Program for new exporters

Consists of webinars which will be released once per week. The webinars are available in English with Ukrainian subtitles.

Every webinar is 2 hours and includes Q & A session with trainer. Webinars are accompanied by practical cases studies about export. Webinars will take place on ClickMeeting platform. Invitations to participate in the webinar come through the Click Meeting platform.

Participants can select one module or the whole programme.

There are also Live Seminars in Ukraine, in different cities. Participants will have the opportunity to get for face-to-face feedback.

Webinars for new exporters
Date and time	Topic	Trainer
06.11.2018 at 12:30-14:30	Creative entrepreneurs business models	Indrek Maripuu
13.11.2018 at 13.00-15.00	How to choose target groups for creative business?	Anu-Mall Naarits
20-22.11.2018	Live Seminar	Anu-Mall Naarits
27.11.2018 at 13.00-15.00	Packaging and labelling of design items	Andy Paterson
04.12.2018 at 13.00-15.00	How to create profitable assortment?	Andy Paterson
12.12.2018 at 13.00-15.00	Everything a creative company needs to know about pricing	Andy Paterson
15.01.2019 at 13.00-15.00	How to manage your margins?	Andy Paterson
22-24.01.2019	Live Seminar	Andy Paterson
05.02.2019 at 13.00-15.00	Creative entrepreneurs product design and development	Pavel Sidorenko
15.02.2019 at 13.00-15.00	Branding and brand elements for creative companies	Dan Mikkin
25.02.2019 at 13.00-15.00	Creating visual identity	Dan Mikkin
12.03.2019 at 13.00-15.00	Photos and visuals conveying the right message	Aet Alev
05-07.03.2019	Live Seminars	Dan Mikkin
19.03.2019 at 13.00-15.00	What to pay attention to when creating a successful web page?	Artem Daniliants
26-28.03.2019	Live Seminar	Artem Daniliants
25.03.2019 at 13.00-15.00	How to use PR to promote your creative business?	Kati Uusi-Rauva
04.04.2019 at 13.00-15.00	How to choose the right sales channels for your product?	Kati Uusi-Rauva
10.04.2019 at 13.00-15.00	How to plan for success?	Andy Paterson
16.04.2019	Live Seminar	Kati Uusi-Rauva, Andy Paterson

Program for experienced exporters

This program consists of the following:

• Educational videos with practical examples
• Home assignment based on the videos and company situation
• Feedback will be made in compact groups, the group size will be maximum 25 participants. The feedback is given to home assignments via 2 hours ClickMeeting Q & A session with trainer. The feedback will take place on ClickMeeting platform. Invitations to participate in the feedback come through the Click Meeting platform.
• 3-days study visit to Estonia.
• Live seminars in Kiev, Lviv, Odessa and other cities. Participants will have the opportunity to get for face-to-face feedback.

