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CERTIFIED INTERNATIONAL TRADE PROFESSIONAL (CITP)

Competency Profile

TABLE OF CONTENTS ACKNOWLEDGEMENTS


..................................................... 2

STEPS IN REVIEW AND UPDATE PROCESS ........... 7


A. Competency Profile Framework .............................................. 7 B. Competency Development ........................................................ 7 C. Competency Profile Validation ................................................. 7

NATIONAL TASK FORCE (NTF) ...................................................... 2 CITP Designation ............................................................................. 2 COMPETENCY PROFILE WORKING GROUPS ............................ 2 Eastern Region ................................................................................ 2 Central Region ................................................................................. 3 Western Region ............................................................................... 3 GAP ANALYSIS WORKING GROUPS ........................................... 3 Global Entrepreneurship ................................................................ 3 International Marketing ................................................................. 4 Trade Finance .................................................................................. 4 Trade Logistics ................................................................................. 4 Market Entry & Distribution .......................................................... 4 Trade Research ............................................................................... 4 Legal Aspects .................................................................................. 4 Trade Management ......................................................................... 4

INTRODUCTION ....................................................................... 5 Overview ........................................................................................... 5 CITP Definition .............................................................................. 5 CITP Designation ......................................................................... 5 Purpose of CITP Competency Profile .......................................... 5 PROCESS FOR REVISION AND UPDATE
.................. 6 National Task Force (NTF) ............................................................. 6 Regional Working Groups .............................................................. 6 Gap Analysis Working Groups ...................................................... 6

COMPETENCY PROFILE ...................................................... 9 The Framework/Categories ........................................................... 9 Core Competencies ........................................................................ 9 Competencies .................................................................................. 9 Specific Knowledge and/or Skill Criteria .................................... 9 Category 1 Global Business Environment............................. 10 Category 2 International Marketing ...................................... 12 Category 3 International Trade Research ............................ 14 Category 4 International Trade Finance ............................... 15 Category 5 Global Supply Chain Management ................... 17 Category 6 International Market Entry Strategies ............. 20 Category 7 Legal Aspects of International Trade ............... 22 Category 8 An Ethical Approach to International Business .. 24 Category 9 Cultural Aspects of International Business .... 25 Category 10 The Internet, E-commerce and Technologies in Support of International Trade ...................... 27 Category 11 International Trade Management ..................... 28

CERTIFIED INTERNATIONAL TRADE PROFESSIONAL (CITP)

Competency Profile

CENTRAL REGION
Jay ASPIN, CITP International Trade Advisor North Bay & District Chamber of Commerce Lisa AVERY, CITP Export Regulations Advisor IBM Canada Darcy FERRON, CITP Consultant International Financial Consulting Charles JANTHUR, CITP Vice President, Money Market DEPAG Deposit Agency of Canada Inc. Llynne PLANTE, CITP Office of Small & Medium Enterprises Public Works and Government Services Canada Ennio VITA-FINZI Managing Partner The Phoenix-Paragon Group Miriam WALL, CITP Coordinator, International Business Programs Confederation College

WESTERN REGION
Ted BENSON, CITP The Arbours Bed & Breakfast Jim BOERMA, CITP Marketing Manager Unifiller Systems Inc. Darcy FERRON, CITP Consultant International Financial Consulting Joshua HODGSON, CITP Trade Commissioner International Trade Canada Glen MILLARD, CITP Director, International Finance & Logistics Saskatchewan Trade and Export Partnership (STEP) Peter MUHLENFELD Marketing and Sales Manager Champion Petfoods Ltd. Doug TAYLOR, CITP Managing Director Pacific Business Intelligence Ltd Garrett WASNY, CITP Senior Program Officer Western Economic Diversification Canada

G A P A N A LY S I S W O R K I N G G R O U P S

GLOBAL ENTREPRENEURSHIP
Louis FERGUSON Professeur Associ Dpartement des Sciences administratives Universit du Qubec Douglas MARSHALL, CITP President Douglas L. Marshall and Associates Bruce MILLAR Principal TDV Global

CERTIFIED INTERNATIONAL TRADE PROFESSIONAL (CITP)

Competency Profile

INTERNATIONAL MARKETING
Michel DOUCET Chef du dpartement - Administration et commerce Collge communautaire du Nouveau Brunswick Scott FERRIS, CITP Coordinator of International Programs School of Business Administration University of Prince Edward Island Barrie REID, CITP Faculty of International Business Nova Scotia Community College (NSCC)

TRADE FINANCE
Norm HOTCHKISS, CITP President Cedar Ridge Holdings Charles JANTHUR, CITP Vice President Money Market DEPAG Deposit Agency of Canada Inc. Mike NASSER, CITP Senior Partner Qualimpex Inc.

