International Preparedness Programme
Is your company interested in exporting but doesn’t know where to start?
Or have you recently tried exporting but need some expert guidance?
Or are you an experienced exporter, but would like to refresh your knowledge and/or update key export skills for senior staff?
SMas Ltd has been contracted by Highlands and Islands Enterprise (HIE) and Scottish Development International (SDI) to deliver export training for account managed companies (manufacturing and services sectors) in the Highlands and Islands area.
Geared towards senior management, this practical hands-on programme will be delivered by presenters who are experienced exporters and accredited export trainers. The objective of the programme is to provide managers with the skills and knowledge to confidently seek out new or further international trade opportunities, in a planned and effective manner. Participants will get to create individually tailored Export Action/Market Development Plans by completing the 2 month programme. Paid for by HIE, companies will be put forward by HIE’s locally based account managers. Demand is expected to be very high and a maximum of 12 companies (2 delegates per company) will participate in this innovative and highly regarded programme.
There are 2 programmes: the Standard Programme is for new/inexperienced exporters; and the Advanced Programme is for experienced exporters:
Standard Programme (for New/Inexperienced Exporters)
The practical workshops will be a balanced mix of theory, case studies and interactive exercises. Delivery is by SMas and its associates who deliver export training services on a global basis.
Activity |
Times/Dates |
Venue |
Information event, with guest speakers |
10am – 12noon
Mon 20 Dec |
HIE
Cowan House
Inverness |
Introduction to the Programme
- brief overview of the programme
- confirmation of dates, venues & participants
- introduction to the Action Plan template
International Market Identification
- how to prioritise the world
- sources of free country data & information
- a systematic approach considering ease of entry & market demand
- introducing an objective market selection software tool (free for delegates to keep)
- applying the process to each company situation
International Market Research
- using market research to help export planning & decision making
- how to use the internet effectively
- useful websites
- research overseas & making the most of an overseas trip
- applying the process to each company situation
Developing an International Culture
- why we need to understand different cultures
- understanding your target markets
- the theory of culture and how it can affect business
- a practical approach to culture for the negotiator
- websites for help
- how to use culture to maximise communication
Support Agencies for Exporting
- sources of help
- professional advice
- funding sources
- getting the most out of support agencies
|
Day 1
9.30am to 5.30pm
Dinner at 6.30pm
Tue 18 Jan
Day 2
9.30am to 3.00pm
Wed 19 Jan |
HIE
Cowan
House Inverness.
Torgorm Room
Kingsmills Hotel
HIE
Cowan
House Inverness.
|
One-to-One Discussions on the Telephone
- follow up to using the market selection software tool
|
w/c 24 Jan |
- |
Production Issues
- production accreditation & quality standards required for customers
- meeting regulations
- strategies to increase sales & outsourcing production
- logistics & shipping, and working with freight forwarders
- delivery of goods & services
- packaging for export shipments
Finance & Pricing Issues
- pricing strategy
- assessing risk in payment
- understanding costs
- calculating an export price
- developing price lists
- getting paid & strategies to improve cash flow
- controlling bank costs
- exchange risk & currency exchange issues
|
9.30am to 4.30pm
Wed 2 Feb |
Horizon Scotland
(HIE Forres) |
Distribution Channels and Methods of Market Entry
- considering different routes to market, including agents, distributors, selling direct, internet sales & licensing
- understanding the differences between agents & distributors
- how to find an agent or distributor
- contractual issues
- best methods to motivate agents & distributors
Trading and Contractual Terms
- understanding terms & conditions of trade
- methods of producing quotations
- the export contract & production of an export invoice
- Incoterms 2010 & the best ones for your business
- legal responsibility & liability
- contractual risk factors
|
9.30am to 4.30am
Tue 8 Feb |
Horizon Scotland
(HIE Forres) |
Advertising & Promotion Issues
- marketing & promotion options, including advertising, public relations, exhibitions, website, etc
- understanding your target audience
- budget considerations
- taking culture & local business practice into account
- putting together a promotional plan & evaluating the outcomes
E-Business Aspects of International Trade
- is e-business right for your company
- getting your website right
- the role of search engines & web advertising to find new customers
- international web pricing, delivery issues & after sales service
- security, including payments, information, privacy & site certification
|
9.30am to 4.30pm
Mon 14 Feb |
HIE
Cowan House Inverness |
Sales Negotiation Skills
- verbal communication exercise
- telephone research techniques
- how to make a good presentation
- practical presentation exercise
- principles of selling
- setting targets & objectives
Producing an Export Action Plan
- completion of the export action plan, using the template provided on the first day
- one-to-one coach tuition with the plan
|
9.30am to 4.30pm
Mon 21 Feb |
HIE
Cowan House Inverness |
Submitting and Presenting the Export Action Plan
- 30 minute opportunity (10 minute presentation & 20 minute questions) to present plan to HIE
|
30 mins per company
Thu 3 Mar |
HIE
Cowan House Inverness |
NB Some of these training modules offer remotely based companies the choice of attending in person, or participating by video conferencing at a venue in your area.
