Topic 1 – Demonstrate an understanding of the services offered by the company.

• The concept of sales target setting and performance measurement is explained in terms of the freight forwarding environment.
• Target setting and performance measurement may include but are not limited to call rates and sales targets.
• The reasons for freight forwarding are explained in the context of adding value to importers and exporters

Topic 2 – The services offered by the company are explained for the purpose of communicating them to potential clients.

• Services may include but are not limited to surface and airfreight imports and exports, customs brokerage, insurance, warehouse and inventory management, integrated/end to end supply chain solutions and perishable, valuable, dangerous, project specialised cargo solutions.
• The unique strengths of the company are identified as selling tools.
• Different selling techniques are described using practical examples for different situations.
• Different selling techniques may include but are not limited to questioning, resolving scepticism, resolving misunderstanding, resolving indifference, resolving drawback.

Topic 3 – Identify potential sales targets.

• Company information resources are used to identify potential business.
• Company information resources may include but are not limited to customer records, sales leads, operational information, and overseas sales visits.
• External data is used to identify potential clients.
• External data may include but is not limited to trade journals and other business media, government and financial trade information, networking contacts, operational audit information, trade exhibitions and conferences.
• Data base of potential clients is created for the purpose of recording and monitoring sales progress.
• Potential clients are evaluated for creditworthiness and anticipated contributions to company results in terms of company policies.

Topic 4 – Quantify and evaluate client needs.

• Potential client background is explored in order to become familiar with the client’s overall business.
• Potential clients are interviewed for the purpose of determining their international needs.
• Potential client needs are evaluated against company resources and policies.
• Third party service offerings are negotiated in terms of client requirements.
• Results of evaluations are examined for the purpose of structuring the sales pitch.
• The consequences of using inappropriate sales approaches are explained in the context of the freight forwarding industry.

Topic 5 – Formulate proposal to meet client requirements.

• The proposal is drafted to meet client requirements and organisational policies and procedures.
• The draft proposal is submitted to affected internal parties for final verification.
• Preparation for the presentation of the proposal is undertaken in consultation with affected parties.
• The finalised proposal is submitted to client in terms of agreed sales pitch.

Topic 6 – Negotiate service offerings.

• The proposal is discussed in order to identify any areas of client concern.
• Negotiations are undertaken to resolve any areas of concern with the organisation, the client organisation and third parties.
• The shape of the final contract is agreed for the purpose of writing the contract terms and conditionsThe shape of the final contract may include but is not limited to definitions, scope, standard trading conditions, delivery terms, rates, tariffs, reporting, remedies for non performance, payment terms, resolution of disputes, service level standards, specified third parties and documentation requirements.
• The consequences of not covering all aspects of the contractual conditions are explained with examples.

Topic –  Finalise service terms and conditions.

• The final contract document is drafted and submitted for verification and approval.
  The final contract document may include but is not limited to service level agreement, standard operating procedure.
• Client contract support documentation is obtained in terms of organisational policies and procedures and statutory requirements. Client support documentation may include but is not limited to clearing and delivery instructions, routing orders, insurance instructions, credit application, suretyship, customs determinations, bond and rebate store registrations and records and permits.
• New client data is recorded and communicated to affected parties according to organisational policies and procedures.
• The consequences of omitting to obtain written agreement on all aspects of the operation and of omitting to obtain all relevant client support documentation are explained with examples.

Topic 8 – Provide on-going support to clients.

• Support programme is agreed between sales and internal departments in terms of client requirements and organisational policy.
• Schedule of support calls is drawn up in accordance with support programme.
• Records of support calls are communicated to affected parties for corrective and preventative action.Extended sales opportunities are identified and reported for action.

After completing this training you should be able to:

• Demonstrate an understanding of the services offered by the company.
• Identify potential sales targets.
• Quantify and evaluate client needs.
• Formulate proposals to meet clients requirements.
• Negotiate service offerings.
• Finalise service terms and conditions.
• Provide on-going support to clients.

Why do you need this training?