TRADE LOGISTICS
Patrick LIEM FITT Program Coordinator Vancouver Career College John W. MACDONALD, CITP Principal MacDonald Learning International (MLI) David WALLACE Trade Consultant D.H. Wallace & Associates

MARKET ENTRY & DISTRIBUTION


Ray GUY, CITP Ray Guy International John W. MACDONALD, CITP Principal MacDonald Learning International (MLI) David WALLACE Trade Consultant D.H. Wallace & Associates

TRADE RESEARCH
Norm HOTCHKISS, CITP President Cedar Ridge Holdings Louis FERGUSON Professeur Associ Dpartement des Sciences administratives Universit du Qubec Dianne WOODS, CITP Instructor Bissett School of Business Mount Royal College

LEGAL ASPECTS
Phillip FARB Instructor Seneca College William E. KOSAR R.F.N. Management Inc. Pat PAPADEAS Professor St. Clair College

TRADE MANAGEMENT
Ren CRESPO, CITP Export Sales Manager TVM Building Products Ray GUY, CITP Ray Guy International Gary SAWCHUK Manager International Business Program Mohawk College

CERTIFIED INTERNATIONAL TRADE PROFESSIONAL (CITP)

Competency Profile

PROCESS FOR REVISION AND UPDATE National Task Force (NTF)


The FITT Board of Directors appointed a National Task Force (NTF) to provide project oversight, contextual information and access to experts and other stakeholders in this initiative. The NTF membership consisted of eight members with regional representation. Two members had French as their first language and four were members of the FITT Certification and Accreditation Committee (CAC). In addition, the NTF members possessed expertise in the majority of the 8 International Trade areas and were CITPs with at least four years experience in international trade. The NTFs mandate was to ensure that the competency statements accurately described the credential-worthy skills and knowledge expected of a CITP. The specific activities undertaken by the NTF were to develop a framework in which to categorize or group the CITP competencies; to review and approve the CITP Competency Profile; to review and approve the French translated CITP Competency Profile and to bring forward any regional/national issues related to the CITP designation. The responsibilities of the Regional Working Groups included making recommendations on the competency revision and update process and its application; building competency statements that described what international trade professionals need to know and do to be effective; and participating in the review of each others work.

Gap Analysis Working Groups


The criteria for international trade professionals to participate in the gap analysis process included in-depth knowledge of the FITTskills program as evidenced by either a CITP designation; experience as a FITTskills instructor or subject matter expert; a minimum of four years experience in international trade, practicing or instructing in international trade at the time of appointment and in-depth knowledge of assigned international trade domain. Eight gap analysis working groups were identified to ensure coverage of all FITTskills courses: Global Entrepreneurship, International Marketing, International Trade Finance, International Trade Logistics, International Market Entry and Distribution, International Trade Research, Legal Aspects of International Trade, and International Trade Management. The responsibilities of the gap analysis working groups were to link the CITP competencies to the FITTskills learning objectives, identify the CITP competencies not covered in the FITTskills learning objectives and suggest the new learning objectives. They were also to identify existing learning objectives that do not appear to map to the new competency profile and recommend modifications or removal, and identify future potential improvements to the FITTskills materials.

Regional Working Groups


Three Regional Working Groups (Halifax, Ottawa, Vancouver) were mandated to produce a draft competency profile for the CITP designation. Each group consisted of individuals who collectively were representative of all international trade areas, all regions of the country and both official languages. In addition, members of the Regional Working Groups were familiar with commonly accepted standards of practice for international trade professionals and with the competencies (knowledge, skills, abilities, attitudes and judgement) of international trade professionals.
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CERTIFIED INTERNATIONAL TRADE PROFESSIONAL (CITP)

Competency Profile

STEPS IN REVIEW AND UPDATE PROCESS A. Competency Profile Framework


The initial task of the NTF was to develop a framework in which to categorize or group the CITP competencies. The main task was to ensure that the competency statements developed accurately reflected the credential-worthy skills and knowledge expected of a CITP.

C. Competency Profile Validation


The validation of the competency profile was a critical step in the development of the revised and updated CITP profile. A validation survey instrument was developed and administered via the Internet. An invitation was sent to all CITPs asking them to complete the online survey. Ratings were provided by the respondents on the applicability, level of performance, and frequency of performance or use for each competency statement. The survey results provided FITT with a validated profile that reflects the needs of international trade professional. In addition, this competency review survey provided an integral step in the establishment of a professional criterion-referenced examination.

B. Competency Development
The three regional working groups (Halifax, Ottawa, Vancouver) collectively developed the competency statements within the established framework. These competency statements were further defined by specific knowledge and skill criteria and constitute the complete revised and updated competency profile. The NTF reviewed and approved the competency profile and moved to the validation process.

