An initiative of. International Trade Executive Programme. 2 nd edition Improve your international trade know-how. In collaboration with

Transcription

1 An initiative of International Trade Executive Programme 2 nd edition Improve your international trade know-how Sponsors In collaboration with

2 AT IBI, WE AIM TO RAISE AWARENESS OF THE PITFALLS OF INTERNATIONAL TRADE. WE FOCUS ON FINDING SOLUTIONS TO BOOST WIDESPREAD INTERNATIONAL EXPANSION. Rudi Thomaes is Honorary CEO of the Federation of Enterprises in Belgium (F.E.B.) and Secretary General of ICC Belgium A foreword by Rudi Thomaes For the second time, ICC Belgium and Belgian Chambers have come together with the International Business Institute (IBI) to offer the ambitious executive education programme. In its first year, the programme welcomed more than 50 participants from nearly 40 organisations. Feedback on the speakers, the course content, and the organisation of the sessions gave us valuable guidance for improving specific parts of this year s programme. We are convinced that company executives and staff members need and deserve the kind of high-quality training we offer if they are to deal with the complex challenges of the international environment. This is true now more than ever, as most international trade transactions require extensive prevention of legal risks, close monitoring of the P&L, and constant attention to secure payment. In turn, this requires excellence in the production and processing of a wide variety of trade documentation. Winning international contracts with healthy profitability is only possible if companies, particularly SMEs, can engage with a team of skilled people. Ideally, the right skills are combined with a wide network and links to sources of international expertise. IBI provides both, and this combination makes us unique in the Belgian market. We provide training at both ends of the corporate spectrum. On the one hand, there are the born globals, young tech companies that need to engage in their international niche markets from day one. IBI can secure a fast track education to overcome their lack of experience in international trade. At the other end of the scale, we train junior executives of big multinationals, who will benefit from a panoramic view of all facets of international business, allowing them to better understand the different specialised departments of their organisations, and to optimise transversal cooperation between the sales, legal, logistics and finance teams. IBI, with its partners and sponsors, invites you to learn more about the International Trade Executive Programme Foreword 3

3 Albert Cluckers Albert Cluckers is Programme Director of IBI and former Managing Director, Inspector General and Global Head of Compliance (bank and insurance) at ING Europe. Previously, he was in charge of international trade finance at BBL (now ING Bank Belgium) world level. He has also taught international trade at the Hogeschool Universiteit Brussel, and has been a guest speaker on financial fraud at the University of Antwerp Management School. He is a DOCDEX expert at ICC Paris and was Belgian representative at the ICC International Banking Commission in Paris for many years. He currently chairs major charity organisations. Content 3 Foreword Albert Cluckers is Programme Director of IBI and former Managing Director, Inspector General and Global Head of Compliance (bank and insurance) at ING Europe. 6 A joint initiative 7 The programme in a nutshell Who should participate in the programme? 8 Programme Principles of international business 9 Programme Organising your presence abroad It is urgent to train new cohorts of experienced executives with international trade techniques Rudi THOMAES SECRETARY GENERAL OF ICC BELGIUM 10 Programme Contracting 11 Programme Transport & logistics 12 Programme Administration & formalities of international trade 13 Programme Financing the operation 14 Programme Risk management & insurance 15 Programme Establishment and international exploitation of IP 16 Practical information 17 Application form 19 Assessment & certificate Admission requirements & deadline 4 Content 5

4 ACADEMIC PARTNERS A JOINT INITIATIVE ICC Belgium is the Belgian arm of the International Chamber of Commerce (ICC), the voice of world business in championing the global economy as a force for economic growth, job creation and prosperity. Because national economies are now so closely linked, the international repercussions of government decisions are far stronger than in the past. ICC Belgium appoints Belgian representatives to ICC committees to reflect the interests of Belgian enterprises. It provides access to ICC services and publications, and organises information sessions on topics such as Incoterms rules, documentary credit, and the importance of intellectual property. ICC activities cover a broad spectrum, from arbitration and dispute resolution to supporting open trade and the market economy system, business self-regulation, as well as fighting corruption and combating commercial crime. The edition of the International Trade Executive Programme welcomed participants from many different organisations, including: AGORIA, AURUBIS BELGIUM, AWEX, BNP PARIBAS FORTIS, THE PROGRAMME IN A NUTSHELL The survival and sustainability of many enterprises depend on their ability to upscale and grow outside national and European borders. This requires a supplementary set of skills, and several surveys demonstrate that there is a pressing need for educating more talent in