2 Posts Found

As companies in emerging markets grow in number and in strength, they become tougher competitors for multinational companies, for which a dearth of intimate local knowledge is increasingly costly. Furthermore, the war for managerial talent is heating up in the developing world. Companies with reputations for developing local leaders are far more likely to attract the talent they need to pursue attractive growth opportunities. These … [ Read more ]

Author: Jeffrey A. Joerres | Source: “Beyond expats: Better managers for emerging markets” | Original Publication: The McKinsey Quarterly | Subject: International

When exporting a product, it is a smart practice to ask a distributor what they anticipate selling in the first year. Then, request that their first order be 20% of that anticipated volume, prepaid, which allows them the opportunity to have exclusivity. You should expect the balance of projected sales to be ordered during the rest of the year (preferably in quarterly periods), with each … [ Read more ]

Author: Laurel Delaney | Source: “10 Deadly Sins To Global Sales Failure” | Original Publication: MarketingProfs | Subjects: International, Marketing / Sales