GETTING STARTED:

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GETTING STARTED An overview of International
Business Strategic Development
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(No Transcript)
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Are we really prospering in this big world?

• Are we, the women, playing a role ?
• Are we taking advantage of the opportunities?
• Yes, but not enough!

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Despite the challenges there are always
opportunities

• The era of globalization . Be part of
  it!
• The global market
• For small companies and large companies

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• EXPORTING COMPANIES
• 97 are small businesses
• 40 of small businesses are owned by women
• 30 of companies that export more than
• half of their products are owned by women
• Sourse The SBA

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Can Women claim a piece of the pie?

• Absolutely, positively!
• Our tools
• Knowledge
• Professionalism
• Competency
• No Taboos
• Be Strategic, be prepared

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THE PYRAMID OF STRATEGIC EXPORT BUSINESS
DEVELOPMENT
Core
Targeted Business
Development
Trading
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Trading The most common form, especially with
small or new to export companies

• Advantages
• Small investment required
• Limited international knowledge required
• Disadvantages
• Vulnerable to external factors
• Failure is common

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Targeted Export Business Development

• Best approach to export
• Proactive, not reactive

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Core

• Local Manufacturing
• Joint Ventures
• Acquisitions

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Developing the strategy

• Areas to consider
• Why export ?
• Company commitment
• Your product
• The potential markets
• Market entry strategy
• Export financing
• Legal and regulatory requirements
• Partner selection
• Cultural differences

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The difficulty in getting startedFOCUS
1. Market selection 2. Product Selection 3.
Partner Selection
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Market Selection

• Political Environment
• Economic Environment
• Social / Cultural Environment
• Urbanization
• Income level
• Market size
• Market Access / Entry Barriers
• Product Potential / Consumption / Usage
• Competition
• Distribution Infrastructure

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2. Product Selection
The four As Appropriate Available
Affordable Advertisable
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3. Partner SelectionDefine the Type of Partner
You Want
This excludes JV and local manufacturing, which
is at the top of the pyramid
Types of companies available
Indirect 1. Commission Agents 2. Export
Management Companies 3. Export Trading Companies
Direct 1. Sales representatives or agents 2.
Distributors 3. Foreign/Domestic Retailers
Choose the best for your company and product
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Available Resources
1. Seek help from the government 2. Counterpart
recommendations 3. Trade missions 4. Trade
shows 5. Matchmaking functions 6. Web sites
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DISTRIBUTOR SCREENING, INTERVIEWING AND SELECTION
1. Get as much information as possible 2. Develop
standard screening tools for better comparison 3.
Visit them
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What to Look for When Setting up a new
distributor/agent

• Company Organization
• Financial Competency
• Sales / Distribution Network
• Logistics / Regulatory Experience
• New Product Introduction Experience
• Non-Competitive Products
• Compatibility
• Marketing / Brand Building Experience
• Communications

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Legal /Governmental / RegulatoryConsiderations

• The distribution agreement
• Have it or not?
• When?
• Clauses? Grant exclusivity or not?
• Exit strategy

Seek the help a lawyer who specializes in this
field.
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Legal, Governmental, RegulatoryConsiderations

• Trademarks/Intellectual property-Piracy-Protecti
  onProduct registration-License for entry

Seek the help a lawyer who specializes in this
field.
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Maintain a good working relationship
1. Get to know your agents / distributors 2.
Develop mutual trust 3. Understand cultural
differences 4. Always ask, What can I do to
help you do a good job for us? 5. Be partners -
not commanders 6. Use different techniques and
methods to motivate them 7. Spend time to train
them at all levels 8. Visit in regular intervals
and evaluate their performance
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Grow the business and be successful

• Develop a strategy and a marketing plan
  together
• Each of the two partners should know their
• responsibilities and be accountable for them
• Invest in the business together
• Share marketing costs and responsibility

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Available resources

• World Trade Center of Greater Philadelphia
• OIBD
• USEAC (US Export Assistance Center)
• SBDC
• SBA
• FAS ( Foreign Agriculture Service)
• Embassies and Consulates - Trade Attaches
• Many others

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What is aWorld Trade Center?
The perception A WTC is a building The
reality It is an organization that offers trade
services The ultimate combination A building
plus services
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How can we help you?
The World Trade Center of Greater Philadelphia
(WTCGP) is a non profit organization and
licensed member of the World Trade Centers
Association (WTCA). Our mission is to promote
economic development through international trade
that leads the Greater Philadelphia region to
economic prosperity.
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Our Services

• Market Research
• International Trade Consulting
• Market Access Grants
• Trade Missions
• Education and Training
• Networking
• Reciprocity with 300 WTCs and
• 750,000 companies members

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• Todays international business challenges
• The world economy
• War / Political Instability
• Terrorism / Effect on business
• Travel restrictions
• Anti US sentiments
• Free Trade Agreements and Unions (EU)

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CONCLUSION
Homework Right Market Right Product Right
Partner SUCCESS Women entrepreneurs are IN!