Prepare to Export


Preparation is the key to successful exporting. There are many things to consider before your company enters new markets and preparing properly can help achieve the results you want.

Whatever your current level of expertise our Preparing to Export programme, can help develop the skills, knowledge and confidence you need to grow your company overseas.

This free programme can help you:

  • Expand your knowledge and expertise in all aspects of international business
  • Develop your export plans to ensure your business continues to grow

Are you eligible?

Any company based in the Highlands and Islands is eligible to apply.

What's involved?

The Preparing to Export programme includes two courses tailored to different stages of export development – suitable for all – from novice to more experienced exporters.

Introductory course:

If you’re completely new to exporting our introductory programme is a good place to start. Fast-track your skills and knowledge of international market research, finance, contracts and logistics.

The introductory course is seminar-based and is normally held over two days.

The introductory content covers:

Market analysis

  • Why export?
  • Importance of export planning
  • Selecting target markets
  • Market research
  • Basic legal issues
  • Protecting your intellectual property

Market entry

  • Routes to market and different options available
  • Agency, distribution and partnership agreements
  • International marketing and sales
  • Websites, ecommerce and social media
  • Visiting the market
  • Exhibitions and trade shows
  • International finance, contracts and logistics

New exporter’s checklist

  • Budgeting and costing
  • Export pricing
  • Incoterms
  • VAT, customs duties and tariffs
  • Currency and getting paid
  • Contracts and international terms and conditions
  • Logistics and transportation

Each topic features advice and guidance from experienced exporters who will ensure that your company is equipped to succeed in new markets.

Intermediate course

If you’re already operating in two to three markets, then you can develop your skills further through our intermediate programme to target opportunities in new markets.

The intermediate course is seminar-based and runs over six-days (averaging 2 modules each day).

Intermediate content covers introductions to export plans, aspirations and challenges, followed by 12 modules:

  • An overview of export strategy
  • International culture and export marketing planning
  • Export market identification
  • Targeting the right export market
  • Researching target export markets
  • The export business model
  • Establishing market entry channels
  • Managing the export channel
  • Export pricing and terms of international trade
  • Promotion in export markets: offline promotional strategy
  • Digital marketing strategy for export markets
  • Sales negotiation skills

How to apply

To register your interest please email international@hient.co.uk

*Please note that the course is free of charge, but as it is a form of State Aid participation in the course will count towards your overall De Minimis allowance.

The Preparing to Export course is part of an international trade programme delivered in the Highlands and Islands by Highlands and Islands Enterprise (HIE) in partnership with Scottish Development International (SDI) with funding from the European Regional Development Fund (ERDF).


Back to top