Freight forwarders like many companies offer their services for a fee, to maximise sales and secure future business it is imperative that employees are trained in this field and have a clear set of rules to work with.

Duration

You may begin at anytime and the training should take approximately 4 weeks to complete on a part time basis.

Course Delivery

The course is delivered through the School of Shipping Learning website and allows you to study at your own pace. You may begin and register any time. A Subject Matter Expert and will provide you with academic support through the learning website and a Course Coordinator will also be available on email and telephone to provide you with administrative support.

Assessment and Award of the Certificate

You are not required to write any exams, assessments are completed online. You will need to achieve a mark of at least 60% for each assessment to receive the certification. Should you not gain competency on your first attempt one more resubmission will be allowed at no additional cost.

Entry Requirements

The only entry requirement for this course is a desire to learn and advance your career.

In order to do this course, you will need:

• An email account
• Access to a computer and the internet
• Be able to open and read PDF documents
• Read and write in the English language

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INTERPRET MAPS.

• The importance of ability to read maps in explained in the context of freight forwarding.
• Various types of map are analysed in order to identify key geographic features.
• The difference between expenditure and revenue are explained as they apply to freight forwarding. Localities of points on the earth`s surface are explained by means of latitude and longitude.
• Distances are calculated using the scale of a map.
• Approximate heights of points on the earth`s surface are determined using maps.

LOCATE MAJOR GEOGRAPHICAL POINTS.

• The major continents of geographical locations are identified on a world map.
• The major oceans, seas and waterways are located on a world map.
• Geographical locations of major ports are identified on a world map
• Geographical locations of major airports are identified on a world map.

EXPLAIN THE IMPORTANCE OF GEOGRAPHICAL ASPECTS ON INTERNATIONAL TRADE.

• The importance of socio-political structures is explained in the context of effective communication between trading partners.
• The need for the understanding of and sensitivity to different religious, cultural and value systems is explained in the context of handling diversity in international trade.
• The effects of climatic conditions on cargo flows and constraints on international transport are explained in the context of international trade.
• The importance of identifying the different currencies used in international transactions is explained in the context of freight forwarding operations.

EXPLAIN TRADE ROUTES.

• South Africa`s major trade routes are identified on a map.
• The ways in which trade routes change are explained with examples of varying trade alliances and commodity fluctuations.
• South Africa`s major trading partners are identified in terms of the trade agreements and groupings which have been established.
• A list is made of the top 15 major export and import commodities from and to South Africa by sea for the purpose of illustrating South Africa`s trading activities.

Duration 

This course is self-paced. You may begin at any time and should take approximately 2 weeks to complete on a part time basis. (6-8 Hours of Study)

Course Delivery

The course is delivered through the School of Shipping Learning website and allows you to study at your own pace. Our courses can be started on Demand.

A Subject Matter Expert with over 40 years Managerial and operational experience in Freight Forwarding, International Trade and customs compliance  will provide you with academic support through the learning website and a Course Coordinator will also be available on email and telephone to provide you with administrative support.

Assessment and Award of the Certificate

Each module has a formative and summative assessment which you will need to achieve a mark of 60% or higher for to receive the certification.

Entry Requirements

In order to do this course you will require:

• An email account
• Access to a computer and the internet
• Be able to open and read PDF documents
• A keen desire to learn and advance your career

If you need to learn how to  Export then please navigate to our  Export course here 

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Candidate Target:  Import / Export administrators / Controllers / Clerks

In this Freight Forwarding online short course you will learn about the role of the Freight Forwarder in the airfreight environment, the structure of the surface freight environment, the administration of forwarding and clearing, basic invoicing and accounting, Incoterms 2020 Rules , Maritime Geography and Cargo routing, Tariff Classification, International Trade. For In-depth Customs clearing Training click here

Try a Sample course by clicking here , Scroll to the bottom of the page and use the Guest login

Freight Forwarding course Content

Module 1: Structure of the airfreight forwarding environment:

