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CCIE – 27 novembre 2000

Join industry experts Jean Rauscher and Philippe Costes as they share essential strategies for successfully expanding your business into the USA. This comprehensive session covers the challenges of cultural differences, marketing strategies, recruitment issues, and operational tips. Learn ten golden rules that address positioning, market entry, recruitment of local managers, and more. Furthermore, engage in enriching discussions on navigating the American business landscape, finding effective marketing approaches, and the importance of building customer relationships. Enhance your venture with critical insights from industry leaders.

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CCIE – 27 novembre 2000

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  1. CCIE – 27 novembre 2000 Part 1: (45 minutes) - Jean Rauscher Les dix clés du succès ! Part 2: (1:45 hour) – Philippe Costes (modérateur) Bernard Malfroy – Jean Rauscher Table ronde : Vos opérations aux U.S. Le Marketing and Ventes Le Recrutement

  2. CCIE – 27 novembre 2000 Expanding your business into the USA “Give back to others”

  3. Why is it so difficult?

  4. Why is it so difficult? • Cultural differences of doing business • Analysts and the stock market influence day-to-day decisions • Difficulties in finding good people • American personal goals are different • Size of the country

  5. Golden Rule # 1 Immediately start off selling an innovative product where customer’s ROI is obvious and can be evaluated in $$.

  6. Golden Rule # 2 Position your product offering against your competition to lead customers towards making their decision. No competition = No market

  7. Golden Rule # 3 To quickly dominate a niche market, start off selling one single product.

  8. Golden Rule # 4 Build a list of satisfied and well-known customer references. Don’t ask for $$; ask for a strong reference instead.

  9. Golden Rule # 5 Set up your operations close to prospective customers and a deep labor pool.

  10. Golden Rule # 6 Launch a RELIABLE version of your product. Check for adjustment to the foreign market before you begin selling.

  11. Golden Rule # 7 Recruit a US Manager able to : • Understand the US market • Suggest improvements to the European team • Manage a budget tightly • Build a motivated / faithful team • Stick to your company through difficulties

  12. Golden Rule # 8 Follow a project approach: • Don’t attempt to sell your product as an investment for the long term. • Sell it as an operational benefit for the current project only.

  13. Golden Rule # 9 Sign alliance agreements to reassure your future customers.

  14. Golden Rule # 10 Have enough $$ to start up your operation. Look for backup before launching a subsidiary.

  15. This presentation can be downloaded at www.IT-Startup.com

  16. Panel and audience discussions on: • Lancer vos opérations U.S.: • Quelles différences culturelles sont des facteurs de risque dans les affaires • Comment présenter votre offre de produits? • Quels sont les premiers obstacles que vous allez rencontrer? • Que devez-vous sous-traiter? • Le Marketing and les ventes aux U.S.A.: • Devez-vous vous concentrer sur le marketing ou sur les ventes en premier? • Faut-il vendre en direct ou à travers des distributeurs? • Quelles sont les actions marketing les plus efficaces aux U.S.? • Peut-on vendre au téléphone? • Le plus grand challenge: Recruter aux Etats-Unis • Comment recruter aux U.S.? • Faut-il engager un américain ou un Européen pour diriger la filiale? • Comment payer et garder le patron de votre filiale? • En cas de problèmes, quels sont les signaux d’alarme ?

  17. CCIE – 27 novembre 2000 Expanding your business into the USA

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