On this page, you will find recordings of all previous Open to Export webinars. If you have missed any, or if you want to watch them again, you can view them here shortly afterward.

Webinar Topics

Exporting essentials

Export bootcamp

Export Controls Series

Country focus

High Growth Markets series

Emerging markets

E-commerce

Food and drink

Upcoming webinars

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Click here to view our upcoming webinar calendar

Exporting Essentials

 

Finding the right agent or distributor to grow your business overseas

The webinar hosted by Open to Export, featured Steve Smith (Hartwell Smith Associates) and John Reed (Export Aid) who both gave advice and practical tips on the following key points:

  • How to meet agents and distributors
  • How to decide who to trust with selling your business
  • How to manage and extract most value from the relationship

 

Documentation

The webinar hosted by Open to Export, featured three presentations, followed by an interactive Q&A session. The presenters and topics are listed below.

  • Mike Josypenko of The Institute of Export (IOE): Export Documentation
  • Rebecca Cluer of DHL: International Shipping
  • David Salter of RBS: Financial Documentation in International Trade

 

How to Get Paid

In the first of our export finance webinar series, we explore the topic of how to get paid.

Speakers from UK Export Finance, HSBC and Western Union guide you through the range of options available to SMEs to lower your financial exposure and risk trading overseas.

In particular, the webinar addresses topics such as credit insurance, letters of credit and foreign exchange. Following presentations by the speakers, there was the opportunity to ask questions directly to the panel in an interactive Q&A session.

 

How to Finance Your Orders

The second of our export finance webinar series, explores working capital and how to finance your orders.

For many businesses, there can be a long delay between agreeing an order and getting paid for it, especially when factoring in shipping times and potentially longer credit terms in other countries.

In this webinar, our speakers from UK Export Finance, RBS and Bilbus talk about how to bridge the gap between contract signing and payment and discuss strategies for coping with this challenge. There was also an opportunity to ask questions directly to the panel in an interactive Q&A session.

 

Alternative Sources of Finance

In the final webinar of our export finance series, we address the topic of ‘alternative sources of finance’.

In this webinar we look outside of the traditional funding channels provided by private sector banks. Helene Panzarino of Grant Thornton provides an overview of the alternative finance landscape and we will explore 3 specific funding options in further detail. Speakers from the UK Business Angels Association, Funding Circle and Market Invoice highlight the credentials which makes these alternative routes of angel investment, peer to peer funding or invoice discounting and factoring potentially suitable for your business.

 

Customs, VAT & Licensing

Whether you’re getting started in export or a current exporter looking to enter new markets, the requirements associated with customs, VAT & licensing can often present significant challenges.

On this Open to Export webinar we seek to tackle some of the key issues frequently experienced at this stage of the export journey. Whether your challenge is understanding the export licensing process, organisations and requirements, accurately filling out the required VAT forms or how to comply with customs procedures in the destination country, our expert speakers from the Institute of Export (IOE) and HMRC will provide you with an overview to de-mystify these areas.

 

Working with agents and distributors

Practical, step by step guidance on issues such as finding, appointing, contracting and getting the best out of agents and distributors. Our expert speakers – John Reed of Export Aid and Richard Mullett of The Legal Partners -will address key topics such as:

  • Why choose a 3rd party sales representative and what are the different types
  • How to find and select an agent or distributor
  • Negotiating and structuring agreements
  • Getting the best out of your representative

 

How to get paid on time and in full – understanding international payments.

Understanding how you will get paid and the additional costs and time this may involve is crucial to making a success of overseas expansion, but many small businesses are so focused on getting sales that they don’t consider it until it’s too late.

This webinar will provide practical, step by step guidance on the key considerations when taking payments from international customers. Our expert speakers – Kevin Shakespeare, Director of Education at the Institute of Export, and HSBC international trade expert, Andrew Mccaughren – will address key topics such as:

  • Why it’s important to think about how you’re going to get paid before you make a sale
  • What’s different about taking payments internationally?
  • Payment conventions/preferences in other markets
  • How to assess the credit worthiness of new customers?
  • Payment lead times and the impact on cashflow & working capital
  • Options to manage the risk of non-payment

 

Making the most of international tradeshows

This webinar brings together two speakers with huge experience of taking companies out to trade shows and exhibitions, to help you make the most out of any you are exhibiting at. For those considering going to a trade show for the first time, there will be advice on choosing where and how to exhibit for maximum benefit.

