Are You Ready For Export

Are Your Ready For Export is a one-day workshop designed to help Australian food and agribusinesses build a world-class export plan.

Workshop participants will leave with a deeper understanding of:

The role of export in their broader business strategy

Market prioritisation, including the tools to focus their export efforts on the right countries

How to identify their target consumer

Tips to develop a brand positioning statement and how to articulate what is differentiated about their brand and products

The different pathways and opportunities available, such as retail and food-service

Market entry options, including the advantages and disadvantages across all models from consolidator to eCommerce

How to understand their core competencies and how to leverage them

Market-bases pricing model principals to build sustainable profits

Support for the next steps, including federal and local government support mechanisms

Participants are provided with detailed country profiles and case studies to deepen their knowledge, as well as a Learning Log that contains all the information given in the workshop. Participants will leave with an export plan template, and the knowledge, skills and confidence to develop this plan into real results.

E-Commerce Readiness Workshop

The eCommerce Readiness workshop is designed specifically for the food and beverage industry and focuses on the Chinese market. Participants will be provided with the tools to capitalise on the rapidly growing Chinese eCommerce demand for Australian products. This workshop educates business on what is required to compete across various eCommerce platforms in China, and participants will leave with an overall market entry strategy.

The workshop will cover the following topics:

Emerging trends and dynamics in eCommerce

Requirements to access the various Chinese online marketplaces, including a breakdown of the costs

Recommended business and operational models, such as how to build a price matrix for profit and capability

Marketing tips that address how to promote and sell to Chinese consumers

IP and brand protection

Potential impact of ChAFTA on eCommerce opportunities

The future of eCommerce platforms in China - where to next?

IP Protection and International Brand Building

This workshop provides Australian food and agribusiness with the knowledge and skills to create an international market strategy.

The workshop will cover the following topics:

IP protection and international contracts

Export strategy, including entry methods

How to build a brand internationally, such as marketing and identity development

Overview of the e-commerce platform

Tips to avoid substitution and counterfeiting

Product readiness

Businesses wishing to increase their international market knowledge and build their marketing strategy will benefit from attending the IP Protection and International Brand Building workshop.

Market Diversification Program

FIAL has launched the Market Diversification Program, a day workshop to help SME's discover domestic opportunities that will deliver growth and reduce risk.

The program will focus on:

Maximising business with current customers (improved customer and channel planning and execution)

Expanding on current customer base (new customers and channels)

Case studies and exercises focusing on participants current business issues will be used to enable individuals to develop tangible, business specific strategies and initiatives.

The framework for strategy and initiative development will include:

Strategic Plan Template

Business Purpose

Vision and Targets

Why your business can win in the market place

Where your business can play (growth from existing customer base and diversification)

What your business must do

Organisation capabilities and culture

Insights data and support

How to access and interpret critical information to underpin growth strategy

Mission Impossible: Innovation Protocol

A new approach for people working in food and agribusiness to build value to their business through innovation and partnerships.

Better understand the needs of future consumers, prepare your business to take advantage of new opportunities, and find the right partners for faster return on investment.

A series of workshops and resources, a community of like-minded people, and opportunities to engage with trusted partners.

Retail Readiness & Private Labelling

This workshop is suitable for food and beverage businesses who:

Are at a crossroad with the growth and development of their business, and would like to investigate new opportunities

Want to learn more about how private label and retail works

Are about the enter the retail industry or launch a need productNeed support to clarify their options and get expert advice from industry experts

This workshop will provide participants with the knowledge, skills and tools to move forward in the retail industry. It will define private label and give an overview of the industry, including what drives it and who owns the brand. It will cover the difference between key major Australian retailers including ALDI, Coles, Woolworths and independents, so participants can decide what retailer is the right fit for their business.

By attending the Retail and Private Label Readiness workshop, participants will discover how retail and private label can be avenues of growth for their business. It is designed to give SME's the skills and confidence to make better business decisions and compete more effectively in retail, particularly supermarkets.

Following this workshop, supplier will be able to:

Challenge their current thinking about opportunities in retail

Understand Branded and Private Label buyer KPI's

Develop the know-how to manage their both their own profitability, as well as their retail customers profitability

Understand the market assessment process and how to engage with buyers

Identify and communicate their hero product, or what they are famous for

Prepare an engaging presentation to meet their potential customers needs

Case studies, exercises and resources will be workshopped to enable participants to develop tangible retail and private label specific strategies and tactics.

