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Competency Profile
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
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
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
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
Competency Profile
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Competency Profile
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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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.
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
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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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Competency Profile
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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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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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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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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
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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
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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
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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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Competency Profile
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