Please contact the company for more details.
Advanced Programme (for Experienced Exporters)
The practical workshops will be a balanced mix of theory, case studies and interactive exercises. Delivery is by SMas and its associates who deliver export training services on a global basis.
Activity |
Times/Dates |
Venue |
Information event, with guest speakers |
1pm – 3pm
Mon 20 Dec |
HIE
Cowan House
Inverness |
Introduction to Programme
- brief overview of the programme
- confirmation of dates, venues & participants
- introduction to the Market Development Plan template
Identifying/Evaluating Overseas Markets
- how to prioritise the world
- sources of free country data & information
- a systematic approach considering ease of entry & market demand
- introducing an objective market selection software tool (free for delegates to keep)
- applying the process to each company situation
|
9.30am to 5.30pm
Mon 17 Jan
|
HIE
Cowan House
Inverness |
One-to-One Discussions on the Telephone
- follow up to using the market selection software tool
|
w/c 24 Jan |
- |
International Communication/Marketing Skills
- putting together a strategic marketing plan
- evaluating & choosing marketing methods
- identifying customers
- getting the marketing mix right
- working in different cultures/languages
- literature & websites
International Sales Skills
- contacting potential customers
- evaluating & choosing sales approaches
- getting the ‘pitch’ right
- negotiating overseas
- travel & other practical considerations
- sealing the deal
Getting the Best out of Exhibitions & Missions
- selecting the right event
- determining your objectives & setting specific goals
- things to do before the event
- making sure you get high quality visitors
- planning your stand
- logistics & legal issues
- training your staff
- using the PR, press & advertising opportunities effectively
- ‘working’ your stand professionally
- making the most of conferences & seminars
- trade missions
- things to do before you go
- making sure you meet the right people
- earning media coverage
- debriefing on return
- classifying & following up leads & contacts
- measuring the results
- where to get help; funding & support services
Finance & International Value Pricing
- UK pricing strategy v’s export pricing strategy
- practical exercise: factors affecting export pricing
- methods of building export price
- deciding on delivery terms
- use of Incoterms 2010
- practical on Incoterms & when to use them
- export quotation
- export financing, open account, letter of credit, drafts/bill of exchange, credit insurance & invoice discounting
|
Day 1
9.30am to 5.30pm
Dinner at 6.30pm
Mon 31 Jan
Day 2
9.30am to 5.00pm
Tue 1 Feb
|
HIE
Cowan House
Inverness
Adams Room Kingsmills Hotel
HIE
Cowan House
Inverness |
Distribution Channels & Contracts
- what is a contract
- the order
- the invoice
- the role of an agent or distributor
- how to find an agent or distributor & due diligence
- contracting with an agent
- European Agents Directive
- contracting with a distributor
E-Business Aspects of International Trade
- e-business introduction
- practical developments of e-business; the do’s & don’t’s
- improving communications through effective e- marketing
- making sure your website is fit to help you win international business
- increasing sales through an e-commerce website
- saving costs & time through online meeting tools and shared workspaces
- improving customer & supplier relations & productivity
- sources of further help
|
9.30am to 4.30pm
Tue 15 Feb |
* HIE
Cowan House
Inverness |
Licensing/Franchising Deals, Strategic Alliances/Joint Ventures & Acquisitions
- which process or business model
- licensing
- franchising
- re-sellers
- joint ventures
- subsidiary company
- strategic alliance
- making the process work for you
- identification of partner needs
- identification of partner type
- develop selection criteria
- 3 stages of research
- summary: due diligence check list
- legal contracts
- developing & managing partnerships & exit strategy
|
9.30am to 4.30pm
Tue 22 Feb |
HIE
Cowan House Inverness |
Managing Overseas Operations
- risk analysis
- insurance risk
- country risk
- how to motivate an agent or distributor
- managing an overseas sales force
- changing poor performers
- terminating agreements
- managing freight forwarders & freight costs
- making the most of marketing & travel budgets
- management of currencies
- managing regulations, tax import regulations, etc
- best practice in good communication & service
- managing & developing personnel
- summary & check lists
|
9.30pm to 4.30pm
Tue 1 Mar |
* HIE
Cowan House
Inverness |
One-to-One Discussions on the Telephone
- advice with the contents of the Market Development Plan
|
w/c 7 Mar |
- |
Submitting and Presenting the Market Development Plan
- 30 minute opportunity (10 minute presentation & 20 minute questions) to present plan to HIE
|
30 mins per company
Thu 17 Mar |
HIE
Cowan House
Inverness |
* these training modules offer remotely based companies the choice of attending in person, or participating by video conferencing at a venue in your area
|
