introduction, getting to know you & program objectives expro 100 engineering the hague november...
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Introduction,getting to know you &program objectives
Expro 100 Engineering
The Hague November 2013
Agenda
House Rules
The ECP
Program overview
Deliverables
Trainers background
Group introductions and Training Expectations
Expro100 Engineering, November 2013 The Hague
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
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
Certification
Market entry
Export Coaching modules
5
Certification
Market entry
Providing expertise regarding the proces of certification
Possibility of co-financing
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 Audit and plan of action
Business development
ExportCapacityBuilding
Business Audit and action plan
Business development
ExportCapacityBuilding
Assessment SME on competence for European market entry by means of an export audit
Plan of action
Coaching the SME to further professionalisation of their business operations
Coaching SME to meet European market demands
Exploring European markets
Developing an export strategy
Expro100 Engineering, November 2013 The Hague
Business Audit and Action Plan
• Result: completed export audit with an action plan based on which the company understands the steps to take to become a successful exporter. The export audit forms the starting point for the decision how the company will further participate in the ECP.
• Tools:1. Pre-selection assessment (to determine suitability)2. Company visit by EU sector expert3. Company visit(s) by local expert
• Duration: max. 0.5 years
• No participation fee
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Export Capacity Building
• Result: company is able to meet European market demands and has familiarised itself with the European market. Furthermore, an Export Marketing Plan has been developed. Monitoring takes place through the Export Audit action plan.
• Tools:1. Technical assistance (visits) by local expert2. Technical assistance (visits) by EU sector expert3. Distance coaching4. Export Marketing Seminar (EXPRO) participation,
Rotterdam5. Orientation visit to EU trade fair (tbc)
• Duration: 1-2 years• Participation fee: € 250• EXPRO – contribution to travel cost
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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:1. Technical assistance by EU market expert2. Trade Fair participation / conference participation (3x sponsored)3. Roadshows4. B2B activities5. Assistance in follow-up of contacts (market consolidation)
• Duration: 3-4 years
• Participation fee: € 500
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EU
Export Capacity Building Market Entry phase
- Product quality
- Process control
- Market knowledge
- Export Marketing Plan (EMP)
- EXPRO
- Trade fair participation (3 max)
- B2B Matchmaking
- Effective Follow-up
2013
Technical Development
ongoing
ExportMarketing
Skills
- 2012-13 -
Outline of CBI’s Export Coaching Programme
EMP tr
aining
2013/2014
Market Entry combined withEffective Follow-up
Selection
Export Audit
Expro100 Engineering, November 2013 The Hague
Trade Fair Selection
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Key Issues
1. Select trade fairs according to companies needs/EMP2. Critical Mass
sectorsnumber of companies
3. Possibility of collaboration with other agencies
Expro100 Engineering, November 2013 The Hague
Programme Expro Nov 2013 def. Oct 29
Monday, November 11
Tuesday November 12
Wednesday November 13
Thursday November 14
Friday November 15
Saturday November 16
08.45–09.00
Registration Today's programme overview
Today's programme overview
Today's programme overview
Today's programme overview
Today's programme overview
09.00-10.30 Opening address This is CBI / ECP Introduction participants Objectives Cor Dieleman
The future of technical developments, joe/pl
Segmentation/ Product-Market combination / Distribution Channels JOE/PL
08.00 Communication plan. Promotional tools Value Proposition MB 08.45 – 10.00 Trade fair participation Han Leenhouts
Visit Agritechnica Return from Osnabrück. EU technical
standards, norms and quality JOE automotive
Idem PL, industrial
10.30–11.00
Coffee / tea break Coffee / tea break Coffee / tea break Departure for company visit
Coffee / tea break
11.00–12.30
4 step Export Marketing Plan. (recap e-learning) EMP in ECP context MB
Introduction Process Control Quality Definitions, specifications, testing and certification, overall quality Staf H.
Request for quotation Offers / contracts / General Terms and Conditions MB
Wrap up, next steps, certification PM/CC/SEE
12:30-14:00
Lunch / group photo Lunch Lunch Lunch in bus Lunch
14.00-15.30 EU Market trends and developments JOE/PL according to target group autom/ind.
Cultural differences Eleonore Breukel
Costing and pricing Risk management MB / PL Packing&Logistic
13.00 Company visit in Hengelo
15.30-16.00 Coffee / tea break Coffee / tea break Coffee / tea break Coffee / tea break 16.00-17.30 18.00 Reception
EMP assessment step 1 & 2 MB What should be in these steps / EMP work Welcome reception
EMP assessment step 3 MB What should be in this step / EMP work
EMP assessment step 4What should be in this step / EMP work EMP Step 1-4 is ready, incl action plan
Travel to Hannover (hotel Osnabrück)ALL Company Visit PL/JOE
Return to Osnabrück
EU markets,Intro & Market
Getting to know you
The results of online meetings and assignments
EU markets, trends, Facts &
Figures
Work on the 4 Step EMP
November 11
Developments and control
The future of technical
developments
Introduction to Process Control
Cultural Aspects in cross-border
business
Work on your company EMP
November 12
Structure and Risks
Risk AnalysisProcuct Market combinations / segmentation
Distribution channels / structure
Offers & Contracts /
export costing
November 13
Preparing for Trade Fair
Communication Plan / Value Proposition
Promotional tools
Trade Fair Participation /
BehaviourCompany visit
November 14
Visit Agritechnica
Looking for trends,
innovations
Looking at possible contacts
Trade Fair assignment
Looking for alternative
application of your parts &
products
November 15
Wrapping Up..
Recap of company visit.
Recap of Trade Fair visit and assignment
EMP presentation
The next steps & Closing
Ceremony
November 16
18
The deliverables
At the end of the week you will have written your 4 Step Export Marketing Plan for your company.
On the last day we will ask a number of companies to give a brief presentation of the method they followed and the work they have done (in the preparation and the Expro week)
Expro100 Engineering, November 2013 The Hague
Introduction of the CBI team
The program manager and your official host in this CBI Export Coaching Program
Mr Cor DielemanSenior Programme Manager:[email protected]
Expro100 Engineering, November 2013 The Hague
Introduction of the CBI team
The external sector experts
• Jan Oude Elferink
• Peter Lichthart
The coordinating consultant• Martin Bitter [email protected]
Expro100 Engineering, November 2013 The Hague
Introduction of the CBI team
Belén Valerio MartinezLogistics [email protected] on your participation:
hotel , invoices, etc..
Expro100 Engineering, November 2013 The Hague
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introduction of participants , groupwise….
Get together in your group and introduce yourself to your colleagues….
Name, as you want to be addressed during the week, Company name and short summary
of your products Export experience Age of your company Your role in the company Your expectations of this seminar
Expro100 Engineering, November 2013 The Hague
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Group work continued: Your expectations of this seminar
As a Group:
Formulate what YOU want as resultor outcome of this week
write the results on the flipover chart, bullit wise!
Take 15 min and report back, in your group decide who will present
- the members of the group - and the Training Expectations
Expro100 Engineering, November 2013 The Hague