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:
What You'll Learn
- 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
- Determine your role in global markets
- Identify target markets and find customers
- Negotiate around the world
- Complete the transaction and understand international trade procedures and regulations
- Understand the keys to global market growth
- Follow sample forms and sales proposals
Who This Book Is For
US small- to medium-sized business owners
is an award-winning business development/contracts manager and exporting consultant leading project management teams to acquire, manage, and close international sales contracts for products and services at home to the US Government and abroad-Southeast Asia (Japan, South Korea), South America (Colombia), and Europe (United Kingdom and Denmark). He is well-versed in US government federal acquisition regulations and defense federal acquisition regulation supplement, and export control. He is experienced in partnering with business and staff leadership alike. Raymond prepared, priced, negotiated, acquired, and managed complex commercial, international, and US government sales contracts (scopes of work, pricing, specifications, terms, and conditions, etc.), manufacturing licenses, distributor/representative agreements, leases, and more.
Doctor and Business Development/Contracts Management Executive, Raymond A. Hopkins, DBA, is the author of several articles in refereed marketing/international marketing journals. Working in the fields of international procurement and contract administration, he has purchased aircraft parts and structures from South Korea and Japan, and negotiated the execution and administration of contracts for the sale of aircraft, upgrades, structures and parts to the US government and customers in Southeast Asia (Japan, South Korea), South America (Colombia) and Europe (Denmark, United Kingdom).
Ray began his career in sales with US Steel Corporation, moving into subcontract management with Fluor Engineers Inc., procuring petrochemical plant control systems for CF Braun Co., purchasing and contract manufacturing for US Borax & Chemical Corporation. For Hughes Helicopters Inc. (later McDonnell Douglas Helicopter Co.), he initially procured military aircraft components and light helicopter fuselages ($6.5 million annually) from South Korea and other aircraft components from Japan.
Ray is a graduate of California State University at Fullerton with a BA in political science, of California State University at Los Angeles with an M.S. in public administration, and of Nova Southeastern University with a Doctorate in Business Administration. He has completed additional graduate work in law, international business, and US government contracts. He was awarded the 2010 Emerald Literati Network Outstanding Paper Award, and has delivered graduate and undergraduate college courses in marketing and international business. In his spare time, he enjoys teaching marketing and international business as MBA adjunct faculty.
Ray was born in Chicago, Illinois and raised in a family of four boys and one girl. He lives with his wife, Madeleine, in Chandler, Arizona.
Part 1: Introducing Growth in Global Markets.-
Chapter 1: Growth in Global Markets.-
Chapter 2: Determining Your Role in Export Markets.-
Chapter 3: Look at Global Marketing.-
Part 2: Identifying Your Target Market and Finding Customers.-
Chapter 4: Researching Export Markets.-
Chapter 5: Making Export Contacts and Finding Customers.-
Part 3: Negotiating around the World.-
Chapter 6: What Makes Global Negotiations Different.-
Chapter 7: Doing Business around the World.-
Part 4: Completing the Transaction: International Trade Procedures, Regulations, and Practices.-
Chapter 8: Making the Sale: Proposals, Shipping and Payment.-
Part 5: The Keys to Global Market Growth.-
Chapter 9: Keys to Becoming a Successful Exporter.-
Chapter 10: Your Global Market Entry Plan.-
Chapter 11: Complying with the Law at Home and Abroad.-
Chapter 12: Selecting Foreign Representation.-
Chapter 13: Governments, After Sales Service, and Foreign Travel.-
Chapter 14: Building Working Relationships.-
Part 6: World, National, and Your Economics.-
Chapter 15: It's Time to Grow Your Global Markets.-
Chapter 16: Conclusion.-
Appendix A: Common Export Documents.-
Appendix B: Sample Proposal - OEM Equipment.-
Appendix C: Sample Proposal - Spares.-