Our speakers, Simona Novelli MBE of Overseas Fairs and Mike Josypenko of the Institute of Export, will provide practical, straightforward guidance and tips for before, during and after trade shows:

  • When/why should you consider exhibiting at an international show
  • What different types of event there are & what the options for exhibiting are
  • How to choose which event is right for you
  • Your preparation checklist before you go
  • Making the most of the event itself including stand, staffing, your pitch & keeping records
  • Top tips on effective follow up

 

Planning for export success – how to use our free tools and content to sell oversea

A webinar on how to best use the Open to Export site to prepare to export, with a particular focus on our new and free Export Action Plan tool.

CEO Lesley Batchelor guided users through the process of completing a plan, giving practical advice formed through decades of experience championing British export.

The webinar covered how the site can be used to better understand:

  • where there is demand for your offering
  • what modifications need to be made to sell it overseas
  • your international sales process
  • how you’re going to deliver it
  • how you’re going to get paid

 

Currency – Live Q&A

Live Q&A with a panel of experts answering any currency questions and concerns, including whether you should quote or price in the local currency, and how you can protect yourself against currency fluctuations for payments from customers and to your international suppliers.

  • Sean Cooke (HSBC)
  • Nick Cuff (Sales Generator)
  • Gary McGann (Beyond the Bean)
  • Paul Vallely (The Rughouse)

 

How to protect yourself from the legal pitfalls of exporting

There are many potential legal pitfalls for exporters to be wary of when selling internationally. Liz Ward, from Virtuoso Legal, gives an overview of the legal challenges exporters have when selling in new markets and gives practical tips to ensure your company protects itself from being caught out.

Liz was joined by Brian Dickson, MD of Sport Direct (not Sports Direct), who shared some of his experiences tackling some of these challenges.

The webinar covers:

  • Understanding and preparing for different regulations in overseas new markets
  • Establishing appropriate payment procedures and terms and conditions
  • Drawing up proper distribution and resale agreements
  • Making sure your IP is protected internationally
  • Making sure your online presence and trading is legally safe

 

Don’t get lost in translation – tips for first-time exporters

To sell internationally, your international audience needs to understand what you do and how they can buy from you. Language is therefore an essential part of the international sales process.

Robert Gorby (SDL) and Nick Evans (ExtraMile Communciation) give practical tips and advice to help you get your translation right when selling internationally, avoiding translation mishaps and making sure your message is accurately conveyed.

The webinar covers:

  • Best practice for getting your materials translated
  • Understanding how cultural differences can affect your message
  • Translating your website, including SEO tips
  • Translation strategies for your communications and marketing

Export Bootcamp

 

Ten steps to export success

Report in for Basic Training! Get your ten point checklist to ensure your business is in shape to start exporting.

The checklist will cover the key questions any business should be asking as they embark on their export journey such as ‘is my business ready to export’, ‘how long will it take to see a return’ and ‘where do I start!’.

Mike Josypenko is a trainer and the Director of Special Projects for the Institute of Export.

 

Country selection & launch strategy

Understand the key considerations when choosing countries to target and the tools and services available to help you understand international customer needs.

Next, learn about the pros and cons of different market entry strategies, including finding the right representatives and partners to effectively reach new customers.

Julie Macken is a trainer for UKTI delivering its Export Marketing Research Scheme.

 

Pricing, regulation & fulfilling your first order

Get expert advice on the business critical decisions which will set you up for success including ensuring your pricing strategy takes account of your exporting costs, knowing which documentation you need to stay the right side of regulations, and making the right choices to get your product safely and cost effectively to your customers.

Susan Morley has over 35 years practical experience of international trade, and heads up Morley Consulting Training.

DHL Express UK are global delivery specialists.

 

Hear it from Champion Exporters!

Find inspiration and insight in the success stories of two Great British businesses, who have both achieved significant growth through international expansion.

Hear the triumphs, pitfalls and tribulations of real businesses pursuing growth overseas and put our business leaders to the test with your export questions.

Stephen Turner heads up multi-award winning pet product brand Animology.
Bill Brown is the chief executive of fire fighting & rescue equipment manufacturer Angloco.

Export Controls Series

 

Overcoming barriers to trade – what you need to know about Export Controls

Exporting is Great, but there are restrictions and controls over what you are allowed to export into different countries which exporters have to be aware of.

You should always check your goods against the Export Controls lists and check whether you need to attain an Export Licence. Not doing this could disrupt your trade cycle and prevent you from even being able to export your product.

In this series of webinars, the Department for Business, Innovation and Skills will be giving an overview of the challenges Export Controls can present to first-time exporters and will give tips about how you can check when you need a licence and provide help with the application process.