this domain. The International Trade Executive Programme at IBI provides lasting value to participants and their organisations aiming to grow internationally. We provide a practical approach, exemplary service, flexibility and competitive tuition fees. Created in 2012, IBI and its executive education programme in English is a joint initiative of ICC Belgium and Belgian Chambers, two natural partners in the Belgian environment of foreign trade promoters. It gathers an exceptional group of more than twenty distinguished speakers, and offers participants the privilege of relevant testimonies from businessmen sharing practical experience and best practice from the field. Guest speakers in last year s programme included Dirk Collin, Johnny Thijs and Christian Leysen. SPONSORS AND KNOWLEDGE PARTNERS Financial risks, payment techniques, export financing Tax, VAT, Customs Contracting, dispute resolution Through its national committees, the ICC has direct access to national governments all over the world. The organisation's Paris-based international secretariat represents the views of business to intergovernmental organisations on issues that directly affect business operations. The ICC is the world s only truly global business organisation working assertively to express the views of business. The Federation of Belgian Chambers of Commerce is the umbrella organisation for all chambers of commerce in Belgium: VOKA, BECI, and CCI. In addition, it represents the interests of 31 Belgian- Luxembourg chambers of commerce abroad. Through its accreditation programme, the Federation guarantees Belgian companies a quality services from its members. In Belgium, chambers of commerce are private law organisations. International entrepreneurship is one of the key activities of the Belgian Chambers and the Federation. Certificates of origin and ATA carnets, essential documents for companies that operate internationally, are issued by the chambers of commerce. With DigiChambers, companies can now also request their certificates of origin online and print them at their own premises. The Belgian Chambers have a formal cooperation agreement with the Federal Ministry of Economy and with Customs to strengthen the international competitiveness of Belgian business. BREWERY MALHEUR, DE WOLF & PARTNERS, FLANDERS INVESTMENT & TRADE, FYBO GROUP, ING BANK, J. CORTÈS, KBC BANK, KEPPEL SEGHERS BELGIUM, KODDAERT, LAPAUW WERKHUIZEN, MAGNETROL INTERNATIONAL, MITHRA PHARMACEUTICALS, PROCTER & GAMBLE, RAFFINERIE TIRLEMONTOISE, SEW EURODRIVE, TD WILLIAMSON, UNIVEG, VOKA-KAMER VAN KOOPHANDEL OOST- VLAANDEREN, WIESE EUROPE... WHO SHOULD PARTICIPATE IN THE PROGRAMME? IBI s International Trade Executive Programme has been specifically designed to meet the needs of executives with at least 2 to 5 years of professional relevant experience, who have or will have to cope with complex challenges that arise in an international environment. It will give participants a deep understanding of international trade techniques, risks and opportunities. The programme will benefit: Export managers (International) business developers International sales executives International procurement executives International supply-chain executives in-house counsels Chief financial officers and financial controllers Trade finance officers Business lawyers and consultants Civil servants from specialised public bodies Through its membership of Eurochambres, ICC Belgium and the World Chambers Federation, the Federation promotes the interests of Belgian business in Europe and beyond. At the same time, these organisations provide access to a network of partners all around the world. The Belgian chambers of commerce and the Federation are also very active in the field of sustainable entrepreneurship. We strongly believe that corporate social responsibility makes companies more resilient in the current context of globalisation and urge for innovation. 6 Programme 7

5 Karl-Heinz Lambertz is the Minister- President of the Government of the German-speaking Community of Belgium. After having completed his studies in Law, he started his academic career in 1976 as an Assistant Lecturer at the Law Department of the Catholic University of Louvain-La-Neuve (UCL) and then worked as a Lecturer at the Faculty of Law of the UCL. Between 1984 and 1990, he was also active as the President of the Socialist Party of the Germanspeaking Community of Belgium. He was the Minister of Media, Adult Education, Policy for Disabled People and Social Aid between 1990 and 1995 and Minister of Youth, Training, Media and Social Matters between 1995 and In 1999, he became Minister-President of Belgium's German-speaking Community, a political office that he still holds. In the same year, he also became Minister of Employment, Policy for Disabled People, Media and Sport. Since 2004, he has been Minister of Local Authorities. A CoR member since 1999, he was elected President of the PES Group in June He is also the President of the Association of European Border Regions (AEBR). Peter Waumans is European Consultant and lecturer at universities and colleges in Europe since 1984 (BEVIB, VUB, Vlerick Management School - Ghent and Leuven, Lessius School). He also develo ped a legal and paralegal network in China since His activities include pro-viding advice and services to accelerate oppor-tunities and manage strategic and operational risks; the coordination of actions concerning infringements such as investigations into coun-terfeiting, fraud, confiscation and raids; foren-sic