Workshop on Export Intelligence and Promotion
2-6
November 2008
Palms Hotel-Kuwait
The Gulf
Organization for Industrial Consulting (GOIC), in its role to facilitate the transfer of knowledge and to enhance the individual and organizational capacities for industrial development in the GCC member states, is joining efforts with Public Authority for Industry State of Kuwait to deliver a workshop for stakeholders from and related to Small, Medium and Handcraft Industries on Export Promotion, Procedures and Documentations.This workshop will be under the patronage of H.E. Dr. Ali Fahad AL Mudhaf, General Manager of the Public Authority for Industry - State of Kuwait.
This course will introduce the basic principles and best practices of exports and serve as a guide through the challenging jungle of procedures and documentation required for a complete export process.
As GOIC events in general, these five intensive days of training are also intended to facilitate networking, spread awareness and link up export practitioners from the public and private industries with service providers and policy makers in order to increase the synergies for a greater growth of the exports from the GCC.
BACKGROUND
The member states of the GCC have a long tradition of exporting great industrial quantities to the world. These exports are mainly delivered by major industrial stakeholders and/or by the governments themselves and the experience remains preserved in-house in the large corporations. As Small and Medium Sized industries (SMIs) are increasingly stepping up on the industrial production arena also in the GCC, GOIC aims to support their export capacity building through facilitating the country specific transfer of knowledge and by providing SMIs with a set of internationally utilized tools for a yet more successful Export Promotion.
EXPECTED OUTCOMES
After the completed Workshop, participants will have gained:
- Generic overview of the complex picture of international trade & a focused understanding of the specifics of Exports;
- Insight about the processes of planning & executing exports;
- Familiarity with the key institutions, standards and field specific language used by practitioners;
- Understanding of the main procedures for exports;
- Knowledge about the required documentation for administering exports.
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WHO SHOULD PARTICIPATE
Stakeholders related to SME exports (policy makers, shipping and freight forwarders, customs administration staff, tax officers) as well as individuals working in SMEs with marketing, Export Management, Sales, Administration, Public Relations, Sales support services, IT support and Finance should sign up to the Workshop.
The Participation fee of USD 395 will cover the costs for the five days participation, the complete set of training material , lunches and all refreshments during the five days.
"All additional costs (Travel, Accommodation…) are on the responsibility of the participant".
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WORKSHOP OUTLINE
The outline for the workshop will be centered around four key modules, covered over the course of five days. The instruction language will be English, Arabic support will be provided. The modules are:
Module 1: Basics of Intelligent Export Management
Module 2: Identifying Export Markets: International Market Intelligence |
Module 3: Pricing Products and Budgeting for Export-Related Costs
Module 4: Getting Paid
Module 5: The Export Business Plan
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Module 1: Basics of Intelligent Export Management
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- What is marketing?
- Framework for international analysis
- Competitive analysis and strategy
- Industry analysis
- Competitive strategy
- Value chain analysis
- Assessing a company's export readiness
- Approaches to exporting
- Distribution considerations
- Indirect exporting
- Direct exporting
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- Locating foreign representatives and buyers
- Negotiating an agreement with a foreign representative
- Preparing the product for export
- Product adaptation
- Engineering and redesign
- Branding, labeling, packaging
Servicing
- Shipping & freight forwarders
- Packing
- Q&A
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Module Two: Identifying Export Markets: International Market Intelligence
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- Determining export potential
- The market research process
- Research at export marketing stages
- Trade map databases
- Selection menu
- Assessing world competitors
- Gauging national trade performance by sector
- Analyzing trends in a sub-sector (4-digit product groups)
- Overview of top products exported by country
- Assessing bilateral trade at the sectoral level
- Analyzing bilateral trade at the product level
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- Review existing and potential trade between a country and a region
- Analyzing trade potential in a graphic format
- Trade in services
- Review world exporters of services
- Identifying a country’s suppliers for a selected service
- UN COMTRADE database
- The Main Interface
- Data query and extraction
- FAOSTAT databases
- EUROSTAT – COMEXT Databases
- Q&A
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Module Three: Pricing Products and Budgeting for Export-Related Costs
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- Allocating costs
- Understanding the export market cost chain
- Five basic export pricing methods
- Market entry pricing strategies
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- Determining ex-works price and pre-tax profit margin
- Creating an export-ready price sheet
- Export sales forecasting
- Q&A
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Module Four: Getting Paid
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- Methods of payment:
- Cash in advance
- Letter of Credit
- Collections
- Open account
- Consignment
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- Factors to consider in choosing a method of payment
- Hedging against foreign currencies
- Financing or selling export accounts receivables
- Bartering and counter trading
- Payment problems
- Q&A
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Module Five: The Export Business Plan
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- Building the export business plan
- Using business plan pro software
- Export business financials and financial control
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- Hands-on training with business plan pro software
- Q&A
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WORKSHOP SCHEDULE
Please click on the attached document to see the detailed description of the Workshop Schedule on Export and Intelligence Promotion
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TRAINING
MATERIALS
ASI provides a 280-page training manual,
complete with details on export business
management and related training topics. Each
trainee will be provided with a take-home manual
to guide their participation in the course and
support topics covered during the course of each
day. Included are four interactive multimedia
CDs with case studies, software, and additional
multimedia materials and presentations.
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TRAINERS
The training will be conducted by Douglas A.
Anderson, MBA and Dr. Ali El Saied, Ph.D., are
both highly skilled and experienced export
promotion practitioners.
Douglas A. Anderson,
MBA
 Mr.
