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

Official Launch of education program Export Revolution took place on September in Kiev, Lviv, Dnipro and Odessa.

This open seminar served to introduce the Export Revolution Ukraine program, which last from November 2017 to May 2019. Anu-Mall Naarits, CEO of Marketingi Instituut in Estonia gave an introductory talk on forging ahead in the export field.

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

The program is divided into two parts:

REGISTRATION TO THE PROGRAM

The project is financed by Estonian Ministry of Foreign Affairs from the funds of development cooperation and humanitarian aid.

Our partners:

  • Export Promotion Office
  • Ministry of Economic Development and Trade of Ukraine

Program for new exporters

Consists of webinars which will be released once per week. The webinars are available in English with Ukrainian subtitles.

Every webinar is 2 hours and includes Q & A session with trainer. Webinars are accompanied by practical cases studies about export. Webinars will take place on ClickMeeting platform. Invitations to participate in the webinar come through the Click Meeting platform.

Participants can select one module or the whole programme.

Webinars for new exporters
Date and time Topic Trainer
29.10.2018 at 13.00 - 15.00 Are you ready for export? Sven Aulik
06.11.2018 at 12.00 - 14.00 How to choose an export target group? Anu-Mall Naarits
12.11.2018 at 13.00 - 15.00 How to choose an export market? Argo Sildvee
19.11.2018 at 11.30 - 13.30 How to choose the right product for exports? Anu-Mall Naarits
26.11.2018 at 13.00 - 15.00 How to set the right price? Anu-Mall Naarits
03.12.2018 at 15.00 - 17.00 How to choose the entry strategy? Sven Aulik
14.12.2019 at 12.00 - 14.00 How to create an export marketing and sales plan? Jaan Järv
14.01.2019 at 13.00 - 15.00 How to plan the financials for export? Andy Paterson
21.01.2019 at 13.00 - 15.00 How to calculate ROI in export? Andy Paterson

Program for experienced exporters

This program consists of the following:

  • Educational videos with practical examples
  • Home assignment based on the videos and company situation.
  • Feedback will be made in compact groups, the group size will be maximum 25 participants. The feedback is given to home assignments via 2 hours ClickMeeting Q & A session with trainer. The feedback will take place on ClickMeeting platform. Invitations to participate in the feedback come through the Click Meeting platform.
  • 3-days study visit to Estonia.
  • Live seminars in Kiev, Lviv, Odessa and other cities. Participants will have the opportunity to get for face-to-face feedback.

