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Top Tips To Consider When Going International
Top Tips To Consider When Going International
Top Tips To Consider When Going International
Top Tips To Consider When Going International
Top Tips To Consider When Going International
Top Tips To Consider When Going International
Top Tips To Consider When Going International
Top Tips To Consider When Going International
Top Tips To Consider When Going International
Top Tips To Consider When Going International
Top Tips To Consider When Going International
Top Tips To Consider When Going International
Top Tips To Consider When Going International
Top Tips To Consider When Going International
Top Tips To Consider When Going International
Top Tips To Consider When Going International
Top Tips To Consider When Going International
Top Tips To Consider When Going International
Top Tips To Consider When Going International
Top Tips To Consider When Going International
Top Tips To Consider When Going International
Top Tips To Consider When Going International
Top Tips To Consider When Going International
Top Tips To Consider When Going International
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Top Tips To Consider When Going International

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Presented at the UPS International Symposium - International Marketing Breakout Sessions

Presented at the UPS International Symposium - International Marketing Breakout Sessions

Published in: Business
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  • - Founded in 2005 - more than 30 years experience throughout North America, Europe and Asia Pacific- Boutique firm ……- Scalable to meet the needs of every project- We work with companies large and small, manufacturers, technology, medical devices
  • Let me first ask some questions to guide me with the presentation today
  • UPSUS Commercial Service ResourcesDistrict Export Council – Assistance and periodic networking/speaker eventsDEED – Minnesota Trade Office – Many seminars on how to approach certain marketsMinnesota Global Trade AssociationMinnesota International Center
  • All or one as the primary strategy is fine.You will always have a web strategy but its role in your Go-To-Market (GTM) can be different
  • Find what your partners are good at and leverage itFill in the blanks and support them where necessary. Don’t try to change them. It may be cultural. EXAMPLE HEREInterview, check references and do a local visit
  • Australia – Also, gave very preferential pricing and no termination languageAnother client in the Craft and Hobby Industry had numerous potential partners in the UK, selected one after numerous discussions and interviews and has been very successfulWhat is their plan for success with your product?Interview, check references and do a local visit
  • Language, culture, humor are keyPricing strategy and landed cost
  • Be diligent about product naming, translation of instructions, advertising and moreAt a minimum, translate product information and sales materials
  • The CE Mark for the 22 categories of products entering EEA (European Economic Area) and EU
  • Transcript