Help and Advice is also available from the Export Control Organisation FOR

  • Export Control On-Line Detailed Guides
  • Latest news – Notices to Exporters and Awareness Bulletin
  • Training Courses / Awareness Events
  • Export Control Statistics

The first webinar gives a general introduction to Export Controls and Export Licence

Export Controls – How do I know if my goods are on a control list?

This second webinar in the series, takes a look at the different ways to find out if your goods are on a control list

Export Controls – What licence do I need to export?

In this third webinar in the series, we take a look at the different types of export licence and how to find out which kind you need

Export Controls – Applying for export licences – what you need to know

In this final webinar in the series, we take a look at the export licence application process itself

 

Country Focus

Getting started in more accessible markets : Europe

Although much attention is given to more exotic potential markets, our research repeatedly shows that Europe is the first point of call for many smaller companies looking to expand overseas.

This webinar will provide an overview of the opportunities and challenges of doing business in the EU, offering practical guidance on where and how to start.

 

Getting started in China

The webinar was hosted by David Martin of the China-Britain Business Council (CBBC) and featured three presentations, followed by an interactive Q&A session. The presenters and topics are listed below.

  • Mark Hedley of CBBC: “Doing Business in China”
  • Tony Shek, Senior International Business Manager, HSBC Global Trade and Receivables Finance: “Getting Paid from China”
  • Gemma Clarke, MD – Global Markets for Tangle Teezer Ltd: “The China Market – don’t believe everything you read in the press”

 

Getting started in India

The webinar offers advice to UK businesses looking to export their products and services to this market. Hosted by Was Rahman, a UKTI India Specialist, the webinar featured presentations by James Bryce (UKTI Deputy Director in India) and Simon Poole (Pro2).

Discussions covered the market opportunity, the key challenges in entering the Indian market and provided some lessons learnt from an SME with first hand experience. The panel then closed the session by addressing some of the key questions posed by participants.

 

High growth markets for first time exporters

Germany for first-time exporters

This was part 1 of 4 in our webinar series on high growth markets for first-time exporters, run in partnership with HSBC and UKTI’s Overseas Business Network.

Michael Jones (HSBC) and Stefan Piekert (BCCG) gave practical advice and tips about the opportunities, challenges and potential pitfalls of exporting to Germany for the first time.

 

USA for first-time exporters

This was part 2 of 4 in our webinar series on high growth markets for first-time exporters, run in partnership with HSBC and UKTI’s Overseas Business Network.

Bryan DeBroka (HSBC) and Alexis Martin (Atlios International) gave practical advice and tips about the opportunities, challenges and potential pitfalls of exporting to the USA for the first time.

 

China for first-time exporters

This was part 3 of 4 in our webinar series on high growth markets for first-time exporters, run in partnership with HSBC and UKTI’s Overseas Business Network.

Adam Tian (HSBC) and Lise Bertelsen (CBBC) gave practical advice and tips about the opportunities, challenges and potential pitfalls of exporting to China for the first time.

 

India for first-time exporters

This was part 4 of 4 in our webinar series on high growth markets for first-time exporters, run in partnership with HSBC and UKTI’s Overseas Business Network.

Ankur Shridhar (HSBC) and Steve Toogood (UKIBC) gave practical advice and tips about the opportunities, challenges and potential pitfalls of exporting to Germany for the first time.

 

Emerging Markets

How in-market business support can help you

Find out what expert support is available in market from UKTI & BCC approved business support organisations to help you identify new market opportunities, build joint venture partnerships, launch new products and strengthen local marketing strategies.
Speakers:

  • Chris Southworth, Executive Director Global Partnerships, British Chambers of Commerce
  • Chris Gaunt, Chairman, British Chamber of Commerce of Turkey

 

Focus on Central & Eastern Europe

Find out about the opportunities, key considerations and in market support available to grow your business in Poland, Czech Republic, Slovakia & Romania
Speakers:

  • Patrick Ney, Director, British Polish Chamber of Commerce
  • Chris Plant, Chief Executive Officer, British Slovak Business Centre

 

Focus on emerging Latin America

Find out about the opportunities, key considerations and in market support available to grow your business in Pacific Alliance markets such as Mexico, Chile & Colombia.
Speakers:

  • Greg Holland, CEO, British Chilean Chamber of Commerce
  • Mat Youkee, Trade Development Manager, UK Colombia Trade

 

Focus on emerging Southeast Asia

Find out about the opportunities, key considerations and in market support available to grow your business in Asian markets such as Malaysia, Indonesia & Vietnam.

