Sales and Negotiations
Trainer/Expert, Mr Vitalie Popa, Vice Director & Senior Consultant at AXA Management
Topics covered:
- Identify difficulties in the sales and negotiation processes
- Planning sales correctly and what the sales cycle is
- Basic aspects of sales management
- The stages of the sales process
- Sales funnel – practical application
- The importance of carrying out post-sales performance evaluation
- Negotiation process, negotiation procedures and tactics
Human Resource Management in Enterprise
Trainer/Expert, Mrs. Cioclea Pelaghia, director Cerum SRL
Topics covered:
- Human Resources Management
- Planning, Recruitment, Personnel Records
- Mechanisms for staff motivation
- Analysis of employment and service/goods contracts
- Employment relationships in the business
- Day labour
- Employment of foreigners
Financial management, budget planning and cash flow management/monitoring
Trainer/Expert, Mr. Sergiu Sahanovschi, Business Inteligent Services
Topics covered:
- Financial Management (FM): Definition, Essence, Purpose
- Role of FM in the Organization
- CF Management and Monitoring
- Interaction of FM in the Organisation
- Functions of FM. FM Activities. Mechanism of FM. Objectives of FM
- Cash Flow (CF) – What it is, Why it is important. Calculation methods
- What is Projected Capital Flow? How do we build the Forecast?
Expert on quality in the HoReCa sector
Trainer/Expert Elena Macovschi, CaBaRe.md.
Topics covered:
- Who is the quality control expert, basic tasks
- Quality assurance principles
- Instructions for washing dishes
- Hygiene requirements
- Raw material requirements
- Product labelling and shelf life
- Egg processing, thawing and freezing of raw material
- Principles of room and overall activity control
Funding opportunities offered by the ODA
Isae Spînu – specialist ODA (Organisation for the Development of Entrepreneurship)
Topic: portfolio of ODA funding programmes:
- Pare 1 + 1
- Pare 1 + 2
- Women in Business
- Start for Youth
- Moldova Innovates
- ECO SME
- Grow and Internationalize
- SME Digitalization and Upgrading and Energy Efficiency
Export Academy
Trainers/ Experts Gateway&Partners Moldova:
Andrei Crigan, Partner
Cornel Coser, CEO & Partner
Sabina Hangan Crigan, Partner
The Academy involves one day of general Export training followed by 3 mentoring sessions for participants on the topics:
- Topic 1. Audit of export activity. The exporter readiness test. Export strategy and plan
- Topic 2. Market research, including preliminary research. Analysis tools
- Topic 3. Identifying potential export partners. Communicating with potential partners: from meeting customers to commercial offer
Agro Atelier
Topics covered:
- Agricultural topics of interest for intervention
- Current issues
- Needs to involve experts in the field
Techniques and Tools for Motivating Employees
Trainer/Expert, Cioclea Pelaghia, Cerum SRL
Topics covered:
- Motivational environment as part of corporate culture.
- Non-financial motivation techniques and methods.
- Compensation packages.
- Motivating employees with different types of motivation.
- Life cycles, career stages and the needs related to each stage.
- Question and answer section.
- Components of compensation packages and their influence on employee motivation.
- The principle of individualisation of compensation packages.
Practical Business Financing Tools. Filling in the Application Form
Trainer – Bordianu Elena
Topics covered:
- Services, infrastructure, business start-up support programmes
- Presentation of IP ODA programmes
- Practical workshop – filling in the application form for IP ODA grant programmes
Calculation of Energy Value. Allergens. HoReCa standards and their implementation
Trainer/Expert- Elena Macovschi, CaBaRe.md
Topics covered:
- Determining the energy value of foods, taking into account digestibility and cooking losses
- Identification of allergens and mandatory requirements to be met when they are mentioned in an establishment’s menu
- What are the standards for?
- What do standards do and cannot do?
- What standards are needed in HoReCa?
- What to standardise in HoReCa?
- Regulatory, behavioural and organisational standards.
- How to implement new regulations in your company (implementing change): the “4-step technique”.
- How to handle “weird” suggestions from employees.
- How to monitor the quality of implementation of new standards.
- Why standards are not implemented and how to influence this.
- Useful information and specific cases, analysed in detail.
Study visit to Iasi, Textile sector
The purpose of the visit is to share experience and new technologies in the textile sector:
- Organizing work processes by seconds, respecting tact in the process (norming) Time-saving practices in the process, eliminating waste of ineffective time, effectively combining manual processes with sewing machine processes.
- Organising quality control on the line and at the end.
- How to practice the removal of non-conformities in finished products.
- Technologist working with line foreman and quality controller.
- Practices to increase operator speed on the sewing machine (“handing” operations on the machine, use of different sewing machine liners and supports (triple foot, others), table supports, effective use of the production release process
- What effective procedures lead to increased productivity on the line.
- Organisation of the production process and quality control.
- Forms of organising the records of manufactured products
The company “Cristian ABC” was visited which provided to the beneficiaries from Moldova qualified personnel for:
- Presentation of production technologies in order to learn new techniques in the field of garment manufacturing.
- Improving the garment operational process by optimizing and streamlining the sewing steps
- Presentation of the requirements/steps needed to carry out an audit. Importance of representation at international trade exhibitions.
Study Visit to Estonia
The purpose of the visit:
- Visiting companies and learning best practices related to business process automation/digitization, partner relations, implementation of new technologies in the agro-industrial sector;
- Visiting companies specialized in international trade/supply chain, networks in order to identify business partnerships for participants from Moldova.
Have been visited: Põllumajandus- ja Toiduamet, SA Harju Ettevõtlus- ja Arenduskeskus (HEAK), Bambona As, Balti Jaama Turg, KariaMarket, Leibur, Muhe Mesi, Meki, Grossi Toidukaubad, Rakvere LK, PÄTS Sahver, Embassy of the Republic of Moldova to the Republic of Estonia, Einar Vallbaum, Sven Hõbemägi.
Companies were very receptive and willing to collaborate with beneficiaries from Moldova. The next step is to process the information and then apply it in order to launch export and collaboration activities between Moldova and Estonian companies.