services: manipulation of annual reports, purchase policy, conflict of interests; Asset tracing, etc ; due Diligence and financial or patent practice in China, India and Japan, screening as well as international arbitration in Paris and Hong Kong. He currently holds advis-ing functions with KRONES AG, with MTU AG, and with KOSME NV Belgium located in Louvain la Neuve. He is also a member of the board of management of European Law Matrix Hong Kong Ltd. Nguyen T.M. Chau is Head of the International Management Department at the ICHEC Brussels Management School. She lectures in international trade and business challenges, as well as in innovation management at masters level at ICHEC. She is a speaker in interna-tional business negotiations Module 1 Principles of international business (BOOT CAMP + 2 SESSIONS]) I. boot CAMP (2 DAYS, 1 RESIDENTIAL NIGHT****) ibi team with HEC Management School University of Liège OCTOBER 2013 IBIers want to learn more than just theory and concepts. The boot camp in the wooded valley of Spa in the Ardennes begins with some activities designed to enable us to get more acquainted with each other, while familiarising us with the realities and challenges of the world of international business: the boot camp environment allows us to determine where we stand in terms of knowledge and skills. Well-selected business case studies introduce us to the broad range of pitfalls and opportunities of international business. IBIers will have the opportunity to demonstrate what they already know by developing propositions for managing and growing an international trade project and presenting them to the Management Team. The boot camp will make clear that IBI is going to provide participants with a valuable network. Karl-Heinz Lambertz, Minister-President of the Government of the German-speaking Community of Belgium, will host the dinner on Friday, and valuable Belgian businessmen will also share with participants their experience and best practice during the camp. II. GLOBAL STRATEGY AND INTERNATIONAL MARKETING Peter WAUMANS - 8 NOVEMBER Which strategy will you use to compete on the global stage? ; 2. How to shift among Aggregation, Adaptation and Arbitration or combine? ; 3. Cases: Heinz in Emerging Markets, KFC s to China, a Danone case, Marketing concept of Toyota III. UNDERSTANDING THE MULTICULTURAL MARKET ENVIRONMENT. INTERNATIONAL NEGOTIATION AND COMMUNICATION Nguyen T.M. CHAU - 15 NOVEMBER What is culture? ; 2. Intercultural Communication ; 3. Influence of culture on Inter-national Business Negotiation. at the Leuven Institute for Ireland in Europe, and Director of the International and Multicultural Manage-ment programme that she founded in 2007 at ICHEC-Entreprises. In addition to her academic position, Mrs Chau leads surveys in inter-national development and innovation issues and is a consultant to exporting SMEs in various sectors. She works as a senior interna-tional consultant in export marketing for the EU. Mrs Chau received her four-year license degree at ICHEC. She also holds a master s degree in international management of University of Poitiers and she is an executive education alumnus of the Harvard Kennedy School (EEHKS). Koen Vanheusden is a Director at the Belgian Foreign Trade Agency. In this capacity, he advises (mainly Belgian) companies on the regulatory (customs, VAT, product requirements, documents, services) and legal (contracts, distributorship, investment, intellectual property) aspects of their international commercial transactions and relations (import, export, investment). He was a member of the Belgian group of experts preparing the revisions of Incoterms 1990 and He has written many publications on various aspects of international trade, such as sales contracts, agency and distribution law, Incoterms, customs and VAT, and international payment techniques. He also lectures at several Belgian universities. Marc Verbeek is a Tax Partner, leading BDO Belgium s International Corporate Tax department. He is an active member of the BDO network s Corporate International Tax and EU Direct Tax Centres of Excellence. As regional Head of Tax he plays a significant role in coordinating BDO s international tax services. Marc s specialisation has developed over some 30 years within the tax practice, including 10 years of experience within the Belgian tax au-thorities and over 20 years with BDO. His com-plete understanding of taxation laws combined with his demonstrated analytical skills enable him to provide clients with comprehensive and accurate tax advice and solutions to their current and future business issues. If clients have a conflict with the tax authorities, Marc will provide them with expert advice on tax litiga-tion issues. Paul Depuydt has been the Chief Operations Officer & Chief Financial Officer of Ravago Group since Ravago is active in the recy-cling, distribution and resale of prime and off grade plastic materials. The group has opera-tions across the world representing total turn-over of 4Bn (50% Americas, 40% EMEA and 10% Asia) and close to 4000 employees. After studying Business Engineering at Catholic University of Leuven, Paul started his career in 1988 as Assistant Chief Accountant with Rank Xerox in Rijsel. In 1991 he joined Alcatel as Senior Financial Analyst. After some years in Paris working as a Senior Trade & Project Fi-nance, he was appointed CEO of Alcatel Bell (currently Alcatel-Lucent Bell) in June From January 2008 until his departure in 2010, he also held the position of Vice President for