hello international commercial theorems

or Incoterms as the more commonly known

a beam with us since 1936 and that a key

I mean foresight and with me today is

Ewan Ramsey who's going to be taking us

through some of the things that you need

to be aware of in relation to Incoterms

potentially quite a confusing area that

I don't ever know of them out there but

we'll try and make it as simple as

possible for you and make sure we cut to

the key important information around

these Incoterms so you and I think it's

always useful to start off by looking at

some of the pitfalls what are the

dangers of not getting it right within

court Elms I think quite often people

view the incoterm as the contract or as

the entire agreement whereas Incoterms

is really all about delivery and it's

documentation and whether the buyer or

the seller is responsible for each of

these three elements of the shipment so

I think one of the important things to

understand is there's no right or wrong

incoterm very much the incoterm that

suits you and your customer suits you

best and it's all about eliminating risk

but don't go under the assumption that

once you've sorted your incoterm then

you've got a cast-iron concrete contract

so there are lots of other aspects to

the transaction that need to be thought

about and implemented in the appropriate

no we will cover the fact that you don't

need to do all of them because when you

look at the list but the things as all

eivin isn't that are together we do even

stop I think it's when it comes to

international trade from my perspective

it's all about eliminating risk and you

want to be entering into a contract that

you want to enter into as opposed to

being coerced or pushed into a corner

and you're entering into a contract

either that you're not comfortable with

or quite often you see companies that

entered into a contract that they don't

understand and that can be a very

and challenging place to be when you're

entering the world of exporting okay

well we'll come back to that we'll

probably almost certainly develop that

in more detail but let's move up to the

first of the the short films that we've

recorded for you this one looks a little

bit Incoterms we have come from what

they are how they work and more

importantly why you need to know them

the nature of international trade is

such that parties to a contract may be

unfamiliar with trading practices in

their respective countries which can

often lead to misunderstandings the

International Chamber of Commerce

recognized the need for clarification of

obligations and responsibilities of

buyers and sellers in international

international commercial terms or

Incoterms were first published in 1936

since then Incoterms have been reviewed

on a regular basis with the most

up-to-date version being updated in 2010

Incoterms are accepted globally by

governments legal authorities and

practitioners for the interpretation of

the most commonly used terms in

international trade when exporting for

the first time the concept of Incoterms

can be fairly daunting and confusing for

businesses however here we are going to

take a brief overview of Incoterms to

provide a basic introduction to some of

the key elements trying to learn all the

things that you need to know about

Incoterms in one go will only lead to

further confusion and uncertainty before

thinking about the specific terms used

within Incoterms you should spend time

understanding the commercial terms you

as a business would like to enter into

as this will put Incoterms into more

context when developing commercial

agreements in international trade it is

important to look to enter into the

agreements you would like to make rather

than being coerced into the agreement

that you are not comfortable with or

that doesn't fit your business model or

process you will be relieved to hear

that in reality once you have a basic

understanding of Incoterms and how it

relates to your business you can fairly

easily assemble enough knowledge to

ensure that you can limit your exposure

and protect yourself when trading

globally once you understand the basics

of Incoterms other bits of the export

chics all fall into place which is

extremely helpful in developing your

so you know the film talked of a you

know understanding the terms of business

that you want to enter into key can you

give us some examples of the sorts of

things we were talking about there yeah

I think if you take X works as an

incoterm and many people view X works as

as the simplest to understand so if

you're manufacturing your product you're

manufacturing the goods laying them

outside your factory ready for a

collection and your responsibility is up

to that point so if you may decide to

use that incoterm if you want a nice

clean transaction that's a simple

shipment you get paid up front and then

it's the buyers responsibility to

arrange the freight forwarder to come

and take it away and that's all nice and

easy if however you are exporting some

portable tangible goods and they're

going overseas and that's the first part

of a transaction maybe the second

element is you have to bring onboard

people from your own company to go

overseas to then install the goods

once they've landed in that country then

you might want to use a different

incoterm something like DDP delivery

duty peds and the reason for that is

that you can control the whole flow of

the transaction and the shipment from

your factory right the way to the

destination place and that way you can

tie up your own staff getting them to

fly out into the other country of

destination to arrive at the time that

your goods arrived there so it's all

about risk and it's all about control

and what I would always say to companies

that is as I said earlier there's not a

right or wrong income term but it's all

about which parts of the shipment do you

want to have control over that can then

determine which is the most appropriate

