Training course builder From practice to theory to practice

1.Objectives Change of behavior Knowledge improvement Skills development 2.Methodology Practice-theory-practice Action/blended learning 3.Instruments Learning objectives Models, concepts Working methods Briefings Export training FLYING

MATTERS MODELS MODULES METHODS

WORKSHOP MODULE 2 MODULE 1 MODULE 3 SUBJECT 2.1 SUBJECT 2.2 SUBJECT 2.3 SUBJECT 2.4 CORRELATION ISOLATION

HOW TO EXPORT TO THE EU ? MARKET ENTRY STRATEGY MARKET ACCESS REQUIREMENTS FINANCIAL ISSUES PRODUCT MARKET COMBINATION STRATEGIC ALLIANCES POSITIONING AND BRANDING DISTRIBUTION CHANNELS CODES OF CONDUCT EUREPGAP PRODUCT & PROCESS STANDARDS SOCIAL ACCOUNTABILITY ENVIRONMENTAL MGT SYSTEMS COST PRICE CALCULATION PRICING STRATEGIES EXPORT FINANCING CREDIT AND PAYMENT TERMS

MATTERS Find matters (crossroads) in the exporting process, where decisions need to be taken or critical success factors Define learning objectives for the training Identify general principles, theories that apply to these matters Use models where possible to visualize theory MODELS

MARGIN SALES PRICE MARKET PRICE TRADE COST PRICE BOTTOM UP ? TOP DOWN ? VARIABLE COSTS FIXED COSTS FINANCIAL PRINCIPLES COMMERCIAL PRINCIPLES

MARGIN SALES PRICE MARKET PRICE TRADE COST PRICE BOTTOM UP ? TOP DOWN ? DIRECT COSTING ? MARGINAL COSTING ? ABSORPTION COSTING ? ACTIVITY BASED COSTING ? ECONOMY PRICING ? PENETRATION PRICING ? PREMIUM PRICING ? SKIMMING ? VARIABLE COSTS FIXED COSTS DUMPING ? GAAP ? PRICING STRATEGIES ? KRALJIC MODEL ? PRICE ELASTICITY ? PREMIUM BRANDING ? FINANCIAL PRINCIPLES COMMERCIAL PRINCIPLES

MODELS MODULES View the theory and models from different perspectives to find correlating subjects

SECTOR EXPORTER TRANSACTIONAL CONTEXTUAL GOVERNMENT/ BODIES CONSUMERS / END USERS TRADE CHANNELS Perspectives INTERNAL SUPPLIERS

COST CALCULATIONS TRANSACTIONAL CONTEXTUAL TRANSFER PRICING AND DUMPING PRICE NEGOTIATIONS Example : Price in perspectives INTERNAL

MODELS MODULES View the theory and models from different perspectives to find correlating subjects Isolate each subject carefully Build training modules with the subjects.

Example - isolation We now need to define which issues will be dealt with in each of the subjects that are the building blocks for the module. To avoid overlap in the subjects we need to isolate each subject carefully: Costing and pricing calculations Only financial issues From EXW to DDP Cost and margin driven pricing No market driven pricing issues

MODULES METHODS Find the most appropriate working methods for each of the subjects in a module Lectures, (mini)case study, (panel) discussion, exercise, game, role play, field visit, etc.

Example – working methods Costing and pricing calculations Exercise – EXW/DDP Price elasticity for different products Visit - supermarket Transfer pricing and dumping Case study - WTO Price negotiations Role play – sales call

MATTERS METHODS Connect the subjects in the module to the matter in the export process - applicability Complete the module with a briefing.

Assignment – word document 1.Title of subject 2.Define the learning objective 3.Find the general principles, underlying theories and/or models. View them from different perspectives 4.Content list of subject 5.List a number of related subjects around the. 6.Select a working method 7.Send to

Assignment – Build a subject 1.Market segmentation 2.Risk management 3.HACCP and EUREPGAP 4.Website promotion 5.Strategic alliances 6.Packaging requirements 7.Export cost pricing 8.Digging for gold 9.Trade channel options 10. Offers and contracts