Grow Your Global Markets: A Handbook for Successful Market Entry

Description

Use this comprehensive primer to simplify exporting, discover exportable products and services, and determine and select the best target market entry alternative while ensuring that you get paid. US small- to medium-size business owners (SMEs with less than 500 employees) interested in entering foreign markets will learn how to overcome the most significant challenges and barriers to entering foreign markets. Firms operate in a worldwide economy responsible today for 40 million US trade-dependent jobs and approximately six million US factory jobs—roughly half of all manufacturing employment, whether or not they have any interest in global business activities. In the face of globalization, small businesses must evaluate their strengths, weaknesses, opportunities, and threats and then develop strategies that effectively respond to the globalized business environment in which they operate. If your firm is growth-oriented—and what business is not?—you should grow global markets as an important strategic option allowing you to: Reach new customers/markets with little or no competition Reduce dependence on a limited number of major customers Even out business cycle-related demand fluctuations Extend the life of niche products to new markets Develop a global network of contacts and partners that improves their offerings to established customers What You’ll Learn Determine your role in global markets Identify target markets and find customersNegotiate around the worldComplete the transaction and understand international trade procedures and regulationsUnderstand the keys to global market growthFollow sample forms and sales proposals Who This Book Is For US small- to medium-sized business owners Front Matter ....Pages i-xvi Front Matter ....Pages 1-3 Growth in Global Markets (Raymond A. Hopkins)....Pages 5-11 Determining Your Role in Global Markets (Raymond A. Hopkins)....Pages 13-31 Front Matter ....Pages 33-34 Look at Global Marketing (Raymond A. Hopkins)....Pages 35-52 Researching Global Markets (Raymond A. Hopkins)....Pages 53-65 Making Contacts and Finding Customers (Raymond A. Hopkins)....Pages 67-74 Front Matter ....Pages 75-76 What Makes Global Negotiations Different (Raymond A. Hopkins)....Pages 77-81 Doing Business Around the World (Raymond A. Hopkins)....Pages 83-112 Front Matter ....Pages 113-114 Making the Sale: Proposals, Shipping, Payment, and Trade Finance (Raymond A. Hopkins)....Pages 115-142 Front Matter ....Pages 143-143 Keys to Becoming a Successful Exporter (Raymond A. Hopkins)....Pages 145-163 Your Global Market Entry Plan (Raymond A. Hopkins)....Pages 165-170 Complying with the Law at Home and Abroad (Raymond A. Hopkins)....Pages 171-183 Selecting Foreign Representation (Raymond A. Hopkins)....Pages 185-188 Governments, After-Sales Service, and Foreign Travel (Raymond A. Hopkins)....Pages 189-194 Building Working Relationships (Raymond A. Hopkins)....Pages 195-197 Front Matter ....Pages 199-200 It’s Time to Grow Your Global Markets (Raymond A. Hopkins)....Pages 201-208 Conclusion (Raymond A. Hopkins)....Pages 209-210 Back Matter ....Pages 211-282