latin american seminar may 2 – 3, 2007
DESCRIPTION
Latin American Seminar May 2 – 3, 2007. Presented by The Alta Group John C. Deane. The Global Marketplace. Experiences in Market Entry Vertical & Geographic. Vertical Market Entry. Driven By Equipment or Industry Type Relatively Easy Should Be Aligned with Core Competencies - PowerPoint PPT PresentationTRANSCRIPT
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T h e A l t a G r o u p – W h e r e E x p e r i e n c e P r o v i d e s D i r e c t i o n
Latin American SeminarMay 2 – 3, 2007
Presented by
The Alta Group
John C. Deane
![Page 2: Latin American Seminar May 2 – 3, 2007](https://reader036.vdocuments.mx/reader036/viewer/2022083006/56813a5e550346895da25367/html5/thumbnails/2.jpg)
T h e A l t a G r o u p – W h e r e E x p e r i e n c e P r o v i d e s D i r e c t i o n
GLOBAL LEASING MARKET
Experiences in Market EntryExperiences in Market EntryVertical & GeographicVertical & Geographic
The Global Marketplace
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T h e A l t a G r o u p – W h e r e E x p e r i e n c e P r o v i d e s D i r e c t i o n
GLOBAL LEASING MARKET
Vertical Market Entry
Driven By Equipment or Industry Type
Relatively Easy
Should Be Aligned with Core Competencies
Brand New Space or Adjacent Space?
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T h e A l t a G r o u p – W h e r e E x p e r i e n c e P r o v i d e s D i r e c t i o n
GLOBAL LEASING MARKET
Vertical Market Entry
De Novo
“Lift Out”
Purchase Going Concern
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T h e A l t a G r o u p – W h e r e E x p e r i e n c e P r o v i d e s D i r e c t i o n
GLOBAL LEASING MARKET
Vertical Example
Large Captive Lessor
Global in Scope
Constrained Future Growth Rate
How to Choose Verticals?
Part Instinct
Importance of Alignment
First, Do No Harm
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T h e A l t a G r o u p – W h e r e E x p e r i e n c e P r o v i d e s D i r e c t i o n
GLOBAL LEASING MARKET
Geographic Market Entry
The Global Marketplace
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T h e A l t a G r o u p – W h e r e E x p e r i e n c e P r o v i d e s D i r e c t i o n
GLOBAL LEASING MARKET
Geographic Market Entry
Much More Difficult
Name a Successful Geographic Market Entrant
Bank Lessor?
Independent Lessor?
Captive Lessor?
Push Through or Pull Through?
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T h e A l t a G r o u p – W h e r e E x p e r i e n c e P r o v i d e s D i r e c t i o n
GLOBAL LEASING MARKET
Geographic Market Entry
In this context, equipment leasing & financing is NOT a global business
It IS somewhat regional, but mostly local
It MUST be viewed as a core business that requires core competencies
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T h e A l t a G r o u p – W h e r e E x p e r i e n c e P r o v i d e s D i r e c t i o n
GLOBAL LEASING MARKET
Geographic Market Entry
Not De Novo
“Lift Out”
Partnership
Acquisition
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T h e A l t a G r o u p – W h e r e E x p e r i e n c e P r o v i d e s D i r e c t i o n
GLOBAL LEASING MARKET
Geographic Market EntryNTY Example
Pull Through
Investment Grade Vendor or Manufacturer
Modest Initial Program Volume Expectations
What are the Alternatives for the Vendor?
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T h e A l t a G r o u p – W h e r e E x p e r i e n c e P r o v i d e s D i r e c t i o n
GLOBAL LEASING MARKET
Thank You
The US Marketplace