The document outlines an export coaching program for Bolivian wine companies seeking to enter the European market. The program consists of 3 modules - business audit and action plan, export capacity building, and market entry EU. Each module has specific goals, tools used, expected results, duration, and participation fees. The program aims to help Bolivian wine SMEs improve their export competence and establish contacts in European markets over 0.5-4 years through technical assistance, trade fairs, seminars, and B2B activities.

1. Export Programme Bolivian Wine
CBI
Centre for the Promotion of Imports
from developing countries
CBI - Ministry of Foreign Affairs

2. Export Coaching modules
 Assessment SME on  Coaching SME to meet
Business competence for European Export European market demands
market entry by means of an
Audit and Capacity  Exploring European markets
export audit
action plan Building  Developing an export strategy
 Plan of action
 Realisation of skills and
experience of their marketing
concerning both the regional
and European markets
Market entry
Market entry  Realising a sufficient amount of
EU
EU relevant business contacts
 Taking part in trade fairs,
conferences, roadshows and/or
B2B
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3. Business Audit & Action plan
 Completed export audit with an action plan based on which the
company understands the steps to take to become a successful
exporter. The export audit forms the starting point for the
Result:
Results:
decision how the company will further participate in the ECP.
1. Pre-selection assessment (to determine suitability)
2. Company visit by EU sector expert
Tools: 3. Company visit(s) by local expert
 Max. 0.5 years
 No participation fee
Duration:
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4. Export Capacity Building
 Company is able to meet European market demands and has
familiarised itself with the European market. Furthermore, an
Export Marketing Plan has been developed. Monitoring takes
Result:
place through the Export Audit.
1. Technical assistance (visits) by local expert
2. Technical assistance (visits) by EU sector expert
Tools: 3. Distant coaching
4. Export Marketing Seminar (EXPRO) participation
5. Orientation visit to EU trade fair
 1-2 years
 Participation fee: € 250
Duration:
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5. Market Entry EU
 Company has gained skills and experience in the marketing of its
products towards EU/EFTA markets. Furthermore, it has
established relevant contact in EU/EFTA markets.
Result:
1. Technical assistance by EU market expert
2. Trade Fair participation / conference participation (3x sponsored)
Tools: 3. Roadshows
4. B2B activities
5. Assistance in follow-up of contacts (market consolidation)
 3-4 years
 Participation fee: €500
Duration:
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6. 2013 Planning ECP:
• April: Final approval CBI Business Case
• May: CBI ECP Bolivian Wine open for application (Launch)
• June : Planning for Export Audits
• October: EXPRO Netherlands
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7. Programme Set-up:
Institutional
Export Coaching
Development
Wines
Bodegas of
Bolivia
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