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COMPETENCY PROFILE The Framework/Categories


The following categories represent the framework used to group the skills and knowledge required for credentialworthy performance of international trade professionals: 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. Global Business Environment International Marketing International Trade Research International Trade Finance Global Supply Chain Management International Market Entry Strategies Legal Aspects of International Trade An Ethical Approach to International Business Cultural Aspects of International Business The Internet, E-commerce and Technologies in Support of International Trade 11. International Trade Management

Competencies
There are 86 CITP competencies as identified by industry practitioners. They are the cornerstone of the FITTskills program. These competencies guide the development of curricula and the learning objectives of the courses. Each competency in each international trade discipline is linked to these learning objectives. The following competencies are the result of the 2005/2006 update as conducted by FITT trade professionals and reviewed and approved by the FITT National Task Force (NTF). These competencies and the subsequent course learning objectives are the foundation of the national examinations.

Specific Knowledge and/or Skill Criteria


To provide additional details, the working groups further broke down the competencies into specific knowledge and/or skill criteria. These detailed elements will assist in the development of additional course content and learning objectives.

Core Competencies
Each category is accompanied by a core competency that gives a broad overview of the requirements of an international trade professional within the category.

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Competency Profile

CATEGORY 1 GLOBAL BUSINESS ENVIRONMENT Core Competency


The CITP understands the context in which international trade takes place and recognizes the opportunities and challenges it represents for business. The CITP applies this knowledge to operate successfully in the international business environment. Competency 1.1 Recognizes the characteristics of a global marketplace Specific Knowledge or Skill Criteria 1.1.a Understands the theory and practice of international business 1.1.b Is aware of the history and development of the modern global economy 1.1.c Recognizes the impact of the global economy on the competitive environment 1.1.d Distinguishes global trade patterns in different regions of the world Competency 1.2 Understands the drivers of globalization Specific Knowledge or Skill Criteria 1.2.a Decrease in trade and investment barriers 1.2.b Technological innovations (e.g., communication, manufacturing, transportation) Competency 1.3 Is aware of the implications of globalization for Canadian business Competency 1.4 Understands the nature and importance of Canadas trading partners Specific Knowledge or Skill Criteria 1.4.a United States and Mexico 1.4.b Europe 1.4.c Pacific Rim Countries 1.4.d Latin America and the Caribbean 1.4.e Africa and Middle East Competency 1.5 Understands the issues associated with globalization Specific Knowledge or Skill Criteria 1.5.a Regulatory issues 1.5.b Demographic issues 1.5.c Social issues 1.5.d Environmental issues 1.5.e Ethical issues 1.5.f Political issues 1.5.g Business issues Competency 1.6 Is aware of the role the following international institutions play in supporting or facilitating international trade Specific Knowledge or Skill Criteria 1.6.a Export credit agencies 1.6.b International financial institutions (e.g., development banks)
1.6.c 1.6.d World Trade Organization United Nations

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Specific Knowledge or Skill Criteria 1.3.a Evolution of Canadas trade patterns 1.3.b Canadas trade balance

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Competency 1.7 Understands various forms of cooperation and integration of national economies Specific Knowledge or Skill Criteria 1.7.a Free trade areas 1.7.b Customs unions 1.7.c Common markets 1.7.d Economic integration 1.7.e Political integration Competency 1.8 Understands major international trade agreements, including Specific Knowledge or Skill Criteria 1.8.a North American Free Trade Agreement (NAFTA) 1.8.b European Union (EU) 1.8.c Association of Southeast Asian Nations (ASEAN) 1.8.d Caribbean Community and Common Market (CARICOM) 1.8.e South American Common Market (MERCOSUR) 1.8.f Common Market for Eastern and Southern Africa COMESA)

Competency 1.9 Is aware of current trends in the international business environment Specific Knowledge or Skill Criteria 1.9.a Security 1.9.b Shifting of global economic power in the world market 1.9.c Emerging economic markets 1.9.d Currency fluctuations 1.9.e Increased privatization 1.9.f Increased link between trade and investment 1.9.g E-commerce 1.9.h Pandemics 1.9.i Protectionism 1.9.j Commodity pricing 1.9.k Global conditions (e.g., KYOTO, climate change) 1.9.l Increase in the export of services

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CERTIFIED INTERNATIONAL TRADE PROFESSIONAL (CITP)

