Workshop Guide 2015/16 - North East England · Workshop Guide 2015/16 Free to North East companies registered on a UKTI programme Northern Powerhouse . UK Trade & Investment UK Trade

Workshop Guide 2015/16 Free to North East companies registered on a UKTI programme

Northern Powerhouse

UK Trade & Investment UK Trade & Investment is the Government department that helps UK-based companies succeed globally and assists overseas companies to bring investment to the UK.

We are leading a whole of Government effort to deliver a step-change in overseas trade by British companies to support sustainable UK economic growth and rebalance the economy.

Our staff and partners, working on the ground in every part of the UK and in more than 100 countries, have a unique ability to support and advise UK companies at home and abroad and encourage and support companies investing in the UK.

Please note: UKTI funding is primarily aimed at helping small or medium sized businesses to either start exporting or to expand their export activity. These workshops are specifically designed to support companies who are working with UKTI to achieve their exporting ambitions. Companies must be registered with a UKTI Trade Adviser to be eligible to attend. Maximum of two persons per company to attend individual workshops.

For more information on how UKTI can help your business please contact the UKTI International Trade Hotline on: Tel: 0345 136 0169 | Email: [email protected]

Contents

Export Communications - Don’t be Lost for Words in International Markets 4

Social Media Marketing for Lead Generation 5

Export Pricing 7

Researching Export Markets 8

Routes to Global Markets 9

Case Study: UKTI Supports Cundall’s Growth 10

How to Get the Most Out Of Your International Exhibition 11

Facilitator Profiles 13 - 15

How UKTI Can Help Your Business - Available Services 16 - 17

Meet The UKTI Team 18

Is your business missing out on valuable enquiries and sales from overseas customers because of fear or lack of understanding of language and cultural differences? If so, this workshop is just the thing for you!

This half-day workshop will provide an introduction to export communications planning and guidance on how to:

- Communicate your offer to international customers and partners

- Make your website work harder for you in international markets

- Get the most out of your social networks

- Plan a communications approach for market visits, exhibitions and events

- Deal with different languages and translation needs

- Manage foreign language enquiries

…and start preparing an effective export communications plan.

Courses will be held: - 2 Dec, Emirates Durham ICG,

Chester-le-Street- 2 Feb, Boldon Quality Inn- 3 Mar, Redcar Council

Duration: Half Day

Facilitator: Norma Foster, Norma Foster Associates (See page 13)

Export Communications - Don’t be Lost for Words in International Markets

Aimed at: Both new & experienced exporters

4 Book via: uktinortheast.eventbrite.co.uk

A practical and fast-paced 1-day masterclass on the best strategies to adopt on social media platforms in order to create better leads from overseas market. You will learn how to engage an online audience and importantly how to avoid outdated practices and penalties from the social media platforms such as Twitter, Facebook, Google+, Linkedin and much more.

Designed for all levels, from newbie to savvy, you will be guided through 6 interactive modules including:

- How to create the right international social network to get more referrals

- How to set up your accounts the right way to avoid losing followers and recommendations

- How to research and create superior social content to engage your international audience

- How to use social media tools and apps to save time and get more results

Courses will be held: - 13 Oct, Emirates Durham ICG,

Chester-le-Street- 28 Jan, Wynyard Park House - 17 Mar, Boldon Quality Hotel

Duration: 1 Day

Facilitator: Pascal Fintoni, Norma Foster Associates (See page13)

Social Media Marketing for Lead Generation


Book via: uktinortheast.eventbrite.co.uk 5


Developing the right pricing strategy is critical to an organisation’s success in export markets. Export pricing and domestic pricing are different and costs, currencies, market conditions, quoting formats and negotiation styles all need to be taken into account as they will affect what you charge your customers for your products or services.

This half-day workshop will help decision-makers who are responsible for setting export prices to understand and exploit the different pricing strategies available to them.

Consideration is given to the individual objectives of participating companies and we will look at the external influences and internal factors which play a part in determining export prices. The course is relevant whether you export products or offer services.

After this course, you’ll be able to:

- Consider appropriate pricing strategies when developing export markets

- Review your costs and be contract aware

- Recognise the importance of Incoterms, duties and regulations

- Understand how to take competitive market prices and currency issues into consideration

- Negotiate effectively with your representatives and customers

Courses will be held: - 1 Oct, NECC Middlesbrough- 4 Feb, BIC Sunderland

Duration: Half Day

Facilitator: John Harrison (See page 14)

Export Pricing



Researching Export Markets



Market research is the first and one of the most vital steps for any organisation considering entering an overseas market. This intensive half-day course is an invaluable introduction to the process of planning and conducting market research overseas.

