DEVELOP INTERNATIONAL MARKETS THROUGH TRADE FAIR PARTICIPATIONS: Strategies and Practice

Transcription

1 DEVELOP INTERNATIONAL MARKETS THROUGH TRADE FAIR PARTICIPATIONS: Strategies and Practice Trainer: Mr Lim Chor Ghee MBA, MIntS, BComm, CPA (Aust), CA (M sia), ATII, AIB(USA) Administrative Details: Holiday Villa, Subang Jaya Day One: 23 rd July 2006 (Sunday) Day Two: 13 th August 2006 (Sunday) Workshop Fee: RM460 per day Inclusive of Buffet Lunch, 2 Coffee breaks, course material and certificate Training Workshop 100% HRDF Claimable under SBL Scheme Registration (Fax to ) Workshop Date: Name: Company: Address: Position: Office Tel: HP: Fax: 11A, 2 nd Floor, Jalan USJ 10/1C, Taipan Business Centre Subang Jaya, Selangor, Malaysia Tel Contact person: Mr EC Tan Website: peligotraining@gmail.com Notes: Confirmation of attendance is subject to receipt of full payment. 50% cancellation fee is applicable for any cancellation after confirmation.

2 Overview Increasingly, trade fair participation is seen as one of the most effective ways of developing new markets internationally. This workshop provides an international marketing perspective of trade fair participations using real-life case study. Company-specific strategies and bestpractices for effective trade fair participations would be developed in the workshop through facilitation by the experienced trainer. More importantly, delegates would develop and put into practice marketing plans for identifying and seeking market exposures with new prospects, converting trade leads into customers, and handling exports, payments and after-sales support. Who Should Attend Managers and executives preparing to participate in international trade fairs All who need to find out how to effectively participate in international trade fairs Learning Outcomes After attending this 2-day workshop, participants shall: 1. Learn how to use Porter s 5 forces, SWOT and Value Chain to analyze the company s competitive position 2. Be able to strategically analyze who the customers of the company are and the value-added products targeted at those customers 3. Develop a trade fair checklist that includes all the operatives required for successful trade fair participation 4. Systematically develop a resource planning timetable for attending a trade fair 5. Gain in-depth information and practical tips on attending Automekanika Frankfurt to be able to participate in the trade fair effectively 6. Be able to present and articulate the findings from research and internal discussions for the purposes of implementing the trade fair checklist and resource planning timetable 7. Develop contact targets, communication / information targets, presentation targets and sales and distribution targets for the trade fair participation 8. Apply findings from research and discussions to outline a prospect / customer list 9. Apply practical approaches to chase the lead and convert the prospects into company s customers

3 Training Day 1 (Sunday 23 July 2006) Workshop Schedule 9:00am to 11:00am 1. Understanding our company and business a) Understanding the company s competitive / business environment - Porter s 5 forces and SWOT analysis b) Who are our customers? Global supply chain integration and company s products in the supply chain c) What products do we offer? What adds value to our products? Using Value Chain analysis to enhance market price 11:00am to 11:15am Coffee break 11:15am to 1:00pm 1:00pm to 2:00pm Lunch 2:00pm to 3:15pm 2. Trade Fair Checklist a) Trade fair participations in international marketing strategies b) Selection of trade fairs c) Budget d) Time schedule e) Selection of exhibits (i) products and (ii) collaterals a. Product samples and technical reports b. Preparation of marketing collaterals i. Company website ii. Brochures iii. Company reports iv. Banners / flyers f) Registration, networking and professional affiliations g) Contacting prospects and communications h) Travel arrangements i) Fair stand j) Stand personnel k) Public relations and communication l) Follow-up m) Monitoring success 3:15pm to 3:45pm 3. Briefing on Automekanika Frankfurt a) What is Automekanika Frankfurt b) Who attends the fair? Potential customers? c) Briefing on European markets for company s products 3:45pm to 4:00pm Coffee Break 4:00pm to 5:00pm 4. Planning Timetable based on trade fair checklist a) Tasks required b) Tasks allocations c) Logistics

4 Training Day 2 (Sunday 13 August 2006) 9:00am to 11:00am 1. Presentation of Findings from Day 1 a) Analysis of Business and Competition b) What are our product offerings? c) Who are our target customers / prospects? 11:00am to 11:15am Coffee break 11:15am to 1:00pm 1:00pm to 2:00pm Lunch 2:00pm to 3:15pm 2. Trade Fair Checklist (Progress Report) (4 hour) a) Budget b) Procedure and time schedule c) Selection of exhibits / Preparation of marketing collaterals d) Product samples and reports e) Registration and organizational registration f) Travel arrangements g) Fair stand h) Stand personnel i) Public relations and communication j) Follow-up and motoring success 3:45pm to 4:00pm Coffee Break 4:00pm to 5:00pm 3. Establishing Trade Fair Targets (1 hour) a) Contact Targets b) Communication / Information Targets c) Presentation Targets d) Sales and Distribution Targets

5 Trainer Lim Chor Ghee MIntS(Sydney), MBA(EBS, UK), PCeB(USQ), BComm(Melbourne) CPA(Aust), CA(M sia), ATII, MNCC, AIB (USA), GARP(affl) Doctor of Business Administration (Candidature-UNISA), Certified Training Professional (ARTDO Int-ITD) Lim Chor Ghee has numerous years of corporate and consultancy experience in international business, general management and accountancy. Chor Ghee is affiliated with a firm that offers consultancy services in structuring and implementing effective overseas business ventures in addition to taxation and corporate advisory services. He is also the Executive Director for companies involved in e-learning and multimedia applications, professional training and management services. A Certified Training Professional accredited by the Asian Regional Training and Development Organization, he has delivered business and management training programs in Malaysia, Sri Lanka and Bangladesh. Chor Ghee has trained more than 800 participants through training workshops for professional bodies, training institutions and corporations, including CPA Australia, Malaysia Institute of Accountants, Institute of Training Innovative Management and Technology Bangladesh and the National Chamber of Exporters of Sri Lanka. His previous capacities included that as the Vice President (Corporate Affairs) for public-listed companies, in which he was instrumental in structuring, establishing and managing the companies international business operations and joint ventures in more than 15 Asian and Middle Eastern economies. He trained with international accounting firms Coopers & Lybrand and Price Waterhouse in his early career days. Chor Ghee has diverse professional interests he is a member of Malaysian Institute of Accountants, Malaysian Institute of Taxation, Certified Practising Accountants (CPA) Australia, Malaysian National Computer Confederation, Academy of International Business (USA) and Global Association for Risk Professions (USA). Chor Ghee holds Master of International Studies (in Political Economy and International Relations) degree from the University of Sydney, Master of Business Administration (Distinction) degree from Heriot Watt University, Postgraduate Certificate in Electronic Business from the University of Southern Queensland, and Bachelor of Commerce degree from the University of Melbourne. Chor Ghee is currently pursuing doctoral research on the internationalization of Malaysian companies with the University of South Australia.