incoterm for you to implement for the

transaction the foam also making a bold

claim that once you understanding good

Adams's the rest of the the jigsaw kind

of falls into place as far as all these

trades consumed it tell us about more is

that is that pushing out of it

well I think it's I I always try and

simplify things when it comes to

exporting especially for the for the

first-time exporter can be quite

daunting when you've never exported

before and at the beginning you don't

know what you don't know so you're

uncertain as to what questions to ask so

everything from my perspective is I have

this imaginary tool box at my side

you've never exported before you've got

nothing in it as you develop your

knowledge and your understanding so we

talk about payment methods in last

week's webinar yeah some of the bits of

the jigsaw start to make sense once you

learn more of our Incoterms and some

more of the jigsaw falls into place the

next webinar we're talking about agents

and distributors and then we also look

at documentation and it's all about just

plugging in these different parts of the

jigsaw and eventually they'll all start

to make sense but the secret as i've

i've always found in exporting is you

will never know everything about

but the beauty of having a toolkit there

to get the right appropriate information

okay so it's not the whole jigsaw it's

one of the best element one of the very

important bits because it kind of hangs

together payments documentation shipping

free logistics and commercial contracts

and it really binds all of these aspects

together okay in the second film we're

going to look at the three basic areas

they include synonyms actually cover so

let's go over and see what Tonya has to

tell us about Incoterms and the areas

covered by them Logistics is defined as

all the operations involved in moving

manufactured until they have been taken

over by the end-user logistics relates

to packing storing handling transit

insurance and custom clearance for

example when goods purchase for country

B are manufactured in country a moving

these goods from the factory to final

destination entails a series of

logistical operations ranging from pack

the goods export clearance transport

from factory to country a portal Airport

international transport transport from

country B port or airport to final

destination handling insurance during

transport and import clearance all these

operations include costs which must be

paid either by the buyer or the seller

in order to avoid misunderstanding and

to reduce the risks of costly disputes

between the buyer and the seller the

International Chamber of Commerce or ICC

has developed a set of international and

official rules for the interpretation of

trade terms these are called Incoterms

Incoterms are a standard coded language

understood by everyone involved in

international trade including buyers

sellers freight forwarders carriers and

customs officials Incoterms deal only

with the relationship between the seller

under the contract of sale but they

don't apply to the contract of carriage

furthermore they don't cover all aspects

of the contract of sale for example they

don't provide for all of the duties

which parties may wish to include in a

contract of sale Incoterms essentially

look to define three basic elements in a

commercial transaction if we consider

that we primarily use Incoterms to

reduce any misunderstanding between the

buyer and the seller in an international

commercial transaction they would define

the following three basic elements the

place where the seller delivers the

goods to the buyer costs what the seller

pays to the point of delivery unless

otherwise agreed with the buyer and risk

where the seller passes the transit

so it sounded they're from the film the

ingot atoms are all about the logistics

of essentially gain the product from the

buyer to from the sale up to the buyer

I suppose the kind of fundamental

question is that that's going to happen

anyway so why do we need Incoterms it's

all about delivery and it's all about

it also helps very clearly in how the

seller ends up pricing the product if

you think about all of the different

steps in the shipping process you need

to understand the payment the amount who

you need to understand documentation who

is responsible for completing the

documentation in what documentation is

required and also the insurance so in

terms of covering the risk and Incoterms

is all about defining at what stage

delivery takes place and delivery is

defined as and when the risk of loss

moves from the seller to the buyer now

if there is any gray areas within there

then all you're doing is opening up a

whole degree of uncertainty both to the

buyer and the seller and I guess I I

work with companies when these problems

arise very often and these problems can

arise as part of the shipping process so

you can have good stuck in port if the

documentation is not done properly or

something can happen to the goods so you

may then have a claim on insurance and

then you find out that the goods aren't

insured so you really need clarity at

the very beginning when you're trying to

create and develop a contract and really

the isn't just the seals function within

a company that should be identifying

what the most appropriate incoterm is

the finance and the production all have

a bit an element of a rule really in

terms of identifying for is the most

appropriate incoterm you mentioned early

on there and then it can have an impact

on placing yeah how does that work

if you if you haven't identified an

incoterm as the seller then it's very

unclear what needs to be built into the

price when you are providing a quotation

to the buyer if you're selling under

ex-works it's relatively simple you're

responsible for manufacturing the goods

and the product and then you have them

they're ready to get picked up by the

