Competing in a Global Economy:Understanding the Basics

Presented By Antoinette Vazquez

International Business Consultant

SCORE Chapter 2193650 Colonial Blvd. – Suite 231

Fort Myers, FL 33966(239)489-2935

E-Mail: tmsusa@aol.com

Competing in a Global Economy:What Does It Mean?

If Some or All of Your Inputs are ImportedIf Foreign Made Imports Are Eating Into Your Domestic

Market ShareIf You Ship Overseas In Response to Internet RequestsIf Your Products are Being Indirectly Shipped to Other

Countries By Your Distributors or Domestic Customers If Your Brands, Trademarks, Designs, Logos, Domain

Names or Other Intellectual Property Have BeenHijacked in Other Countries

You ARE Participating in a Global Economy

Competing in a Global Economy:One Way to Level the Playing Field: EXPORT

Expanding Sales Overseas Can…Create New Sources of RevenueIncrease Global Market ShareExtend Product Life Cycles Hedge Against Seasonal or Economic

Downturns in Domestic Sales Help Monitor Any Intellectual Property Rights

ViolationsProvide Access to Market Intelligence & Global

Trends

Competing in a Global Economy:To Export or Not To Export?

Think of Entering Foreign Markets as You WouldAny Business Expansion Project.

Doing Business Overseas Presents A New Set of Challenges:

There Are New CostsThere Are New RisksCorporate Changes May Have to be Made

To Answer the Question, Start With An Internal Review or Your Organization…

Competing in a Global Economy:An Internal Review: Sales & Marketing

Does the Company Have Adequate Country Specific Market Information On…

The Political, Economic and Trade EnvironmentsThe Legal Framework For Doing Business In-

Country The 3 “D’s” of Marketing: Demand, Depth and

DemographicsThe Competition: Who Are the Principal Players?Market Structure or Obstacles to EntryCompetitive Pricing & TermsThe Cost of Market Entry

Competing in a Global Economy:An Internal Review: Financial Resources

Does the Company Have Sufficient Financial Resources? For Example, What Is The Company’s Position With Respect To:

Net Worth? Cash Reserves? Cash Flow? Aging of Receivables? Credit Line Limit?

Does The Company’s Bank Handle International Transactions? If Not, Does It Have A Correspondent Relationship With One That Does?

Competing in a Global Economy:An Internal Review: Operations

Are Existing Operations Adequate to Handle New Overseas Orders? Increased Sales May Require…

Labor Force Increases or Additional ShiftsNew Training ProgramsProduct/Service Modifications to Meet Market

RequirementsNew Quality Control ProceduresNew Machinery or Re-ToolingNew PackagingNew or Expanded Plant/Warehouse FacilitiesChanges In Shipping and Distribution Practices

Competing in a Global Economy:An Internal Review: Management

Is There an Executive or Management Level PersonResponsible For The International Portfolio? Does S/He Have Experience? How Much and What

Kind? If Lacking Experience, How Much Time Can S/He

Dedicate to Gaining the Required Knowledge? Does S/He Speak a Foreign Language? Which

Language? How Fluent is S/He? How Much Time Will S/He Commit to Managing the

International Portfolio?

Competing in a Global Economy:The Corporate Commitment

Is There A Commitment From Top-LevelDecision Makers? Is the CEO on Board? Does S/He Have the Support of Board

Members, Partners, Stockholders or Other Key Decision Makers?

What Expectations Do the Decision Makers Have? Are They Realistic?

What Are Their Attitudes Towards People of Other Nations?

Competing in a Global Economy:The Good News…

There are Numerous Resources Available to: Finance Capital Investments for

Expansion Conduct Foreign Market Research Identify New Opportunities Provide Export Working Capital Secure Payment on Foreign Receivables Mitigate Many Risks

Specifically…..

Competing in a Global Economy:Resources

Government Agencies, Federal, State & Local

NGO’s: SCORE, SBDC’s, Economic Development Organizations, Chambers of Commerce, etc.

Trade Associations College and University Business Programs The Private Sector: Service Providers, Your

Peers, Your Customers and Members of Your Own Distribution Chain

Many Resources Are Free of Charge or Low Cost. Use Them. I Did.

Competing in a Global Economy:Conclusions

Some Businesses Should NOT Export Unless or Until They Are Ready To Take On The Challenges

For Others, Many Shortcomings Can Be Overcome IF Corporate Commitment Is Firm

If I Could Do It, Chances Are You Can Too.

Antoinette Allegretti Vazquez has worked in International business for over 30 years, providing services to both U.S. public and private sector clients. Her expertise includes import, export, international credit and financing, foreign investment, market research and foreign office operations. Over the years she has assisted hundreds of companies to establish or expand their international markets, identify global opportunities and develop strategies for the future. Antoinette earned a Masters degree in Business Administration in 1987 and lived and worked in Mexico City from 1990 to 2005, guiding clients through historic political and economic changes in the hemisphere. Her Spanish language fluency and understanding of business cultures in the Americas were important factors in her clients’ successes.

Competing in a Global Economy: Your Speaker

Trade Management Services, Inc. was an international consulting and market research firm

founded by Antoinette Allegretti Vazquez, headquartered in the U.S. with Latin American

operations based in Mexico City. TMS was established initially in 1993 to promote the objectives

of the North American Free Trade Agreement (NAFTA). Later, objectives were expanded to include

other emerging markets throughout Latin America. After years of success and recognition TMS was

dissolved in 2009.