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Estonia, in collaboration with Ukraine, invites exporters to attend the unique Export Revolution Ukraine programme. This programme is geared towards optimising the readiness of companies for export and preparing them to effectively harness export opportunities.

The seminar launch will take place on 2 November at 16:00-18:00 in Schastie HUB, Kiev.

This seminar serves to introduce the Export Revolution Ukraine programme, which will last from November 2017 until May 2019. Anu-Mall Naarits, CEO of Marketingi Instituut in Estonia will give an introductory talk on forging ahead in the export field.

The seminar will consist of an introduction to the programme and a talk about leading export companies in Estonia and their experiences.

The programme is divided into two parts: exporters who have experience in the field of export and new exporters who do not have experience at all.

REGISTRATION TO THE PROGRAM

This development cooperation project is financed by Estonian Foreign Ministry.

Programme for new exporters

Programme for new exporters consists of webinars that will be released once per week. The webinars are available in English with Ukrainian subtitles. Each webinar is 2 hours long and includes a video lecture and a Q&A session with trainer.

The webinars will be available on the ClickMeeting platform.

By entering this programme you will receive:

  • Practical online webinars with questions and answers
  • 10 different case studies

Participants can select one module or the whole programme.

Webinars for new exporters
Date and time Topic Trainer
23.11.2017 at 17:00-19:00 Are you ready for export? Sven Aulik
30.11.2017 at 17:00-19:00 How to choose an export market? Argo Sildvee
07.12.2017 at 17:00-19:00 How to choose an export target group? Argo Sildvee
14.12.2017 at 17:00-19:00 How to choose the right product for exports? Anu-Mall Naarits
21.12.2017 at 17:00-19:00 How to set the right price? Anu-Mall Naarits
18.01.2018 at 17:00-19:00 How to choose the entry strategy? Sven Aulik
24.01.2018 at 17:00-19:00 How to create an export marketing and sales plan? Jaan Järv
31.01.2018 at 17:00-19:00 How to plan the financials for export? Andy Paterson
08.02.2018 at 17:00-19:00 How to calculate ROI in export? Andy Paterson

Programme for experienced exporters

This programme consists of the following:

  • Educational bit size videos with practical examples
  • A home assignment based on the videos and company situation.
  • Personal feedback is given to home assignments via a Skype group call.
  • 3-days study visit to Estonia.
  • Monthly live seminars in Kiev. Participants will have the opportunity for face-to- face feedback.

