Export and Expand Learning Courses

The Export and Expand Learning programme is an eight-step roadmap to take your business international. This is based on work I’ve done with numerous companies and Government export agencies. It’s practical, easy to understand and results orientated!

Export & Expand Programme

The full Export and Expand programme comprising all 8 courses based on the Export and Expand roadmap. 


Export and Expand Courses

Export & Expand courses are available as stand-alone individual courses.


Learn more about the Export and Expand courses. Our courses are available as a full programme of 8 courses, or stand-alone individual courses so you can choose what you need, based on your export and expansion ambition. It’s your roadmap to success! 


Select & Prioritise Export Markets

Many companies make the ‘Where to go?’ decision based on what others are doing, or make a hunch. In reality some export markets are easier and offer greater returns than others. Choose the wrong market and the export journey will be long, involve lots of hard work and probably will be loss-making. Take time to evaluate your export chances. In this module learn how to maximise your export business by choosing the right markets. Learn how to prioritise using the Export Select tool!


Who to target?

Deciding who to target is key to success in exporting. In this course I discover what you need to know about your consumers, shoppers and trade customers; the basis of ‘who to target.’ I introduce key tools to segment and prioritise customers; not all are equal. Finally I cover 5 important needs that consumers, shoppers, trade customers and distributors have. Understand and act on these needs to build a powerful commercial proposition!


Export Business Models

Many exporters assume the only way to grow their business internationally is with a distributor. Certainly, a good distributor is one powerful way to enter a new market or category, however finding and concluding an agreement with a distributor isn’t easy. Distributors prefer large brands with existing sales, rather than supporting new businesses with no sales. Fortunately signing a distributor isn’t the only way to grow internationally. In this course I cover 9 different export business models. Find out what other options you have to penetrate new markets!


Export Brand and Product Portfolio

Many exporters, especially new ones, prefer to ship domestic product rather than create new formulas and packaging. Change entails cost and complexity and it is not always necessary to alter for export. However, sometimes there are strong reasons to change brand, product design, formulation or claims. Find out when and how to make changes to your brand and product portfolio in this course.


Export Team, Pricing & Logistics

Your export team and operating structure also determine whether you succeed or fail internationally. In this module I’ll take you through several different export organisational structures and the key roles and responsibilities of the team members. This course also covers export pricing, logistics and risk management.


Export Sales and Negotiation

This course starts by looking at basic sales materials - not all companies have them! The module then moves on to understanding customer needs, critical for effective selling. Then how to manage a sales negotiation, and finally what to aim for in concluding a sales partner agreement.


Marketing Sell-Thru

In this course I focus on the key drivers of growth, consumer penetration (trial) and building repeat sale (loyalty). Whilst you may expect your sales partner to execute these strategies, partners need to be guided and taught, especially if they are unfamiliar with the category. This module includes the key tactics to drive trial and repeat sale in the consumer products industry.


Export Business Plans

Exporting is a strategic choice and you will have to dedicate time, people and other resources to making it work. Therefore a good plan is essential. One reason is to ensure alignment internally and with key stakeholders like investors, another is that a good plan is a check list, it will corroborate all your bases are covered. In this course I’ll take you through the key planning components and share an export business planning template to use in your business.

Is it for me and what will I learn?

Going global is a strategic choice

There are many compelling reasons to export. They include extra revenue, improving corporate image, protecting against domestic downturns, or strengthening competitiveness.

Today the world is more global and ever closer, where can your business go? 


My number one goal was to have an international business of some sort, opening in Paris, opening in Tokyo, opening in Singapore for example, that was always my dream, and so it came about - David Myers

There are good examples of companies - Coca-Cola is one - that invested before there was a huge market in countries, and I think that ended up playing out to their benefit for decades to come - Mark Zuckerberg

Choosing the right export markets is key

Many companies that I’ve met in my thirty years of international business make the ‘Where to go?’ decision based on what others are doing. Or they choose countries that are topical, or make this decision based on a simple hunch. “It seems like a good idea,” is a comment I hear all too often.

Exporters can dramatically increase their probability of success by choosing the right markets. In reality some export markets are easier and offer greater returns than others. Choose the wrong market and the export journey will be long, involve lots of hard work and probably will be loss-making

Follow a structured export approach

Taking a structured approach, using key tools, techniques and check lists will maximise your chance for success and minimise risks.

Above all the export roadmap ensures you take objective, fact based decisions to select and then execute in the right markets.

Someone's sitting in the shade today because someone planted a tree a very long time ago - Warren Buffett