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“Export management in the hands of your company: your guide to success”
The biggest fear is not knowing who is exporting for him, his reliability, his experience, his quality in export management, his care with costs and quality of his suppliers. The importer is looking for an exporter who will not cause damage, who will be profitable, who will give him continuity in time, tranquility in the quality of the product, respect for deadlines, care with costs. In short, he is looking for professionalism and competitiveness. Finally, an importer will be enthusiastic to work with you, if you are a quality exporter, with a lot of experience, a “certified” exporter.
We want to introduce you to a project that will guarantee your certification for success!
If you are an exporter, have you lost customers in recent times, found it difficult to sell profitably, or faced unknown risks or barriers? Or found that your communication has not been effective in attracting new customers? Have you taken a long time to get results, lost business for not knowing the local culture, or invested in markets or partners that are not very profitable?… Have you used different strategies for different markets?
How about planning how to improve your prices, reduce the risks and time to achieve results, reduce the margin of eventual errors, increase the number of your customers, or increase their volume of information (what is the main basis of competitiveness)?
How about reflecting on the situation of what happened in the last years, “go back to the beginning” and find out what you did well, and what you should or could have done and didn’t do? To do all this you need to measure yourself, because it will not be possible to set improvement goals if we don’t know what needs to be corrected.
The Program is aimed at all managers, technicians, and professionals who want to acquire the necessary skills to lead the transformation of companies through the implementation of internationalization, as well as veterans in export, who wish to deepen their knowledge in the subject and make their exports more profitable (Foreign trade managers, Internationalists, Export consultants and trainers, University professors, Export managers, Executives of foreign trade support services companies, Students, Executives of official institutions supporting and promoting foreign trade, Executives of trade and industrial associations, Executives of Chambers of Commerce, etc. ).
You can learn all this and much more by actively participating in this course, which we prefer to call a project.
Watch the video presentation, and you will understand:
How? Improving the quality of your export management.
What can we measure? There is an “infinity” of subjects that we can and should measure, for example:
The profitability of the market, of the importer, the results of a trade fair or business mission, the level of waste in our company, the quality of our collaborators, the costs of logistics, the cost of lack of information, the cost to overcome unknown barriers, the productivity of our people, etc.
Our project allows you to make a diagnosis, a strategic plan of actions for route correction and training.
Diagnosis: through the experience transferred with the 22 videos, texts, evaluation tests, you will learn what to do and what not to do.
Plan: through the elaboration of the Export check up, the numerous suggestions and orientations, you will be able to elaborate an international plan (or to make changes to the plan you already have).
Method: through the videos, hundreds of links and complementary information, you will be able to act on the four parameters of the P.I.M.E. Method.
Promotion (e.g. improving the results of your participation in trade fairs and business rounds, preparing yourself better for negotiations, gaining more visibility on the Internet, improving your visibility on the Internet, etc.).
Information, for example by knowing new websites where to look for information about markets, customers, competitors, institutions supporting foreign trade, legislation.
Market, for example by knowing the existence of more attractive and less complex markets, distribution systems, how to communicate, import cost structure, etc.
Company, for example, will be able to identify a better distribution of tasks within the export department, compare the ideal profile of the export executive with the current one, a better management in the elaboration of offers, etc.
Improve pricing: By selecting markets and importers based on more reliable information, knowing import costs, valuing the product with better communication, increasing the quality and reliability of information.
Reduce costs and risks: By being more informed, you are going to select better suppliers and customers, use more innovative ” tools ” for market management, and avoid or reduce eventual legal conflicts.
Reduce time: By selecting better importers, by improving work training, and by improving your knowledge of the export system.
Achieve greater integration in the company: By knowing the origins of possible failures and the responsibility of each of the areas of the company, you will create more fluid communication and collaboration between departments (with the supervision of the general management).
Transmit experiences, methods, and information so that you can export more competitively.
If you are a beginner in the export business, this course helps you to boost your business to export, reducing inexperience costs, risks, barriers, and result times.
If you are a consultant or trainer, you will have a unique, “premium” product, saving time and increasing the value of your services.
If you are an export veteran, this course will help you do a self-assessment to improve prices and reduce costs.
We will address the initial phases of an export process. It is not a coincidence that we start with the most common mistakes, because before starting it is essential to know what not to do, learning from the mistakes of others.
Main Topics
How not to export
Why export? Barriers to exporting
Risks in international trade
*Preliminary assessment of export capacity
**Integration in the company
Internationalization plan
Sequence of export activities
*Preliminary assessment serves to get an understanding of the company’s readiness to export.
*Another issue addressed, and one of the main barriers to exporting, is the lack of integration in the company (it may be more difficult to sell the idea of exporting in the company than to sell the product abroad, when there is no exporting culture at all levels of the company).
At the base of international competitiveness is an excellent information base. As we can see in the figure below, the variables of international trade are many and not always known, especially by novices. For this reason, we started working on our P.I.M.E. method through information.
In this chapter you will find many links that complement the information given.
Main Topics
Recommended information
Sources of information
International trade websites
Institutions, international agreements, and social network
Market and product profile
Once the universe of information has been examined, the next step is to address the world of communication and promotion.
A very important topic in this chapter is ‘cultural difference’, which greatly influences the success or failure of negotiations.
We address some of the main instruments of promotion, such as catalog, web site, advertising, and some tips on the important issue of legal aspects. We dedicate a particular focus on how to optimize the participation in international fairs, as they still represent one of the main means of promotion and it’s not uncommon that they do not receive enough attention.