the Regional Unit North & West Europe within Alcatel-Lucent. Paul is member of the advisory board of Flanders Business School and a former President of Agoria. Jan Peeters is the Managing Partner of Stibbe's Brussels office. His main areas of practice are mergers and acquisitions (public and private companies), capital market operations (IPOs, public takeover bids and public to private transactions), corporate finance and venture capital transactions both domestic and international (in- and outbound). Module 2 Organizing your presence abroad (4 sessions) I. INDIRECT TRADE Koen VANHEUSDEN 22 NOVEMBER Introduction to wholesale & retail distribution channels ; 2. Prospection ; 3. Cost & impact assessment ; 4. Drafting agreement ; 5. Distributor selection ; 6. Agency net-work planning. II. DIRECT TAX ASPECTS OF INTERNATIONAL BUSINESS ACTIVITIES Marc VERBEEK - 29 NOVEMBER Basic principles of international tax ; 2. Outbound transactions and investments ; 3. Inbound transactions and investments ; 4. International tax structuring. III. YOUR PRESENCE ABROAD Paul DEPUYDT & Jan PEETERS 6 DECEMBER Basics of foreign investment ; 2. Typology of partnerships ; 3. Mergers & acquisi-tions ; 4. Joint ventures ; 5. Strategic alliances ; 6. Other agreements. IV. LOCATION DECISION METHODOLOGY Patrick UYTTENDAELE 13 DECEMBER Relevant factors affecting location decisions ; 2. Methods to evaluate alternatives ; 3. Core business v. non-strategic activities ; 4. Service location strategy ; 5. OLI Para-digm. Furthermore, he takes a keen interest in project finance transactions and financing schemes for public private partnerships. He is also active in the regulation of activities of domestic and foreign credit institutions, investment firms and insurance companies active in Belgium. He is Vice-Chair of the Banking, Finance and Securities Committee of the Inter-Pacific Bar Association (IPBA). Jan graduated in law from the Universiteit Antwerpen (1986) and obtained a Master of Laws (LL.M.) degree from the School of Law Boalt Hall, University of California at Berkeley (1987). Jan is the author of various publications in the areas of corporate law and financial services regulations. Dr. Patrick Uyttendaele is Director at MTBS (Maritime Transport and Business Solutions) in Rotterdam. He has been with Plant Location International, Price Waterhouse Cooper and IBM Business Consulting for over 30 years and has built up a substantial and global network of contacts in the port and maritime industry. He also developed major expertise, scientific and technical skills and information in the ports and mari-time industry related to strategy, market, restructuring, privatisation, project and corporate finance. In January 2007 he joined MTBS, where he offers his services as a worldwide expert in the field of transactions, financial feasibility studies and project advice with regard to investments in infrastructure and suprastructures, including financing structures, logistics aspects and macro-economic analysis. Dr. Uyttendaele is also a professor at the University of Brussels (VUB) where he is teaching financial project appraisal and project management. He is also teaching professor at ITMMA in Antwerp, where he teaches Research Methodology. 8 Module 1 : Principles of International Business Module 2 : Organizing Your Presence Abroad 9

6 Koen Vanheusden is a Director at the Belgian Foreign Trade Agency. In this capacity, he advises (mainly Belgian) companies on the regulatory (customs, VAT, product requirements, documents, services) and legal (contracts, distributorship, investment, intellectual property) aspects of their international commercial transactions and relations (import, export, investment). He was a member of the Belgian group of experts preparing the revisions of Incoterms 1990 and He has written many publications on various aspects of international trade, such as sales contracts, agency and distribution law, Incoterms, customs and VAT, and international payment techniques. He also lectures at several Belgian universities. Bart Volders is a member of the Brussels Bar and a of Stibbe s Litigation and Arbitration team. He holds a Ph.D in law (2007), and has lectured on private international law at the Universities of Antwerp, Belgium ( ) and Bujumbura, Burundi ( ), and on the law of international commercial arbitration at the University of Toulouse, France (2009). Vera Van Houtte (LL.M. Harvard) is a partner at Brussels law firm Stibbe, and a member of the Brussels Bar. She specialises in construction, industrial projects and energy law, acting both as counsel and litigator. Mrs. Van Houtte is presently devoting a major part of her time to sitting as an arbitrator (including investment arbitration). Mrs. Van Houtte has been a Vice-President of the ICC Court of Arbitration since She is also sits on the Board of Directors of the American Arbitration Association and was a Vice-President of the Court of the LCIA from 2003 to Module 3 Contracting (3 sessions) I. INTERNATIONAL CONTRACTING Koen VANHEUSDEN & Bart VOLDERS 10 JANUARY Introduction to international contracting ; 2. Negotiation strategies; 3. Quotations ; 4. Model contracts and agreements ; 5. Applicable law; 6. Methodology. II. DISPUTE SETTLEMENT Vera VAN HOUTTE - 17 JANUARY Introduction to dispute resolution ; 2. Choosing between different forms of alter-native dispute resolution (ADR) ; 3. Advantages and disadvantages of arbitration ; 4. Institutional arbitration and ad-hoc arbitration ; 5. Drafting a jurisdiction clause ; 6. Characteristics