Competency Profile

CATEGORY 2 INTERNATIONAL MARKETING Core Competency


The CITP participates in the development and implementation of international marketing plans to achieve business targets. The CITP participates in the implementation and coordination of the international marketing activities of products and services. Competency 2.1 Understands the principles of marketing functions Specific Knowledge or Skill Criteria 2.1.a Place 2.1.b Promotion 2.1.c Product 2.1.d Price Competency 2.2 Recognizes distinctions between domestic and international marketing Specific Knowledge or Skill Criteria 2.2.a Risks: country, commercial, operational (e.g., distribution systems) and currency 2.2.b Environmental differences: language, demographics, income levels, level of development and relative sophistication, culture and attitude, political environment and legal and regulatory framework, business practices Competency 2.3 Recognizes the need to adapt or develop products or services for the foreign market considering a variety of elements (e.g., labelling, packaging, certification, other regulations, product performance, after-sales services) Specific Knowledge or Skill Criteria 2.3.a Labelling Regulations Sources of information Universality versus market specificity Sensitivity to local nuances (size, language) Colour and graphics 2.3.b Packaging Recycling of packaging requirements 2.3.c Certification 2.3.d Other regulations 2.3.e Product or service performance 2.3.f After-sales service Competency 2.4 Identifies the target market for products and services Specific Knowledge or Skill Criteria 2.4.a Completes a market profile 2.4.b Conducts a competitor analysis 2.4.c Completes a customer profile Competency 2.5 Prepares a promotional strategy Specific Knowledge or Skill Criteria 2.5.a Prepares a promotional budget 2.5.b Identifies promotional medium (e.g., radio, television, newspaper) 2.5.c Identifies a strategy to execute the promotional campaign 2.5.d Identifies other promotional techniques

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Competency 2.6 Identifies sales and marketing activities to be most successful in the target market Specific Knowledge or Skill Criteria 2.6.a Business trip abroad 2.6.b Trade missions 2.6.c Trade shows and exhibits 2.6.d Internet and virtual trade shows 2.6.e Permanent exhibitions 2.6.f Proposal submission (e.g., services) Competency 2.7 Is aware of the regulatory environment of pricing Specific Knowledge or Skill Criteria 2.7.a Anti-dumping legislation 2.7.b Resale price maintenance legislation 2.7.c Price level reviews and price ceilings Competency 2.8 Considers key elements in pricing Specific Knowledge or Skill Criteria 2.8.a Cost of sales 2.8.b Promotional costs 2.8.c Production costs 2.8.d Transportation costs 2.8.e Distribution costs 2.8.f Costs in the target market 2.8.g Other incremental costs (e.g., legal, insurance, financial) 2.8.h Quotes and currency 2.8.i Profit

Competency 2.9 Identifies pricing strategies and methods Specific Knowledge or Skill Criteria 2.9.a Flexible pricing 2.9.b Static pricing 2.9.c Penetration pricing 2.9.d Price skimming 2.9.e Value-based pricing 2.9.f Domestic costs plus markup 2.9.g Full-cost pricing 2.9.h Marginal cost pricing 2.9.i Transfer pricing Competency 2.10 Designs a marketing plan

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CERTIFIED INTERNATIONAL TRADE PROFESSIONAL (CITP)

Competency Profile

CATEGORY 3 INTERNATIONAL TRADE RESEARCH Core Competency


The CITP applies comprehensive research methodologies. The CITP understands that adequate and timely information supports sound international business decision making. Competency 3.1 Identifies the purpose and need for the market research (e.g., sales, volume, profit, diversification, market share) Competency 3.2 Identifies the appropriate research methodologies Specific Knowledge or Skill Criteria 3.2.a Identifies the research objectives 3.2.b Identifies the sources of information needed (e.g., library, product literature, trade association, customers, private and public sources, suppliers, distributors, Internet) 3.2.c Identifies the Internet sources of information needed (e.g., virtual communication tools [i.e., translators, currency converters, time zones, webphone, videoconferencing], trade portals, trade training tools, government trading agencies, embassies, consulates, trade shows and events, electronic market places) 3.2.d Selects the most suitable methods of primary data collection interviews focus groups test markets product testing questionnaires/surveys site visits phone interviews personal visits 3.2.e Selects the most suitable methods of secondary data collection (e.g., Statistics Canada, World Bank, EDC, Trade Map, TCI, ITCAN, D&B, Foreign Data Institutions) 3.2.f Estimates budget and time requirements to complete research project Competency 3.3 Designs and implements market research activities Specific Knowledge or Skill Criteria 3.3.a Recommends market and competitive intelligence data collection strategies 3.3.b Recommends suitable approaches to quantitative and qualitative analyses 3.3.c Draws conclusions and makes recommendations 3.3.d Organizes and presents the information in a manner that is accessible, current and useful

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CATEGORY 4 INTERNATIONAL TRADE FINANCE Core Competency


