Ducker Worldwide Global Headquarters: 1250 Maplelawn

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Becoming a Global Company Get Moving!
Learn How to Effectively Research and Target a
New Geographic Market Before You Enter
Prepared For
Presented By
February 17, 2009
Ducker Worldwide Global Headquarters 1250
Maplelawn Troy, MI 48084. 248.644.0086.
www.ducker.com
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Ducker Research Goes Global
Ducker Asia Expands into China Asia HQ Shanghai,
China
Ducker Europe HQ Paris
1996
2008
2004
2000
Ducker Europe Expands into Berlin
Ducker Asia Bangalore India
What Did We Learn in The Process?
Ducker Research Changes Brand Name Ducker
Worldwide
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10 Ways to Take Your Business Global

• Discover Why Going Global is Important
• Build Your Foundation
• Map Out Your Global Journey
• Develop Sales and Distribution
• Make it Happen
• Build Your Business
• Keep Learning
• Create Your Future
• Manifest New Frontiers
• Reap the Rewards of Global Trade

Source Laurel Delaney Work Z
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10 Ways to Take Your Business Global

1. Discover Why Going Global is Important

• Potential of Overseas Markets
• Approximately 10 percent of US businesses export
  though 95 of the worlds population lives
  outside the US
• Global Customer Base
• Multi-national businesses seek partners,
  suppliers with similar global footprint
• Cost Advantage, Technology Advancement
• Certain regions provide cost advantages others
  bring advanced technology to services, products

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10 Ways to Take Your Business Global
2. Build Your Foundation

• A New Mind-Style is Required
• Global business requires an open mind and
  persistent attitude
• Define Vision and Objectives for Global Strategy
• Articulate your business vision including
  objectives for global expansion
• Begin Planning Your Road Map
• Establish plan for studying global markets,
  assessing opportunities and making Go/No Go
  decisions

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10 Ways to Take Your Business Global
3. Map Out Your Global Journey

• Execute the Plan
• Explore your territory
• Conduct market research
• Choose a market
• Segment your product and market
• Keep yourself on track
• Finalize the implementation strategy
• Ensure your product or, service stands on its own
  merits globally
• Define roles and responsibilities
• Determine necessity for local presence

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India likely to be among the top 5 economies by
2025
Source McKinsey Co.
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Indian middle class expansion will create huge
consumption led growth
Source McKinsey Co.
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Significant demand elasticity
Source McKinsey Co.
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As a result, China and India are becoming major
automotive markets
Global Auto Market Growth
(Millions of units sold)
CAGR () 2001-2007 2007-2015e
China 25 8
India 16 14
ROW 7 4
Japan -1 0
Western Europe 0 0
North America -1 1
Source PWC, Global Insight, Ducker Analysis
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Translated to the addressable market for auto
components 700B by 2015
Source McKinsey Co.
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Indian Auto components industry is successfully
managing high growth
Automotive Components Growth
billion
2005-2014 17 CAGR
2000-2005 20 CAGR
1997-2000 9 CAGR
Source ACMA, McKinsey, Ducker Analysis
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China and India still have small share of US auto
component imports
U.S. Imports of Automotive Components
Source U.S. Commerce Dept., Ducker Analysis
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Understanding regional opportunities /
differences is a key success factor
Wealthiest States, Real GDP/Capita,
Delhi
Poorest States, Real GDP/Capita,
Bombay, Pune
Automotive Hubs
Chennai
Source Ducker Analysis
Source ACMA, McKinsey, Ducker Analysis
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Several hiccups ahead - Infrastructure (roads,
air/sea ports, power) is still a bottleneck, but
India ranked favorably as a country hospitable to
investors
Problem factors for doing business in India
Countries Most Hospitable to Investors (score)
22 - 40 of political candidates face criminal
charges in India
Developing Countries
Source Heritage foundation, Forbes, World Bank,
McKinsey, World Economic Forum, Ducker Analysis
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10 Ways to Take Your Business Global
4. Develop Sales and Distribution

• Position Product to Achieve Success
• Price your product/service
• Promote your product/service
• Position your product/service
• Place your product/service (channels)
• Initiate, Cultivate and Maintain Customer
  Relationships
• Leverage trade networking programs Trade shows,
  trade missions, business networking groups,
  advertising
• Define Cross-Border Customers
• Multi-national customers want partners, suppliers
  with premium and consistent global quality and
  service

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10 Ways to Take Your Business Global
5. Make It Happen

• Successfully Deliver Products and Services
• Pick a payment method
• Pack it up
• Put transportation to work
• Plan to document everything
• Measure Success, Refine Strategy
• Actively measure performance and refine strategy
  as necessary
• Speed and action are critical to success
• Evaluate Company Structure
• Continue to assess necessity for local presence
  sales and manufacturing

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10 Ways to Take Your Business Global
6. Build Your Business

• Define Roles and Responsibilities
• Define goals and objectives for business leaders
  and team charged with global expansion
• Set an Unprecedented Standard of Professionalism
• Service your new customers above and beyond
• Customer retention is primary goal
• Build a Team Dedicated to Global Business
• Serving global and foreign customers requires
  expanded skills

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10 Ways to Take Your Business Global
7. Keep Learning

• Embrace the Culture
• On-the-job training will enhance the experience
• Sensitivity and respect for overseas customers
  critical to success
• Expand your cultural consciousness
• Stay Alert to Industry and Geographic Trends
• As emerging markets involve to established
  markets, customers needs change and so should
  your products and services
• Innovation
• Innovation of products and services is necessary
  for sustainability

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10 Ways to Take Your Business Global
8. Create Your Future

• Build Your Marketing Engine
• Expand your Internet reach
• Evaluate advertising partners
• Secure sales structure
• Build Your Sales Engine
• Expand sales team with local representatives,
  employees
• Build Your National Presence
• Determine and assess the need for local presence
  (manufacturing, sales and marketing)

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10 Ways to Take Your Business Global
9. Manifest New Frontiers

• Explore New Overseas Markets
• Pursue similar process for new frontiers
• Research where to go next
• Evaluate alliances, partnerships
• Understand the Global Customer Base
• Go where your customers want you to go
• Expand Products and Services to Meet New Markets
• Tailor product and service to new market needs
  without compromising core competencies

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10 Ways to Take Your Business Global
10. Reap the Rewards of Global Trade
Profitable Growth Increased Shareholder
Value Technology Advancement Cultural
Understanding Adventure!!!