AREAS WHERE BDS PROVIDER NEEDS TO PLAY A ROLE IN A CLUSTER.
A . The Art & Science of CLUSTER MODULE
1. The Global background to Cluster Development Program ( CDP ) & its relevance to the business in your country.
2. The Indian background to Cluster Development Program ( CDP )
3. Objective & purpose of CDP ( Backward & Forward linkage )
4. Sensitisation of CDP
5. Scientific steps of CDP
6. Methodology of CDP
7. Experiences of clusters & consortia- Achievements
8. Consortia formation “ MATRIX “
9. The psychology of working together.
10. The benefits of CDP
11. Reasons for Failure of some CDP’s.
12. Cost of running CDP & Consortia
13. Networking & CDP
14. Agencies involved in CDP & their role.
15. Role of CDA ( Cluster Development Agent )
16. Areas of CDP which affects business – Technological intervention, R & D , cost reduction , cost sharing , increase in sales , increase in profits , joint market promotion , exports , imports , joint ventures , group financing , group staffing
Other side topics of the presentation will be :
- Why to work in groups under consortia ?
- Getting your company ready for CDP
- Business environment in international markets.
- Marketing strategies for consortia.
- Business Linkages / Teaming in CDP Contracting concept in CDP.
- Business Plan for consortia.
- Government Advocacy for CDP.
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B. The Art & Science of EXPORT CONSORTIA MODULE
1. Selection of export consortia members :
socio-psycho-scientific selection "MATRIX"
2. Constitution & registration of export consortia
3. Product selection of export consortia
4. Code of conduct
5. Sharing of orders
6. Dividing responsibilities
7. Business plan of export consortia
8. Banking & export consortia
9. Joint programs - purchase & sales ( 22 Activities )
10. Common Facility Centre ( CFC )
11. Export country Matrix
12. Price matrix
13. Export consortia as a " USP "
14. Newsletter
15. Mobilising press
16. Networking team
17. Funding sources
18. Long term & short term projects
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C. The Art & Science of BDS PROVIDERS MODULE - Consulting Process & Trust Building
1. Nature & Purpose of BDS counseling
2. Range & Scope Of services
- Business Strategy
- International Trade management
3. BDS - Client ( SME ) relationship
4. BDS & Change
5. BDS & SME Culture
6. Professionalism & Code Of Ethics in counseling
7. The BDS Consulting Process
- Entry into the cluster & trust building with cluster actors
- Diagnosis ( Detailed diagnostic study of cluster )
- Action Plan of cluster
- Implementation of the action plan
- Termination of service ( Withdrawl )
8. Managing a BDS firm
9. Staffing the BDS firm
10. Marketing of BDS consulting services
11. Costs & Fees ( Service Tax ) - Generating Revenue.
12. Assignment Management
13. Quality Management , assurance , commitment & feedback
14. Use of IT in BDS consulting
15. Career & Compensation in BDS consulting
16. Training & Development of self & staff
17. Preparing for the future
18. Networking
PRACTICAL TRAINING :
- Case Studies
- Mock Sessions
- Experience sharing with other BDS providers
- Field Work
INTERNATIONAL MARKET ( EXPORT ) CONSULTING
1. Export Finance
2. Letter Of Credit
3. Shipping procedure
4. Documentation for exports – Pre & post shipment.
(Practical filling up of all forms & documents)
5. Foreign Exchange Risk management
6. Export pricing ( Practical pricing exercises on their own products )
7. Export incentives – Schemes & Calculations
8. Export insurance – Marine & ECGC
9. Export Policy matters Customs , Banks , MOC , Govt.….
10. Marketing for exports –
Identification of buyers, communication with buyers , internet training.
11. Practical & real case studies
12. Cluster Development Program, Networking , Consortium formation & Exports
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D. The Art & Science of CAPACITY BUILDING OF TRADE ASSOCIATION MODULE :
Consulting Process & Trust Building
Here is a note on a program which we have are conducting in many countries .The response was extremely encouraging . I suggest that many of your member associations can take advantage of this program . We can conduct this program under your banner. Kindly give your comments on the same.