of an arbitration procedure. III. INTERNATIONAL SALES CONTRACT Koen VANHEUSDEN & Bart VOLDERS - 24 JANUARY How to draft a sales contract ; 2. Rights and obligations of the parties ; 3. Liabilities and techniques to limit liabilities ; 4. Selected issues (Brazil, Russia, India, China and others). Koen Vanheusden is a Director at the Belgian Foreign Trade Agency. In this capacity, he advises (mainly Belgian) companies on the regulatory (customs, VAT, product requirements, documents, services) and legal (contracts, distributorship, investment, intellectual property) aspects of their international commercial transactions and relations (import, export, investment). He was a member of the Belgian group of experts preparing the revisions of Incoterms 1990 and He has written many publications on various aspects of international trade, such as sales contracts, agency and distribution law, Incoterms, customs and VAT, and international payment techniques. He also lectures at several Belgian universities. Prof. Dr. Ralph De Wit practices law at Antwerp (1996) with the law firm Van Doosselaere Advocaten, mainly in maritime and transport law and in general contract law (such as sale of goods contracts, building contracts etc.). His Ph.D on Carrier Liability in Multimodal Transport was commercially published by Lloyd s of London Press in Since 1986 he has also worked at the University of Brussels, where he is presently professor in contract, transport, and private international law. Since 2007 he has also taught transport law as an invited professor at the University of Antwerp (UA), and since 2003 he has taught bills of lading law at Portilog, the professional education institute of the Port of Antwerp. From 2002 to 2006, he represented FIATA at the prolonged negotiations on the UNCITRAL Draft Convention on Carriage of Goods Wholly or Partly by Sea, the present Rotterdam Rules. These treaty negotiations have led to extensive international contacts and to valuable experience in lobby work. Module 4 Transport and logistics (2 sessions) I. Incoterms 2010 rules Koen VANHEUSDEN - 31 JANUARY Analysis and choice of the Incoterms 2010 rules ; 2. Case studies. II. Law and contracts of carriage Ralph DE WIT - 7 FEBRUARY Overview of the general legal framework ; 2. Designing logistic solutions ; 3. Making a transport contract ; 4. Filling in transport documents; 5. Risk assessment and procedures. 10 Module 3 : Contracting Module 4 : Transport and Logistics 11

7 Pieter Haesaert is Managing Partner of the customs consultancy practice Customs4trade, founded in He advises clients as an independent tax consultant on customs compliance, tariff classification, customs valuation, preferential origin, customs procedures, litigation, excise duties, Single Authorisation of Simplified Procedures and excise procedures. He also has special expertise in export controls & dual-use goods. Pieter is member of the Customs working group at VEV/ VOKA and VBO. He is also member of the MASP working group (Multi Annual Strategic Plan for e-customs) and of the working group Policy, in the National Forum for Customs. He advises industry fed-erations such as Agoria and Essenscia. Pieter is author at TaxTalk. He is trainer at WCO/OMD (World Customs Organisation) and Kluwer Opleidingen. Erwin Boumans is Tax Partner at BDO Brussels. Erwin has developed particular skills in VAT in respect of all European countries. As VAT specialist, Erwin is involved in advising (inter) national companies and public bodies, and in the development and follow-up of new service offerings within BDO Belgium. Erwin has also assisted several companies with checking the VAT functionalities of different ERP systems. At BDO, Erwin is member of Tax Executive Committee, Chairman of the Belgian VAT Centre of Competence and member of the International VAT Centre of Excellence. Erwin is author of a number of publications and has participated in various seminars on a wide range of indirect tax related subjects. Koen Vanheusden is a Director at the Belgian Foreign Trade Agency. In this capacity, he advises (mainly Belgian) companies on the regulatory (customs, VAT, product requirements, documents, services) and legal (contracts, distributorship, investment, intellectual property) aspects of their international commercial transactions and relations (import, export, investment). He was a member of the Belgian group of experts preparing the revisions of Incoterms 1990 and He has written many publications on various aspects of international trade, such as sales contracts, agency and distribution law, Incoterms, customs and VAT, and international payment techniques. He also lectures at several Belgian universities. Module 5 Administration and formalities of international trade (3 sessions) I. Customs and international trade Pieter HAESAERT - 14 FEBRUARY Customs unions and free trade agreements ; 2. Customs regimes and formalities ; 3. Calculating customs duties ; 4. Instructing a customs agent ; 5. AEO certifications ; 6. Export Controls on dual-use goods ; 7. Cases and applications. II. VAT in international trade Erwin BOUMANS - 21 FEBRUARY VAT and cross border trade in goods and services ; 2. Place of taxable transactions and registration formalities ; 3. Invoicing ; 4. Recovery of input VAT in other coun-tries ; 5. Special cases (consignment stocks, chain transactions and drop shipments, commissionaire vs. agent, toll manufacturing, etc.) ; 6. Culture differences in VAT. III. Documents in international trade Koen VANHEUSDEN - 14 MARCH