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Confidential - © 2008 - Ducker Worldwide ducker.com Transportation * CONSTRUCTION * INDUSTRIAL * materials * FINANCIAL 1 Ducker Worldwide Global Headquarters:

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Presentation on theme: "Confidential - © 2008 - Ducker Worldwide ducker.com Transportation * CONSTRUCTION * INDUSTRIAL * materials * FINANCIAL 1 Ducker Worldwide Global Headquarters:"— Presentation transcript:

1 Confidential - © Ducker Worldwide ducker.com Transportation * CONSTRUCTION * INDUSTRIAL * materials * FINANCIAL 1 Ducker Worldwide Global Headquarters: 1250 Maplelawn – Troy, MI Becoming a Global Company – Get Moving! Prepared For: Presented By: Learn How to Effectively Research and Target a New Geographic Market Before You Enter February 17, 2009

2 Confidential - © Ducker Worldwide ducker.com Transportation * CONSTRUCTION * INDUSTRIAL * materials * FINANCIAL 2 Ducker Research Goes Global Ducker Europe HQ: Paris Ducker Europe Expands into Berlin Ducker Asia Bangalore India Ducker Asia Expands into China Asia HQ: Shanghai, China Ducker Research Changes Brand Name Ducker Worldwide What Did We Learn in The Process?

3 Confidential - © Ducker Worldwide ducker.com Transportation * CONSTRUCTION * INDUSTRIAL * materials * FINANCIAL 3 10 Ways to Take Your Business Global* 1.Discover Why Going Global is Important 2.Build Your Foundation 3.Map Out Your Global Journey 4.Develop Sales and Distribution 5.Make it Happen 6.Build Your Business 7.Keep Learning 8.Create Your Future 9.Manifest New Frontiers 10.Reap the Rewards of Global Trade Source: Laurel Delaney; Work Z

4 Confidential - © Ducker Worldwide ducker.com Transportation * CONSTRUCTION * INDUSTRIAL * materials * FINANCIAL 4 10 Ways to Take Your Business Global 1.Discover Why Going Global is Important Potential of Overseas Markets  Approximately 10 percent of US businesses export though 95% of the world’s population lives outside the US Global Customer Base  Multi-national businesses seek partners, suppliers with similar global footprint Cost Advantage, Technology Advancement  Certain regions provide cost advantages; others bring advanced technology to services, products

5 Confidential - © Ducker Worldwide ducker.com Transportation * CONSTRUCTION * INDUSTRIAL * materials * FINANCIAL 5 10 Ways to Take Your Business Global 2.Build Your Foundation A New Mind-Style is Required  Global business requires an open mind and persistent attitude Define Vision and Objectives for Global Strategy  Articulate your business vision including objectives for global expansion Begin Planning Your Road Map  Establish plan for studying global markets, assessing opportunities and making “Go/No Go” decisions

6 Confidential - © Ducker Worldwide ducker.com Transportation * CONSTRUCTION * INDUSTRIAL * materials * FINANCIAL 6 10 Ways to Take Your Business Global 3.Map Out Your Global Journey Execute the Plan  Explore your territory  Conduct market research  Choose a market  Segment your product and market  Keep yourself on track  Finalize the implementation strategy  Ensure your product or, service stands on its own merits globally  Define roles and responsibilities  Determine necessity for local presence

7 Confidential - © Ducker Worldwide ducker.com Transportation * CONSTRUCTION * INDUSTRIAL * materials * FINANCIAL 7 India likely to be among the top 5 economies by 2025 Source: McKinsey & Co.

8 Confidential - © Ducker Worldwide ducker.com Transportation * CONSTRUCTION * INDUSTRIAL * materials * FINANCIAL 8 Indian middle class expansion will create huge consumption led growth Source: McKinsey & Co.

9 Confidential - © Ducker Worldwide ducker.com Transportation * CONSTRUCTION * INDUSTRIAL * materials * FINANCIAL 9 Significant demand elasticity Source: McKinsey & Co.

10 Confidential - © Ducker Worldwide ducker.com Transportation * CONSTRUCTION * INDUSTRIAL * materials * FINANCIAL 10 As a result, China and India are becoming major automotive markets Global Auto Market Growth Source: PWC, Global Insight, Ducker Analysis ROW74 Japan0 Western Europe00 North America1 India1614 China258 CAGR (%) e (Millions of units sold)

11 Confidential - © Ducker Worldwide ducker.com Transportation * CONSTRUCTION * INDUSTRIAL * materials * FINANCIAL 11 Translated to the addressable market for auto components = ~ $700B by 2015 Source: McKinsey & Co.

