going global 2017/18 - ccmp.eu

Going global 2017/18

GOING GLOBAL 2017/18 Inspirational clinics and training workshops to help you expand your business around the world…

The demand is out there. You should be too.

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Contents: Welcome

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How to internationalise your website

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How to promote your products online 6 How to sell your products online 7 Export readiness

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How to increase your export sales 9 Market research and selection 10 Export pricing 11 International sales and marketing 12 Exhibiting overseas 13 How to book 14 Notes 15

Not currently working with the Department for International Trade (DIT)? Our training courses are exclusively for companies working with DIT, but don’t worry connecting to the DIT network couldn’t be easier. We have dedicated teams based across the West Midlands and a central events support team to help you get connected. So whether you are looking to start selling overseas for the first time or seeking further export growth contact us today: T: +44(0) 345 222 0159 E: [email protected]


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Welcome Congratulations for taking your first steps towards global growth! Now you are connected with DIT you have exclusive access to a huge range of free training courses to help you on your journey to international success. Our training courses map the various stages of export growth ensuring support is available at the key milestones of growing your international sales.

Clinics Providing you with the opportunity to meet on a 1:1 basis for in-depth discussions with specialist advisers who can provide tailored support on:  Preparing your business for export readiness  Validating your market selection and support in conducting preparatory research  Identifying the best routes to market for your goods and services  Culture and communication support in the planning of business meetings and how to make the most out of international business trips and trade shows  Developing your digital infrastructure to enable online sales, greater brand awareness and access to new contacts and buyers

Workshops Join a small interactive session focused on key topics that will help with your export growth, including:  How to internationalise your website  How to sell your products online  How to promote your products online  Export readiness  How to increase your export sales  Market research and selection  Export pricing  International sales and marketing  Exhibiting overseas


How to internationalise your website (09:00-13:00) Opportunities for international online sales are huge, and still growing strongly. With a great digital presence you can access new markets and gain new customers 24 hours a day, often at low cost. This workshop will cover:  Domain strategy  Content localisation  SEO  Social media with an international audience  Online research tools

Who should attend? This workshop is for businesses that have an existing website and are looking to develop their current site to include international capabilities.

Trainer(s): This workshop is delivered by our in-house Digital Trade Advisers who provide practical support and strategic advice to ensure that the online presence of the companies they work with is maximised for trading internationally. Areas of expertise include e-marketplaces, social media, e-commerce platforms, online advertising, international SEO and much more.

Dates and Venues: 10/10/17 21/11/17 16/01/18 06/03/18

The Elms, Worcester

13/02/18

KPMG, Birmingham

Birmingham Chamber of Commerce, Birmingham Chateau Impney, Worcester Rodbaston Hall, Penkridge

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How to promote your products online (09:00-13:00) Clever use of social media can really help to create brand awareness for your product or service. Paid promotion of your social media updates can help you reach many more customers, and you can use analytics data to target them accurately. This workshop will cover:  Promoting your business through Google AdWords  Selling your products on Google Shopping  Advertising on social media: Facebook adverts

Who should attend? This workshop is for businesses that have an existing internationalised website but are now looking for further opportunities to grow brand awareness.

Trainer(s): This workshop is delivered by our in-house Digital Trade Advisers who provide practical support and strategic advice to ensure that the online presence of the companies they work with is maximised for trading internationally. Areas of expertise include e-marketplaces, social media, e-commerce platforms, online advertising, international SEO and much more.

Dates and Venues: 02/11/17 KPMG, Birmingham 30/11/17 Chateau Impney, Worcester 07/02/18 Rodbaston Hall, Penkridge 27/02/18 KPMG, Birmingham 20/03/18 Chateau Impney, Worcester


How to sell your products online (09:00-13:00) Online marketplaces provide a huge sales opportunity for retailers and brands. Operating through sites such as Newegg in the USA, CDiscount in France or Rakuten in Japan can help retailers and brands to increase their reach in overseas markets. This workshop will cover:  Selling online on Amazon  Creating your Amazon account  Pricing  Selling across Europe  Fulfilment by Amazon  Overview of other e-marketplaces

Who should attend? This workshop is for businesses with an online international sales presence who are now looking to sell via online marketplaces.

Trainer(s):

Dates and Venues: 06/10/17 22/11/17 13/12/17 21/02/18 07/03/18 29/03/18

This workshop is delivered by our in-house Digital Trade Advisers who provide practical support and strategic advice to ensure that the online presence of the companies they work with is maximised for trading internationally. Areas of expertise include e-marketplaces, social media, e-commerce platforms, online advertising, international SEO and much more.

Yarnfield Park, Stone KPMG, Birmingham The Elms, Worcester Rodbaston Hall, Penkridge KPMG, Birmingham Chateau Impney, Worcester

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Export readiness (09:00-15:00) Developing a strong foundation for your future export ventures will place your business in the best position to succeed. This workshop is designed to help you map the journey you will take in developing international sales channels. This workshop will cover:  An overview of the support and advice available from the Department for International Trade (DIT)  An introduction to some of the key principles of business internationalisation, including export market research, routes to market, shipping and documentation, getting paid and protecting IPR  The importance of international communication and culture  Preparing an Export Action Plan to be implemented with support from DIT

Who should attend? This workshop is designed for senior decision makers whose company is in the early stages of selling overseas.

Trainer(s): Angela achieved prominence as a dynamic entrepreneur by powering espresso machine manufacturer Fracino, from a £400,000 turnover into a leading global brand. Angela is member of the Birmingham Business School Advisory Board and is a visiting lecturer on their MSc in International Marketing. Angela received an OBE for Services to Business in 2010.