Win-Win Negotiations Workshop

Do businesses in your region have a brilliant product? Now is there time to get distribution!

This bespoke negotiation workshop specifically addresses the challenge of securing profitable distribution. This one day workshop provides participants with the tools to negotiate successful within any environment. It is suitable for new and existing businesses.

This workshop will help participants answer some key questions:

What makes the buyer tick?

What angle will press the right buttons and get you over the line?

How can you tell the right story? Or, how can you get the right deal without selling the whole farm?

How can you prepare for a meeting?

This workshop will cover the difference between international and domestic buyers, and explain how to communicate in a language that traders will understand.

Participants will explore the challenging environment of buyers expectations, as an understanding of buyer metrics and their expectations of businesses is crucial to a successful negotiation.

Participants will leave the workshop with:

Resources to plan a pitch

The knowledge to develop a captivating presentation

The confidence to develop a strong commercial position

By the end of the day, participants will be confident that they are equipped to secure the right distribution for their products.

Winning Export Market Entry Program

A three-stage engagement program designed so each participating company completes a draft Winning Export Market Entry plan tailored to their needs. This workshop is a fast track consulting and training process, leveraging the skill and expertise of the facilitator and other participants in the workshop.

This program covers the following topics:

What market should participants enter - How to prioritise what markets to enter using the Market Opportunity Index

Who to target and why - How should participants assess brand and product positioning to ensure they have a compelling and differentiated proposition for their target consumer

What's the hero - How participants should develop and market their brand(s) and product (s) hero range, which is the optimal range of products and services necessary to create a sustainable market entry position

How to enter - Use market entry models to determine the best way for participants to enter their priority market.

Where to place product(s) - This includes customer and channel engagement, getting product on the shelf, winning customer pitches, generating demand and winning brand activation.

This program will increase the capability and competitiveness of Australian food and beverage companies in export markets. At the completion of the program, participants will have:

Identified their priority market using their initial export entry plan.

Profiled their target consumer and the competition to determine what differentiates their offering within their priority market.

Decided what products to export in their current domestic range.

Developed an appropriate market entry model for their priority export country.

Developed and practiced the customer pitch proposition for meeting a buyer or distributor.

Identified a draft consumer activation plan to gain range and market penetration.

Each participant will take away an electronic export plan template that they develop in the workshop, incorporating an action plan for post-program validation. Participants will also have the opportunity to have a follow-up mentoring session with their presenting associate to help optimise the plan utilising tools learnt in the program.

Australian food and beverage companies that attend the workshop will have a market-focused plan that they can validate in-market through FIAL programs, trade delegations and other industry-led events, as well as through their own fact finding missions. This program will put participants ahead of their competition, reduce the risk of failure and potentially save money.

A pre-requisite for participating in this program is attendance of the Are Your Ready For Export Workshop.


The future of warehouses is now. As a supplier, are you ready?

Do you understand the operational requirements of supplying into increasingly data driven supply chains and automated warehouses? Would you like to better understand the benefits, challenges and urgency of ensuring your business is up to date 'now'?

Today's consumers are even more demanding requiring excellence across the entire supply chain in both the B2B and B2C markets. This requires strong leadership and ensuring that your business is up to date with current best practice requirements. Waiting to update your knowledge, systems and capabilities is no longer an option in a globally competitive marketplace.

The Department of Industry, Innovation and Science has partnered with FIAL to offer this free workshop will give you the knowledge you need to ensure that you are able to supply into modern data driven warehouse environments with confidence.

This workshop will cover:

> Awareness - Do you understand what is happening in the marketplace?

> Opportunity - Is your supply chain a competitive advantage?

> Challenges - What are the supply chain gaps in your business that can be improved now?

Upcoming dates:

South Perth

Thursday, 9 August 2018

8:30am - 1pm

Margaret River

Friday, 10 August 2018

8:30am - 1pm


Tuesday, 28 August 2018

Details TBC


Thursday, 25 October 2018

8:30am - 1:00pm


Thursday, 13 September 2018

8:30am - 1:00pm


Wednesday, 26 September 2018

8:30am - 1:00pm