This course prepares business owners and managers to judge whether their enterprise is ready to sell beyond the home market, and to plan expansion into regional markets in a controlled way. It covers product and capacity readiness, market selection, buyer requirements, pricing and logistics at a management level, and the organisational changes export demands.
Participants learn to test readiness before committing, to choose a first regional market, and to build a practical entry plan covering customers, compliance, delivery, and cash. The emphasis is on decisions an SME or a growing firm can implement. The course supports professional export preparation. It is not a substitute for customs, legal, or trade-finance advice in a specific corridor, and it does not teach methods for mis declaring goods or for evading trade rules.
1. Why firms export, and why many are not yet readyn2. Product: quality consistency, packaging, and shelf or specification fitn3. Capacity: can current production serve export without failing home customersn4. Management time, language, and basic export knowledgen5. Financial capacity for longer cash cyclesn6. Workshop: Completing a readiness assessment and listing the gaps that block a first order
1. Demand and buyer typesn2. Market access: tariffs, standards, and non-tariff requirements at a management leveln3. Competition and price positionn4. Logistics corridors and practical reachn5. One first market rather than many at oncen6. Workshop: Comparing two regional markets and selecting one primary entry
1. Who the buyer is: distributor, retailer, institution, or end usern2. Specifications, certification, and labelling the product must meetn3. Incoterms at a management level: who pays for what, and where risk passesn4. Samples, trials, and the cost of winning the first buyern5. Contracts and the main commercial termsn6. Workshop: Defining the offer and the non-negotiable requirements for one target buyer type
1. Export cost build-up: product, packaging, logistics, duties, and finance costn2. Pricing that remains viable after these costsn3. Payment methods and the risk of non-paymentn4. Credit to export buyers: limits and securityn5. Production slotting, packaging, and document responsibilityn6. Workshop: Building a simple export price and identifying the payment term the business can accept
1. Roles: who owns the buyer, the order, the documents, and the cashn2. Partners: agents, logistics providers, and what they may and may not deciden3. First-order risks and contingenciesn4. Measures: on-time delivery, payment received, and margin achievedn5. Review after the first orders before widening the marketn6. Capstone: Present an export-readiness and market-entry plan covering readiness gaps, the chosen market, the offer, pricing and payment, fulfilment ownership, and the review point after the first orders
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Tell us what your organisation needs. The Komatek Academy team can discuss group pricing, preferred dates, delivery format and tailored course content.
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