14 06-18 exportwise workshop-

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Florence Deniel & Elisa Otero Cepeda

Export WorkshopThe hands-on approach to export development

Content Exportwise copyright

Exporting will transform your business!

Think out of the BoxKeep all practical and

Exporting will transform your business!

Widen business opportunities

Gain global exposure

Minimise reliance on Home market

Improve business skills

Improve efficiency

Increase turnover and profits

Increase chances of long term survival

Keep all practical and

IntroductionsWho we are

Florence-Claire DenielTrained in International Business Paris-France, and the Institute of Export UK.30 year career in practical Export Development

Elisa Otero-Cepeda
Trained in international Business in Spain and France.15 year career in practical Export Development

IntroductionsWho you are

Objectives of the export workshop

Engage with you

Remove the fears around exporting

Practical knowledge

Framework for self assessment

Raise your self confidence


Find and maximise export opportunities

Guidance on how and where to start

Ho to set realistic objectives

How to benchmark progress with logical and achievable targets

How to measures success


Empower you with tools for on-going export and overall business success

Dos and Dont

Examples

Sources and references

We are taking you on a global journey

Destinations and choices

Prepare for the journey

What is our destination?

How do we get there?

What do we need?

How long will it take?

How much will it cost?

keep calm and carry on

..

Your Export journey starts at Home!

Your Export journey starts at Home!

Know your business

Know your strengths

Know your weaknesses

Know your competition

Know your objectives

Your Business Identity

Seems obvious but is important and often forgotten or not communicated to export clients


Your company name, address, logo and website

Your telephone numbers with international format

Your EU Vat number

Your bank account details with IBAN and SWIFT codes

Your products HS Tariffs

5 EssentialsAll these will be needed for every export transaction so good idea to keep them handy


Is made of the country prefix GB- and your VAT nr digits

Why is this important?

Allow free circulation of goods within the EU

Your EU VAT nr

HS Tariffs

What are they

What are they for

How to find them

When to use them

HS Tariffs

HS Tariff is a classification of goods with international recognition.

It includes 98 chapters for categories of goods.

They are normally 10 digits and represent the exact identity of your goods.

HS Tariffs

They are used to identify:

export and import duties, exemptions

preferential movement of goods, duty suspension

VAT liability,

import or export licence requirements

They are used on all movement documents and invoices

HS Tariffs

It is important to use the correct HS tariff for you and your customers

to speed up clearance of consignments and

to minimise import duties.

HS Tariffs

Here is an extract from the government website with more information. Worth noting that there is a strong biais on the collection of various taxes and duties!

HS Tariffs

HMRC- https://www.gov.uk/trade-tariff/sections

https://www.gov.uk/classification-of-goods

UPS: http://www.ups.com/content/gb/en/bussol/browse/tradeability.html

Wikepedia: http://en.wikipedia.org/wiki/Harmonized_System

worth noting:
Tariff classification service
Telephone: 01702 366077

HS Tariffs

UPS easy tools to find your tariff codes

HS Tariffs Chapters

1st out of 2 slidesYou will see the url link in the top letIt contains 21 sections and 98 chapters all with sub-headingsTariif nrs are 10 digits

HS Tariffs Chapters

2nd out of 2 slides

HS Tariffs example

1/3 : Lets look at textiles, since we are in an heritage woolen mill We find that textiles under chapter 50

HS Tariffs example

2/3 Lets take the example of Wool, since we are in an heritage woolen mill We find wools under chapter 51. So we click on this

HS Tariffs example

3/3 We now find wool under chapter 51, we then continue checking for more details on the product and production process to find the correct category.It is important to find the allocate the right category to your products as it could save your and your overseas buyer a lot.Well come back to this later when we look at invoicing

HS Tariffs example

Know your strengths

This may seem obvious but often companies are not fully aware of their strengths in a global environment

Know your strengths

Do you produce very unique widgets?

What are the features of these widgets

Do you communicate these fully?

Do you have key expertise?

Do you have a price advantage?

Are you better than your competitors?

This may seem obvious but often companies are not fully aware of their strengths in a global environment.

Know your strengths

Examples

Ask the participants to work in groups of 2 or 4 and list all their business strengths, why and present them briefly



Is your product only for the UK market?

Do you lack expertise?

Do you you lack resources?

Have you never exported?

Are your competitors stronger?

All these and more will need consideration- examples from the room


Every Cloud has its silver lining

Turn your weaknesses into strengthsConsider examples with the participants.
Consider how to tackle weaknesses and/or turn them into advantages

Know your competition

From the UK

From the countries you aim to sell to

From other countries competing on the same markets

All these and more will need consideration- examples from the room

Ready to export?

Where do we start?

How do we start?

These are the questions I am always asked and expected to provide quick fix answers.

Two ways that will kick you into exporting

By default: you get an enquiry by e-mail or from your website

By desire: you have made a conscious decision to export

So where do we go from here?

Whether by default or desire you will need to address the same considerations in order to tackle the opportunities successfully

The default opportunity

So, you have an enquiry from an overseas company asking to buy your products

Dont panic!

