7: Understanding INCOTERMS

Internationally Standardised Shipping Terms
(Runtime: 6:58 minutes)

In this 7th session of Export-U2 we will briefly introduce INCOTERMS and explain how they are used in international trade. These internationally standardized terms define the responsibilities of exporters and importers for various phases of the shipping process. They also clarify pricing, by spelling-out who is responsible for which shipping costs. Our goal is to briefly introduce INCOTERMS and give references for more detailed investigation.

Bob ErwinBob Erwin, who teaches this session, is Senior International Business Consultant with the University of Georgia SBDC International Trade Center. He has over 30 years of experience in the field of international trade. Prior to joining UGA he held numerous senior positions in government and industry, and has worked in over 25 countries. Previous positions include: Commercial Vice Consul with the British Consulate General -Atlanta; Executive Director of the American Building Products Export Council- Washington, DC; and Director of the International Trade Division of the Georgia Department of Industry, Trade & Tourism. Mr. Erwin is a registered architect and holds a B.A., B.Arch, and M.Arch from Syracuse University. He has also served as President of the National Association of  Small Business International Trade Educators (NASBITE). He is a NASBITE  Certified Global Business Professional, and a NASBITE Distinguished Fellow.

Supporting Materials:  PDF copies of the slides in this presentation are available for free download in the “Resources” section of this website. Requests for copies of the original PowerPoints will be considered on a case-by-case basis. All material herein are copyrighted by the Small Business Development Centers of the University of Georgia.


  1. You Ready?      2. Mkt. Intelligence       3. More Intelligence        4. Costing        5. Mkt. Approach         6. Tradeshows        7. Incoterms       8. Payment        9. SBA Financing       10. Websites       11. Risk Mgmt.       12. Documents