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ExportMaster Executive Weekend This program is designed for executives who are willing to spend part of their weekend to refresh their export knowledge, and together with 8 - 15 other executives, develop material and plans that will activate their subsidiaries and representatives. Our concept involves dedicating half of the program time to bring you up to date and give you new ideas. The remainder of the time is allotted to actively working and focusing on your company and your products.
1. A broad "brush stroke" approach to the prerequisites for doing business internationally, including focus on the world market today and tomorrow. 2. A focus on how to activate your representatives or your subsidiaries. This includes how to find and choose a representative and also how to motivate them. The purpose is not only to get new ideas and exchange experiences with the other participants, but also to work actively with each company. When the session is over, after twenty-four hours, you will have created a complete package custom-made for your company, which should result in more active export activities. Today's market is becoming more and more advanced and sophisticated. Products are not only products, but consist more of complete systems. Staff must be more technically educated and oriented in order to address the advanced technology for products and systems. Unfortunately, this very often results in the marketing department falling into the trap of producing too "technically-oriented" material, and forgetting what the customer really requires to be served and convinced.
Today's international market demands that the exporter possess an understanding of the purchasing countries' way of doing business, their culture, norms and values. Too often we tend to talk technology when the important task is to understand the market and what the customer really wants.
We know that every exporter now and then needs a "vitamin injection", not only in order to see what is happening on the market, but also to gain knowledge about what new "tools" are available. Furthermore, it is often good to be "forced" away from technical thinking and into more market oriented activities. As a manager, or someone in charge of export, it is useful to receive a continuous flow of new experiences and ideas. To get together with "similar people" during a 24-hour period, exchange ideas and experiences, and to work with new ideas, provides a much better return on your time invested. MARKET INFORMATION. We live in a society where an enormous amount of market information is available. Today there are "tools" which make it easy for us to keep ourselves updated, and also provide us with the specific information we require.
The enclosed program not only provides you with many examples, new ideas and tools during a 24-hour session, but also forces the participants to exchange ideas and actively work with concrete cases for selected products and markets. ACTIVE REPRESENTATIVES AND SUBSIDIARIES An active representative and/or subsidiary is often the key to successful exporting.
1. To find and convince the representative or the subsidiary to sell your products THE JOB OF THE EXPORTER If you don't achieve the right result, the fault is normally at the exporter's level. Although you have selected the right representative, you have not activated them. Finding the right representative is an important job. Finding the right ones for the respective markets demands understanding, adaptation and a "thorough job". SELLING Selling you as a supplier demands understanding for what your customer, distributor and your distributor's salespeople want. It furthermore demands a professional "selling" job from you. To achieve a long-standing positive result demands long-term activities from your side and also from the representative. Understanding the market and its possibilities is essential for both parties. Your job is not to offer products. Your job is to offer possibilities and how to "catch" these. You must furthermore show that your concept is more appealing than the competitors. The selection of a supplier is not as dependant on the product as it is on what you can "serve". You, as a company, have the possibility to supply your representatives with much more than products. The exporting companies are expected to provide their representatives with marketing material. Instead, they supply their representatives with technical material, which is not what they really want. SELECTION OF REPRESENTATIVE A good supplier selects the good representative and a good representative selects a good supplier. It is up to you to become a good supplier in the eyes of your representative. Today's information technology makes it possible to keep yourself updated and very rapidly obtain information about the market, it's development, the competition, suitable representatives and larger projects etc. Are you utilizing this tool and supplying your representatives with this information? The purpose of the 24-hour session is to:
The 24-hour session will contain many actual examples from different customer groups and how representatives have been found for these. You will be told how they have been selling their companies and how they got the representatives "fired up". Also, we will discuss how you can find information about respective markets and representatives and how you work from start to finish with a new representative, as well as how to reactivate an existing representative. The purpose is to get a market oriented activity for each individual company/country.
You need to be an executive, e.g. President, VP, Marketing Director, Export Manager or other staff member with some experience in exporting. If you prefer that your group includes specific company executives, we will of course arrange for this. If you do not have a preference for specific participants for your group, we will choose suitable combinations for you. Our guarantee We guarantee you will go home with new ideas, plenty of seminar material, including check lists, and experiences you can directly apply to your own organization. You will furthermore have the opportunity to work on real cases and exchange ideas with the other participants.
As soon as we have received confirmation from you and the other participants, we will: Select markets and products to work with for the individual companies Arrange the groups for the group sessions With respect to the groups, we will mix participants from different areas and products, in order to get a "cross fertilization" so you will not be guided by "old" ideas. The chairman for the respective group is not allowed to be the person responsible for the respective market and product, although that person is allowed to participate in his own group. We will select a number of products and markets from the participants. We will allow each group to meet before the seminar, in order to be well acquainted with the company and it's products. We will limit the number of participants to 16, and by that, maximum four groups.
The success of this session is dependant on the participants' willingness to depart from old ideas and test new views and solutions. Export Pro Inc. will supply the participants with:
We will arrange a conference hotel
Who are my customers? Together with the rest of the group members, you will create ideas of how to market your company to a specific distributor or subsidiary. You will discuss how to activate your specific distributor or subsidiary and how to develop a more active marketing strategy. Through the process of working with some concrete products and countries as examples, you will not only gain some insight into your own company and how you can operate more efficiently, but you can also apply these skills to any other company or product. You will also bring home with you a check-list for future usage. Where is this conference going to be held? We suggest a place far away from your telephone. A nice Inn or Hotel where we can work undisturbed and in a cozy atmosphere. We suggest that we spend at least 24-hour together, e.g. start with lunch on a Friday and wrap up on a Saturday afternoon. As an alternative, we can commence the seminar on a Saturday, or any other day during the week.
EXPORT MASTER® "EXECUTIVE SEMINAR" PROGRAM DAY 1:
DAY 2:
What do we offer you? We will cover most of the activities required in order to succeed on an export market, especially how to get active representatives and subsidiaries and simultaneously achieve an active organization at home. We will discuss and work out solutions for your specific company for the markets you plan to activate. You will go home with many new ideas, which you can directly apply to your own organization. You are provided with seminar material you can use both today and tomorrow, including check-lists you can use in your daily activities. Furthermore you have exchanged ideas with 15 other participants, with whom you can keep in contact in the future.
SEMINAR LEADER Leif Holvall, president of Holmvall International Trading Inc. and Export Pro Inc. Toronto. The companies' activities, since 1982, have been to establish, activate and educate companies in international business. These companies work daily with exactly the activities this program contains. Furthermore, during a span of 15 years Leif has been in charge of export to more than 100 countries for companies such as Atlas Copco. He has also held the post of Swedish Trade Commissioner to Canada for a term of 4 years. He has both small family companies as clients but also the executives for some of the largest companies on the stock exchange. Does this sound interesting? Contact us to discuss your needs and we will give you more detailed information and suggestions.
Phone (905) 478-7370, Fax (905) 478-7371
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