A series of workshops introduces participants to the basic knowledge they need to do business in other markets. 

Workshops are available in a variety of formats, depending on the country's implementation strategy.

• as a complete 5-day course
• as half-day or full-day workshops
• as individual modules for use at conferences

For information on ACCESS Training in your country, contact the ACCESS! Focal Point.

The topics in the ACCESS! Training Programme include 22 essential steps in the export process.

Learning Objectives:

 1. International Trade Environment

• Understand how the world is changing through globalisation and the impact that this can have on your company.
• Learn about the benefits, risks and challenges of international trade and the questions that you should ask when considering exporting.
• Be more aware of the rules, regulations and international trade agreements governing global markets and how they can affect your export activities.
• Know what sources of information to consult in order to stay informed about the current domestic and international trade environment.

2. Global Value Chain

• Understand what a value chain is.
• Understand what influence value chains have over the enterprise.
• Learn how to minimise the impact of value chains on the enterprise and turn the enterprise’s participation in a value chain to its advantage.

3. Is Exporting Right for You?

• Have a better understanding of what is required for your company to be “export ready”.
• Understand the practical aspects of exporting.
• Discover some steps which are especially important to the export success of your business.
• Start making a list of the specific things you need to do to get your business ready for exporting.

4. Strategy for Exports

• Understand the notion of competitiveness and be able to relate it to your export strategy.
• Link management and the resources needed with the components of your business.
• Learn how to design an export business strategy.
• Know what to do before you go and get export orders.

5. Market Research
• Understand the differences between local and international market research and their various applications.
• Learn how conducting proper export market research can save your company time and money.
• 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 company’s 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.

6. Information and Communication Technology

• Have a better idea of the role that Information Technology plays in today’s world.
• Understand how various types of software can be used to increase your productivity.
• Have explored the benefits of using the Internet.
• Gain a better understanding of the important elements in establishing a web presence.
• Have gained new insights as to how to apply IT to your organization.

7. Building Production Capabilities

• 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 thoroughly and how to adapt production to suit their specific needs.
• Learn how to modify your company’s operations, production processes and facilities in order to handle an increased demand for your product.
• Discover methods in which your organization can become more cost competitive.

8. Communication Skills
• Understand how culture affects communication and how it can affect your international trade activities.
• Have a better idea of what to keep in mind when dealing with foreign markets and what specific cross-cultural issues are of particular importance.
• Develop skills on how to develop a healthy business relationship with those in your foreign market.
• Know where to find relevant information on current and future foreign markets in order to understand their culture better.

9. Building an Export Plan
• Have a better understanding of what an Export Plan comprises of.
• Be able to draw up an Export Plan which meets your needs.
• Understand the importance of export planning.
• Know what commitment is required for the implementation of an Export Plan.

10. Setting up Distribution Channels
• Understand the various stages in the distribution chain.
• 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.

11. Incoterms
• Understand the role that Incoterms play in international trade transactions.
• 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, and apply it to your company.
• Discover how Incoterms affect your export pricing structures and which ones best suit your export needs.

12. Costing and Pricing
• Understand the importance of proper pricing in your company's export markets.
• 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.

13. Prompting Customers
• Be able to make an informed decision on whether or not a trade fair would be advantageous to your organization, and how to select the best type of fair.
• Understand the importance of selecting an appropriate promotion strategy for your organization and the different methods used.
• Understand the necessity of creating an advertising plan that incorporates brochures and other media requirements.

14. Exporting Your Services
• Have a better understanding of the growing importance of the service sector and how exporting services is different.
• Learn the specific ways that services are exported and apply them to your business.
• Discover some marketing techniques that are especially important to the marketing of business and professional services.
• Start making a list of the specific things you need to do to get your business ready for exporting its services.

15. Responding to Enquiries
• Understand the importance of developing an effective sales proposal and how it can affect your company's activities.
• Learn what elements should be considered when designing a sales letter and how to target your specific markets.
• Know how to write a proficient sales letter than can increase your sales.
• Have a better comprehension of how to prepare and present an internationally accepted quotation and how to apply it to your company.

16.  Negotiations
• Gain awareness of the differences between international and domestic negotiations.
• Appreciate how culture can affect negotiations.
• Understand the importance of creating a lasting and trusting relationship and how to do this with different cultures.
• Know how to make a good first impression and how to apply this to your international negotiations.
• Know how to assess bargaining power and understand various elements of making concessions.
• Be able to maximize your chances of creating a win/win agreement.

17. Contracting and Legal Aspects
• Learn about the various types of contracts governing the sale of goods to foreign markets.
• Learn about the importance of clarity and thoroughness in the preparation of documentation.
• Consider the various legal aspects of international trade and how to best protect your organization.

18. Export Financing and Payment
• Under the importance of proper export financing.
• 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.

19.  Cash Flow Management
• Understand the importance of managing your company's cash flow.
• Discover ways to improve your company's cash flow.
• Become familiar with the different elements to consider when developing a cash forecast.
• Learn how to prepare a cash flow statement for your company.

20. Packaging and Labelling
• Understand the differences between protective packaging and point of sale packaging and their importance in successfully exporting goods.
• Be aware of the major factors to consider when deciding on appropriate packaging and labelling, and apply this knowledge to your products.
• Know the various packaging options available and be able to determine the most appopriate options for your products.
• Know how to design effective labels for your international market.
• Be aware of the international rules that govern labelling.

21. Export Documentation
• 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 the documents correctly.
• Be able to complete the international documents required for logistics, payments, and information transfer purposes.

22. Transportation
• Learn about the different modes of transportation available to exporters.
• 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.

Q:  What is the best place to obtain market information?

A.  WomenExporters.com has identified a number of useful links to sources of trade information.  Go to Market Information link to explore some of these sites.  You might also like to check with your local Trade Promotion Office, or the listing of trade links in your own country’s web portal on WomenExporters.com.

 Q.  My country is not listed in the description of the ACCESS Programme.  When will ACCESS! come to my country?

A.  ACCESS! for African Businesswomen in International Trade is only available in nine countries at this time.  You may find some of the information contained in this website to be useful for you even though your country may not be part of the program.  If you are looking for export training, contact your local Trade Promotion Office for more information.

 Q. I am in the handicraft sector and am specifically interested in learning how to export my handicrafts.  Is the ACCESS! programme for me?

A. The ACCESS! programme is not sector-specific. It is intended for businesswomen from a variety of sectors who are interested in learning about the basics of exporting.  Check with your local ACCESS! Focal Point since they may be able to recommend sector-specific training.

 Q. Can the ACCESS! help me to find financing for the pursuit of export markets.

A. Participants in ACCESS! training will learn about the different types of export financing, possible sources of financing, and especially about ensuring they will get paid.  The ACCESS! programme does not provide export financing per se.