Documents in international trade ; 2. Standards and technical requirements of international trade ; 3. Drafting international documents ; 4. Cases and review of documents. Frederic Motte is Director at ING Belgium. Within Commercial Banking, he heads the Corporate Clients team at Financial Markets. In this capacity he advises large companies in Belgium, Switzerland and Nordic countries on the financial risks generated within their commercial activities. His main focuses are interest rates, foreign exchange, liquidity and commodity financial risks. Frederic s team advises over-the-counter hedging solutions linked to those financial risks. Frederic gave several external FX seminars while he was working at ABN AMRO Bank. Hugo Verschoren is Senior Product Manager Trade Finance Services for ING Group. He is also member of the National Committees of the ICC (International Chamber of Commerce) Banking Commission in Belgium and in the Netherlands. As such, he has been involved in many ICC projects where rulemaking was involved (UCP600, ISBPrevisions, Incoterms 2010, Forfaiting, etc). For ING he is also partici-pating in the Trade Finance Default Register with ICC and the ICC G20 Policy Consultation Group on Trade Finance. He regularly provides training related to all aspects of Trade Finance, both internally within ING and externally to corporates and banks. Eugene Kock is Director of Structured Export Finance at ING Bank. Eugene joined the Structured Export Finance team in Amsterdam in He works primarily on sourcing and structuring export finance deals for Belgian and Scandinavian exporters, as well as acting as a centre of expertise for other Structured Export Finance units. He has extensive experience in lead arranging classical single-sourced transactions, multi-sourced transactions involving several Export Credit Agencies and ECA-related project finance deals. The main sec-tors in which transactions have been con-cluded are telecommunications and natural resources/oil and gas. Before joining ING, Eugene worked for 10 years at Atradius (the Dutch Export Credit Agency) where he was a member of the management team. He has a Master s degree in Economics from the University of Groningen, the Netherlands. Gert Van Melkebeke is Head of Business Development and Products at ONDD (Office Nationale du Ducroire/ Nationale DelcredereDienst). Module 6 Financing the operation (4 sessions) I. Financial risk in international trade Frederic MOTTE & Hugo VERSCHOREN - 21 MARCH Overview of financial risk assessment in international trade ; 2. Impact of currency exchange ; 3. Risks in commodity trade ; 4. Financial techniques to cover those risks ; 5. Bank guarantees. II. Payment techniques in international trade and supply chain financing Hugo VERSCHOREN - 28 MARCH Comparison of payment techniques with securities and credit insurances ; 2. Writing payment instructions ; 3. Analysing an L/C ; 4. Drafting instructions for amend-ment ; 5. Data analysis and costs calculation. III. Medium/long term export financing Eugene KOCK - 25 APRIL Evaluation and review of financial needs ; 2. Analysis of medium/long term export financing channels ; 3. Understanding government support policy to exportation ; 4. Cases and simulations. IV. Credit Insurance Gert VAN MELKEBEKE - 9 MAY Credit insurance: principles and mechanisms ; 2. Overview of credit insurance ; 3. Analysis of export payment risks ; 4. Analysis of an insurance policy. ONDD is the Belgian Export Credit Agency, an autonomous public institution with a mission to promote international economic relations. ONDD insures risks related to international transactions and direct foreign investments. Gert has been working at ONDD for over 10 years and has ample experience with credit insurance and international trade in general. Initially he worked for nine years within ONDD s Underwriting Department where he headed one of the Underwriting Teams. Since October 2011, he has been responsible for ONDD s Business Development and Products department. Before he joined ONDD, he worked for three years as a financial auditor at Pricewaterhouse-Coopers in Brussels. Gert has a Master s Degree in Commercial Sciences from the Erasmus Hogeschool Brussels, an additional Degree in Applied Economics from the Catholic University of Leuven and a Master of Arts in European Economics from the College of Europe in Bruges. 12 Module 5 : Administration and Formalities of International Trade Module 6 : Financing the Operation 13

8 Denis Van der Elst is a Senior Consultant at Marsh Belgium, and he is in charge of courses devoted to the Legal aspects of the Risk Management at Ichec Entreprises. His current responsibilities include the development within Marsh in Belgium of the non-life consultancy approach, with specific focus on liability exposures through Risk Assessments, Project Risk Management and Contractual Risk Management. Denis has been working in the insurance field since 1982, specialising in Liability Insurances and Risk Consulting activities for major industrial companies as well as for service companies. The consulting activities he develops are integrated in a broader scope, from Enterprise Risk Management to Risk & Insurance Due Diligence for Mergers & Acquisitions. He has also led and participated in PPP projects as advisor of the Lenders or of the Contractors. Denis holds a Master of Law from UCL. Katrien Vandenberghe has been Head of the Non Marine Claims department of Marsh Belgium since Prior to this, she led the Risk Management claims team at Marsh