12 Confidential - © Ducker Worldwide ducker.com Transportation * CONSTRUCTION * INDUSTRIAL * materials * FINANCIAL 12 Source: ACMA, McKinsey, Ducker Analysis Indian Auto components industry is successfully managing high growth % CAGR % CAGR % CAGR $ billion Automotive Components Growth

13 Confidential - © Ducker Worldwide ducker.com Transportation * CONSTRUCTION * INDUSTRIAL * materials * FINANCIAL 13 China and India still have small share of US auto component imports U.S. Imports of Automotive Components Source: U.S. Commerce Dept., Ducker Analysis

14 Confidential - © Ducker Worldwide ducker.com Transportation * CONSTRUCTION * INDUSTRIAL * materials * FINANCIAL 14 Understanding regional opportunities / differences is a key success factor Source: ACMA, McKinsey, Ducker Analysis Wealthiest States, Real GDP/Capita, $ Poorest States, Real GDP/Capita, $ Delhi Chennai Bombay, Pune Automotive Hubs Source: Ducker Analysis

15 Confidential - © Ducker Worldwide ducker.com Transportation * CONSTRUCTION * INDUSTRIAL * materials * FINANCIAL 15 Several hiccups ahead - Infrastructure (roads, air/sea ports, power) is still a bottleneck, but India ranked favorably as a country hospitable to investors Source: Heritage foundation, Forbes, World Bank, McKinsey, World Economic Forum, Ducker Analysis Problem factors for doing business in India Countries Most Hospitable to Investors (score) Developing Countries % of political candidates face criminal charges in India

16 Confidential - © Ducker Worldwide ducker.com Transportation * CONSTRUCTION * INDUSTRIAL * materials * FINANCIAL Ways to Take Your Business Global 4.Develop Sales and Distribution Position Product to Achieve Success  Price your product/service  Promote your product/service  Position your product/service  Place your product/service (channels) Initiate, Cultivate and Maintain Customer Relationships  Leverage trade networking programs: Trade shows, trade missions, business networking groups, advertising Define Cross-Border Customers  Multi-national customers want partners, suppliers with premium and consistent global quality and service

17 Confidential - © Ducker Worldwide ducker.com Transportation * CONSTRUCTION * INDUSTRIAL * materials * FINANCIAL Ways to Take Your Business Global 5.Make It Happen Successfully Deliver Products and Services  Pick a payment method  Pack it up  Put transportation to work  Plan to document everything Measure Success, Refine Strategy  Actively measure performance and refine strategy as necessary  Speed and action are critical to success Evaluate Company Structure  Continue to assess necessity for local presence; sales and manufacturing

18 Confidential - © Ducker Worldwide ducker.com Transportation * CONSTRUCTION * INDUSTRIAL * materials * FINANCIAL Ways to Take Your Business Global 6. Build Your Business Define Roles and Responsibilities  Define goals and objectives for business leaders and team charged with global expansion Set an Unprecedented Standard of Professionalism  Service your new customers – above and beyond  Customer retention is primary goal Build a Team Dedicated to Global Business  Serving global and foreign customers requires expanded skills

19 Confidential - © Ducker Worldwide ducker.com Transportation * CONSTRUCTION * INDUSTRIAL * materials * FINANCIAL Ways to Take Your Business Global 7.Keep Learning Embrace the Culture  On-the-job training will enhance the experience  Sensitivity and respect for overseas customers critical to success  Expand your cultural consciousness Stay Alert to Industry and Geographic Trends  As emerging markets involve to established markets, customers’ needs change and so should your products and services Innovation  Innovation of products and services is necessary for sustainability

20 Confidential - © Ducker Worldwide ducker.com Transportation * CONSTRUCTION * INDUSTRIAL * materials * FINANCIAL Ways to Take Your Business Global 8.Create Your Future Build Your Marketing Engine  Expand your Internet reach  Evaluate advertising partners  Secure sales structure Build Your Sales Engine  Expand sales team with local representatives, employees Build Your National Presence  Determine and assess the need for local presence (manufacturing, sales and marketing)

21 Confidential - © Ducker Worldwide ducker.com Transportation * CONSTRUCTION * INDUSTRIAL * materials * FINANCIAL Ways to Take Your Business Global 9.Manifest New Frontiers Explore New Overseas Markets  Pursue similar process for new frontiers  Research where to go next  Evaluate alliances, partnerships Understand the Global Customer Base  Go where your customers want you to go Expand Products and Services to Meet New Markets  Tailor product and service to new market needs without compromising core competencies

22 Confidential - © Ducker Worldwide ducker.com Transportation * CONSTRUCTION * INDUSTRIAL * materials * FINANCIAL Ways to Take Your Business Global 10.Reap the Rewards of Global Trade Profitable Growth Increased Shareholder Value Technology Advancement Cultural Understanding Adventure!!!


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