The CITP understands how financial methods and tools are used to conduct international business transactions successfully. Competency 4.1 Participates in the assessment of the basic commercial and country risks that may be encountered in the export/import operations or projects Specific Knowledge of Skill Criteria 4.1.a Is able to identify commercial risk by accessing sources of credit information (e.g., credit bureau, D&B, EDC, financial statements) Evaluates risks of non-payment Evaluates risks of late payment Evaluates financial integrity Evaluates financial history 4.1.b Identifies country risks using a variety of resources (e.g., EDC, IMF, government organizations, D&B, websites, domestic and foreign banks) 4.1.c Is familiar with the political and economic issues that can result in late and/or non-payment from overseas markets (e.g., cancellation/failure to grant export licence, civil unrest, foreign currency delays/shortage) 4.1.d Is cognizant of the cultural issues of buyers country, which may impact payment methods, money transmission methods, language used, credit control procedures and sources of finance Competency 4.2 Understands risk-mitigating techniques, their appropriate use and legal implications Specific Knowledge or Skill Criteria 4.2.a International methods and terms of payment (e.g., cash in advance, letter of credit, clean/documentary collection) 4.2.b Deferred payment plans 4.2.c Performance bonds and guarantees 4.2.d Alternative methods of payments (e.g., countertrade) 4.2.e Methods of funds remittance (e.g., cheques, bankers draft, electronic transfer) 4.2.f Types of letters of credit (e.g., confirmed/ unconfirmed, transferable, standby) 4.2.g Documentary requirements compliance (e.g., commercial invoices, transport documents and documents relating to services) 4.2.h Insurance to protect investment in foreign countries 4.2.i Terms and conditions of purchase or sale

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Competency Profile

Competency 4.3 Understands foreign exchange risks Specific Knowledge or Skill Criteria 4.3.a Identifies risks and benefits associated with foreign exchange and foreign currency bank accounts 4.3.b Investigates convertibility and availability of foreign currency (e.g., currency restrictions, hard and soft currencies) 4.3.c Understands tools used to mitigate foreign exchange risks (e.g., hedging, currency option contracts, transfer pricing)

Competency 4.4 Participates in the development of a financial plan (e.g., short-term, medium-term and long-term needs) Competency 4.5 Provides data that are essential for a cash flow analysis Competency 4.6 Is aware that there are different financial systems, reporting requirements and accounting standards in the foreign countries (e.g., tax treaty)

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CATEGORY 5 GLOBAL SUPPLY CHAIN MANAGEMENT Core Competency


The CITP understands global supply chain activities including production and inventory management processes. The CITP is aware of regulatory and security requirements. Competency 5.1 Researches regulatory requirements and current legislation that may affect the movement of products or services across domestic and international boundaries by accessing a variety of sources (e.g., trade commissioners, Standards Council of Canada, Strategis, associations, freight forwarders and other service providers, Export and Import Controls Bureau [EICB], Canada Border Services Agency, foreign buyers and business partners) Competency 5.2 Has a working knowledge of import and export information, documentation and clearance procedures, including Specific Knowledge or Skill Criteria 5.2.a Import and export declaration and classification 5.2.b Inspection and release procedures 5.2.c Bar coding 5.2.d Drawbacks and refunds 5.2.e Tariffs, duties and taxes 5.2.f Import and export value and valuation methods 5.2.g Automated customs clearance systems (e.g., CADEX and ACROSS) 5.2.h Electronic clearance procedures (e.g., Free and Secure Trade [FAST], Customs-Trade Partnership Against Terrorism [C-TPAT]) 5.2.i Resources (e.g., MIGRAS export guide, departments of commerce or equivalent, chambers of commerce, trade commissioners, foreign regulatory bodies) Trade documentation requirements for various transport modes Commercial documents (e.g., pro-forma invoice and commercial invoice) Transport documents (e.g., types of bills of lading and other transport documents) Certificates and official documents (e.g., cargo insurance policy certificate, certificate of quality and phytosanitary certificates, consular invoice, contractual obligations requiring other documents, Admission TemporaireTemporary Admission [ATA] Carnet) Canada Customs documents (Canadian export declaration form, certificate of destruction/ exportation form, summary reports of exports, export licences, Canada Customs invoice, Canada Customs coding, import and export licence or permit)

5.2.j

Competency 5.3 Understands the application of International Chamber of Commerce (ICC) Incoterms 2000 to the transfer of rights and responsibilities during transfer of goods from seller to buyer

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CERTIFIED INTERNATIONAL TRADE PROFESSIONAL (CITP)