Anderson has thirty-five years of
results-oriented, successful experience as a
mid- to top-level executive and management
consultant on five continents and in forty-five
countries. His experiences range from
developing, assisting, and managing start-up,
micro, SMEs, and major enterprises (sales in
excess of $250mm and 8,000 employees), with an
emphasis on agribusiness.
He is presently the Egypt Country Director and
Chief of Party for ACDI/VOCA, a full-service
international economic development firm
dedicated to improving lives and livelihoods
worldwide. Since 1963, ACDI/VOCA has worked in
145 countries. Funded by USAID, the USDA, the
World Bank, regional development banks, and
other sources, ACDI/VOCA currently implements 90
projects in almost 40 countries. Mr. Anderson is
a key member of the senior team currently
expanding services offered by ASI, an ACDI/VOCA
affiliate.
Mr. Anderson is an expert in business
fundamentals across industries. He has
facilitated numerous industry workshops and
business training seminars throughout the
developing world. He enjoys a worldwide
reputation for excellence in executive
management, value chain assessment and
strengthening, product development, business
turnarounds, strategic planning, business
diagnostics, and international marketing.
Active in state, regional, and national industry
associations, Mr. Anderson has assumed
leadership roles on all levels, including
president of a four-state chapter and national
director of a 20,000-member trade association.
He was instrumental in passing a consumers’
advocacy law in Oregon and chaired the state
committee for public hearings to establish the
final rules for administrative law. Governor
Robert Straub appointed him Commissioner to the
Oregon State Department of Commerce Advisory
Board.
Mr. Anderson has a rare combination of business
acumen and technical expertise in the
agribusiness arena, including more than two
decades of commercial pesticide consulting;
three decades in irrigation; and two decades of
fruit and vegetable experience, including
production, crop protection, and post-harvest
technology and international markets. Also, Mr.
Anderson has consulted in the building trades,
hospitality, retailing and manufacturing
sectors. His clients have ranged from single
proprietors to Fortune 500 companies.
Mr. Anderson is an author of business management
and technical publications. He is married and
lives with his wife, Karla, in Cairo. His two
daughters are married and live in California.
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Dr. Ali El Saied, PhD
 Dr.
Saied has over nineteen years of experience in
developing business and marketing intelligence
systems, market analysis and marketing
strategies for agribusiness in thirteen
countries. He has extensive experience in
development programs, particularly in the areas
of market research, strategic planning, export
business development, financial analysis and
management and e-business. Dr. Saied has
prepared more than 300 toolboxes, reports, and
publications for the fresh and processed foods,
herbs, and spices industries.
He is presently the Director of Programs for
ACDI/VOCA Egypt, a full-service international
economic development firm dedicated to improving
lives and livelihoods worldwide. Since 1963,
ACDI/VOCA has worked in 145 countries. Funded by
USAID, the USDA, the World Bank, regional
development banks, and other sources, ACDI/VOCA
currently implements 90 projects in almost 40
countries.
An expert in market intelligence, Dr. Saied
designed and implemented a series of certificate
training courses at the American University in
Cairo on export management, targeting
individuals in agribusiness to be certified as
export manager professionals. He prepared the
manuals and multimedia CDs and implemented the
training for the eight three-day courses: basics
of export management, international market
research, online market intelligence, data
mining techniques, export planning, export
business feasibility analysis, marketing
communication, and e-marketing. Over 300
trainees joined this program in 2004 and were
certified.
Dr. Saied is highly experienced in strategic
action planning, participating as a facilitator
in thirteen different strategic action planning
conferences. He has prepared more than twenty
comprehensive feasibility reports and business
plans in different agribusiness sectors. Areas
of analysis covered post-harvest handling
facilities, dehydrated, frozen, canned, juice
and concentrates, olive oils, table olives,
edible oils, herbs and spices, cut flowers, and
organic production for export.
Dr. Saied is extremely literate on all computer
operating systems and platforms and is a
Microsoft-certified database developer
(PowerBuilder) with very high capabilities in
database design and management with Oracle,
Sybase, and PowerBuilder. He has prepared more
than twenty-five multimedia CD ROMs.
Dr. Saied has a PhD in agri-economics from the
Institute of Economic Policy and Market
Research, Bonn, Germany, and an M.Sc in agri-economics
from Menoufyia University, Egypt. He is fluent
in Arabic, German and English.
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SPONSORSHIP OPPORTUNITIES
Two to three companies and/or institutions
wishing to be directly associated as supporters
of Kuwait’s Export Promotion activities will
have the opportunity to become sponsors to this
Workshop. The packages cost USD 15,000
each and contain the following benefits:
- Logo in the press advertising for the Workshop (1 local Ad in Kuwait & one regional in the GCC)
- Logo in all printed material related to the Workshop
- Media coverage during the inauguration and conclusion of the Workshop
- Logo on GOIC webpage for 3 months
- Three complimentary participant places in the Workshop.
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To sign up for Sponsorship, please complete the
attached Sponsorship Registration Form or contact GOIC Business Development & Marketing
Unit before October 20 2008, in
order to allow our team to follow through in
delivering all your benefits. To find out more,
contact Ms. Kristina Csiki on + 974 485 8757.
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SIGN UP
Please complete the Online Participant Registration
Form or contact Ms. Fadwa Chmaysseh,
Project Manager on +974 485 8728 to
sign up. You will receive the invoice for USD
395 for each registered participant.
A formal Letter of Acceptance containing
information about the venue and other useful
data will be sent to the address indicated on
the form once the participation fee has been
received by GOIC.
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CONTACT US
For more information about the Workshop please visit us on: www.goic.org.qa or contact
Ms. Fadwa Chmaysseh, Project Manager on +974 485
8728.
Read more about GOIC programs in general and the
EII Program in particular on:
www.goic.org.qa
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