CASE STUDYINTERNATIONAL MARKETSEsperanza Medina MarmolejoSep.29.2012
Once upon a time ....
All the big businesses have a history,
At the beginning…• at the beginning, everything is learning,especially in small industries in Latin America.• Our culture ...
What do you thing is the mostimportant for Customers?
QUALITY OPEN MARKET• PROCESS MAKE YOUR PRODUCT TO BE THEBEST.• PRODUCT ATTRACTIVE• QUALITY LET YOU OFFER YOUR PRODUCT INAN...
GOOD PRODUCT GOOD BUSINESS• Open International market• Procedures to get• Manufacturers Challenge the market to buytheir p...
Welcome to First ExportPAMPAS LEATHER WEST COAST APPAREL
Specializer people help companiessellin around the worldWin win WIN WIN
Specializer people in Argentina helpcompanies selling around the world…The Natural Gas Fenosa Foundation hascreated this w...
How to export by Gas Natural FenosaThis program also includes a number of introductoryworkshops and conferences on exports...
How it works?How it worksThe site is advertised making it possible for people all over the world to discover theavailable ...
FOUNDATION HELP MANUFACTURERS TO EXPORTNatural Gas Fenosa Foundation.The Natural Gas Fenosa Foundation is a non profit org...
GAS NATURAL FENOSATURNING NOW TO OUR TOPICTWO COUNTRIES CAN DO ITTOGETHER
YOU MUST HAVE THE EXPERTSSUPPORTTHE OFFER….…PAMPAS LEATHER• MODELS• Clubman-Nightrider-Look• Quality• Service• PriceWEST C...
COSTPampas• Wants : 3.000• $Cost/ $Quoted• C: 110 /$380• N: 100/ $280• L: 80/ $150• TERMS of Negotiation• FOB US portWCA• ...
PaymentPAMPAS LEATHER• Transfer Bank• Immediately delivery• Discount 2%firs/3%others• Delivery: one week agreeddate• Guara...
PROPOSALPAMPAS LEATHER• Transfer Bank• Immediately delivery• Discount 2%firts/3%others• Delivery: one week agreeddate• Gua...
AGREEMENTPAMPAS LEATHER• Transfer Bank• Immediately delivery• Discount 2%firts/3%others• Delivery: one week agreeddate• Gu...
BENEFITSArgentina has the product, but USA has the good pricemarketUS knows how to make International businessthey could b...
Good or bad negotiationd depends on …Attitude of the People !!!
EAFIT BUSINESS ENGLISH - INTERNATIONAL MARKETING: ESPERANZA
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EAFIT BUSINESS ENGLISH - INTERNATIONAL MARKETING: ESPERANZA

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EAFIT BUSINESS ENGLISH - INTERNATIONAL MARKETING: ESPERANZA

  1. 1. CASE STUDYINTERNATIONAL MARKETSEsperanza Medina MarmolejoSep.29.2012
  2. 2. Once upon a time ....
  3. 3. All the big businesses have a history,
  4. 4. At the beginning…• at the beginning, everything is learning,especially in small industries in Latin America.• Our culture does not allow us to think aboutexporting.• international market movements around theworld made Latin America to wake.
  5. 5. What do you thing is the mostimportant for Customers?
  6. 6. QUALITY OPEN MARKET• PROCESS MAKE YOUR PRODUCT TO BE THEBEST.• PRODUCT ATTRACTIVE• QUALITY LET YOU OFFER YOUR PRODUCT INANY MARKET
  7. 7. GOOD PRODUCT GOOD BUSINESS• Open International market• Procedures to get• Manufacturers Challenge the market to buytheir products• Marketing Challenge the manufacturers tooffer good products• Manufacturers find correct way selling
  8. 8. Welcome to First ExportPAMPAS LEATHER WEST COAST APPAREL
  9. 9. Specializer people help companiessellin around the worldWin win WIN WIN
  10. 10. Specializer people in Argentina helpcompanies selling around the world…The Natural Gas Fenosa Foundation hascreated this website for its First ExportProgram.A program that provides free and specialized adviseon Foreign Trade to industry-wide small and mediumsized companies throughout the country so as toencourage them to start exporting their products.
  11. 11. How to export by Gas Natural FenosaThis program also includes a number of introductoryworkshops and conferences on exports.Here you will discover what the Natural Gas company is, whatthe Natural Gas Foundation is and what the First ExportProgram is..See about this in www.
  12. 12. How it works?How it worksThe site is advertised making it possible for people all over the world to discover theavailable offer.When a visitor is interested, contact is quickly established by filling out the contactform, which is then sent to the company that offers the products.The data of the offerring company are not published, being such company the one whoultimately decides to make the final contact
  13. 13. FOUNDATION HELP MANUFACTURERS TO EXPORTNatural Gas Fenosa Foundation.The Natural Gas Fenosa Foundation is a non profit organizationthat belongs to the Gas Natural Group, and as such is present inall the countries in which this energy group operates: Spain,ArgentinaThe main purpose of this Foundation is to encourage values andactions aimed at improving the population’s life quality andtaking care of the environment by being an instrument toreinforce the Group’s corporate strategy, in relation to theconcepts of corporate social accountability and sustainabledevelopment, as well as becoming a benchmark for issuesrelated to the environment, particularly those concerningenergy. In Argentina
  14. 14. GAS NATURAL FENOSATURNING NOW TO OUR TOPICTWO COUNTRIES CAN DO ITTOGETHER
  15. 15. YOU MUST HAVE THE EXPERTSSUPPORTTHE OFFER….…PAMPAS LEATHER• MODELS• Clubman-Nightrider-Look• Quality• Service• PriceWEST COAST APPAREL• Really Interested in thethree models• Quality• Made in Argentina• Brand?
  16. 16. COSTPampas• Wants : 3.000• $Cost/ $Quoted• C: 110 /$380• N: 100/ $280• L: 80/ $150• TERMS of Negotiation• FOB US portWCA• Order/ $price• C: 500 /$380• N: 1000/ $280• L: 800/ $150• Total 2.300
  17. 17. PaymentPAMPAS LEATHER• Transfer Bank• Immediately delivery• Discount 2%firs/3%others• Delivery: one week agreeddate• Guarantee: 3 years all• Nightrider-Look• ClubmanWEST COAST APPAREL• 50% PO• 50% after receive products• Possible 5%• 5 days• 5 days• Three year• 5 years
  18. 18. PROPOSALPAMPAS LEATHER• Transfer Bank• Immediately delivery• Discount 2%firts/3%others• Delivery: one week agreeddate• Guarantee: 3 years all• Nightrider-Look• ClubmanWEST COAST APPAREL• 50% PO• 50% BL• Possible 5% for all per ayear with guarantee to buyall year.• A little store• 5 days We need deliverymonthly. Three year• 5 years
  19. 19. AGREEMENTPAMPAS LEATHER• Transfer Bank• Immediately delivery• Discount 2%firts/3%others• Delivery: one week agreeddate• Guarantee: 3 years all• Nightrider-Look• ClubmanWEST COAST APPAREL• 50% BL/ 50 % A MONTH• Possible 5% for all per ayear with guarantee to buyall year.• A little store• 5 days We need deliverymonthly. Three year• 5 years
  20. 20. BENEFITSArgentina has the product, but USA has the good pricemarketUS knows how to make International businessthey could be partners in the next three years, withnew manufacturing plant in Argentina, and takeadvantage of each otherWho win? In clear negotiation both because Argentinaproduct go to USA is positive but in the other wayArgentina could be only competitive in service.
  21. 21. Good or bad negotiationd depends on …Attitude of the People !!!

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