buyer so there's no transportation or

shipping costs or customs duties and

taxes go into that cost if you're

delivering under DDP delivery duty paid

then is your responsibility as the

seller to cover all of the shipping the

shipping costs the freight the customs

the duties and the taxes so for you to

provide an all in price under the DDP

incoterm to your customer you have to

not only understand that that is your

responsibility you have to understand

what these costs are so if you haven't

done your research for the destination

market for example and you don't

understand the relevant and appropriate

customs duties and taxes for example you

can then get hit with a nasty surprise

so you may think that's what the customs

duties and taxes will be but the reality

might be something very different and

you'll then be at risk and you may have

to take a hit on that transaction okay

but we're also held in the firm that nor

all aspects of the transaction would

necessarily be covered by Incoterms

correct surely that must create bits of

confusion and I know issues for people

if the buyer and the seller use the

incoterm as the contract in itself

incoterm doesn't cover issues to do with

labeling for example any regulatory

issues to do with your product moving

into a particular market you then have

the seals contract with which the

incoterm may be part of that sales

contract so it's important to understand

that Incoterms are there to define the

shipment of portable tangible goods and

risk pasts passes solely from the seller

to the buyer and as much as the delivery

of these Goods but it doesn't cover all

these other aspects of the commercial

transaction right okay we'll probably

come back to that in the next film we're

going to look at the 11 in hotel rooms

that are currently in place but as both

failed already and will heat again in

the film don't panic you don't actually

need to know all of them off by heart

but let's hear a little bit more about

there are currently 11 Incoterms which

were last updated in 2010 if you are new

to exporting and have never heard of

Incoterms before let alone and have an

understanding of how it affects how you

export then it is important to initially

take a step back and consider how

Incoterms will impact on your own

business its business model appetite for

risk and the markets you are looking to

trade with it would be unusual certainly

in the early stages of exporting to have

to acquire a detailed working knowledge

of each and every incoterm firstly

learning everything there is to know

about all eleven terms can be confusing

and complicated it can also be

counterproductive if you don't have any

possible need to use a certain incoterm

it can be confusing when trying to

understand how it impacts on a

commercial transaction within your

business to begin with I would recommend

that you always begin with assessing the

type of commercial transactions that you

would like to put into effect with

customers and suppliers always looking

at the three basic elements mentioned

before place costs and risk and the

impact on the transaction now you need

to begin to get acquainted with the

each incoterm has a three-letter acronym

based on the English description and we

will explain in more detail what the

different Incoterms are the easiest

incoterm to understand and get to grips

three-letter acronym exw this incoterm

identifies that the place of delivery is

the warehouse the seller packs for

export and prepares for dispatch and

pays for the resulting costs and the

risk is passed from the seller to the

buyer when the goods are available for

in here because I think it's probably me

being about stupid but I think I've got

my head round you know the eleven

theorems and what they are but I'm still

not totally clear about how you decide

when to use them or how to use them as

you say maybe it may be the audience are

certain a they are saying they've

grasped this completely so for my

benefit human making how do you decide

this really comes down to a number of

factors but it's whose best place to

carry out the activity so if you are

shipping goods to a destination market

do you have experience of that market do

you understand how the customs duties

taxis and the logistics operate within

that marketplace that may determine

whether you want to agree and Incoterms

where you as the seller in control of

all of these aspects if however you want

to do a nice simple clean cut exporting

where you maybe only want to export

under X works so that you manufacture

your product you label it you package it

you have your commercial invoice you

have it ready for a collection and you

get paid then that's what you're good at

as a business and that's the areas that

you want to deliver and that would be

your part of the incoterm so it really

horses for courses there isn't a right

or a wrong incoterm but it's very much

understanding the flow of the

transaction what I would also always do

at the beginning is I would talk to my

freight forwarder now for new exporters

a freight forwarder is really a freight

company that arranges to take the

product from e to the destination place

place B they can help you with

documentation they can help you with

formalities and customs and duties and

it's very much a case of try and talk to

the freight forwarder understand the

experience of a particular market place

if you're trying to ship goods to the

USA for example make sure that your

freight forwarder has regularly done

and previous experience of taking the

so ask questions and really understand

every single bit of the overall process

taking a step back though with the point

where you're actually looking at your

product on water is the ability to

export how do you fit that in or how do

you fit the Incoterms and around that

because it sounds like it's all part and

parcel of the same thing well it is and

quite often I get situations where the