Competency Profile

Competency 5.4 Is aware of regulations and standards, including Specific Knowledge or Skill Criteria 5.4.a Health and safety regulations 5.4.b Environmental regulations 5.4.c Packaging regulations 5.4.d Labelling regulations 5.4.e Packing regulations 5.4.f Marking regulations 5.4.g Safety regulations 5.4.h Standards of quality Competency 5.5 Is aware of the key elements of a logistics plan and how it impacts the business plan Specific Knowledge or Skill Criteria 5.5.a Human resources 5.5.b Logistics tactics 5.5.c Sourcing and production planning 5.5.d Materials management and handling 5.5.e Product modification 5.5.f Manufacturing process 5.5.g Inventory management 5.5.h Storage and warehouse space 5.5.i Order processing 5.5.j Shipping and transportation 5.5.k Delivery 5.5.l Quality 5.5.m After-sales service and customer service 5.5.n External support partners 5.5.o Financial requirements 5.5.p Implementation schedule

Competency 5.6 Recognizes advantages and disadvantages of various transport modes Specific Knowledge or Skill Criteria 5.6.a Analyses transportation modes and requirements 5.6.b Works with transportation intermediaries 5.6.c Understands contract terms Competency 5.7 Understands the roles and value of outside service providers in a companys supply chain strategy Specific Knowledge or Skill Criteria 5.7.a Freight forwarders 5.7.b Transport specialists 5.7.c Trading houses 5.7.d Direct service providers (e.g., marine, air, rail, road, inter-modal) 5.7.e Insurance companies 5.7.f Financial institutions Competency 5.8 Is aware of order processing components Specific Knowledge or Skill Criteria 5.8.a Reception and response to an order 5.8.b Ordering just-in-time 5.8.c Routing, recording and monitoring the shipment 5.8.d Expediting and controlling the flow of order 5.8.e Communication with client and supplier 5.8.f Identification of appropriate suppliers

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Competency 5.9 Is aware of inventory management operations Specific Knowledge or Skill Criteria 5.9.a Inventory levels 5.9.b Security issues 5.9.c Distribution channel flow and warehousing 5.9.d Inventory storage facilities 5.9.e Inventory distribution through third parties Competency 5.10 Understands requirements of cargo insurance and the value to the business transaction Specific Knowledge or Skill Criteria 5.10.a Exemptions 5.10.b Policy types and certificates 5.10.c Coverage, rate, claims 5.10.d Insurance terminology

Competency 5.11 Is familiar with shipping and delivery procedures Specific Knowledge or Skill Criteria 5.11.a Preparation of goods for shipment 5.11.b Freight categories 5.11.c Moving the goods 5.11.d Exporters responsibilities (e.g., obligation, due diligence) 5.11.e Foreign transport and cargo facilities (e.g., on-site agents and delivery and storage facilities) 5.11.f Distribution strategies and logistics 5.11.g Foreign customs procedures (e.g., clearance, valuation, inspection, acceptance)

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Competency Profile

CATEGORY 6 INTERNATIONAL MARKET ENTRY STRATEGIES Core Competency


A CITP conducts a comprehensive assessment of international market entry options for the export of products or services and recommends the optimal market entry strategy. Competency 6.1 Assesses barriers to market entry (e.g., regulatory, legal, political, environmental, cultural, non-tariff barrier, physical, trading blocs or alliances) Specific Knowledge or Skill Criteria 6.1.a Consults relevant resources (e.g., Export Source.ca, EDC, trade commissioner service, foreign partner, FITT, foreign and Canadian embassies, banks, online specialized resources) 6.1.b Conducts a risk-benefit analysis 6.1.c Identifies regulatory issues for the export and import of services (e.g., visas and working permits, certification requirements, professional designation) Competency 6.2 Differentiates between market entry strategies, including Specific Knowledge or Skill Criteria 6.2.a Agents, distributors and trading houses 6.2.b Direct and indirect investments 6.2.c Government procurements 6.2.d Strategic alliances 6.2.e E-commerce 6.2.f Licensing 6.2.g Joint venture 6.2.h Franchising Competency 6.3 Selects optimal market entry strategies Specific Knowledge or Skill Criteria 6.3.a Collects information on competitive market entry strategies of businesses in the market 6.3.b Matches entry strategies to the goals, resources and capabilities of the business

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Competency 6.4 Recommends potential international partners if required for selected market entry strategy Specific Knowledge or Skill Criteria 6.4.a Consults resources (e.g., government, Internet, business association, financial institution, published studies, foreign embassies) 6.4.b Conducts a due diligence on potential international partners 6.4.c Analyzes strengths and weaknesses of potential international partners

Competency 6.5 Participates in negotiations related to partnership agreements Specific Knowledge or Skill Criteria 6.5.a Identifies a team of experts 6.5.b Analyzes various partnership agreement templates 6.5.c Coordinates the development of the agreement 6.5.d Evaluates agreement including appropriate exit strategy 6.6 Monitors compliance of international partnership agreements