A NOTE :
We are glad to note the presence of your trade association & appreciate the role played by your association towards your members .
Trade associations have a major role to play in improving the Nation's competitiveness and prosperity. The Trade Association should play a vital part in helping members improve their performance.
In China , the role of trade associations is to promote the business of its members , within & outside the country . It is so because they cannot take up any issue as a complaint against the Government due to the strictness & features of Communist governance system , now known by the name of Limited Capitalism !
As different Governments in the world slowly open up by way of Liberalisation , Provatisation & Globalisation ( LPG ) , a time may come , very soon , when there may not be any issue for the trade associations to take up with the Governments . What then will be the role of trade associations ? Is there a possibility that ,members may stop renewing their memberships ! Should the association wait for that time or should they pre-empt it & work out a plan ?
The trainer was working in China and had been able to grasp the nuances of cluster apprach & revenue generation for trade associations ..
TRAINING CONTENTS :
1. Identifying the role of your trade association in coming years
2. Identifying The Vision , Mission , Focus & Philosophy of your trade association .
3. Study of the models of Indian & Chinese trade associations
4. How to classify your members – Category wise & offer services accordingly. Database management & mailing lists – Low Cost Modern concepts.
5. Membership Fees – Most members do not pay fees in time because they feel that they are not getting the true value of membership. Moreover it seems difficult to increase the fees ! So how to create value to the fees will be presented in the program.
6. How to take your trade association to the internet with value added services like sub contract exchange & information kiosk to the members .
7. Minimum MARKETING infrastructure required in a trade association
8. Events ( Yearly Calender ) to be conducted by the trade association , which will lead to creation of reserve funds , which can be utilized for promotion of its’ members’ businesses – This will be the most important content of all !!!
9. Role of trade association in Cluster Development Program .
10. Sponsorship & awards methodology .
11. Professional best practices in trade associations
12. Trade dispute redressal methodology being followed by trade associations in USA . Issues like agency agreement ……….
13. To be concluded by a Time Bound ACTION PLAN ……..
The business sectors that individual trade associations represent may be unique but the organisational issues that they face are the same . The program encourages the development and sharing of best practice among trade associations.
The trade association will benefit from a range of inputs designed to assist in the strategic development and day to day running of trade associations , including information, events and training courses as well as opportunities for networking and sharing ideas.
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E. The Art & Science of PRODUCT EXPORT MODULE
TRAINING CONTENTS :
1.Global trade scenario
2.Local trade scenario – impact of imports.
3. American marketing techniques – SPANCO
4.Chinese marketing techniques
5.Achieving sales success in international markets
6.Doing market research for global trade
7.Identifying & appointing an overseas sales agent
8.Increasing the efficiency of your agent abroad.
9.The science of participating in exhibitions abroad
10. Planning a foreign business tour
11. Role & application of internet in export business
12. “SPANCO” & “MAN” Concepts of international marketing.
13. Professional isation of businesses worldwide Where are you ?
14.Succession planning for family owned businesses
15.International partnering model in business
16.Business etiquette for the Global CEO
17.Government incentives for exports.
18.Global Value Chain ( GVC ) in exports
Other side topics of discussion will be :
- Why to do business in international markets?
-Getting your company ready for exports
-Business environment in international markets
-Marketing strategies for exports of your product
-Business Linkages / Teaming in international markets Contractin forexports.
-Export Business Plan / Requests for Proposals (RFP)
-Business Role of Non Residents and Embassies
-How to Compete in international markets
-Buying Process in international markets ( Govt. / Private )
-Government Advocacy for exports
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F. The Art & Science of COUNTRY MODULE :
Example is of UK , but it can be any country
TRAINING CONTENTS :
a) UK : An Economic & Market Overview Presentation :
- An understanding of the UK economy and its competitiveness
- Key trends in the UK market
- UK - A rich and growing import market
- Opportunities for companies for imports & export with UK
b) Steps to Successfully Export / Importing with UK :
1. Effective strategies for Market Entry- For Imports & Exports:
- Forms of Business Organizations in UK
- Opening an Office / warehouse in UK
- Devising a marketing strategy, plan and positioning your product
- Gathering Information - How ?
