласия другой Стороны КОНТРАКТА. | Neither Party can be entitled to transfer their rights and obligations under the present Contract to any third Party without the written consent of the other Contract Party. |
| Какие-либо изменения или дополнения к настоящему КОНТРАКТУ будут иметь силу, если они осуществлены в письменной форме и должным образом подписаны обеими сторонами и будут составлять неотъемлемую часть настоящего КОНТРАКТА. | Any alterations and addenda to the present Contract shall be valid only if they are made in a written form and duly signed by both Parties and will constitute an integral part of the present Contract. |
| Все расходы и пошлины, а именно налоги, а также платежи, связанные с заключением и выполнением настоящего КОНТРАКТА, накопленные на территории Китая, должны быть оплачены ПРОДАВЦОМ, и, совершенные вне вышеуказанной территории, должны быть оплачены ПОКУПАТЕЛЕМ. | All expenses and duties namely, taxes and also fees connected with the conclusion and fulfillment of the present Contract collected on the territory of China shall be paid by the Seller and outside the above mentioned territory to be paid by the Buyer. |
| Настоящий КОНТРАКТ составлен и подписан в 2-х экземплярах на английском и русском языках, имеющих одинаковую силу. | The present Contract is drawn up and signed in two copies in English and Russian, both texts being equally valid. |
| ПРОДАВЕЦ получает копию на английском и русском языках, ПОКУПАТЕЛЬ получает копию на английском и русском языках. | The Seller has one copy in English and Russian the Buyer has one copy in English and Russian. |
| КОНТРАКТ вступает в силу на момент его подписания. | The Contract enters into force on the date of its signing. |
| Срок действия КОНТРАКТА – 31 января 2009 г. | Validity date of the Contract – 31.01.2009. |
[1] There are a few options:
1. extract a business situation from real business known for you or told to you by somebody;
2. use as an idea or concept for a deal any relevant case from a text-book on International Logistics (Business, Marketing, Management);
3. invent a relevant business situation, using your own previous experience, Internet and paper resources, help of those who are skilled in the Art or instructor’s advises (your are welcome in the frame of tutorial hrs anв 7.24 by e-mail).
[2] Extracted from text- and case-books, Internet or received in any other legal and ethical way.
[3] E-copy is sufficient
[4] See below
[5] See below
[6] It should be presented in form of a graphical scheme covering main international logistics inward/outward flows with short comments executed in a table format.
[7] Items non-highlighted till the date of Workshop B are given in italics and are expected this time to be delivered in short based on student’s initiatives and search, but be included into the Final Work Report in the full scale.
[8] Dossier consists of offending arguments for your Party formulas used in articles/points of the Contract. Table format – as below – is preferable.
| ## | FORMULA | ARGUMENT | REFERENCE |
| 1. | CIF | It’s easier for EXPORTER to find FORWARDER because of… | (if any) |
[9] Dossier consists of offending arguments for your Party formulas used in articles/points of the Contract. Table format – as below – is preferable.
| ## | FORMULA | ARGUMENT | REFERENCE |
| 2. | CIF | It’s easier for EXPORTER to find FORWARDER because of… | (if any) |
[10] This scheme is not the only pattern. SSG contract is to be displayed in details. So, your creativity is welcome. It was made by one of previous small student groups, so, some errors could be found. Make your own scheme. Remember, in spite of the fact of routines existing in the international trading, there are many peculiarities for any of new transactions.
[11] Insurance Company
[12] EXPORTER BANK
[13] Exporter Country CUSTOMS
[14] FORWARDER
[15] Importer Country CUSTOMS
[16] IMPORTER BANK
[17] This scheme is not the only possible pattern. Again, SSG creativity is welcome. Make your own scheme (may be horizontal one). Try to find something acceptable among soft items available.
[18] There are a lot of examples of contracts in Internet - from the very official ICC Models and lawyer’s advertising “lures” to self-made pattern made by many enthusiastic freelancers. Nevertheless, we have decided to display herein namely “Made in China”, - as the most convenient for Russian contracting work traditions, - Model of International Sale Contract taking into account the fact of simultaneous presence in the practice of international business “fabulous” Chinese English contract texts and very plain and clear texts prepared by government and academic organizations are very worried about Chinese exportation growth. An example of real Chinese International Sale contract is to be delivered with Instructor’s comments and amendments on the corresponding lecture.
[19] This information (in italics) is not mandatory in accordance with international trade practices. We consider this phenomenon, - typical for sale contracts where one or both parties belong to CIS countries, - as a sort of business bureaucracy atavism.
[20] This is the case when the manufacturer has its own internationally certified test laboratory. In the other cases the third party (SGS, Lloyd, VERITAS, etc.) is issuing Certificates of Quality.
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