Run To The Revenue - Part II
July 26, 2008
In our first segment, we discussed some of the key factors associated with the economic growth of Asia. We spoke in depth about the top 25 global company trends over the past 10 years, the top 50 competitive nations, and how Foreign Direct Investment (FDI) has influenced the in/out flows of money. As companies from Asia continue to penetrate the U.S. markets, so too must North American enterprises penetrate Asia. The opportunities are vast, but the task of executing a successful strategy can be even more daunting. Strategies developed by most U.S. companies, either small or large, don’t work well in Asia for two main reasons. Read more… »
Run To The Revenue - Part I
May 27, 2008
It is difficult to hide from the news these days regarding the threats posed by Asia’s growing economies, specifically China, India and Vietnam (the CIV factor). The reactions of many Americans lie in a range of emotions from fear to panic, and even down right loathing. Regardless of where you are on this spectrum, it will not change the course of economic development. Let’s take a look at some facts and options. Read more… »
“ABE” The 21st Century Global Salesperson
March 15, 2008
There are best practices in sales that span geographies, cultures and time periods. Many of these are summed up by ABE, Attitudes, Behaviors and Execution.
Unfortunately, when a salesperson has been selling at one company, in one industry or in one geographic area their whole career, they develop provincial habits that don’t transfer well. For example, a joke about “The Sopranos” during a sales call may work in certain regions of America, but would be misunderstood or considered completely inappropriate by 99% of the world. Read more… »
Is Vietnam A Luxury Market?
December 19, 2007
In what it described as a "dazzling debut", German automaker Porsche has launched its full range of sports cars and SUVs through a new showroom in Ho Chi Minh City.
According to the company’s press release, “The time for Porsche in Vietnam is now,” said Mr. Andreas Klingler, General Director of Prestige Sports Car Company. “Drivers in the high-end market are now looking for more than just average luxury vehicles."
Drive a Porsche in Vietnam? Not so fast …
Anyway, the point isn’t that the traffic in Vietnam is horribly congested, although it is. What’s significant about the Porsche debut is that Vietnam now has enough "drivers in the high-end market" to attract one of the world’s most exclusive and expensive brands of automobiles. Read more… »
China v. India: The Battle of the Titans
December 9, 2007
As China has been the dominant low cost solution for the manufacture of consumer products, so too has India for IT and Business Process Outsourcing (BPO), especially since the burst of the technology bubble in 2001. The duality of these economies is based on the practice of many US based companies to invest in China as the manufacturing powerhouse and India as the software powerhouse.
Companies making their initial entry into Asia, or looking to expand beyond the borders of China, may find India a very compelling place for high technology investments and lower costs. On the surface, India does not necessarily look like a major economy or an attractive place for a US company to setup a manufacturing operation. India’s infrastructure is poor, its traffic is chaotic, its policies and bureaucratic processes stifle development, and it is home to rampant corruption. Read more… »
Market Research: Expense or Investment?
November 17, 2007
Custom market research costs money. How much depends on the scope and complexity of the work to be done and the format in which the findings and recommendations will be delivered.
Some companies, especially smaller ones, tend to view market research as an expense. By that I mean that when they’re considering whether or not to conduct a research study, much of their attention is focused on the cost. "Can we afford to do this?", or, "Can we get the price down?" That sort of thing.
In my experience, companies that focus on the expense of market research don’t pay enough attention to the impact that the research can have on their business. They "control" the cost, but fail to get as much benefit as they could. Read more… »