Training program for experienced exporters
Modules Topic Homework, feedback
Export strategy and planning.
Trainer Jaan Järv
  • What is an export strategy?
  • How to choose a market?
  • How to enter a market?
  • A good export plan
  • Effectuation of export strategy
Modul opening 22.10.2018
Homework 04.11.2018
Feedback
05-08.11.2018
Export research
Trainer Anu-Mall Naarits
  • How to map an export market?
  • How to analyse a product?
  • Pricing
  • Communication
  • How to analyse customer needs?
  • How to analyse competitors?
  • Delivery channels
  • Information channels / sources
  • How to choose right market?
  • Different methods for understanding foreign market
Modul opening 05.11.2018
Homework 18.11.2018
Feedback
19-22.11.2018
20-22.11.2018 Live seminar Anu-Mall Naarits
Product service and export
Trainer Andy Paterson
  • How to choose the right product for export?
  • IT company - How should they make choices entering EU market?
  • How to adapt the product?
  • How to adapt to market needs?
  • Adapting several markets
  • How to set up a plan developing a new product to EU?
  • New product prototyping and testing in export markets
  • How should a product be labelled?
Modul opening 19.11.2018
Homework 02.12.2018
Feedback
03-07.12.2018
Pricing
Trainer Andy Paterson
  • How to set the right price
  • Why is export pricing difficult?
  • Differentiation a product
  • How to know if there is a demand for my product?
  • Different price levels
  • Cost pricing and value pricing
  • Cost pricing
  • Resellers margins
  • Cost for logistics
Modul opening 03.12.2018
Homework 16.12.2018
Feedback
14-17.01.2019
22-24.01.2019 Live seminar Andy Paterson
How to enter a market?
Trainer Argo Sildvee
  • How to choose the right entrance model?
  • Why should a company choose agent instead of distributor?
  • How to find a good agent?
  • What’s a negative side with an agent?
  • When do you need to end the contract with an agent?
  • If you end the contract with an agent you have to pay commision (by EU Law)
  • Exclusivity
  • You have attractive product...how should protect yourself?
  • Strategic partnership
  • To speed up entering a market
  • What’s main role of trade fairs in export?
  • No-one answers to emails with invitations – why?
  • I go to the trade fair the first time so I don’t know anyone
  • What are the biggest mistakes?
Modul opening 14.01.2019
Homework 27.01.2019
Feedback
28-31.01.2019
Sales System
Trainer Argo Sildvee
  • How to find first contacts?
  • How to get the people responding you?
  • Is there any suggestion what language to use?
  • How long time does it usually take to get the first meeting?
  • What steps you should need to follow in order to get to contract and to sales?
  • How to choose between the distributors or resellers?
  • If the market is big and you have to use different resellers – how to choose them?
  • How to value it if the distributor is strong or not?
  • About different trainings and sales competitions
  • How to motivate distributor or retailer?
  • Are there any differences between the markets in motivation
  • What is the average amount of bonuses?
  • What does it mean comparing to the other market?
  • How to build sales Network?
  • Practical reporting
  • How to start using a new software or CRM? How easy is it?
  • How to build trust?
  • Building trust in different cultures
  • How long does it usually take until people really trust you?
Modul opening 28.01.2019
Homework 10.02.2019
Feedback
11-15.02.2019
12-14.02.2019 Live seminar Argo Sildvee
Marketing communication in export
Trainer Anu-Mall Naarits
  • B2B versus B2C market
  • What kind of channels used in the B2B market?
  • Intensity of marketing communication
  • Be locality - in communication with end consumer
  • Legal part regulation of advertising in the market
  • How to plan your sales in developing and developed markets
  • Logic in the sale - plan your money and time!
  • How to put together a plan for the marketing communication in export?
Modul opening 11.02.2019
Homework 24.02.2019
Feedback
25-28.02.2019
05-07.03.2019 Live seminar Anu-Mall Naarits
Logistics for export
Trainer Tõnis Hintsov
  • Intro
  • What is digitalization?
  • Market and supply trends
  • How does logistics provider choice of market?
  • What are the steps and order delivery to Europe if you start delivering from Ukraine to Europe?
  • How long will it take to reach Europe wide?
  • Costs of transportation
  • Distributing to the stores separately
  • Delivery terms/ Incoterms
  • Checklist for transportation packaging
  • Transportation- and product labels
  • Example of good packaging
  • What is acceptable quality level for logistics service provider?
  • Claim handling
  • Logistic chain
  • Seasonal cargo
  • High season cargo like „Candies“
  • Centrally delivery
  • How to exporter is responsible customs clearance?
  • The solutions of stock level
  • Keep Your stock level low
  • Reverse flow is relevance in any supply chain
  • What kind of trends are in our distribution area?
Modul opening 25.02.2019
Homework 10.03.2019
Feedback
11-14.03.2019
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 12.03.2019
Homework 24.03.2019
Feedback
29.03.2019
26-28.03.2019 Live seminar Artem Daniliants
Legal constraints
Trainer Andy Paterson
  • How to describe the parties of contract? What should You as a seller pay attention to?
  • Why is important to know it?
  • How detailly should it be specified in the contract what we are selling?
  • About result of the dialogue… should it be also in the contract?
  • What should we know about the price?
  • If there are any additional costs included…let's say cost for marketing support or listing fees etc. Is this also part of the price?
  • Delivery terms! (We do assume everyone has done their homework and you know the delivery closes by today)
  • Time of delivery
  • What’s the normal difference between the delivery date and the cancellation date? Is it counted in days or in months?
  • Any other payment conditions in the contract
  • What kind of additional documents what should be included?
  • What about inspection of the goods from the buyer receives it?
  • Must the inspection process be in the contract always?
  • How is the procedure of inspection? Can they come to our factory without prior notice us?
  • Retention of title - how should an exporter understand this?
  • Why do the buyers say that they don't want this point to the contract? What could be the reasons be?
  • Intellectual property
  • Force majeure- should we think about it?
  • What it happens if everything goes wrong?
  • LCC contract is a perfect solution for everyone could use…what are the things generally EU and Ukrainian duty and tariffs
Modul opening 29.03.2019
Homework 07.04.2019
Feedback
10-12.04.2019
Financials
Trainer Serhii Kostohryz
  • Export credits
  • Methods of payments
Modul opening 02.04.2019
Homework 14.04.2019
15-18.04.2019 Final Seminar & Graduation Day Anu-Mall Naarits
Andy Paterson
13-17.05.2019 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 program. Participants who take part in a study tour to Estonia have to cover the costs of transport and accommodation.

Trainers in Export Revolution Ukraine

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.


Jaan Järv
Jaan 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 Sildvee grew up in a nice small city, with a big dream to see the world and talk to people. Sales profession came to him in gymnasium, where he was main organizer for school events. Today with more than 10 years’ experience on export sales and marketing, Argo has sold different products to more than 50+ countries around the world and in best years spent more than 170 days travelling and meeting the key persons.

For the last 3 years Argo has been enjoying the position of trainer, consultant, motivator and mentor, to support and help small and medium (SME) companies choosing the right export market and strategy. Argo is an amazing storyteller and performer with high energy level and what’s most important, he has the real life experience what he is sharing with all the people he meets.

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.