Accessing International Markets in Time of Crisis

The course develops a conceptual framework to explain international trade operations. Sufficient attention is given to important issues affecting export trade. It will provide the basic foundations of international marketing and then explain how companies can grow by going abroad or sourcing ideas/expanding into other countries.

Based on key business needs, it will provide participants with a common grounding in international market access as well as tools to understand the market access environment, plan strategy, and optimize access tactics to adapt during times of distress.

Target Audience
Entrepreneurs, SME Business Owners, Manufacturers, General Managers, Brand/Product Managers, Logistics Managers, and Sales/Marketing Managers who want to explore access to international markets.

Learning Outcome
Establish a common grounding in international market access.
Learn how to develop planning strategies to adapt to a changing economic landscape.
Build up an understanding of how to enter international markets, select targets and position your brands.
Achieve deeper insights into the core meaning of international market elements, and their relationships with each other.
Learn about decision making at buying centers and distributor channels.
Develop an understanding of the core requirements for international logistics and transport.

Course Content

Module 1. Planning and Preparations for Export
• Assessing and Selecting the Product
• International Market Research
• International Market Assessment
• Developing an International Business Plan
• Export Counseling and Assistance
• Overseas Travel and Promotion

Module 2. Export Channels of Distribution
• Distribution Channel Selection
• Indirect Channels
• Direct Channels
• Locating, Contacting, and Evaluating Agents and Distributors
• Contracts with Foreign Agents and Distributors (Representatives)
• Major Clauses in Representation Agreements
• Maintaining and Motivating Overseas Representatives

Module 3. International Logistics and Transportation
• External Influences on Logistics Decisions
• Typical Logistics Problems and Solutions
• The International Logistics Process
• Logistics Functions
• Transportation

-Discounts Available for multiple registrations on Public Workshops Sessions-