Main Topics
Cultural differences and business travel
Brand management
Main promotional tools
Website and social networks
Contracts (considerations)
International trade fairs and missions
How to choose which trade fair to participate in?
Budget for participation in an international trade fair
What to do before, during, and after the trade show
Business missions
Our project follows its chronology: we are informed, we know how to promote. The next step is to enter international markets.
We consider this the key chapter of the whole project, since it has a determining influence on how we select the market, how we enter it, with whom we will work, with what product, and with what marketing policy.
Sometimes it happens that in reality we do little or nothing of all this, because we limit ourselves with a passive attitude to “manage orders” (i.e. we receive inquiries, answer them, and sometimes we win an order), no matter from which market, with whom, with what perspectives for the continuity of the business.
We want to motivate them, to assume an active attitude, doing the order management, rather than just “being bought”.
Main Topics
Market selection process
Product with international vocation
Criteria for selecting the form of market entry
Entry and permanence of a company in international markets
Analysis of the main forms of entry
Export of services
Selection of the partner/importer
Sequence of phases for partner selection
Price engineering
This represents an extremely important topic specifically for European and Latin American SMEs: clustering.
Along with several success stories in the formation of export consortia, there have been a lot of failures especially in Latin America for a number of reasons (in our videos and texts we clarify this issue in detail). As a result, we have developed and implemented a model adapted to local conditions. The model is enterprise networks with the Integrated Competitiveness and Export Promotion System methodology. In this chapter, we detail what not to do, as well as what to do, why to do it, and how to do it.
Main Topics
Why SMEs close
The alternative of clustering
Why to create a business network
How to create a network of companies and main mistakes
The services that a group could provide according to our method S.I.P.E. (Integrated System of Promotion of Competitiveness and Export)
When S.I.P.P.E. is successful
The success of the company’s internationalization process depends largely on the quality and preparation of the foreign trade department. We would like to remind that the foreign trade department is not an appendix of the domestic market department, rather it is the heart of the company’s internationalization strategy.
One of the main barriers to exporting lies exactly in the lack of integration between the export department and the whole company, so much so that it is not uncommon that it is often more difficult to “sell the idea of exporting in the company” (involving all departments), than to sell the product/service abroad. Here I personally transmit my experience of more than 10 years as export manager.
Main Topics
Comex department responsibilities
Examples of organization charts
Export manager profile
The management of information, offers, and budgets
This chapter is intended to be a summary of the main aspects to achieve competitiveness, a first self-assessment, and an orientation on where to eventually introduce improvements.
Main Topics
Competitiveness parameters in internationalization management
Where to improve?
Additional information
Final recommendations video
To continue with the practical and didactic style of our project, we end our long day with a method that we have developed over many years of activity, both as an export manager and as a consultant: EXPORT CHECK-UP.
It will serve you as a gauge or a meter, to check the level of competitiveness of your export management. Once you have detected the eventual deficiencies, you will be able to elaborate an improvement action plan for each analyzed area.
It is not a coincidence that you will find this at the end of the project, because by studying the texts, answering the evaluation tests, and attending the video lessons, you will certainly have the tools to identify where and how to make any corrections to improve your management, resulting in improvements in profitability, simplification of the management itself, a better relationship with customers, and most importantly, a reduction in costs, risks, errors, and time, to have more satisfactory results.
Main Topics
Structuring the Export check-up
Industrial and technological capacity of the company
Quality of information management
Quality of communication and promotion used
International market management
Foreign trade department
Price engineering
An Italian engineer and economist, Nicola lived for 25 years in Brazil where he worked as an engineer until he was hired by Asea Brown Boveri as export manager for Latin America, Spain, and Portugal.
He was then head of marketing and export for a Brazilian company until 1985. Since then, he has dedicated his career to consulting and training. Over the years, Nicola has worked, in addition to Italy, in almost all Latin American countries, training executives, entrepreneurs, and academics. Through European Union projects, he carried out consulting activities in Vietnam, Ukraine, Poland, Slovenia.
Nicola has collaborated with almost all foreign trade promotion institutions such as ICE of Italy, Promexico, Procomer, Apex, and academic institutions such as TEC University of Monterrey in Mexico, Getulio Vargas Foundation in Brazil, Consorzio Universitario CUOA of Vicenza in Italy, Ifoa and Master International Business, M.I.B of Trieste.
We would like to remind you in advance that we are not offering you a “ready-made cake recipe (and if the cake does not turn out good, as the recipe says, you must repeat it).
It is much more than this: we are encouraging you to think and analyze every process, in most of the activities you perform in exporting.
We want the maximum of your commitment: this is the only way to get results.
For the experience of the author of the project with 45 years in the internationalization sector, having assisted dozens of institutions and companies in Italy, Latin America, the Far East, and several European countries; and for his books being a source of reference for hundreds of executives.
For the vast experience in online training of the Woman Forward Foundation.
For the system of tutorials and collaborative learning.
For the didactics of the course and the resources used; such as the numerous videos, the check up, the check list, the hundreds of links, the action plan formats, and the countless case studies.
For the quality and innovation of the contents (such as the export check up, company network, price engineering, etc.).
Included in the course material are:
The price of the course is 190€ (euros).
PROGRAMA KIT DIGITAL COFINANCIADO POR LOS FONDOS NEXT GENERATION (EU) DEL MECANISMO DE RECUPERACIÓN Y RESILIENCIA
info@womanforward.org