This course is designed to train individuals in the important discipline and practice of market research, whether their organisations are considering exporting for the first time or determining a strategy for new or existing overseas markets.

The course will cover the following topics:

- The importance of marketing research and how it can inform the development of a structured and objective international business development strategy.

- The options available for undertaking market research.

- Saving time and money in conducting effective desk research using the internet and other sources.

- Planning and conducting a field research project overseas and how to evaluate the information discovered.

- UKTI advice and services available to help you progress your research activities.

Courses will be held: - 1 Oct, NECC Middlesbrough- 4 Feb, BIC Sunderland

Duration: Half Day

Facilitator: John Harrison (See page 14)

This one day workshop takes exporters through the journey from selling directly to customers in a foreign market to having an in-country presence.

Learning will be enhanced by a number of case studies and group work exercises which will allow delegates to apply the information to their own businesses. The workshop is delivered under the following main headings.

- The advantages and limitations of a direct sales strategy

- Select and manage agents and distributors.

- When is an RO (representative office) right for you?

- Looking into JV (joint ventures) and wholly owned business subsidiaries.

Whether you have already decided to export or simply wish to step back and consider your strategic options – we can help you to consolidate your thoughts and processes.

Courses will be held: - 11 Nov, RTC North Sunderland- 11 Feb, RTC North Sunderland

Duration: Half Day

Facilitator: Brian Herbert (See page 14)

Routes to Global Markets



“Now we’re buildingsuccess fromDurham to Dubai”Carole O’Neil, Partner at Cundall

When Carole wanted to provide engineering consultancy overseas she took advantage of expert advice, tailored to her business. To arrange a face-to-face meeting with an International Trade Advisor:

visit www.greatbusiness.gov.uk/ukti

An informative and interactive workshop specifically designed to help you get the most out of your international exhibition by focusing on:

- Pre-show operations and marketing communications planning

- On-site promotions and exhibition skills

- Post-event sales leads and ROI reporting

Delivering best practice hints, tips and techniques, gained from over 21 years of international exhibition and events management experience. The course will also include practical activities to enable you to prepare exhibition documents for in-house use and role play to ensure you get the most of your international exhibition.

Courses will be held: - 22 Sep, Wynyard Park House- 5 Nov, BIC Sunderland- 9 Feb, Boldon Quality Hotel

Duration: Half Day

Facilitator: Beverley Rose-Ölmez (See page 15)

How to Get the Most Out Of Your International Exhibition




Norma specialises in providing advice and support to businesses to help them improve their export communications and grow sales and reputation in international markets.

Norma is UKTI’s registered Export Communications Consultant for the North East. She helps businesses to improve their export communications to increase international sales and

NORMA FOSTER (PAGE 4)

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FACILITATOR PROFILES

customer service excellence. She has worked with over 300 businesses on their export communications in the past 7 years and coached or trained over 2000 professionals at every level to be more effective and confident about winning overseas business.

Norma provides practical advice, training and coaching on the role of export communications in doing successful business overseas; how to increase sales and ensure a quality customer experience in spite of language and cultural differences.

A business development professional with over 20 years’ practical experience in marketing and sales across many industries, Pascal has been providing coaching and mentoring services on all aspects of ‘generating enquiries via the Internet’ to start-ups and growing organisations for over a decade. His specialist areas include Social Media Marketing, online PR, Search Engine Optimisation

and Content Marketing. For both work and leisure, Pascal has travelled extensively and brings his knowledge of various cultures into his practical workshops designed for new and existing exporters.

PASCAL FINTONI (PAGE 5)

John has run his own training and consultancy business specialising in international trade strategy for SMEs since 2004, and delivers lively, thought provoking and highly interactive export workshops on behalf of UK Trade & Investment and Chambers of Commerce across the UK. He has helped thousands of businesses to develop their sales overseas, across all business sectors and

covering all world markets.

Having been involved in international trade for more than 30 years, John has also worked in a variety of marketing and strategy roles in the aerospace, defence and electronic sectors (including living and working in North America), and in marketing business services, targeting especially Europe & Asia.