• The respective roles of the international regulatory and industry representative bodies are described in terms of their impact on airfreight forwarding. (Range: The international regulatory and industry representative bodies are the International Air Transport Association (IATA), the International Civil Aviation Organisation (ICAO), The International Air Cargo Association and the International Federation of Freight Forwarders Association (FIATA).
• The parties involved in airfreight are identified in terms of moving air freighted cargo door to door.
• The roles of the parties involved in airfreight are described in order to identify areas of responsibility.
• The forwarder’s responsibilities are described from the perspective of planning, organising and controlling the movement of internationally traded cargo.
• The purposes of different air waybills are described in terms of their being the prime airfreight documents. (Range: Airwaybills includes master and house airwaybills)
• The reasons for choosing airfreight are explained in terms of satisfying importers` and exporters` requirements.
• Buyers` and sellers` respective roles in selecting required airfreight services are identified with reference to the Incoterms®.
• The advantages and disadvantages of the different airfreight services are discussed in relation to importers` and exporters` needs. (Range: Airfreight services includes straight, consolidated and charter)
• The consequences of using an inappropriate airfreight service are described in terms of the relationship of the importer and/or exporter with the forwarder
• Cargo handling and securing equipment is identified for airfreight cargo. (Range: Cargo handling equipment includes but is not limited to: Forklifts, gantry cranes, roller beds, slip sheets rope, slings nets, tie downs)
• The equipment used in flight operations is identified for the unitisation and securing of airfreighted cargo. (Range: Equipment used in flight operations includes, but is not limited to platforms, unit load devices (ULD’s), slings, crates, nets, tie downs)
• The requirements of different cargo types are differentiated in terms of cargo handling and flight operations equipment.(Range: Cargo types may include but is not limited to general cargo, abnormal cargo, perishable cargo, refrigerated cargo, live animals, human remains and other goods listed by IATA under Class Rates)
• The facilities used at airports are identified for airfreighted cargo. (Range: Facilities may include but is not limited to airline and forwarder bond stores, customs facilities, plant and other inspection facilities, cargo collection and handover facilities)
• The conventions used to identify international airports are explained in terms of the ISO codes.
• The method used to route cargo internationally is explained in terms of forwarding procedures.

Module 2: Structure of the surface freight forwarding environment:

• The impact of international regulatory and industry representative bodies is described in terms of surface freight forwarding industry. (Range: International regulatory and industry representative bodies includes United Nations Conference on Trade and Development (UNTAG), International Chamber of Commerce (ICC), World Customs Organisation (WCO), World Trade Organisation (WTO), World Bank, Baltic and International Maritime Council (BIMCO), International Maritime Organisation (IMO), International Federation of Freight Forwarders Associations (FIATA).
• The seafreight industry is described in terms of the services provided for importers and exporters. (Range: Services provided may include but is not limited to tramp operations, liner operations, break bulk and containerised.)
• The respective roles of the different role players in executing international surface logistics operations is explained in terms of the value they add to importers and exporters.
• in this freight forwarding course the role of the freight forwarder is described in terms of designing and executing international logistics systems. (Range: The prime documents requirements for the different modes and nodes of transport are identified for the execution of international surface transport operations.)
• The prime documents requirements for the different modes and nodes of transport are identified for the execution of international surface transport operations. (Range: Prime document requirements may include but is not limited to documents that are an absolute requirement for the execution of a surface operation: Bill of lading, Rail/Road Consignment note, Commercial invoice and Port Trading Documents.)
• South Africa`s road and rail infrastructure is described in the context of movement of imports and exports.
• The facilities provided by cargo handling installations are described in relation to surface freight operations. (Range: Cargo handling installations may include but is not limited to ports and harbours, terminals, depots, sidings and warehouses.)
• Road vehicles are described in terms of their capabilities and limitations
• Rail trucks used to transport goods over-border and for export are described in terms of their capabilities and limitations.
• Types of vessel are identified for the transport of different cargoes. (Range: Types of vessel may include but is not limited to bulk, tanker, cellular, multi-purpose, Roll On-Roll Off (RORO), reefer, gas and livestock.)
• The facilities used at ports and harbours are identified for vessels and cargo.  (Range: Facilities may include but is not limited to Quays, berths, shoreside gantries and cranes, floating cranes, bulk storage facilities, warehouses, liquid storage and pumping facilities, dry and graving docks.)
• The services provided in ports and harbours are identified for vessels and cargo.  (Range: Services may include but is not limited to customs, port health, plant inspectorate, port captain, chandlers, stevedores, bunker services, tallying and, ships agencies)