  • Wai-Kit Ho, British Business Group Vietnam
  • Ross Hunter, UK Asian Business Council
  • Amita Krishna, British Malaysian Chamber of Commerce

E-commerce

 

Going international via online marketplaces

Tamebay Co-editor and leading E-commerce commentator Dan Wilson discusses how to go international via marketplaces such as eBay & Amazon with two very successful online exporters:

 

Taking your website & digital marketing global

One of UKTI’s leading international website & digital marketing specialists Sarah Carroll interviews two UK E-commerce exporters who have enjoyed significant global online sales by developing their own online presence and digital marketing:

 

Top 10 tips for internationalising your operations

Andy Geldman, founder of global seller community WebRetailer talks with online exporters and industry experts who share their hard won tips for ensuring you have the right payment, fulfilment, customer service solutions to support your international growth. Speakers include:

 

How to reach international customers online

This webinar gave practical guidance and advice on how to create an international online presence to ensure you reach new customers in new markets.

It covered the following topics:

  • Making your website and content relevant to an international audience
  • Being found through SEO and paid for advertising
  • Engaging with a market through Social Media, newsletters and other marketing channels

Sarah Carroll, the director of international communications consultancy Grow Global, gave the presentation and answered questions.

Food & drink

 

Top British brands share their story – 2013

Exporting represents one of the biggest growth opportunities for UK Food & Drink SMEs and has significant benefits.

On this webinar speakers from successful exporters, luxury preserves producer Hawkshead Relish, and top tea brand, Typhoo tea will give details of their export journey. Our case studies will discuss how they got started, the benefits of export to their business and provide some top tips for other businesses looking to begin exporting or expand into new markets.

 

Regulation, Distribution and Support

Open to Export users from the food & drink sector are telling us they face many challenges when getting started or seeking to expand into new markets. Whether your need is understanding the documentation and regulation requirements, identifying the types of assistance available or selecting the best way to take your products to market, this webinar will provide an overview of the export support landscape.

Speakers from Defra, UKTI and the online trading platform, itradein, will share their knowledge and experience across their specific areas of the export process. These presentations will provide clarity on the options and requirements at a number of stages on the export journey.

 

How to scale up food and drink export

Are you a food and drink business that exports already but would like to develop more business overseas? Are you new to export and want some advice on the steps to take to improve credit availability and ensure you are paid? This webinar provides food and drink exporters with top tips on how export finance and trade credit insurance can help you grow your export business.

Hear from Mark Hernamen – Manager of Transactional Services at RBS, Susan Ross – Account Director at Aon Risk Solutions and Vice President of the British Exporters Association and Paul Wills – Marketing Executive at UK Export Finance.

 

Routes to market for food & drink exporters

This webinar provides some top tips for food and drink exporters on how to find the right export partners in your target markets and outlines potential channels for your business to meet overseas buyers.

You will first hear from Elsa Fairbanks, Director at the Food and Drink Exporters Association who will run through the steps to take in identifying the right route to market. Elsa will then interview two guests willing to provide some insights including how to plan effectively and identifying and managing new partners.

 

Top Brands share their stories – 2014

On this webinar speakers from successful exporters, Eat Natural, Brokers Gin and Wessanen UK (Clipper Teas, Whole Earth, Rice Dream & Kallo Rice Cakes) will give details of their export journey.

Our case studies will discuss how they got started, the benefits of export to their business and provide some top tips for other businesses looking to begin exporting or expand into new markets.

 

Food labelling for export

Hear from Defra’s Head of Food Labelling and labelling & regulation experts Ashbury about what you need to consider when exporting inside and outside the EU.

Also hear an explanation of the implications are of the new European regulations (FIR) that come into effect from December 2014. Essential viewing for any food business.

 

How to export Dairy

Industry expert Hamish Renton will share his top tips for selling dairy products overseas and interview top brands Lye Cross Farm & Milk Link (Anchor & Lurpak) on the challenges, risks and opportunities they face when exporting dairy.

Hamish is the former Head of Own Brand, Diet & Health at Tesco and now heads up his own boutique marketing business which specialises in Dairy & Free From products.

 

How to export Beer

Hear from the British Beer and Pub Association and then gain insight from leading British beer exporters Meantime Brewing Company and multiple Queens award winners Wells & Youngs.

 

How to find a niche in international markets

The Food and Drink Federation and the Food and Drink Exporters Association gave clear, practical guidance on how to research, identify and establish a niche in international markets alongside Lizi’s Granola who shared their experience of doing it for themselves.

The webinar covered:

  • How to go about researching a new market
  • Which global market trends you can capitalise on
  • The different available sales and marketing channels
  • Where British brands are currently having success
  • What resources are available for British exporters