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Competency Profile

CATEGORY 7 LEGAL ASPECTS OF INTERNATIONAL TRADE Core Competency


A CITP understands the basic legal principles of carrying on international business. The CITP, in cooperation with legal counsel, ensures that the company is fully aware of the legal implications of its international business activities. The CITP is aware that international litigation is costly and time-consuming, and provides information that allows the firm to recognize potential legal entanglements and arbitration solutions. Competency 7.1 Demonstrates knowledge of business law in Canada to participate in discussion with legal counsel and other key stakeholders Specific Knowledge or Skill Criteria 7.1.a Canadian legal system 7.1.b Sources of Canadian law Federal laws and regulations Provincial laws and regulations Municipal by-laws Federal or provincial regulatory and licensing bodies Civil code law (Quebec) The common law system (in all other provinces) Competency 7.2 Demonstrates knowledge of forms of doing business in Canada Specific Knowledge or Skill Criteria 7.2.a Sole proprietorship 7.2.b Partnership 7.2.c Corporations Competency 7.3 Is aware of principles related to foreign corporations in Canada Competency 7.4 Is aware of principles related to incorporating outside of Canada Competency 7.5 Demonstrates knowledge of joint venture Specific Knowledge or Skill Criteria 7.5.a Equity joint venture 7.5.b Contractual joint venture Competency 7.6 Is aware of other key legal systems including Specific Knowledge or Skill Criteria 7.6.a United States 7.6.b European Union (EU) 7.6.c Islamic law (Shariah)

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Competency 7.7 Demonstrates knowledge of principles of Canadian contract law (common law and civil code) to participate in discussion with legal counsel and other key stakeholders Competency 7.8 Demonstrates knowledge of international business contracts and conduct to participate in discussion with legal counsel and other key stakeholders Competency 7.9 Demonstrates knowledge of product liability in Canada and other countries to participate in discussion with legal counsel and other key stakeholders Competency 7.10 Demonstrates knowledge of resolution of disputes (e.g., ADR) to participate in discussion with legal counsel and other key stakeholders Competency 7.11 Demonstrates knowledge of international sale of goods to participate in discussion with legal counsel and other key stakeholders Competency 7.12 Demonstrates knowledge of partnership and venture agreements to participate in discussion with legal counsel and other key stakeholders Specific Knowledge or Skill Criteria 7.12.a Agency agreements 7.12.b Franchise agreements 7.12.c Distributorship

Competency 7.13 Demonstrates knowledge of the legal aspects related to intellectual property to participate in discussion with legal counsel and other key stakeholders Competency 7.14 Demonstrates knowledge of the competition and antitrust laws of Canada, the United States, the European Union and other relevant countries to participate in discussion with legal counsel and other key stakeholders Competency 7.15 Is aware of public trade law Specific Knowledge or Skill Criteria 7.15.a GATT and WTO agreement 7.15.b Anti-dumping 7.15.c Subsidies and countervail 7.15.d Boycotts Competency 7.16 Demonstrates knowledge of legal issues related to E-commerce in international business Specific Knowledge or Skill Criteria 7.16.a Taxation 7.16.b Copyright, trademarks and patents 7.16.c Privacy

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Competency Profile

CATEGORY 8 AN ETHICAL APPROACH TO INTERNATIONAL BUSINESS Core Competency


The CITP adheres to the Standards of Ethical Conduct for a CITP. The CITP makes ethical, strategic recommendations that will allow the firm to achieve its goals and to contribute to both positive stakeholder outcomes and the long term sustainability of the business. Competency 8.1 Adheres to the Standards of Ethical Conduct for a CITP Competency 8.2 Is aware of fundamental international human rights Competency 8.3 Identifies and understands how the international business venture impacts stakeholders (e.g., community, shareholders, suppliers, employees, all levels of government, financial institutions) Competency 8.4 Identifies and understands environmental impact of an international business venture Competency 8.5 Understands how corporate governance and social responsibility principles can be integrated into decision-making frameworks Competency 8.6 Participates in the development of ethical practices Specific Knowledge or Skill Criteria 8.6.a Ensures global management team is aware of regulations prohibiting unauthorized payments to foreign officials and other customers (i.e. bribery and corruption) 8.6.b Understands and promotes internal ethical standards and code of conduct Competency 8.7 Understands current international issues Specific Knowledge or Skill Criteria 8.7.a Bribery and corruption 8.7.b Consistent application of ethical practices in multinational corporations 8.7.c Diversity in the workplace 8.7.d Health, safety, labour and workplace standards 8.7.e Privacy and confidentiality 8.7.f Environmental issues

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CATEGORY 9 CULTURAL ASPECTS OF INTERNATIONAL BUSINESS Core Competency