Module 3: Administration of freight forwarding & clearing operations:  

• The key performance areas of the airfreight export and airfreight import control functions are explained in the context of a freight forwarding organisation.
• The operations of the airfreight import deconsolidation function are described in terms of a freight forwarding and/or consolidation organisation.
• The operations of the airfreight export consolidation function are described in terms of a freight forwarding and/or consolidation organisation.
• The road and rail transport requirements of exporters and importers are described for an over-border freight forwarding operation.  (Range: Transport requirements may include but are not limited to loading and securing, transit time, permits and routing.)
• The Customs and VAT compliance processes are described for an over-border freight forwarding operation.
• The customer service requirements are described of an over-border freight forwarding operation
• Value added by the surface freight function is described in terms of the key services of a surface freight function.  (Range: Key services may include but is not limited to bulk, breakbulk, full container load, less than container load/groupage, road, rail, sea, and multimodal services.)
• Specialised services provided by the surface freight function are described in terms of a freight forwarding organisation.  (Range: Specialised services may include but is not limited to projects, perishables, dangerous goods movement and insurance and finance services.)
• Customer service requirements of a surface operation are described for a forwarding organisation.
• Essential activities carried out by the clearing/compliance function are described for air and surface forwarding operations. (Range: Essential activities may include but are not limited to Customs clearance procedures, port/airport, carrier, depot, terminal release procedures and compliance with other statutory requirements such as port health.)
• Consultancy/advice services as rendered by the clearing/compliance function are described for a freight forwarding/customs broking operation. (Range: Consultancy/advice services may include but are not limited to Customs tariffing and valuation, tariff protection and relief and management of exposure to statutory charges.)
• Client service requirements of a Customs clearing and compliance operation are described for a forwarding organisation.
• The role of the Human Resources/Industrial Relations Department is described in terms of the value added to the competitiveness of a freight forwarding organisation.
• The information technology requirements of a freight forwarding organisation are described in terms of the visibility requirements of international supply chains.
• The importance of administering claims is explained in terms of client service requirements. (Range: Claims may include but are not limited to insurance, Customs and other statutory charge refunds.)
• The particular finance and accounting requirements of freight forwarders are described in terms of competitive advantage. (Range: Finance and accounting requirements may include but are not limited to cash flow management, VAT standard and zero rating differential requirements and foreign exchange requirements.)

Module 4 :Generate shipment cost estimates Online Short Course

• Determine cost criteria.
• The cost structure and terminology is explained in terms of door-to-door multimodal transport operations.
• Multimodal may include but are not limited to courier, air, road, rail, sea and combinations thereof.
• Charges are determined by comparing volume and weight.
• Criteria may include but is not limited to freight tonnage, chargeable weight, road freight ton and harbour tonnage.
• Cargo characteristics and client requirements are examined in order to determine transport mode.
• Cost elements applicable to the transaction, are identified for the purpose of calculating the estimate.
• Cost elements may include but are not limited to contract purchase terms, routing and mode options, statutory charges, third party providers and customer specific rates.
• The consequences of not including all cost elements and miscalculating freight tonnages are explained in terms of client relations.
• Select routing structure.
• Routing options are analysed for the purpose of selecting the most appropriate option to suit client’s needs.
• Recommendations are made to client on the appropriate option.
• Agreement is obtained on the routing and mode to be used in the estimate.
• Calculate and communicate estimates.
• Cost structure is identified appropriate to the selected mode and routing.
• Estimate of costs are determined in accordance with selected criteria.
• Completed estimates are submitted for checking and approval in accordance with organisational policies and procedures.
• Approved estimates incorporating endorsements are passed on to authorised parties.
• Endorsements may include but are not limited to company standard trading conditions, ruling exchange rates, third party quotations and conditions.
• Estimates are referenced and recorded for the purposes of monitoring acceptance and of comparing costs of actual corresponding shipments.
• The consequences of submitting inaccurate, unapproved and unendorsed estimates are explained with examples.