the seals arm of a business want it to

be really nice and simple and clean so

that they can have the easiest sales

pitch if you like so they might not want

to get cluttered up with customs duties

and taxes so they may say let's sell

under X works however from the logistics

or the finance part of the company there

might then be that risk factor whereby

you're not in control of any of these

elements of the process so the goods

might not get through customs and if

it's done under ex-works you can't you

is not your responsibility at that stage

so that really takes away your ability

to influence that transaction at that

stage because the risk is already past

from yourself to the buyer so it is not

just a case of looking at an incoterm in

isolation and it's not the finance team

having a quick look at what incoterm

suits them because it needs to suit both

the finance the purchasing and the sales

part of the business and it really helps

all aspects of the business are not

positional perspective really linking

together understanding your pricing and

so you've said a couple of times those

new can array or wrong in Kottayam and

again you mean in general terms there

but what you've said seems to imply

though that could be a wrong in Kottayam

for you if you get it wrong in the

context of your business very much so

and it's all about doing what's right

some countries have very differing rules

clearance therefore it may be an

advisable for you to go down the path of

a certain incoterm where you've got new

experience of that country and you're

responsibility for clearing customs and

for working out all the customs taxes

and things we talked last week in terms

of payment methods really trying to

understand your market understanding all

of the aspects surrounding that market

Incoterms is a great example of that

because you really need to understand in

some countries they would maybe say

doing export into this country under a

certain range of Incoterms because you

will likely come across the following

problems and challenges so as with

payment terms if you're trying to move

into a new market please talk with the

SDI offices over in that country you kti

come directly to Inverness chamber and

we can help navigate you through some of

the pitfalls and the challenges of

exporting into a particular market place

and I would always say that the freight

forwarders are very very useful in that

regard especially if you're exporting to

maybe some of the more developing

countries around the world that have

varying rules and regulations to do with

customs and duties that possibly aren't

quite as consistent as they could be I

think it's ok possibly quite I think we

know where you're probably going going

with that one and we're going to work in

this next phone where Tonya's going to

talk in a little bit more detail about

Incoterms but before we do go into that

film just a reminder with one or two

questions in from the audience which is

because this is the second from last

film after we go through the last film

and have a chat with with you and we're

going to be taking your questions so

make sure you get them in as quickly as

possible so now or what to Tanya to hear

a little bit more about the eleven

as you begin to learn about Incoterms

the practical implications of using each

different term becomes apparent from a

practical perspective each incoterm

outlines who is responsible for

transport insurance duties and clearance

before you use Incoterms consider the

country of the buyer some countries

stipulate that set Incoterms are used

while others set chosen Incoterms as

standard practice transport may also

affect your choice as some Incoterms can

only be used for transport by sea and

inland waterways choosing the most

appropriate incoterm for the market you

are selling to is a critical part of

your market entry strategy and is an

area which is often overlooked when

conducting early market research the

Incoterms 2010 are organized into two

categories in Co terms for any mode or

modes of transport exw ex-works FC a

free carrier cpt carriage paid to see IP

carriage and insurance paid dat

delivered at Terminal D ap delivered at

place and DDP delivered duty paid

Incoterms for sea and inland waterway

transport only FAS free alongside ship

fo be free onboard CFR cost and freight

CIF cost insurance and freight when you

initially assess the most appropriate

incoterm for your transaction or

particular geographical market it is

useful to use a table such as the one we

have on the screen just now this

particular table sets out in an

easy-to-read format the different

responsibilities that the buyer and

seller have with respect to the

particular incoterm although each of the

eleven Incoterms are very specific in

terms of what they mean and the rules

and principles surrounding them you

still have to be very careful in your

interpretation as you must be aware of

the context around the transaction to

avoid further misunderstandings and

never touched are not really about

specific countries having specific

requirements in relation to Incoterms

but the film emphasizes that again yeah

how does that work what what do you need

to be a winner over there I think it

really comes down to your research and

your understanding of the market the

slide that's just been up on the screen

responsibilities for the buyer and the

seller is a fantastic tool to have in

your toolbox and when I start to move

into a new marketplace when I work with

a brand new customer in that market I

will always use that even to this day as

my template to understand which of the

Incoterms I would like to use for that

particular transaction in that

marketplace one thing that I would

always do is sit down with my freight

forwarder when I'm entering into a new

country a few years ago I started

exporting a product into East Africa and

I sat down with a freight forwarder

really to understand some of the

