1. Introduction, getting to know you & program objectives Expro 100 Engineering The Hague November 2013

2. Agenda  House Rules  The ECP  Program overview  Deliverables  Trainers background  Group introductions and 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. Certification Market entry Export Coaching modules 5 Certification Market entry  Providing expertise regarding the proces of certification  Possibility of co-financing  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  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 Export Capacity Building Export Capacity Building Business Audit and action plan Business development Export Capacity Building Export Capacity Building  Assessment SME on competence for European market entry by means of an export audit  Plan of action  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  Coaching SME to meet European market demands  Exploring European markets  Developing an export strategy Expro100 Engineering, November 2013 The Hague

6. 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 expert 3.Company visit(s) by local expert Duration: max. 0.5 years No participation fee 6 Expro100 Engineering, November 2013 The Hague

7. 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 expert 2.Technical assistance (visits) by EU sector expert 3.Distance coaching 4.Export Marketing Seminar (EXPRO) participation, Rotterdam 5.Orientation visit to EU trade fair (tbc) Duration: 1-2 years Participation fee: € 250 EXPRO – contribution to travel cost 7 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: 1.Technical assistance by EU market expert 2.Trade Fair participation / conference participation (3x sponsored) 3.Roadshows 4.B2B activities 5.Assistance in follow-up of contacts (market consolidation) Duration: 3-4 years Participation fee: € 500 8 Expro100 Engineering, November 2013 The Hague

9. EU Export Capacity BuildingMarket 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 Technical Development ongoing Export Marketing Skills Export Marketing Skills - 2012-13 - Outline of CBI’s Export Coaching Programme EMP training 2013/2014 Market Entry combined with Effective Follow-up Market Entry combined with Effective Follow-up Selection Export Audit Expro100 Engineering, November 2013 The Hague

10. Trade Fair Selection 10 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

12. 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

13. Developments and control The future of technical developments Introduction to Process Control Cultural Aspects in cross-border business Work on your company EMP

14. Structure and Risks Risk Analysis Procuct Market combinations / segmentation Distribution channels / structure Offers & Contracts / export costing

15. Preparing for Trade Fair Communication Plan / Value Proposition Promotional tools Trade Fair Participation / Behaviour Company visit

16. Visit Agritechnica Looking for trends, innovations Looking at possible contacts Trade Fair assignment Looking for alternative application of your parts & products

17. Wrapping Up.. Recap of company visit. Recap of Trade Fair visit and assignment EMP presentation The next steps & Closing Ceremony

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) 18 Expro100 Engineering, November 2013 The Hague

19. 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

20. 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

21. 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

22. 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 22 Expro100 Engineering, November 2013 The Hague

23. Group work continued: Your expectations of this seminar  As a Group:  Formulate what YOU want as result or 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 23 Expro100 Engineering, November 2013 The Hague