Types and Selection Process 1

SETTING THE CONTEXT FOR TRADE EVENTS

Kuldeep SharmaJune 18,2012

Types and Selection Process 2

CHOICE 1

• AN HONEST SURGEON BUT SLIGHTLY LOW IN SKILL

• HIGHLY SKILLED SURGEON BUT SLIGHTLY DISHONEST

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CHOICE 2

• A LAWYER WHO HAS NEVER LOST A CASE

• A LAWYER WHO HAS HARDLY WON A CASE

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MY COMMITMENT

• TO MAKE YOU BEST TRADE EVENT MANAGER IN YOUR CATEGORY

• TO HELP YOU UNDERSTAND THE BEST PRACTICES IN TRADE PROMOTION THROUGH TRADE FAIRS AND COMMUNICATIONS

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MY FOUR EXPECTATIONS

1. YOU WILL COMPLETE ALL YOUR CLASS EXERCISES AND PROJECTS IN TIME

2. YOU WILL COMMIT TO BRING EVERYONE TO THE SESSIONS IN TIME.

3. YOU WILL OPEN YOUR HEART OUT AND SHARE AMONGST OURSELVES THE ISSUES, SUCCESS STORIES, OBSTACLES AND EXPECTATIONS.

4. ONLY ONE OF US WILL SPEAK AT A TIME AND PLEASE RAISE YOUR HAND BEFORE ASKING ANY QUESTION

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WHAT IS THE CONDITION TO FILL THIS GLASS WITH TAP WATER

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TWO ENEMIES OF LEARNING

• YOUR EXISTING KNOWLEDGE AND EXPERIENCE

• LANGUAGE

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OUR PURPOSE

• WE ARE NOT HERE TO IMPART KNOWLEDGE TO YOU.

• WE ARE HERE TO HELP YOU RE-ARANGE YOUR EXISTING KNOWLEDGE TO BECOME MORE WISER

• WE ARE NOT HERE TO TELL YOU TO DO THINGS RIGHT, WE ARE HERE TO HELP YOU IDENTIFY AND DO THE RIGHT THINGS

EXERCISE

• WHAT IS BEING SHOWN ?• FOR WHOM ?• WHAT COULD BE THE IMMEDIATE RESULT?• WHAT COULD BE THE SHORT TERM BENEFIT

OF THAT RESULT?• WHAT COULD BE THE LONG TERM BENEFIT OF

THAT RESULT?

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Types and Selection Process 10

IDENTIFY THE CONTEXT?

VDO: Thai Toys by Department of Export Promotion

Note: The VDO will be recorded into CD, which shall be provided on Friday. During the training course, please download this VDO through MI Intranet.

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EXERCISE

• WHAT IS BEING SHOWN ? TRADE PROMOTION INPUT LIKE--------------------

• FOR WHOM ?...TARGET..BENEFICIARY• WHAT COULD BE THE IMMEDIATE

RESULT?..OUTPUT----------------• WHAT COULD BE THE SHORT TERM BENEFIT OF

THAT RESULT?---AN OUTCOME----------• WHAT COULD BE THE LONG TERM BENEFIT OF

THAT RESULT?-----GOAL….WHY …CONTEXT

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TRINTRON CASE

• HOW MANY HAVE READ THE CASE ?• HOW MANY HAVE ATTEMPTED THE

QUESTIONS IN THE CASE ?• SHARE YOUR ANSWERS ?

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WHY ?

• WHY DO YOU CHOSE THE SOLUTION WHICH YOU CHOSE ?

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TYPES OF EVENTS AND SELECTION PROCESS

Kuldeep SharmaJune 18,2012

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KEY AREAS OF TRADE EVENTS

The key areas that the trade events address are:

• ADVOCACY• MARKET ACCESS• CAPACITY BUILDING• MARKET ENTRY

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TYPES OF TRADE EVENTS

• CONFERENCES• SEMINARS/ WORKSHOPS• SUMMITS• TRADE FAIRS PARTICIPATION• BUYER-SELLER MEETS• TRADE MISSIONS• SECTOR SPECIFIC COACHING• FUNCTIONAL COACHING

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SAMPLES OF TRADE EVENTS

Event: The 4th China International Service Outsourcing Cooperation Conference , Nanjing, Jiangsu Province, China

Organizer: Ministry of Commerce, China, China Council for the Promotion of International Trade and Jiangsu Provincial Government.