Training programme for experienced exporters
Modules	Topic	Homework, feedback
How to get to know what is the right export market for your product? Trainer Anu-Mall Naarits	What market to choose? Tools of Desk research Shortlist Shopping list Primary research	Modul opening 31.10.2018 Homework 11.11.2018 Feedback 15-16.11.2018
What do you need to know about your target market and how to get to know it? Trainer Anu-Mall Naarits	What is market research? Market research methods What about frames of the shopping list? How to get the information? Summary of searches	Modul opening 06.11.2018 Homework 18.11.2018 Feedback 23.11.2018
How to enter an export market? Trainer Jaan Järv	What are the most widely used market entrance models? If you started with an indirect export model and you would like to enter the market directly... what are the next options? Collaborative export models: contract manufacturing, licensing, franchising, joint ventures Establishing your own company to an export market?	Modul opening 13.11.2018 Homework 25.11.2018 Feedback 26-30.11.2018
20-22.11.2018	Live seminars	Anu-Mall Naarits
How to know if you need to change your product or service for your chosen market? Trainer Andy Paterson		Modul opening 27.11.2018 Homework 09.12.2018 Feedback 10-14.12.2018
Packaging and labelling of design items for export Trainer Andy Paterson		Modul opening 04.12.2018 Homework 16.12.2018 Feedback 14-18.01.2019
How to find the right price of your product or service for export? Trainer Andy Paterson		Modul opening 17.12.2018 Homework 14.01.2019 Feedback 25.01.2019
How to protect trademark and brand (IPR)? Trainer Triin Siil / Indrek Eelmets		Modul opening 17.01.2019 Homework 26.01.2019 Feedback 30-31.01.2019
22-24.01.2019	Live seminars	Andy Paterson
How to become a Trade Fair star? Trainer Argo Sildvee		Modul opening 25.01.2019 Homework 08.02.2019 Feedback 14.02-15.02.2019
How to choose the right sales channels for your product? Trainer Kati Uusi-Rauva		Modul opening 08.02.2019 Homework 18.02.2019 Feedback 19-22.02.2019
11-13.02.2019	Live seminars	Argo Sildvee
How to market your brand internationally? Trainer Dan Mikkin		Modul opening 21.02.2019 Homework 07.03.2019 Feedback 08.03.2019
05-07.03.2019	Live seminars	Dan Mikkin Anu-Mall Naarits
How to find contacts for your market? Trainer Kati Uusi-Rauva		Modul opening 25.03.2019 Homework 07.04.2019 Feedback 09.04.2019
How to use e-commerce and different platforms for sales? Trainer Artem Daniliants		Modul opening 18.03.2019 Homework 31.03.2019 Feedback 02.04.2019
How to work with agents and distributors and retailers? What do creatives need to know about licencing? Trainer Kati Uusi-Rauva		Modul opening 15.04.2019 Homework 28.04.2019 Feedback 02.05.2019
26-28.03.2019	Live seminars	Artem Daniliants
What a creative company needs to know about technical regulations, standardization, certification, customs legislation and logistics in export markets? Trainer Andy Paterson		Modul opening 02.04.2019 Homework 14.04.2019 Feedback 15.04.2019
16.04.2019	Live seminar	Andy Paterson Kati Uusi-Rauva Anu-Mall Naarits
16-21.09.2019	Live Seminar & Study Visit to Tallinn, Estonia International Negotiations training Participation in Tallinn Design Week	Anu-Mall Naarits Argo Sildvee
How to plan for success? How to minimise risks in Export? When would it pay off? Trainer Andy Paterson		Modul opening 27.08.2019 Homework 08.09.2019
02-03.10.2019	Thesis defence & Graduation Day in Kiev	Anu-Mall Naarits Andy Paterson

There is NO COST for participating in this training programme. Participants who participate in a study tour to Estonia have to cover the costs of transport and accommodation.

Trainers in Creative Export

Anu-Mall Naarits
Estonian best known woman in marketing and export. She has a marketing experience of over 15 years. She has led marketing and sales teams Baltika, Radiolinja (current Elisa), Eesti Kindlustus (current If Kindlustus) and has carried out hundreds of various marketing campaigns and won, among other things, the Marketing Award in 2012 in the opening ceremony of the Port of Tampa, in the finale of the marketing project 2011 in the Export Promotion Marketing Campaign, in cooperation with EAS. Anu-Mall is the head of the Tallinn Marketing Week.

Indrek Maripuu
I'm a Chief Crazy Brainstormer - the evangelist of business model innovation and business creativity. If you need to, you can ask me to step in and lend a hand as well – for the past 17 years I’ve been helping teams define situations (as well as products and services) that need solutions and come up with, develop, analyze and ‘sell’ new ideas. Or we can run one of our thinkathons - a unique facilitated 3-4 days workshop tailor made to meet your business needs.