Training programme for experienced exporters
Modules Topic Homework, feedback
Export strategy and planning.
Trainer Jaan Järv
  • What is an export strategy?
  • How to create an export strategy?
  • How to choose a business model for export?
  • How to choose the right entry strategy?
  • How to create an export plan?
  • How to budget for export?
Modul opening 27.11.2017
Homework 10.12.2017
Feedback 11-15.12.2017
Export research
Trainer Anu-Mall Naarits
  • How to map an export market?
  • How to analyse a product?
  • How to analyse customer needs?
  • How to analyse customer needs?
  • How to choose the right market?
  • How to choose the right segment/niche?
Modul opening 05.12.2017
Homework 15.12.2017
Feedback 18-22.12.2017
Product service and export
Trainer Andy Paterson
  • How to choose the right product for export?
  • How to choose the right service for export?
  • How to adapt a product or service to an export market?
  • How to plan for product development?
  • Packaging and labelling
Modul opening 19.12.2017
Homework 29.12.2017
Feedback 02-05.01.2018
Live seminar in Kiev Anu-Mall Naarits
Pricing
Trainer Andy Paterson
  • How to set the right price
  • Cost pricing vs value pricing?
  • Cost for logistics
  • Margins for resellers
Modul opening 02.01.2018
Homework 12.01.2018
Feedback 15-19.01.2018
How to enter a market?
Trainer Argo Sildvee
  • How to choose the right sales channels?
  • How to choose a strategic partnership?
  • Role of trade fairs in export
Modul opening 16.01.2018
Homework 26.01.2018
Feedback 29.01.-02.02.2018
Live seminar in Kiev Andy Paterson
Sales system
Trainer Argo Sildvee
  • How to find first contacts?
  • How to build a sales network?
  • How to cooperate with partners?
  • How to build trust?
Modul opening 30.01.2018
Homework 09.02.2018
Feedback 12.-16.02.2018
Marketing communication in export
Trainer Anu-Mall Naarits
  • How to build an export brand?
  • How to support lead generation with marketing?
  • How to use promotions?
  • Marketing and communication in different business cultures
Modul opening 13.02.2018
Homework 23.02.2018
Feedback 26.02-02.03.2018
Live seminar in Kiev Argo Sildvee
Web for export
Trainer Artem Daniliants
  • How to create a webpage for export?
  • How to use social media for export?
  • How to use e-store platforms for export?
Modul opening 27.02.2018
Homework 12.03.2018
Feedback 12-16.03.2018
Logistics for export
Trainer Tõnis Hintsov
  • How to build an efficient supply chain?
  • How to find a suitable logistics strategy?
  • How to optimise logistics?
  • How to manage risks in the supply chain?
Modul opening 13.03.2018
Homework 23.03.2018
Feedback 26-29.03.2018
Live seminar in Kiev Artem Daniliants
Legal constraints
Trainer Tiit Tammemägi
  • Customs, certifications
  • Contracts
  • Technical regulations
  • Standardisation
  • IPR
Modul opening 27.03.2018
Homework 06.04.2018
Feedback 10-13.04.2018
Financials
Trainer Andy Paterson
  • Export credits
  • Methods of payments
Modul opening 11.04.2018
Homework 20.04.2018
Feedback 23-25.04.2018
Live seminar in Kiev Anu-Mall Naarits
Study visit to Tallinn, Estonia 3-day tour
  • Live training: International Negotiations
  • Visit to Estonian export company
  • Practical research
  • Participating International event Tallinn Marketing Week

There is NO COST for participating in this training programme. Participants who participate in a study tour to Estonia have to cover the costs of transport and accommodation.

Trainers in Export Revolution Ukraine

Jaan Järv has excellent mentoring experience. For the past four years, he has been the mentor for 10 export sales managers, and his knowledge and experience have helped in the development of the ERA-sponsored Export Revolution programme and the Export Worker Qualification upgrade programme. Jaan has mentored hundreds of keen exporters in the past three years who have systematically entered new export markets by drawing up an export plan in advance and conducting market research under the guidance of Jaan as the basis for a realistic export plan.

Andy Paterson
Andy has extensive experience in almost every discipline required for retail: retail operations and customer service, finance and commercial, buying and merchandising, design management, production, supply chain and sourcing, e-com and marketing. In all these disciplines, successes have come through the teams Andy has led, developed and most importantly learned from.

These skills, his experience and a strong global network have allowed Andy to operate as a leader or independent consultant in supporting a variety of businesses to develop growth and efficiency strategies.

Classic management skills in leadership, coaching and development, logical analysis and problem solving have allowed Andy put his ideas and knowledge to work in a number of leading retail organisations in the UK and Eastern Europe, where he has had the opportunity to work with and learn from some amazing people. He has been in fashion and retailing for decades and has strong financial backgrounds. He has worked in the UK Arcadia Group and in the Baltika Group for almost 8 years, where he has led 5 brand collectors, purchasers, supply chain and sales analysts. During this period, he has taught dozens of top-level practitioners in the field in Estonia. Andy also advises and instructs a variety of small businesses in the creative industry. He is a valued mentor and can help you set the right goals in the creative field.