    • 1. Top Tips - What Every Business Should Consider When Planning To Enter International Markets Craig Letourneau AmeriChannels, LLC.Copyright AmeriChannels, LLC 2004 -2011
    • 2. Collaborating with companies worldwide to drive sustainable revenue We work with clients to discover unique and cost- effective methods to enter new markets and develop incremental revenue streams in existing onesCopyright AmeriChannels, LLC 2004 -2011
    • 3. Collaborating with companies worldwide to drive sustainable revenueSome of our clientsCopyright AmeriChannels, LLC 2004 -2011 3
    • 4. Collaborating with companies worldwide to drive sustainable revenueWhere doyou start?Copyright AmeriChannels, LLC 2004 -2011
    • 5. What questions would you like to answer? How many are already selling internationally?Copyright AmeriChannels, LLC 2004 -2011
    • 6. TIP #1 - FIND SOMEONE WHO HASDONE IT BEFORE There is nothing worse than learning through trial and error • Culture, customs and language • Roadblocks and opportunities • Best approach for the marketCopyright AmeriChannels, LLC 2004 -2011
    • 7. TIP #1 - FIND SOMEONE WHO HASDONE IT BEFORE (continued) There is nothing worse than learning through trial and error Minnesota Trade OfficeCopyright AmeriChannels, LLC 2004 -2011
    • 8. TIP #2 – DETERMINE THE BESTWAY TO ENTER THE MARKET Whether selling to businesses or consumers there are many different go-to-market strategies • Direct - online • Use a distributor • Use a dealer or rep networkCopyright AmeriChannels, LLC 2004 -2011
    • 9. TIP #2 – DETERMINE THE BEST WAY TOENTER THE MARKET (continued) Whether selling to businesses or consumers there are many different go-to-market strategies Your Company Distributor Reseller/Retailer/Rep Your CustomerCopyright AmeriChannels, LLC 2004 -2011
    • 10. TIP #2 – DETERMINE THE BEST WAY TO ENTER THE MARKET (continued) Whether selling to businesses or consumers there are many different go-to-market strategies • Internet – direct or both • Website design options • Search Engines - Google, Yahoo, Bing, Baidu in China, Yandex in Russia, Naver in Korea • Google AdWords and othersCopyright AmeriChannels, LLC 2004 -2011
    • 11. TIP #3 – DON’T TAKE THE EASY ANSWER. THINK LONG TERM Select partners carefully. This is a long term relationship and critical to success • Create a list of what is most important in the relationship • Assess the strengths and weaknesses of the potential partners to find the best fitCopyright AmeriChannels, LLC 2004 -2011
    • 12. TIP #3 – DON’T TAKE THE EASY ANSWER. THINK LONG TERM (continued) Select partners carefully. This is a long term relationship and critical to success Client Story: Company doing business in Australia • Easy but wrong choice • Exclusive distribution agreement • Price sensitivityCopyright AmeriChannels, LLC 2004 -2011
    • 13. TIP #4 – IT’S NOT THE SAME AS SELLING IN THE US Following best practices from the US doesn’t insure success in another market • What parts of the selling process are the most critical to localize • Customer motivation and influencers may be differentCopyright AmeriChannels, LLC 2004 -2011
    • 14. TIP #5 – DON’T IGNORE THE LANGUAGE Many people around the world speak English. But it’s not the right thing to do everywhere • Just because customers speak English – it isn’t always the best option. But in some regions it is • The product itself may not need to be adapted to a local market, but sales materials, packaging, training and more may need to be reviewedCopyright AmeriChannels, LLC 2004 -2011
    • 15. TIP #5 – DON’T IGNORE THE LANGUAGE (continued) Many people around the world speak English. But it’s not the right thing to do everywhereCopyright AmeriChannels, LLC 2004 -2011
    • 16. TIP #5 – DON’T IGNORE THE LANGUAGE (continued) Many people around the world speak English. But it’s not the right thing to do everywhere Client Story: Company doing business in the Netherlands • English in Amsterdam • English taught in schoolsCopyright AmeriChannels, LLC 2004 -2011
    • 17. TIP # 6 – CULTURE, CULTURE, CULTURE Everything needs to be acceptable with the culture where you are doing business • Consider colors, truth in advertising, humor, product naming and packaging • Pricing and landed costs can include more than shipping (recycling fees, value added local taxes )Copyright AmeriChannels, LLC 2004 -2011
    • 18. TIP # 6 – CULTURE, CULTURE, CULTURE (continued) Everything needs to be compatible with the culture where you are doing business • Packaging recovery legislation • Used in 33 European countries but not all • Green Dot on packagingCopyright AmeriChannels, LLC 2004 -2011
    • 19. TIP # 6 – CULTURE, CULTURE, CULTURE (continued) Everything needs to be compatible with the culture where you are doing business • 22 product categories • EU (30 countries) • Certifies that products have met EU health, safety & environmental requirements to ensure consumer and workplace safetyCopyright AmeriChannels, LLC 2004 -2011
    • 20. TIP # 6 – CULTURE, CULTURE, CULTURE (continued) Everything needs to be compatible with the culture where you are doing business Client Story: Company doing business in Japan • Stylish new retail packaging • Graphics that don’t workCopyright AmeriChannels, LLC 2004 -2011
    • 21. TIP # 7 – DISTANCE MAKES EVERYTHING MORE DIFFICULT Distance can make a difference, and “distance” is more than geographic • Understand what is most important and act on it • Market entry decisions need to look beyond the “math equation” • Dedicate a resource. Communicate often with your partnersCopyright AmeriChannels, LLC 2004 -2011
    • 22. TIP # 8 – DON’T HIRE IF YOU WANT TO FIRE Local laws and regulations differ, but often are more stringent than employment laws in the U.S. • Letting someone go can sometimes be difficult • Local staff is not always preferable. Rep firms, distributors or partners often provide the appropriate sales coverage neededCopyright AmeriChannels, LLC 2004 -2011
    • 23. SUMMARY Enter the market with your eyes and mind open. Go in with a plan • Get help • Identify target countries or regions • Determine a go-to-market strategy • Dedicate a resourceCopyright AmeriChannels, LLC 2004 -2011
    • 24. Craig Letourneau cletourneau@americhannels.com +1 612-423-2363 Skype : craigletourneau www.AmeriChannels.com Questions?Copyright AmeriChannels, LLC 2004 -2011

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