The default opportunity

The pressure is on to respond but before you quote any price

STOP and THINK

Buy yourself time: ask them questions

Get to know your clients

To evaluate the enquiry

To eliminate times wasters or spying competition

To focus on serious business

To consider all key relevant elements

To make the right proposal that will lead to profitable sales

5 reasons why it is essential to ask the right questions

6 Key Questions

Who they are?

Where are they based

What type of business they operate

Their position on the market

Who they already work with or buy from

Their objectives

It may sound obvious but many people ignore these basics.Explain why it is important to ask such questions: supply suitable products, evaluate the potential, the manufacturing cost

Marketing considerations

The marketing mix 4 Ps

Understand Export MarketingI had 3 more Ps:Ask what people understand as Marketing-Dispel mis-conceptions such as confusing with adverting or promotion or e-mailing campaignMarketing is literally everything about taking products/services to the market
Important to realise theneed of a special export marketing strategy

Export Marketing

People

Persistence

Patience

My 3 additional Ps to marketing mix for export successIt may sound obvious but many people ignore these basics.Explain why it is important to ask such questions: supply suitable products, evaluate the potential, the manufacturing cost
Will need to consider a global export marketing and then one for each target market

Export Marketing

Product: what do produce

Promotion: how to you go about promoting your products

Place: where you sell

Price: at what price you sell

The 4 PsIs the product right for the market, what changes may be needed to meet various countries needs: technical changes, packaging, legal requirements
Promotion: consider the routes to market and distribution channels. Avoid making assumptionsCost of logistics
Consider export and import restrictions, export licenses, import licences?Implication of changes on costs

Finding Export Opportunities

Where to go?

Is the product right for the market, what changes may be needed to meet various countries needs: technical changes, packaging, legal requirements

The Cobweb Approach

Start near You !

Market research doesnt have to be costly!

Use online platforms 1st, to maximise your resources Remove the panic from the blank pageInfo is out there, start with the obvious, near you!Too easy to omit locally available resources !

The Cobweb Approach

Connect with your Trade Association

Connect with UK Export support organisations

Connect with your local Export Hub

Research via social media

Look at your competition: what do they do and how?

Visit key markets and trade fairs

Look up directories online and off-line

Start near You !Start nearer to Home and then widen the web to search on foreign platforms and sources

Export Development Platforms

UKTI

Connect with UK Export support organisations

Connect with your local Export Hub

Research via social media

Look at your competition: what do they do and how?

Visit key markets and trade fairs

Look up directories online and off-line



UKTI- www.ukti.gov.uk

Open to Export www.opentoexport.com

Youtube opentoexport webinars

Entreprise Europe www.ee-yorkshire.com/yf/



www.businessopportunities.ukti.gov.uk/uktihome/search.html?search=&sector=%2Fadvancedengineering&country=-1Start nearer to Home and then widen the web to search on foreign platforms and sources


http://www.businessopportunities.ukti.gov.uk/home

Start nearer to Home and then widen the web to search on foreign platforms and sources


https://www.youtube.comStart nearer to Home and then widen the web to search on foreign platforms and sources


http://exportbritain.org.uk/events/

Chambers of Commerce


http://www.ee-yorkshire.comStart nearer to Home and then widen the web to search on foreign platforms and sources


http://www.myexporthub.co.uk/

Chambers of Commerce


http://madb.europa.eu/madbStart nearer to Home and then widen the web to search on foreign platforms and sources

Overseas Markets visits

UKTI supported events and trade missions

Trade Associations supported missions

Bespoke missions

Independent travel

UKTI run events and supported missions which if qualifying can be useful. BUT business has to be in qualifying sectors and priority countriesGrants are not very high and may just serve to cover any joining fee for to the trade mission organisers.Trade Association missions are usally in conjunction with UKTICan be difficult to find the right link


https://www.gov.uk/tradeshow-access-programmeIs the product right for the market, what changes may be needed to meet various countries needs: technical changes, packaging, legal requirements


I recommend to visit the market and possibly fairs before committing resources to exhibiting there

Export Marketing

Product: what do produce

Promotion: how to you go about promoting your products

Place: where you sell

Price: at what price you sell

The 4 Ps

How do you get there?

Customs

Transport and logistics

Documentation

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http://ec.europa.eu/small-business/most-of-market/rules/index_en.htm#1

Customs

Depending where and what you export you will need to

Pay Tax or Duty

Pay Customs duty

Need a export license

Special documentation

Customs

Within the EU there is not Tax nor Customs duty nor documents

Outside the EU check requirements with:

Local Chamber of commerce www.mycci.co.uk/

Transport company

Embassy or consulate of country you are exporting

Customer

https://www.gov.uk/starting-to-export

Transport & Logistics

Choosing the right transport company?


SERVICE and THEN price SERVICE means that you should know at any moment where/how your cargo is and to be informed ASAP if any problem happensLocal, dealing directly where possible

Services offered to the different countries

Agency


Examples

Japanese transport company double price

Key questions to ask when interviewing a transport company

Logistics

Cost of transport + documents

Delivery times

Booking time, waiting time at port, cancelations, clearance of customs at destination

Using the transport company as a Freight Forwarder

How do you get there?

Packaging

Example of special requirements: wood.

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HANDS ON SUPPORT FOR YOUR BUSINESS

HANDS ON SUPPORT FOR YOUR BUSINESS