The CITP understands intercultural differences and how they impact international business. The CITP uses appropriate communication strategies that respect international audiences. The CITP identifies and mitigates cross-cultural risks in the export and import of products and services. The CITP recognizes the value of cultural diversity. Competency 9.1 Understands the importance of culture and the nature of cultural diversity in international business Competency 9.2 Recognizes that business operations are impacted by cultural differences and their orientation to Specific Knowledge or Skill Criteria 9.2.a Time 9.2.b Space 9.2.c Symbols 9.2.d Status 9.2.e Touch 9.2.f Gender and age 9.2.g Agreements 9.2.h Property 9.2.i Morals and ethics Competency 9.3 Recognizes cultural differences in business etiquette Specific Knowledge or Skill Criteria 9.3.a Gift giving 9.3.b Humour 9.3.c Time 9.3.d Religion 9.3.e Hierarchy 9.3.f Business attire 9.3.g Relationship building 9.3.h Gender Competency 9.4 Obtains the necessary information about a companys cultural environment as it pertains to international business including negotiating styles and business practices Competency 9.5 Facilitates effective cross-cultural communication, including Specific Knowledge or Skill Criteria 9.5.a Verbal 9.5.b Non-verbal 9.5.c Body language 9.5.d Gestures 9.5.e Written 9.5.f Saving face 9.5.g Meetings 9.5.h Presentations 9.5.i Use of interpreters 9.5.j Use of third parties 9.5.k Business attire

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CERTIFIED INTERNATIONAL TRADE PROFESSIONAL (CITP)

Competency Profile

Competency 9.6 Understands how cultural and socio-economic differences impact international marketing Specific Knowledge or Skill Criteria 9.6.a Language and slogans 9.6.b Packaging and design 9.6.c Colour 9.6.d Graphics 9.6.e Product and service adaptation 9.6.f Relationship building

Competency 9.7 Understands key steps to effective international negotiation Specific Knowledge or Skill Criteria 9.7.a Uses workforce diversity as a corporate strength 9.7.b Develops a relationship with other negotiating parties 9.7.c Exchanges information about the topic or issue under negotiation 9.7.d Reaches consensus 9.7.e Recognizes cultural constraints and impact on negotiation process

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CATEGORY 10 THE INTERNET, E-COMMERCE AND TECHNOLOGIES IN SUPPORT OF INTERNATIONAL TRADE Core Competency
The CITP understands the importance of e-commerce for facilitating international trade. The CITP uses information systems to facilitate international trade. Competency 10.1 Uses the Internet to facilitate international trade Specific Knowledge or Skill Criteria 10.1.a Communicates 10.1.b Conducts research 10.1.c Completes business transactions Competency 10.2 Understands the value of online marketing, search engine optimization and other forms of web promotion Competency 10.3 Understands the value of e-commerce in business operations Competency 10.4 Understands the value of electronic data interchange (EDI) systems for supply chain management and just-in-time delivery (e.g., bar code technology, radio frequency identification [RFID]) Competency 10.5 Understands the benefits of web-based intranet and extranet to enhance business operations Competency 10.6 Understands E-procurement Specific Knowledge or Skill Criteria 10.6.a Searches products 10.6.b Reviews product 10.6.c Specifies prices 10.6.d Invites bids 10.6.e Places orders 10.6.f Sets delivery requirements and dates Competency 10.7 Sources global opportunities using electronic market place (e.g., MERX, SourceCAN.com, eBay, international financial institution [IFI]) Competency 10.8 Understands the value of electronic solutions including Specific Knowledge or Skill Criteria 10.8.a Customer relationship management (CRM) 10.8.b Supply chain management (SCM) 10.8.c Design and R&D 10.8.d Security and spam control

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CERTIFIED INTERNATIONAL TRADE PROFESSIONAL (CITP)

Competency Profile

CATEGORY 11 INTERNATIONAL TRADE MANAGEMENT Core Competency


The CITP has the ability to develop an international business plan and assist in its implementation. The CITP understands the scope and breadth and integration of international trade practices. Competency 11.1 Analyzes factors that will ensure profitable entry into the import and export business Specific Knowledge or Skill Criteria 11.1.a Determines the competitive advantages of a company in the global market 11.1.b Conducts a Strengths, Weaknesses, Opportunities and Threats (SWOT) analysis 11.1.c Conducts a gap analysis 11.1.d Conducts a Political, Economic, Social, Technological environmental (PESTE) analysis Competency 11.2 Understands how corporate resources can be mobilized to capture qualified international business opportunities Competency 11.3 Develops an international business plan Specific Knowledge or Skill Criteria 11.3.a Corporate profile 11.3.b Goals, objectives and priority setting 11.3.c Environmental scan and opportunity identification 11.3.d Market evaluation 11.3.e Resources evaluation (e.g., financial, human, material, production, sources of assistance) 11.3.f Financial and risk management strategy 11.3.g Stakeholders buy-in 11.3.h Implementation plan 11.3.i Monitoring and evaluation

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