Argo Sildvee
Argo has a wealth of experience and is an exporter of a wide range of products, including products for the construction sector of the maritime industry (doors and furniture for cruise ships), and he has excellent experience in creating contacts in Asia. Argo has often been told that “he sells to where nobody else wants to sell or cannot see the potential to sell.” Argo focuses in his presentation on creating contacts, and he will give real- life examples of different companies. Argo is a thorough and effective presenter who is happy to share his experiences and knowledge with listeners. Argo passed the EAS-organised Export Worker Qualification upgrade programme and received a Diploma from The Institute of Export in the UK in 2015. This helped him develop his ideas and systematise his vast practical export experience.

Anu-Mall Naarits
Estonia’s best known woman in marketing and export. She has marketing experience of over 15 years. She has led marketing and sales teams in Baltika, Radiolinja (currently Elisa), Eesti Kindlustus (currently If Kindlustus) and has carried out hundreds of various marketing campaigns and won, among other things, the Best Marketing Award in 2012 for the opening marketing for Seaplane Harbour. Anu is head of Tallinn Marketing Week.

Sven Aulik
Sven has managed and worked with different sales activities, especially in the export sales area. His main fields of business include automotive, logistics and IT. In connection with these, Sven has visited most of European countries as well as North America, the Middle East and Asia – where he has established contacts with potential business partners, organised participation at different trade shows and forged links with sales & R&D. Sven has extensive experience of working in multinational companies, the primary example being when he was with DHL International, where his task was to lead the Estonian sales and marketing team and later manage the whole Expresslogistics team, where he put together all their daily routes, checked the aircraft landing, monitored the takeoff of loading procedures and managed the cargo distribution operations.

In the 6 years he spent in Ecofleet, which develops, sells and supports the Ecofleet GPS tracking and fleet management platform, his leadership led to the platform being used in 22 countries, localised for the needs of different markets and with Ecofleet having its own offices in Scandinavia and the Baltic countries.

Sven is currently working with GoSwift, which deals with the development and sales of a virtual queue management IT platform & full solutions for border crossing points, ports and tourism attractions. This role involves a lot of interaction with governmental authorities from different countries, “translating the customer’s wishes into IT developer’s language” and finding partners from Europe to the Middle East.

Artem Daniliants
Arten has been involved in developing online services since he was 19 years old. In high school, he developed a popular online information portal that had hundreds of thousands of registered users. He got into internet marketing when he had to attract users online with zero budget. This is why he considers content marketing and search engine optimisation one of the most cost-effective ways to promote businesses online.

During his decade-long career, he has been involved in many different aspects of creating, developing and marketing international web services, ranging from a chief technical officer to a marketing director.

His understanding of product development, technology and online marketing allow him to take projects from the idea stage to becoming successful online ventures. He has helped many start-ups in both Finland and Russia attract more customers online and optimise their online marketing processes.

He has also helped companies in Finland promote their services in Russia, and he has worked on many government projects for boosting tourism in Finland as well as international governmental co-operation projects between Russia and Finland.

He is also an experienced mentor and lecturer. Thousands of people have attended his mentoring sessions in Finland, Russia and North America.

Tõnis Hintsov
Tõnis has worked as a logistics service provider in leading positions in DB Schenker, Kaubaekspress and Transworld Shipping. He is currently acting as Dean of the Faculty of Transport at Tallinn University of Technology. He is a founding member of the Estonian Supply Chain Management Association PROLOG and since 2011 has also ben Chairman of the Management Board of PROLOG. Tõnis's main areas of expertise include logistics management, transport and distribution logistics, process development, logistics services, logistics cost accounting and transport information systems.

Tiit Tammemägi
Tiit is the Secretary General of International Chamber of Commerce (ICC) Estonia, a long standing member of the ICC Trade Law and Practice Committee. He has written user instructions for the three most recent Incoterms versions. He is a contributor to several export, foreign trade and logistics manuals and has also been the long serving CEO of EMI EWT. As an active foreign trade mentor, Tiit has given lectures in Estonian, English and Russian. As a mentor, Tiit has been described as a very good, in-depth and competent mentor. His extensive experience has made him an expert in the field, while giving Tiit the opportunity to relay real life examples to participants in his mentoring sessions.