Module 5: Incoterms ® 2020 Rules:

In-depth explanation of The Incoterms® used in the contract of sale effecting buyers and sellers risks and obligations.

• What are Incoterms?
• History of Incoterms
• Purpose of Incoterms
• Structure of Incoterms
• Key changes in Incoterms 2020
• EXW – Ex Works
• FCA – Free Carrier
• FAS – Free Alongside Ship
• FOB – Free on Board
• CFR – Cost and Freight
• CIF – Cost, Insurance and Freight
• CPT – Carriage Paid To
• CIP – Carriage and Insurance Paid to
• DAP – Delivered at Place
• DPU – Delivered Place Unpacked
• DDP – Delivered Duty Paid
• Factors to consider when choosing an Incoterm
• How to select the right Incoterm for your transaction
• Avoiding common mistakes when using Incoterms
• Make recommendations

Module 6: Secure freight forwarding business 

• Demonstrating an understanding of the services offered by the company.
• Identifying potential sales targets.
• Quantifying and evaluating client needs.
• Formulating proposal to meet client requirements.
• Negotiating service offerings.
• Finalising service terms and conditions.
• Providing on-going support to clients.

Module 7: Customs Tariff Classification:

Learn how to use the Tariff Book to classify Goods according to the harmonised system:

• A brief history of the Harmonised System is given in accordance with the background of the World Customs Organisation (WCO).
• The purpose of Harmonised System is explained in terms of the World Customs Organisation (WCO).
• The Rules of Interpretation are explained in terms of the introduction to the Harmonised Commodity Description and Coding system.
• The section, chapter and (sub)heading notes are used to classify given commodities.
• The concept of the eight digit (sub)heading is explained in order to be able to interpret what would be foreign, local or international heading given on an invoice.
• The commodity is categorised according to the South African Tariff up to the eight digit (sub)heading.(A minimum of 30 products must be classified)
• Mass for duty purposes is explained in order to differentiate between gross mass, net mass and legal mass.
• Conversion calculations are carried out in order to establish the units of measure for classification purposes.(Units of measure may include but are not limited to mass, volume, length, electrical, height, litreage.

Module 10: The Groupage process for Surface Freight

Releasing groupage containers for unpacking

• The instructions of overseas groupage principals are analysed to determine container unpack procedures.
• Container transfer and release instructions are issued to container carrier and unpack depot in accordance organisational procedures.
• The release instructions are issued to unpack depot in accordance with the instructions of overseas groupage principals.

Bringing to account overseas and local collect charges.

• The charging instructions of overseas groupage principals and local tariffs are used to calculate charges due on each groupage consignment.
• Groupage charges are processed into profit and loss reconciliations in accordance with organisational procedures.
• Groupage invoicing and reconciliations are submitted for verification in accordance with organisational procedures.
• The consequences of miscalculating groupage charges are explained in terms of their effects on the local organisation and overseas groupage principal.

Releasing groupage consignments.

• Shipped on board and charging information is conveyed to releasing agents in order to effect release.
• The documentation of releasing agent’s is checked to verify proof of title to goods, Customs and harbour release and payment of groupage charges.
• Groupage release authorisation is issued to enable upliftment and delivery of goods.

Carrying out acquittal and claims procedures.

• The release and groupage manifest documentation is collated to prepare groupage acquittal.
• Groupage acquittals are submitted in terms of Customs regulations and deadlines.
• Claims in respect of lost, damaged and discrepant cargo are recorded and communicated to affected parties for finalisation.

Duration

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