Start

July 1, 2020

Duration

1 month

Language

Ukrainian

Format

online

12 400 UAH

Due to COVID19

100% scholarship coverage (with selection)

GoExport: entering new markets [online]

About the program

Ukrainian manufacturers are increasingly eager to conquer new markets and familiarize foreign buyers with Ukrainian goods, but great prospects come hand in hand with no lesser risks, due to which many entrepreneurs do not dare to scale in global markets. The UCU Lviv Business School (LvBS) invites Ukrainian small and medium-sized entrepreneurs to a comprehensive export program "GoEXPORT: entering new markets", funded by the EU 4Business  initiative and implemented by the EBRD.
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Program

The duration of each module is 2 days (each day 4 hours in duration).

Each module contains a theoretical component and work on cases and practical exercises of different formats.

Module 1.   Export strategy in an unbalanced market (July 1-2)

  • Helicopter-view of the global situation due to the pandemic and the resilience of export
  • Export Ability: Is the company ready for export? Stages of entering new markets
  • Business model for export. Mistakes that the crisis does not forgive
  • Market analysis and country selection for export
  • Product analytics and its benefits: how to choose / adapt the product for export or offer a new product to the market
  • Analysis of the client (b2b, b2c) and his needs
  • Brand positioning: how to find a unique place in the market
  • Analysis of foreign trade statistics based on open sources of information

Module 2. Digital marketing in export strategy (July 8-9)

  • Analysis of potential markets and foreign economic statistics based on open sources of information
  • The essence and benefits of digital marketing
  • The client’s path at the digital age: ZMOT and CDJ models
  • Digital mix: key tools of the Internet marketing
  • Model of customer achievement in Digital: SEE, THINK, DO, CARE by Google
  • Basic analytical tools: Google Analytics, Serpstat, Ahrefs, Similarweb
  • Digital Marketing KPIs: Key Performance Indicators
  • Digital strategy for B2B and B2C: what to look for?
  • Organization of digital marketing for small business
  • The right partner in Digital: search, interact, control

Module 3. Export Financial Planning (July 14-15)

  • Export finances. Key reports and financial performance.
  • Financial intelligence: elements of P&L, profit and cash flow
  • Short-term planning and management of financial risks in a crisis
  • Principles of designing a conceptual financial model
  • Sales forecasting and pricing methods for exports
  • Export budget and total costs
  • Evaluation of investment projects and payback of export
  • Construction of a long-term model for a new export project

Module 4. Export operations & logistics. Contracts (July 22-23)

  • Opportunities and options for transportation and transportation. Freight forwarder and carrier. Choosing the “right” partner for transporting goods
  • Organization of profitable interaction with suppliers. Supplier selection criteria
  • Basic documents required for customs clearance of goods for export. Non-tariff measures and types of control
  • Customs formalities for export cargo. Step-by-step algorithm of actions at customs registration of the goods in an export mode
  • Incoterms®2020 rules: briefly about the main thing. The most common mistakes and problems with the misinterpretation and application of the rules of Incoterms®
  • Terms of foreign trade contracts and business protection of exporting companies
  • Force majeure in foreign trade. Restrictions on the movement of goods in the EU have been introduced

Module 5. Negotiation. Exhibitions and trade missions (July 29-30)

  • Action plan to enter a new market in a pandemic
  • Intercultural behavioral patterns: what to know and consider. Methods of overcoming barriers
  • Search for partners
  • Preparation for the exhibition and trade mission: the start of intercultural communication
  • Competitive advantages of the brand: how to create a unique offer for a buyer
  • Business negotiations: an algorithm for a successful negotiation process from preparation to follow-up
  • Business culture and building loyal relationships with partners

Value

The comprehensive export training program will help you successfully present your business in the international arena.
Thanks to this program participants will:

  • learn the key components of export activity
  • gain a practical understanding of what companies need to do to start exporting or expanding the export map
  • analyze their own product, competitors and the market they want to enter
  • work on real cases of Ukrainian exporters: to identify life hacks and analyze errors
  • assess the risks and opportunities that may await them
  • learn how to make decisions in the conditions ​​of the pandemic and unbalanced market, how to refocus exports during the recession and define an anti-crisis export plan
  • will form a network of successful exporting entrepreneurs, potential partners in various fields

For whom

The program is designed for owners and top-managers of companies, commercial directors and managers of foreign economic activity, who seek to bring the Ukrainian product to the international market.

In order to receive the 100% scholarship coverage of tuition fee, SMEs must meet the following obligatory(!) selection criteria:

• Existing / potential exporter
•The company officially registered in Ukraine
• * The company represents small and medium-size business (from 10 to 250 employees)
• ** At least 51% of the company’s shares are owned by Ukrainian citizens (according to the Charter)
• SMEs with a good reputation
• *** The company can explain why it needs scholarship coverage

The number of scholarship places is limited. Participants will be selected due to  the results of motivation letters and in case they meet the obligatory selection criteria.

No more than two participants from one company can take part in the program.

To confirm compliance with the criteria, you must register for the program and additionally send (to the e-mail address: rdayoglu@lvbs.com.ua):

• * Financial statements for the last year / quarter issued by the SFS of Ukraine, where the average number of employees is indicated, or an approved labor report indicating the number of employees of the company. For individual entrepreneurs – the last declaration.
• ** Charter and / or registration certificate showing the final beneficiary(-ies) of the company. For individual entrepreneurs – a copy of registration.
• ***A short cover letter which includes answers of three questions:
– What prompted you to choose this course?
– Why should you get a scholarship?
– What is unique about your experience? How will you use the knowledge gained during the program?

Lecturers

Contact person

Roksolana Dayoglu

Executive education program manager of LvBS
  • +38 (096) 141-62-45
  • rdayoglu@lvbs.com.ua
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