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Getting started in exporting
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- Learn about the benefits and challenges of international trade and the questions that you should ask when considering exporting.
- Be more aware of Kenya’s trade policy, export incentives and trade agreements and how they can affect your export activities.
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Designing your export strategy
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- Know what to do before you go get export orders. From defining your business and (potential) buyers; to developing your products to conform to technical requirements and adapt to buyers needs/wants; and to formulating a delivery, image and pricing strategy.
- Learn how to design an export business strategy and write your export business plan.
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Developing your marketing plan
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- Understand the importance of a sound marketing plan that summarises the strategies and tactics that will be used to achieve specified objectives in a given time period.
- Know the main sections of a marketing plan and the path to follow in developing and reviewing the plan.
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Selecting an export market
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- Have a better understanding of the trade research process and how your company can successfully manage it.
- Know what kind of information you will need for your export market research, where to find it, and how to use it.
- Know what to keep in mind when trying to identify new markets for export.
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Building production capabilities
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- Know what “production capability” means and what specific factors your organization must consider when producing for an international market.
- Understand the importance of knowing each of your markets and how to adapt production to suit their specific needs.
- Learn how to estimate production costs.
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Setting up distribution channels
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- Learn about the various types of market representations and the functions, roles and responsibilities of each type.
- Consider the benefits of taking advantage of fair trade opportunities.
- Identify what types of distribution arrangements might be most suitable for your organization.
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Understanding international terms of trade – Incoterms
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- Learn the specific obligations for the buyer and the seller in an international transaction.
- Have a better understanding of the cost and risks involved in the physical movement of cargo from an exporter to an importer.
- Discover how Incoterms affect your export pricing structures and which ones best suit your export needs.
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Pricing for export
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- Learn how to set pricing objectives for your company and how best to price your products for export.
- Understand the main methods used to make pricing decisions and how your company can use them.
- Have a better understanding of the different determinants of export price.
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Marketing and promoting your company and products
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- Be able to make an informed decision on whether or not a trade fair would be advantageous to your organization.
- Understand the importance of selecting an appropriate promotion strategy for your organization/products.
- Have a better comprehension of how to prepare and present an internationally accepted quotation.
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Putting «e» to work
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- Understand how to build a presence on the web and use electronic media to meet the needs of marketing.
- Learn how to use the Internet to identify buyers, competitors and suppliers, and understand their strategies and priorities.
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Financing and getting paid
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- Know what different types of export financing exist and the factors that will influence your company’s choice.
- Know what sources to contact in order to obtain export finance.
- Gain a better understanding of the main methods of payment and when each method should be considered.
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Packaging and labelling
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- Understand the differences between protective packaging and point of sale packaging and their importance.
- Be aware of the major factors to consider when deciding on appropriate packaging and labelling.
- Know how to design effective labels for your international market.
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Preparing and processing export documents
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- Have a better understanding of the export documentation process, including specific roles of the exporter and importer.
- Know which documents are used in international trade and what specific information must be included to complete them.
- Understand the procedures required to export from Kenya.
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Getting your goods to market
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- Understand how to choose the appropriate method of transporting your company’s goods.
- Have the ability to calculate freight costs.
- Have a better understanding of the role of the freight forwarder and how they can help your organization.
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Contracting
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- Understand how to navigate the legal side of international trade.
- Learn what a sales contract is and how to use it to safeguard your rights as the seller.
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