pitfalls of exporting into that country

some of the Incoterms that were probably

not advisable to use and I then was able

to eliminate probably eight or nine and

coup terms straight away as not

advisable for a whole range of risk

reasons for my business I was then able

to really understand what at what point

in the shipment process I was at risk

understanding your risk points and

making as clear and concise as possible

helps you choose the right ankle term

for that transaction but it may be the

what is the right anchor term for East

Africa for you as a business might be

the wrong incoterm if you're exporting

to North America and that might have as

much to do with that country and the

processes and the regulations within

that country as it impacts on your own

business as well and our operational

basis okay so the kind of business

culture plays a part depending on the

market does the film also touched on

potential for misunderstandings we don't

get the kind of contact straight

we're do those misunderstandings come in

I think again if you take DDP as an

encode term DDP is where the seller is

responsible for all costs to the

destination place and that's freight

logistics customs duties and taxes but

unless you stipulate who's paying the

local taxes sorry the look of v80 in

that destination market you can have a

gray area there so you tend to find that

if I was selling under DDP but I wanted

the buyer to be responsible for v80 in

I would DDP VAT unpaid right now

quite often the gray area arises in you

would just have DDP as the incoterm

there will be no mention of that unpaid

and regularly I get brought in to

resolve an issue where the seller

assumes that the buyer is picking up the

local v80 the buyer assumes that the

sellers paying it because the incoterm

is DDP and there is no mention of v80

there so that that's just a small

example where you think by covering off

an incoterm you've covered off all the

potential areas for misunderstanding but

actually you're creating an area for

misunderstanding by not following it

through to the final degree so think

through all that very much okay moving

on to our last film this time we're

going to cover the obligations on a sale

of the Incoterms imply so let's hear

finally from Tanya about the sailor's

it is important to understand what your

obligations are as a seller in relation

to Incoterms care should also be taken

when communicating with the buyer in a

new market additional words are

sometimes included in draft contracts in

addition to the simple three-letter

acronym which may lead to confusion if

you the seller do not understand the

meaning for example exw loaded is

sometimes added to the contract wording

if the seller is to load the goods

however if you choose to add words or

clauses to your contract you must make

clear in writing who carries out or pays

for the extra work and who bears the

risk when you are selling goods overseas

and the buyer provides you with a draft

contract to sign you must at all times

be absolutely certain of what you are

entering into by way of contract as

additional cost further down the line in

some shipping contracts traders will use

shipping terms such as terminal handling

charges in relation to FCA free carrier

costs and risks of these charges which

refer to fees charged by shipping lines

for loading or using containers may

differ depending on the port you must

clarify what this means for both buyer

and seller as a rule when contracts use

terms that add or vary from standard

Incoterms they must be explained in

detail in each contract another

important factor when assessing the most

appropriate incoterm is to talk with

your insurance broker and freight

forwarder to ensure that your goods are

able to be insured for the stages of the

transaction you are responsible for and

to make sure your freight forwarder

understands your wishes it is also good

practice to ensure that the buyer has

adequate insurance protection from the

moment they take ownership of the goods

to avoid any mishaps or issues

surrounding potential accidents or

so we finished there with some advice on

insurance in relation to Incoterms from

the sales perspective what are the sorts

of things that we need to be aware of

around insurance the they need to be

aware of risk and they need to be aware

of the incoterm that they choose

Incoterms as we've touched on already is

all about delivery and it's all about at

what point in the process does the risk

move from the buyer to the seller so as

a seller you want to make sure that all

of that risk is eliminated from an

insurance perspective and the worst-case

scenario is that you have a point in

time throughout the shipment where the

goods are uninsured or that you make

some assumptions that the buyer has got

insurance in place so you always need to

be very clear as to where these

potential risk points are going to fall

and what I always urge my exporters to

do is to sit down with their own

insurance broker or with a reputable

insurance broker that deals with

international trade and understands the

markets that they're trying to move in

to and really to look at that audit

perspective of where the risks might sit

as with everything to do with

international trades don't make

assumptions don't assume that because

you're going under X works and that the

buyer is picking up the goods from your

factory don't just make an assumption

that these goods are going to be insured

from the minute that they leave their

leave your premises ask the question

make sure that you see some evidence

that the insurance is in place otherwise

you can land yourself in a position

where something happens to the goods

there's lack of clarity there's

uncertainty as to who is responsible and

who at the end of the day is going to

pick up the pieces right so it's all

about getting that responsibility

okay well I'm very conscious the team is

marching on we've got a question here