As facilitator I have run business creativity and business model innovation workshops in Nordic private companies (Fortum, Nordea, Swedbank, RIMI etc), Estonian public sector organisations (Bank of Estonia, Enterprise Estonia, several Ministries etc) as well as Estonian universities and schools. People from more than 30 countries have participated my workshops.
Specialties: businessmodel innovation, creative thinking.

Andy Paterson
Great experiences in almost every discipline needed for retail: Retail Operations and Customer Service, Finance and Commercial, Buying and Merchandising, Design Management, Production, Supply Chain and Sourcing, e com and Marketing. In all these disciplines the successes came through the teams he led, developed and most importantly learned from. These skills, his experience and a strong global network allow him to operate as an Leader or as Independent Consultant, supporting a variety of businesses in developing growth and efficiency strategies.

Classic management skills in leadership, coaching and development, logical analysis and problem solving allowed him to put his ideas and knowledge to work in a number of leading Retail organisations in the UK and Eastern Europe, where he had the opportunity to work with and learn from some amazing people. He has been in fashion and retailing for decades. He has strong financial backgrounds He has worked in the UK Arcadia Group and for almost 8 years in the Baltika Group, where he has led 5 brand collectors, purchasers, supply chain and sales analysts. During this period, he has taught dozens of top-level practitioners in the field in Estonia. Andy also advises and instructs a variety of small businesses in the creative industries industry. He is a valued trainer and can help you set the right goals in the creative field.

Jaan Järv
Trainer Jaan Järv has an excellent trainer experience. For the past four years, he has been the mentor for 10 export sales managers, helped by his knowledge and experience in the ERA-sponsored Export Revolution program and the Export Worker Qualification upgrade program.

Jaan has trained hundreds of exporters interested in the past three years who have been willing to systematically go to the new market to increase their exports, by drawing up an export plan in advance and by conducting market research conducted under the guidance of Jaan as the basis for a realistic export plan.

Pavel Sidorenko
Pavel has participated in various freelance commissions. He also has experience as a product designer in Estonian company KEHA3 and as a design manager in Adesen Furniture. Pavel is one of the founding partners of Upstairs Studio, founded in 2011 - design and management, multi- tasking unit.

UPSTAIRS is a family business, design brand based in Tallinn, Estonia. Founded in 2011 by Pavel & Maria Sidorenko. Pavel have product design background and Maria is MA in Ceramics. At UPSTAIRS we design, we produce and we keep things simple. Our focus is to create functional, playful and poetic products, that retains its simplicity, interacting with space and user. To create not only incorporate pragmatic necessity, but also transmit an emotional quality within the everyday environment.

Triin Siil
Triin is an experienced intellectual property lawyer with strong insight in the fields of creative industries, ICT and commercialization of scientific research. She is currently employed as a General Counsel at Cybernetica AS in Estonia. Triin worked at Law Firm GLIMSTEDT in the Tallinn office in 2007-2017 and practiced also as a legal counsel at the technology transfer office of the German Cancer Research Center (DKFZ) in Heidelberg, Germany in 2016.

She has consulted many businesses, public institutions as well as individuals in matters relating to the protection and management of intellectual property rights (drafting and negotiating licensing agreements, compliance with applicable regulations, solving disputes etc).

In addition to practicing law, Triin is an active lecturer and researcher. Her PhD project focuses on intellectual property rights as a means to accelerate economic development in the context of open innovation paradigm. In 2014-2015, Triin received a Fulbright Student scholarship to conduct studies in the USA and has been a frequent visiting researcher at universities in Denmark and Germany.

Indrek Eelmets
Indrek has been practising intellectual property law since 2000. Indrek assists clients in registration and enforcement matters, contracts, negotiations and dispute resolution. He is one of the few trademark and design attorneys in Estonia to have an extensive experience with one of Estonia’s top-tier law firms. As one of the strongest trademark attorneys in Estonia he has represented a trademark owner in a landmark case where for the first time in Estonia the court ordered the infringer to pay all of its gross profits to the trademark owner.

