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Introduction , g etting to know you & p rogram objectives

Introduction , g etting to know you & p rogram objectives. Expro 100 Engineering The Hague November 2013. Agenda. House Rules The ECP Program overview Deliverables Trainers background Group introductions and Training Expectations. Some house rules.

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Introduction , g etting to know you & p rogram objectives

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  1. Introduction,gettingtoknowyou &program objectives Expro 100 Engineering The Hague November 2013

  2. Agenda House Rules The ECP Program overview Deliverables Trainers background Group introductionsand Training Expectations Expro100 Engineering, November 2013 The Hague

  3. Some house rules Scheduling – starting / finishing / being late Breaks / Lunch Attendance list Evaluation Forms Email and Smart-phoning Organize Rules for Group Work Expro100 Engineering, November 2013 The Hague

  4. ECP background CBI's Export Coaching Programs (ECP) are designed for ambitious entrepreneurs in developing countries with plans for exporting to the EU. An ECP helps to: adapt the company and products to EU market requirements and standards; become familiar with EU markets and business practice; develop an export marketing strategy; export to the EU market; consolidate your export position in the EU. Expro100 Engineering, November 2013 The Hague

  5. Export Coaching modules Export Audit and plan of action • Assessment SME on competence for European market entry by means of an export audit • Plan of action Certification • Providing expertise regarding the proces of certification • Possibility of co-financing Business Audit and action plan Certification Business development Business development • Coaching the SME to further professionalisation of their business operations Market entry Market entry • Regional and Europe: • Realisation of skills and experience of their marketing concerning both the regional and European markets • Realising a sufficient amount of relevant business contacts • Taking part in trade fairs, conferences, roadshows and/or B2B Export Capacity Building Export Capacity Building • Coaching SME to meet European market demands • Exploring European markets • Developing an export strategy Expro100 Engineering, November 2013 The Hague

  6. Business Audit andAction Plan Result:completed export audit withan action plan based on which the company understands the steps to take tobecome a successfulexporter. The export audit forms the starting point for the decisionhow the company willfurtherparticipate in the ECP. Tools: • Pre-selection assessment (todeterminesuitability) • Company visitby EU sector expert • Company visit(s) bylocal expert Duration: max. 0.5 years No participation fee Expro100 Engineering, November 2013 The Hague

  7. Export Capacity Building Result: company is ableto meet European market demands and has familiariseditselfwith the European market. Furthermore, an Export Marketing Plan has been developed. Monitoring takes place through the Export Audit action plan. Tools: • Technical assistance (visits) bylocal expert • Technical assistance (visits) by EU sector expert • Distance coaching • Export Marketing Seminar (EXPRO) participation, Rotterdam • Orientation visit to EU trade fair (tbc) Duration: 1-2 years Participation fee: € 250 EXPRO – contribution to travel cost Expro100 Engineering, November 2013 The Hague

  8. Market Entry EU Starts: when company has made satisfactory progress Result: company has gained skills and experience in the marketing of its products towards EU/EFTA markets. Furthermore, it has established relevant contact in EU/EFTA markets. Tools: • Technical assistance byEU market expert • Trade Fair participation / conference participation (3x sponsored) • Roadshows • B2B activities • Assistance in follow-up of contacts (market consolidation) Duration: 3-4 years Participation fee: € 500 Expro100 Engineering, November 2013 The Hague

  9. Technical Development Export Marketing Skills EU ongoing - 2012-13 - Outline of CBI’s Export Coaching Programme Market Entry combinedwith Effective Follow-up Selection • 2013 • 2013/2014 Export Capacity Building Market Entry phase Export Audit EMP training • Product quality • Process control • Market knowledge • Export Marketing Plan (EMP) • EXPRO • Trade fair participation (3 max) • B2B Matchmaking • Effective Follow-up Expro100 Engineering, November 2013 The Hague

  10. Trade Fair Selection Key Issues 1. Select trade fairs according to companies needs/EMP 2. Critical Mass sectors number of companies 3. Possibility of collaboration with other agencies Expro100 Engineering, November 2013 The Hague

  11. November 11 Gettingtoknowyou The results of online meetings andassignments Intro & Market EU markets, trends, Facts & Figures Work on the 4 Step EMP

  12. November 12 The future of technicaldevelopments IntroductiontoProcess Control Developmentsand control CulturalAspects in cross-border business Work on your company EMP

  13. November 13 Risk Analysis Procuct Market combinations / segmentation StructureandRisks Distribution channels / structure Offers &Contracts / export costing

  14. November 14 Communication Plan / Value Proposition Promotional tools Preparingfor Trade Fair Trade Fair Participation / Behaviour Company visit

  15. November 15 Lookingfor trends, innovations Looking at possiblecontacts VisitAgritechnica Trade Fair assignment Lookingforalternativeapplication of yourparts & products

  16. November 16 Recap of company visit. Recap of Trade Fair visitandassignment Wrapping Up.. EMP presentation The next steps & ClosingCeremony

  17. The deliverables At the end of the week youwill have writtenyour 4 Step Export Marketing Plan foryour company. On the last day we willask a number of companies togive a brief presentation of the methodtheyfollowedand the workthey have done (in the preparationand the Expro week) Expro100 Engineering, November 2013 The Hague

  18. Introduction of the CBI team The program manager and your official host in this CBI Export Coaching Program Mr Cor Dieleman Senior Programme Manager: cdieleman@cbi.eu Expro100 Engineering, November 2013 The Hague

  19. Introduction of the CBI team The external sector experts • Jan Oude Elferink • Peter Lichthart The coordinating consultant • Martin Bitter bitter@exportant.nl Expro100 Engineering, November 2013 The Hague

  20. Introduction of the CBI team Belén Valerio Martinez Logistics Manager bvalerio@cbi.eu questions on your participation: hotel , invoices, etc.. Expro100 Engineering, November 2013 The Hague

  21. introductionof participants , groupwise…. Get together in yourgroupand introduce yourselftoyourcolleagues…. Name, as you want tobeaddressedduring the week, Company name and short summaryof yourproducts Export experience Age of your company Yourrole in the company Yourexpectations of this seminar Expro100 Engineering, November 2013 The Hague

  22. Group workcontinued: Yourexpectations of this seminar As a Group: Formulatewhat YOU want as resultor outcome of this week writethe results on the flipover chart, bullitwise! Take 15 min and report back, in yourgroupdecidewhowillpresent - the members of the group - and the Training Expectations Expro100 Engineering, November 2013 The Hague

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