- Approaching and entering the UK market
- Identifying local partners
- Understanding local laws
-Avoiding fraudulent companies
- Understanding local prices and taxes
2. Strategy for Market Development :
- Developing cultural sensitivity in market
- Advertising and promotion strategy
- Branding and pricing decisions
- Choosing distribution channels
3. The Banking & Financial System in UK :
- Credit and risk management;
- Understanding the local commercial & banking system
- Using innovative strategies to overcome payment risks
c) Steps to Successfully Exporting / Importing with UK :
1. Selling in the UK market: An experience sharing
- Practical Inputs of a successful exporter to UK
-This Presentation would include the following elements:
a) Why did the exporter target UK ?
b) What was the plan for market entry and for sustained growth ?
c) What were the major hurdles ?
d) What have been the opportunities and threats? How these been in line with their expectations ?
e) What will be their future course of action ?
f) Recommendations for companies wishing to enter UK
d) BUSINEES TIPS ON UK LIKE...
- What you should know before negotiating in UK ?
- Entertaining for business success in UK
- Making appointments in UK
- Selecting and presenting an appropriate business gift in UK
- Respectfully addressing others in UK
- Acceptable public conduct in UK
- Welcome topics of conversation in UK
- Guideline for business dress in UK
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G. The Art & Science of
INTERNET MODULE – Use Of internet for exports
TRAINING CONTENTS :
1. How to set up your export - import business on the Internet.
2. How to design a website - A Businesspersons' point of view !
3. Where to host the website
4. Modern tools to attach to your website like - nedstats , auto response etc.
5. How & where to register your website - Product & Country Strategy.
6. How to market your website , in order to generate enquiries.
7. How to do business browsing.
- What is "Smart" business browsing
- Focus on exports / imports of products
- How to do market research on the INTERNET
8. How to advertise in the INTERNET.
9. How to check credibility of the Exporter / Importer on the net.
10. Practical tips on innovative emailing.
11. How to ensure response to your emails / Websites.
12. How to search overseas agents and check their credibility for export /import through Internet.
13. How to identify exhibitions around the world through the Internet.
14. How to make your foreign business tour successful through the
internet INFO system.
15. Personal experience of an export netpreneur on INTERNET,
as a tool for Export Marketing.
16. Warehousing info on the net.
17. Import duties in other countries in the net .
18. Statistical info on exports & imports from & to any country / different countries.
19. WTO and it's implications to your trade , in the net.
20. How to become an intelligent exporter / importer through the Net.
21. Practical, 'ONLINE' exposure to internet as a tool for Exports / imports.
22. How to find out export Incentives in the NET .
23. How to learn business etiquettes of different country through the net.
24. How to do Country focused and product focused market research on the Net.
25. How to research fashion / trend changes in the world through the Net.
26. How to minimize export risk through the Net.
27. How to search All Export-Import related forms / documents / rules / circulars trade notices etc.
28. Hot to get your website in the first page of GOOGLE search .
29. How to check the Global ranking of your website.
30. SMART search engine submissions through country campaign.
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H. The Art & Science of EXHIBITION PARTICIPATION MODULE
1. Exhibition types
2. Exhibitions players
3. Benefits of participation
4. What Matters..?
5. Your target ?
6. Before you participate ?
7. How to start planning ?
8. Planning milestones
9. Common pitfalls
10. A time frame Example
11. Target visitor source
12. Promotion of your booth
13. Press release
14. Mail shot
15. Telemarketing
16. Organisers can help with ?
17. Stand plan
18. Feelings in Stand
19. Attract attention by ?
20. Display Tips
21. Product / Company Brochure
22. Packing care
23. In Emergency
24. Market Approach
25. Sleep Well
26. Collective Participation
27. Follow Up - "Silence is Murder"
28. EVALUATE