JOHN HARRISON (PAGE 7,8)

14


Brian Herbert has over 30 years’ experience as an export manager working for regional companies such as Domnick Hunter Filters. He has spent significant periods of time working abroad in Japan, Indonesia and other locations around the world. His knowledge is very broad but he has particular expertise in the field of third party exporting, dealing with agents and distributors. Over the

past year Brian has delivered the Get Exporting Course for RTC North.

BRIAN HERBERT (PAGE 9)

Ölmez has over 17 years’ experience in international exhibitions management, as the EMEA agent for global ICT sector trade show producers - MediaLive International Inc. (owners of the COMDEX and NetWorld+Interop branded exhibitions). Since then Beverley has worked both as a client and from the agency side within international exhibitions, events production project

management and marketing communications.

Beverly has experience of international marketing and events management within a variety of sectors from aviation to field and motor sports.

BEVERLEY ROSE-ÖLMEZ (PAGE 11)

15


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International Trade AdviserOur dedicated International Trade Advisers are here to support your business needs, whether you’re considering international trade, new to exporting or an experienced exporter. Tap into knowledge and connections of your own International Trade Adviser, save time finding contacts and building relationships to help grow your business overseas.

Passport to ExportThe first step into international trade can seem challenging. Where do you start? What markets are best for you? How do you find the right customers? This is UKTI’s flagship programme and offers tailored support to help SMEs in the North East find the perfect way to start exporting and develop the skills needed to persistently succeed in global markets.

Export Communications ReviewThe Export Communications Review (ECR) helps companies develop effective communications strategies for overseas markets, which improve the effectiveness of communications with customers and increase the international competitiveness of UK companies.

Export Market Research SchemeOur aim is to provide you with the right information and advice about a new overseas market before you make any major decisions. UKTI can help by supporting you to undertake critical desk or in-market research before you start exporting.Give your overseas ventures the best chance of success by becoming fully informed about routes to market, trading conditions, product or service suitability, competitor activity, pricing, certification requirements and other key issues.

Medium-Sized Businesses (MSBs)Companies with a turnover of between £25m and £500m are major employers and make an important contribution to the growth of the economy. It’s for this reason that we provide a special package of support specifically for these businesses. UKTI has provided additional resources to employ International Trade Advisers to work specifically with medium-sized businesses, and bring knowledge and expertise based on personal experience of international business in the private sector.

Overseas Market Introduction ServiceThe Overseas Market Introduction Service (OMIS) is a flexible business tool which puts you in direct touch with these market experts, who are at the heart of the service because of their local language skills, market knowledge and extensive political and commercial contacts, and can offer you focused advice and assistance tailored to your specific requirements.

How UKTI can help your business

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Market Visit SupportTaking part in an organised market visit is an effective way to test if the market is suitable for your business. This service provides practical assistance for new and experienced exporters interested in developing international trade, attracting customers, appointing the right agents or distributors and making sales. Each visit is led by an experienced International Trade Adviser.

Business Opportunity AlertsOver 400 international trade opportunities are published across all sectors and in over 100 markets each month. Sign up for this free service and have them emailed directly to you for your chosen markets or sectors.

High Value OpportunitiesThe High Value Opportunities programme is a major UKTI trade initiative that identifies, prioritises and supports UK businesses of all sizes to access large scale overseas procurement projects that offer huge contract opportunities for British business.

To find out more about UKTI’s range of services, please contact the Regional International Trade Hotline on:

[email protected] 136 0169

Alternatively, contact yout local UKTIInternational Trade Adviser.

i

Tyne BridgeNewcastle upon Tyne

World-renowned for creativity and innovation, with a talented workforce, advance industrial base and high quality of life, choose the UK for a dynamic company location and stable investment environment. www.gov.uk/britainisgreat

UKTI is the government organisation that helps UK-based companies succeed in the global marketplace and assists overseas companies to invest in the UK economy.

The North East is the only UK region with a positive trade gap and currently exports in excess of £12.5 billion in goods and services annually. We have plans to significantly grow our region’s exports and have bespoke products and services to help North East based SME’s compete more effectively in the global market.

Our regionally based International Trade Advisers are ready to help your business access the wealth of knowledge and experience of the 2,000 UKTI employees based in the UK and in over 150 overseas offices in 100 markets.

For further information please call 0345 136 0169 or email [email protected] us @UKTINorthEast

www.gov.uk/ukti.

Workshop Guide 2015/16 - North East England · Workshop Guide 2015/16 Free to North East companies registered on a UKTI programme Northern Powerhouse . UK Trade & Investment UK Trade

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