from George and George is asking is it

worth using a third party company for

to export for you I think companies like

Western Union can play our very

important part in the export transaction

the one thing I would say if you're

exporting portable tangible goods

chances are you will use a freight

forwarder at some stage some of the

common mistakes are the exporters some

of them have the view that I don't need

to worry about all these aspects of

exporting because my freight forwarder

will deal with it all that can be quite

a dangerous strategy in terms of

exporting and again that would translate

over to companies like Western Union so

long as you're understanding what you

are actually asking Western Union or

your freight forwarders to do on your

behalf what the implications are for the

different tasks that you're asking them

to do that can be a very effective way

of helping you export into range of

different markets and make sure that you

get paid when in fact trying to do all

yourself might be far more complicated

or might have impact on your own

capacity as a business so yes in the

right circumstances I would say but make

sure that you are understanding all of

the different pet falls and the

different elements of their assistance

because at the end of the day if the

documentation is not completed correctly

if the insurance isn't in place and you

don't get paid then it's you as a

business that are liable and responsible

and you don't want to be left picking up

okay so ultimately it comes back back to

you very much so my second a Filardi

you've been talking about goods here the

Inca theorem is apply at all to services

or is it just good the vast vast

majority of the time is to do with

portable goods there could be very very

occasional situations where you could

have a supply contract that has the

majority of services but there is a an

element of portable tangible goods built

but in the vast majority of time

it would not really specifically to

services right so it's a it's a good not

quite goods only but it says yeah yeah

we did have a question from someone when

sailing into the u.s. II my customer

told me the Inka theorems aren't

applicable exporting into the USA can be

very challenging for a range of

different reasons and what I would

always say to that is just come back to

the first principles that we've talked

about in terms of Incoterms Incoterms

are on a global scale some countries may

have certain interpretations of the

different eleven Incoterms that's

another reason why you want to be

absolutely clear and precise what you

mean by that incoterm so you're spelling

it out in the sales contract or in the

agency agreement or in forever as the

commercial agreement that you're

building round about the incoterm so

it's just as applicable in the US as it

is elsewhere but just be careful and

make sure that you're covering off all

your bases okay so we managed to dispel

yeah if nothing else today we'll say I

want to dispel the the American myth

we're almost 18 but I'm conscious of the

fact that we've got another webcast

coming up very soon and the next time

around we were going to be looking at

appointing and managing agents which we

kind of almost started to touch on one

deal and this is your opportunity again

you know if you obtain to sell it to the

viewers why can they not miss out on

that next webcast appointing that eye

agent or distributor can be absolutely

vital for you to successfully take a

product into a new market the difference

between choosing the right agent or

distributor as opposed to one that isn't

as effective can really impact on your

ability to successfully move into that

market place so there are lots of myths

there are lots of assumptions made when

it comes to appointing agents and

distributors there can be different

things to look out for in different

parts of the world and in different

parts of the EU so it isn't a consistent

framework within the European Union

although there are lots of directives in

and around their agency law so the next

webinar will touch on some really

practical hints and ideas and thoughts

that can enable you to choose the right

and the most appropriate agent and

distributor for the market that you're

trying to move into because again it's

like any business relationship I imagine

if you get it right then those huge

potential plus seeds but the conveyance

of that get it wrong it can kill the

opportunity in the market and it can

leave you as the exporter with a whole

bunch of liabilities that you didn't

expect well as you may believe that

you're looking at as a great sales

opportunity if you choose the wrong

option it can really really stop that

particular market okay so on in our next

session that's what we'll be covering

and that session is coming up in a

couple of weeks time it's on Thursday

same time twelve o'clock so we look

forward to seeing you there if you

haven't booked already just before we go

though just to remind you that some of

the slides that I've been on today as

part of the pre-recorded sessions you

can download them from underneath the

you can also click on the link to the

smart export or page on Halen's and

analyze enterprises website we are

there's a whole range of information

some of the things that you ins talk

about in relation to places the issue

and things to see and also of course if

you want to book on any of the other

workshops or webinars that are going to

be run over the next couple of months so

click on the link immediately below this

window and that will take you through to

the Highlands and ours enterprises a

smart exporter web page so all that

remains is for me to say thanks very

much for joining us we really hope

you'll be able to come back again on

Thursday the 12th of March so that's a

couple of weeks from now Thursday that's

well for March when we'll be looking at

appointing and managing agents thanks