training course builder from practice to theory to practice
TRANSCRIPT
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 [email protected]
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