Purpose: To provide a platform that helps participants in building partnerships, finding sources of investments and to get updates on current developments in the outsourcing space in China. Benefits of the event:More than 1200 Government officials, international outsourcing buyers and vendors, consultants and experts from over 20 countries and regions participated

One-on-One Business meeting and match making events in the areas of Financial and Service outsourcing areas; round tables and seminars held in the area of modern outsourcing business are some of the events that were held

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(Samples Contd..)• Event : HCMC-EuroCham Seminar on English Language Skills-The Art of

Negotiation Place: District 1, HCMC, Vietnam

• Organizer: Jointly Organized by HCMC and European Chamber of Commerce in Vietnam

• Purpose : The purpose of the seminar is to enhance awareness about practical awareness and application of English language for effective negotiations in business

Benefits:• Non-native English speakers newer to formal negotiations in English, ideally of an

intermediate to upper-intermediate level of business English had participated in the event

• The seminar gave participants a better understanding and practical perspective of the English that is used in negotiating and had a high level of involvement by all of the participants

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(Samples Contd..)• Event: 2nd Annual Public Private Partnerships (PPPs) in Emerging

Markets Summit Place: Kaula Lampur, Malaysia

• Organizer: KW Group, Singapore • Purpose: The purpose of this interactive capacity building summit is to provide

an excellent networking and knowledge sharing platform for PPP leaders, practitioners and decision makers from public and private sectors

Benefits:• The interactive sessions helped the participants understand the opportunities

and challenges faced in implementing PPP projects in emerging markets

• The summit provided an excellent opportunity for PPP field practitioners to exchange input and perspective on PPP development worldwide

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(Samples Contd..)• Event: International Fair on Agricultural Technology

• Place: Brno, Czech Republic• Organizer: BVV Trade Fairs, Brno• Purpose: The purpose of this professional trade fair is to provide a platform for all

the stakeholders in the areas of agriculture, forestry and veterinary medicine to learn about recent trends and technologies.

Benefits:• Provides producers, importers, and distributors of agricultural technology,

feedstuffs, veterinary technology, forestry technology an international platform to showcase the latest developments

• A meeting ground for professionals, eminent personalities, representatives of firms etc to discuss the current status and future developments of the whole the branch.

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(Samples Contd..)

• Event: Buyer-Seller Meet on Indian Leather Products and Footwear Place: Croatia

• Organizers: Embassy of India, Croatia and Council for Leather Exports• Purpose: To create a platform wherein the SMEs in the leather, garments segments

can showcase their products to find potential buyers

Benefits:• To create a platform for Indian SMEs to find some international partners• To increase the market access to new destinations for the products erstwhile fixed

to traditional markets

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Exercise

TYPES

EVENTS

CONFERENCES SEMINARS SUMMITS TRADE FAIRS

BUYER-SELLER MEETS

ADVOCACY

MARKET ACCESS

CAPACITY BUILDING

MARKET ENTRY

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PLAN AN EFFECTIVE TRADE EVENT

\ Some imperatives for the Event Co-ordinator or Manager include:

• Outlining and articulating the event objectives• Managing the budget, particularly for unforeseen events or

attendances• Providing accurate and targeted guest lists, invitations and

communications strategy

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EVENT PLANNING CHECK LISTACTIVITY DATE

ACTIONEDPERSON RESPONSIBLE

CONFIRMATION RECEIVED

DATE COMPLETED

Event Objectives determinedBudget Drafted

Event Brief DraftedTicket Price Set

Guest Speaker(s) confirmedDate of event confirmedSponsors Confirmed

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(Checklist Contd..)ACTIVITY DATE

ACTIONEDPERSON RESPONSIBLE

CONFIRMATION RECEIVED

DATE COMPLETED

VIP(s) attending-Office notified

VIP(s) attending-Security notified

Venue Booked

Contingency

Parking

Wheel Chair accessibility

RSVP Management

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(Checklist Contd..)ACTIVITY DATE

ACTIONEDPERSON RESPONSIBLE

CONFIRMATION RECEIVED

DATE COMPLETED

Invitations distributedTickets issued

Publicity

Media

Catering confirmedPresentation contentAV requirements

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The Challenge: Who will lift the cup ?

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Project : Group 1

• Development of a business plan for a support program for SMEs for trade fair participation abroad

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Project Group 2

• Development of a business plan for a support program for SMEs for a Trade mission abroad

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Project 3 and 4

• Development of a business plan for a trade fair participation of your organization in one of the leading trade fair in the world

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Submit an initial report by June 19, 8.30 AM on

• Selection criteria• Setting up objectives to be achieved• Time line • Key activities to be performed as a checklist• Identifying key cost heads for budgeting