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 2MODULE 1 MODULE 3

SUBJECT 2.1

SUBJECT 2.2

SUBJECT 2.3

SUBJECT 2.4

CORRELATION

ISOLATION

ISOLATION

ISOLATION

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

COM

MERCIAL

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

DUM

PIN

G ?

GAAP ?

PRICIN

G

STRATEGIES ?

KRALJIC MODEL ?

PRICE ELASTICITY ?PREMIUM

BRANDING ?

FINANCIAL

PRINCIPLES

COM

MERCIAL

PRINCIPLES

MODELS

MODULES

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

SECTOR EXPORTER

TR

AN

SA

CTIO

NA

L

CO

NTEX

TU

AL

GOVERNMENT/ BODIES

CONSUMERS / END USERS

TRADE CHANNELS

PerspectivesIN

TER

NA

L

SUPPLIERS

COST CALCULATIONS

TR

AN

SA

CTIO

NA

L

CO

NTEX

TU

AL

TRANSFER PRICING AND

DUMPING

PRICE

NEGOTIATIONS

Example : “Price” in perspectivesIN

TER

NA

L

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 hans@cedis.nl

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