Dates and Venues: 18/10/17 13/11/17 05/12/17 11/01/18 07/02/18 13/03/18

Yarnfield Park, Stone The Elms, Worcester KPMG, Birmingham Rodbaston Hall, Penkridge Chateau Impney, Worcester KPMG, Birmingham


How to increase your export sales (09:00-16:30) Improve your knowledge, thinking and capability in winning business overseas. Leave the day with added confidence and skills in applying for future opportunities. This workshop will cover:  Introducing your company (getting the pitch and positioning right) both in writing and verbally  Understanding the opportunity, who the client is, and what will make them sit up and take interest  Communicating and working with overseas advisers and/or other intermediaries to initiate and follow up discussions  Writing and submitting tenders and formal proposals  Preparing for a visit to the market  Following up and getting feedback

Who should attend? This workshop is aimed at new and inexperienced exporters keen to understand the best ways to apply and pitch your company for overseas export opportunities.

Trainer(s): Having been involved in exporting for over 30 years, John runs his own training and consultancy business specialising in international trade strategy. He has previously held a variety of sales and marketing roles in the engineering, manufacturing and business services sectors, working for both multi-national and small businesses. He has helped thousands of companies to develop business overseas, across all sectors and world markets.

Dates and Venues: 26/10/17 12/12/17 28/02/18

Birmingham Chamber of Commerce, Birmingham Rodbaston Hall, Penkridge Chateau Impney, Worcester

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Market research and selection (09:00-16:30) Are you frustrated by ad hoc enquiries from all over the world? Would you like to start selling overseas but have no idea where to start? This workshop will help you to prioritise overseas markets using market research. This workshop will cover:  How to use a practical model for selecting and prioritising export markets  How to prepare a research project plan to develop a strategic approach  Modelling for effective and time-saving desk research using the internet  Important factors when visiting an overseas market to conduct research and how to select and commission professional research  Information about marketing research support available to you through DIT

Who should attend? This workshop is aimed at new and inexperienced exporters keen to understand the best ways to conduct market research and select a market(s).


Dates and Venues: 02/10/17 31/10/17 06/12/17 23/01/18 06/02/18 21/03/18

Chateau Impney, Worcester Birmingham Chamber of Commerce, Birmingham Rodbaston Hall, Penkridge Chateau Impney, Worcester Birmingham Chamber of Commerce, Birmingham Rodbaston Hall, Penkridge


Export pricing (09:00-13:00) Improve your thinking and capability to set and manage export prices for your products and services across international markets. This workshop will cover:  Cost factors in marketing and delivering products and services to overseas customers  The importance of knowing local market price levels and typical distribution channel margins in target markets  The importance of local customs with regard to pricing, negotiation, establishing contractual terms (including Incoterms) and managing ongoing business  Identifying alternative pricing strategies to achieve differing company objectives  Tips and hints on how to address pricing issues and increase your opportunity for export profitability  An awareness and understanding of DIT and UK Export Finance services

Who should attend? This workshop is aimed at new and inexperienced exporters keen to consider how they might set prices in markets overseas, and also more experienced exporters looking to review and check their approach to the subject.


Dates and Venues: 15/11/17 07/12/17 20/02/18

Fazley Studios, Birmingham Rodbaston Hall, Penkridge Chateau Impney, Worcester

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International sales and marketing (09:00-15:30) This workshop is jargon busting, practical and action orientated. The key elements of sales and marketing will be covered while also highlighting the importance of strategic planning for market entry. This workshop will cover:  Packaging – different market requirements: translation, certifications, instructions for use and warranties  How to construct a marketing strategy and a workable plan  Understanding the unique selling points of your product or service  Managing sales team, agents and distributors  How to manage the practicalities including pricing, people and processes

Who should attend? This course is designed for those who are new to export and for those who need a fresh and more focused approach to their international marketing.

Trainer(s): Angela achieved prominence as a dynamic entrepreneur by powering espresso machine manufacturer Fracino, from a £400,000 turnover into a leading global brand. Angela is member of the Birmingham Business School Advisory Board and is a visiting lecturer on their MSc in International Marketing. Angela received an OBE for Services to Business in 2010.

Dates and Venues: 12/10/17 28/11/17 30/01/18

Chateau Impney, Worcester Birmingham Rodbaston Hall, Penkridge


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Exhibiting overseas (09:00-13:00) International exhibitions are often used to develop business opportunities but they can be expensive in terms of time and budget. This workshop will help you to plan and make the most of international events for your business, and will offer practical advice to ensure you get value for money from your investment. This workshop will cover:  Choosing the right exhibition or trade show  Planning the exhibition or trade show  Researching the markets(s) invitations and timing  Use of exhibition organiser’s PR and marketing opportunities  Working to budgets  Maximising the opportunities during the show  Post-show follow up

Who should attend? This workshop is aimed at individuals involved in planning and/or participating in international exhibitions and events, whether they are new to exhibitions or have some experience already.


Dates and Venues: 07/11/17 23/11/17 16/01/18

Rodbaston Hall, Penkridge Chateau Impney, Worcester KPMG, Birmingham


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How to book

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CLINIC OR WORKSHOP Exculsively for West Midlands businesses. Book onto a free clinic or workshop...

CLINICS We run a range of 1:1 clinics with experts that can help you with your first export steps, digital, market selections and routes to market

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WORKSHOPS From half day to full days, our workshops cover the fundamentals of exporting in interactive sessions around the region

BOOK ME UP To view and book a clinic please visit: www.ditexportclinic.eventbrite.com To view and book a workshop please visit: www.ditmasterclass.eventbrite.com

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Notes:

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great.gov.uk For further information about any of the items in this booklet or to speak to an International Trade Adviser please contact us via: E: [email protected] T: +44(0) 345 222 0159 @tradegovuk_wm