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Exhibit 6.6: International Trade Leads: A Web Sampler

Exhibit 6.6: International Trade Leads: A Web Sampler

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Exhibit 6.6: International Trade

Leads: A Web Sampler



Copyright© 2005 South-Western/Thomson Learning All rights reserved



Exhibit 6.6: International Trade

Leads: A Web Sampler



Copyright© 2005 South-Western/Thomson Learning All rights reserved



Ready to Go and Connected: A

Synopsis

•• Finding

Finding the

the right

right overseas

overseas partner:

partner: the

the most

most important

important

step

step

•• Find

Find aa good

good wedge

wedge toto break

break into

into aa new

new market

market



Copyright© 2005 South-Western/Thomson Learning All rights reserved



New-Venture Strategies for

Small Multinational

Companies

•• Entry

Entry wedge:

wedge: company’s

company’s competitive

competitive advantages

advantages for

for

breaking

breaking into

into the

the established

established pattern

pattern ofof commercial

commercial

activity

activity



Copyright© 2005 South-Western/Thomson Learning All rights reserved



First-Mover Advantage

•• Being

Being the

the first

first toto introduce

introduce aa product

product or

or service

service

•• Must

Must be

be innovative

innovative

•• Must

Must be

be comprehensive

comprehensive

•• Must

Must meet

meet customer

customer expectations

expectations inin areas

areas such

such

as

as warranty

warranty and

and expected

expected components

components

•• Technological

Technological leadership—most

leadership—most common

common source

source

•• Being

Being first

first toto use

use or

or introduce

introduce aa new

new technology

technology

Copyright© 2005 South-Western/Thomson Learning All rights reserved



Copycat Business

•• Copycat

Copycat Business

Business

•• The

The “me

“me too”

too” strategy

strategy

•• Adopt

Adopt existing

existing products

products or

or services

services

•• Find

Find aa niche

niche or

or slight

slight innovation

innovation toto attract

attract customers

customers



Copyrightâ 2005 South-Western/Thomson Learning All rights reserved



Successful Copycat Moves

















Be

Be the

the first

first toto aa new

new standard

standard

Go

Go after

after the

the toughest

toughest customers

customers

Play

Play toto different

different customer

customer needs

needs

Transfer

Transfer the

the location

location

Become

Become aa dedicated

dedicated supplier

supplier or

or distributor

distributor

Seek

Seek abandoned

abandoned or

or ignored

ignored markets

markets

Acquire

Acquire existing

existing business

business

Copyright© 2005 South-Western/Thomson Learning All rights reserved



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Exhibit 6.6: International Trade Leads: A Web Sampler

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