Brussels. She is a member of the Marsh Global Claims Practice and the Belgische Vereniging van Schaderegelaars. Katrien worked as an attorney at the Bar in Ghent for over 5 years. She joined Marsh in 1997, and was responsible for the management of claims in civil liability, professional liability, directors and offices liability, crime and employment practice liability for multiple Risk Management companies and financial institutions. Katrien holds a Master s Degree in Law from KULeuven. Module 7 Risk Management and insurance (2 sessions) I. Risk management Denis VAN DER ELST 16 MAY Risk Management as component of corporate governance ; 2. Standards and tools (COSO, ISO 31000, ) ; 3. How to embed risk management in your organisa-tion? In day-to-day and for new projects ; 4. Risk Assessments: holistic/focused on issues such as product liability, transport, environment, business continuity ; 5. Tools for risk prevention, mitigation, and transfer. II. Insurance (law & contracts) Katrien VANDENBERGHE 23 MAY Basics of Belgian Insurance law and contracts in an international context ; 2. Insurance coverage analysis regarding specific risks (general liability, directors and officers liability, employment practice liability, crime, K&R, litigation buy out) ; 3. Claim management and procedures ; 4. Cases and applications. Lidy-Anne Jeswiet is Head of Trademark Practice GEVERS Belgium. Lidy-Anne joined GEVERS Belgium in She specialises in Intellectual Property Law, and manages the Trademark, Design, Domain Name & Anticounterfeit Department of GEVERS Belgium. She has experience in trademark, design and domain name filings and prosecution, licensing, advising on portfolio strategy and management on a worldwide basis, mediating and counseling on infringement cases and oppositions. She holds a Master s degree in Law and Intellectual Property Law from the University of Leiden, the Netherlands. She has worked at Markgraaf NV (now Novagraaf), Novamark SA (now Nova-graaf Belgium) and IPP Ltd, Turkey. She is a member of AIPPI, BMM, ECTA and INTA. Module 8 Establishment and international exploitation of INTELLECTUAL PROPERTY (1 session) I. Establishment and international exploitation of IP Lidy-Anne JESWIET 6 JUNE Choosing the right protection for your IP ; 2. Enforcing your IP protection in an international context ; 3.What can customs do to enforce your IP rights. 14 Module 7 : Risk Management and Insurance Module 8 : Establishment and International Exploitation of Intellectual Property 15

9 OTHER PARTNERS PRACTICAL INFORMATION International Trade Executive Programme Dates 2 days + 21 Friday afternoons from 13:30 to 17:00, between 18 October 2013 and 6 June Tuition The tuition fees are 5.000, excl. VAT ( 6.050, incl. VAT) for the entire programme (8 modules: 1 boot camp + 21 sessions). The fees cover the attendance of the seminars, teaching materials, secure access to the online platform, and catering (lunch is provided at 12:30 prior to the beginning of each ses-sion). The fee for a single session is 400, excl. VAT ( 484, incl. VAT), and it is not possible to register for the boot camp separately. The fee for a single module depends of the number of sessions concerned. Location With the exception of the boot camp, the course takes place at: ICC Belgium c/o FEB (Federation of Enterprises in Belgium) Stuiversstraat 8 rue des Sols, B-1000 Brussels Directions By public transport ICC Belgium's offices are a short walk from the central railway station (Bruxelles Centrale/Brussel Centraal). This is also a metro and bus station. Train: Brussel Centraal/Bruxelles Centrale Station. Metro: Brussel Centraal/Bruxelles Centrale Station (lines 1a, 1b). From the station, take the Galerie Ravenstein exit. Walk through the arcade and exit from the other side onto Rue Ravenstein. FEB is to the right, about 50 m up the road. Tram: Place Royale tram stop (lines 92, 94). Bus: Bruxelles Centrale bus stop (lines 29, 38, 63, 65, 66, 71), Place Royale bus stop (lines 27, 38, 71, 95). By car Entering Brussels by the E40 motorway (from Ostend, London, Liège, Cologne), the E411 motorway (from Namur or Luxembourg) or the E19 motorway (from Antwerp, Amsterdam, Mons or Paris), follow the signs to "Bruxelles Centre /Brussel Centrum". FEB is located in the centre of town, very close to the central railway station (Bruxelles Centrale/Brussel Centraal). Please use the car parks in the immediate neighborhood of the FEB: The Albertine car park is accessible by the Rue des Sols. The Grand Place car park (beside the Méridien Brussels Hotel) is ac-cessible by the Boulevard de l'impératrice. It is a good idea to contact the portal Bruxelles Mobilité before you set off for information on traffic conditions in Brussels, available park-ing spaces and prices, road works and events. APPLICATION FORM Please complete this form in block capital letters and return it by ibi@iccbelgium.be - Fax +32(0) Ms Mr Please use block capital letters First Name: abbbbbbbbbbbbbbbbe Last Name: abbbbbbbbbbbbbbbbbbbbbe Academic background (most recent academic qualification from a higher education institution, including country and year) : abbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbe abbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbe Company/Organisation: abbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbe Position: abbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbe Address: abbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbe Zip Code: abbbbbbbbbbbe City: abbbbbbbbbbbbe Country: abbbbbbbbbbbbe Telephone: abbe / abbbbbbbbe Fax: abbe / abbbbbbbbe abbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbbe Liable for VAT: No Yes VAT number : ae abbbbbbbbbbbbbe Member of a Belgian chamber of commerce 3 : No Yes please state which : abbbbbbbbbbbbbe Member of a sector federation 4 : No Yes please state which : abbbbbbbbbbbbbe I would like to register for the entire programme (8 modules composed of 1 boot camp & 21 sessions) I would like to register for the following sessions : Module 1. Principles of international business Module 3. Contracting (3 sessions) (Boot camp + 2 sessions) I. International contracting I. Boot Camp 18 & 19 October January 2014 II. Dispute settlement 17 January 2014 II. Global strategy and Internat. Marketing 8 November 2013 III. Understanding the multicultural market environment. International Negotiation and Communication. 15 November 2013 Module 2. Organising your presence abroad (4 sessions) I. Indirect trade 22 November 2013 II. Direct Tax aspects of activity abroad 29 November 2013 III. Your presence abroad 6 December 2013 IV. Location decision methodology 13 December 2013 III. International sales contract 24 January 2014 Module 4. Transport and logistics (2 sessions) I. Incoterms 2010 rules 31 January 2014 II. Law and contracts of carriage 7 February 2014 Module 5. Administration and formalities of international trade (3 sessions) I. Customs and international trade 14 February 2014 II. VAT in international trade 21 February 2014 III. Documents in international trade 14 March 2014 Module 6. Financing the operation (4 sessions) I. Financial risk in international trade 21 March 2014 II. Payment techniques in international trade and supply chain financing 28 March 2014 III. Medium / long term export financing 25 April 2014 IV. Credit Insurance 9 May 2014 Module 7. risk management and insurance (2 sessions) I. Risk management 16 May 2014 II. Insurance (law & contracts) 23 May 2014 Module 8. establishment and international exploitation of IP (1 session) 6 June 2014 The amount due will be payable upon receipt of the invoice from ICC Belgium (see Tuition, opposite page) Date : ae / ae / abbe Signature : 1 The collected data will be used to organise events and keep you informed about scheduled activities. Under the privacy law of 8 December 1992, you may ask to see the data concerned, and can amend them as appropriate. 2 The present document constitutes an official application form. Applicants may also register online at 3 The International Business Institute may ask participants registering at the reduced rate for members of Belgian chambers of commerce to provide proof of their professional affiliation. 4 Any tuition fees reduction already applied is not cumulative with other offers, promotions and discounts from the same or any other partner of the International Business Institute. 16 Practical Information Application Form 17

10 ASSESSMENT & CERTIFICATE ADMISSION REQUIREMENTS & DEADLINE Applicants must hold a Master s degree from an accredited university or business school or demonstrate sufficient expertise (e.g. professional experience). Working knowledge of English is required. For the International Trade Executive Programme , the application deadline is 30 September Assessment plays an important part in the teaching and learning process. Participants in the full programme will be assessed at the end of the programme by a short dissertation of pages. The topic of the dissertation may be related to the participant s day-to-day professional practice. For example, the development of a case that can be a deliverable for the participant s company, or a strategic plan about an issue in the programme that particularly interests the participant. Dissertation topics must be submitted to and approved by the board of the IBI and the professors in charge of the relevant module. If two or more similar topics are submitted for approval, topics will be attributed on a first come, first served basis. Fax: ibi@iccbelgium.be apply ONLINE: Prince Albert Fund managed by the King Baudouin Foundation Applications 2013 The Prince Albert Fund offers its trainees the opportunity to follow IBI sessions of their own choice. A grant from the Prince Albert Fund represents a once-in-a-lifetime A Prince Albert Fund grant experience for talented Belgian professionals. represents a once-in-a-lifetime experience for talented Belgian Boost your career and discover a new professionals environment to boost their abroad. Manage a 12-month business project outside career and Western discover a new Europe professional environment abroad. for a Belgian company. The choice of project as well as the destination How? By managing a 12-month is your own. To carry out the project, the Fund grants you business project outside Europe (tax-free compensation). for a Belgian company. The Photo: Frank Toussaint, 2013 choice of project as well as destination is their own. Applications 2013 start 1 st October 2012 until January 14 th Contact: PAF Secretariat, Vera Billen, T +32 (0) , paf@kbs-frb.be Prior to the departure of its trainees, the Prince Albert Fund invests in the trainees intercultural and technical knowledge. Working with IBI means that the Fund's trainees can have the best start for their traineeship. 19

11 International Trade Executive Programme Improve your international trade know-how Free Android Wifi Tablet International Business Institute Stuiversstraat 8 rue des Sols B-1050 Brussels Belgium Phone: + 32 (0) ibi@iccbelgium.be Website: Sponsors In collaboration with