Additionally, Indrek has extensive knowledge in domain disputes. He is a panelist with the WIPO Arbitration and Mediation Center and also .ee Domain Disputes Committee, which settle domain name disputes.

Indrek has lectured in numerous trainings and seminars and written for several IP publications. Legal directories, such as Chambers Europe, World Trademark Review and Best Lawyers, recognize Indrek as a top expert in Estonia.

Dan Mikkin
Dan is one of the founding partners of Brand Manual, an international service design and branding agency. Founded in 2009, Brand Manual is one of the pioneers in the application of strategic design and design thinking to branding projects, and has worked with clients in markets as varied as Europe, North America, Russia, Africa and India.

Dan has over 25 years of experience in brand building, communication and strategic design. In Brand Manual his focus is on details: the creation and execution of brand strategy, from the broad strokes to each and every touchpoint. He has experience in working with all kinds of industries from craft breweries to government bureaucracies. He is an experienced lecturer and often teaches branding and service design to design students at the Estonian Academy of Art.

Kati Uusi-Rauva
Kati is the director of AGMA, the Agents and Managers in Creative Industries of Finland. AGMA has been active in creating a Nordic brand licensing community during the last few years and is also a member of LIMA, the International Licensing Merchandisers' Association.

Kati has been involved in creative industries' business development since the end of the 90's, and prior to her current role she has been a game and event producer, content buyer, trainer, adviser and consultant. She is also an entrepreneur herself. Kati is a cultural anthropologist by her education.

Artem Daniliants
Has been involved with developing online services since he was 19 years old. Already in high school, he developed a popular online information portal that had hundreds of thousands of registered users. He got into Internet marketing when he had to attract users online with a zero budget. This is why he consider content marketing and search engine optimization as one of the most cost-effective ways to promote businesses online.

During his decade-long career, he was involved in many different aspects of creating, developing and marketing international web services ranging from a chief technical officer to a marketing director. His understanding of product development, technology, and online marketing allows him to take projects from the idea stage to a successful online venture. He have helped many startups in both Finland and Russia to attract more customers online and optimize their online marketing processes.

He also helped companies in Finland promote their services in Russia. Also worked in many government projects aiming to boost tourism in Finland as well as international governmental co-operation projects between Russia and Finland. He is also an experienced coach and lecturer. Thousands of people have attended his training sessions in Finland, Russia and North America.

Aet Alev
Aet has a mixed background of design and marketing experience for more than 20 years.   First 10 years she was working as a freelance stylist and project manager for the campaigns of several trademarks. Next 10 years she was mainly dedicated to the work in the marketing department of Baltika Group. She was in charge of creating the photos and visual campaigns for different brands of that company.  As a Creative Manager of Photos she had a chance to keep her eye on 4 different brands and work out new standards for their photo language. She was closely involved in the launching campaign of Monton brand on 5 markets in 2002.

Aet is also experienced in giving lectures. She has been sharing her knowledge and tips from the side of practical observation to the fashion students at the Estonian Art Academy. For last years she has been one of the mentors in the product development incubator PESA, sharing her experience of creating a Photo Language via online tutorial program of PESA. As she lives now in The Netherlands her newest challenge is to represent and promote several designers and brands from Estonia onto the Dutch market.

Argo Sildvee
Argo grew up in a nice small city, with a big dream to see the world and talk to people. Sales profession came to him in gymnasium, where he was main organizer for school events. Today with more than 10 years’ experience on export sales and marketing, Argo has sold different products to more than 50+ countries around the world and in best years spent more than 170 days travelling and meeting the key persons.

For the last 3 years Argo has been enjoying the position of trainer, consultant, motivator and mentor, to support and help small and medium (SME) companies choosing the right export market and strategy. Argo is an amazing storyteller and performer with high energy level and what’s most important, he has the real life experience what he is sharing with all the people he meets.