Going Global: Tunis Conference To Provide Business Training For Arab Women

In Policy News



How exciting to participate in the Middle East Partnership Initiative for a three-day forum -- Leading Growth Companies: Business Women's Summit -- in Tunis May 24-26, 2005 featuring practical business training for almost 200 women entrepreneurs from 16 countries and territories in the Middle East and North Africa. I serve as a U.S. envoy member and what an honor to be selected. The invitation-only program has been developed by the Beyster Institute at the Rady School of Management, at the University of California, San Diego. It is sponsored by the Middle East Partnership Initiative at the U.S. Department of the State, and supported by WE, Inc., a leading businesswomen's organization in the U.S.

I am seeking reporters or journalists who are interested in conducting an interview or writing an article about how this program will help shape the direction for future activities that support women entrepreneurs and executives in the region.

My departure date for Tunis is Saturday, May 21st. If you are interested in exploring this global media "story" opportunity, please get in touch with me before then. I can be reached at 773-381-1700 or email me at ldelaney@globetrade.com, thank you!

Looking forward to hearing from you soon!

Global Marketplace (China) Puts Pressure On Local Businesses

In Winona Daily News

If anyone understands how rapidly the world is changing, it's the small business person. Steve Hiatt, who owns Hiatt Manufacturing of Winona, gave listeners at the Winonate State University-hosted Economic Summit on Thursday some insights into the struggles he has faced in the past two years.

One struggle: There's a big difference between providing competitively priced steel to make motorbikes ...



vs. automobiles ...



How has he dealt with it? Find out here.

Abridged Borderbuster 5/5/05

CONTENTS

If you are not a subscriber to Borderbuster, here's a glimpse of what you missed this month:

1. Welcome From The Publisher
2. Feedback From Our Readers
3. Small and Global: Germ Warfare*
4. Business and Cultural Tips: Have Some Fun!*
5. Small Companies Take On The World*
6. How I Went Global: Ongoing Series // ProfitGuide (Canada)*
7. A Reader Asks: Q&A*
8. Everybody Loves a Freebie -- repeat: FREE OFFER*
9. Kwintessential Country Profiles*
10. Overcoming the Challenges in China Operations
11. The Return of Japan, Inc.?
12. Don’t Blow the Negotiations With Your Outsourcing Firm*
13. Laurel’s New e-Book: “GODZILLA Global Marketing!”
14. Take A Walk On The Wild Side (TAWOTWS)*
15. Wind Behind Your Sail*
16. Miscellany*

*Indicates exclusive to Borderbuster subscribers only.

Sample section:

5. SMALL COMPANIES TAKE ON THE WORLD
*Subscriber Exclusive*

These days it seems if you’re not global, you’re missing all the action. Small- to mid-sized companies without the resources of mega brands face an uphill battle. Or do they? Here’s how underutilized companies use savvy supply chain strategies to stand out and compete with the big boys in the global marketplace.

To read the complete article, visit here.

To subscribe to Borderbuster, visit:
Sign Up For Borderbuster!

Globalization is here and it's good.

But succeeding takes work, forethought, and resistance to "idiots" who say borders protect us (could he be referring to Lou Dobbs?).

In CIO Insight

A well-worn map of the world stretches the entire length of one wall in Thomas Friedman's Washington, D.C., office. Friedman, a foreign-affairs columnist for The New York Times, has marked the map with star-shaped stickers of red, gold and blue to indicate the myriad places he's traveled during his Pulitzer Prize-winning career, but, lately, he has fallen behind. "My daughter and I have to update that," he says.

Friedman's map needs updating because he has just spent the past ten months circling the globe anew, researching and writing his forthcoming book, The World Is Flat: A Brief History of the Twenty-First Century (Farrar, Straus and Giroux, April 2005).



A follow-up to Friedman's best-selling The Lexus and the Olive Tree (his first attempt and a good one at that I might add -- because I read it twice -- to understand globalization ... he argued that economic interdependence equals prosperity and peace), The World Is Flat delves even deeper into the phenomenon he believes is reshaping the economic, cultural and political landscapes of the world.

Here's another mind-opening Friedman remark, "First of all, we need leaders who will dare to describe the world to us as it really is and make us smart, not make us stupid."

For anyone serious about going global, this is a brilliantly crafted must-read interview.

Are You a GODZILLA Global Marketer?

No? Then get going!



To become a GODZILLA global marketer, you must build a living global brand, understand the importance of local and global strategic alliances, develop a high global business IQ, create an export dream team, consider global marketing as a career and more. YES -- you can do it! Right here. Right now.

Dialogue on Global Entrepreneurship Policy Takes Place June 15

In SBA's Office of Advocacy

This year, the International Council for Small Business (ICSB) will return to the United States for its annual meeting, having held the previous two in Northern Ireland and South Africa. In cooperation with this event, the Office of Advocacy, the National Federation of Independent Business (NFIB) Research Foundation, and the United States Association for Small Business and Entrepreneurship (USASBE) are co-sponsoring a pre-conference session, Global Perspectives on Entrepreneurship Policy, which will focus on public policy issues as they pertain to entrepreneurs around the world.

In the sessions, participants will learn about the costs of entry for a new firm, workforce challenges, regulatory burdens, the importance of technology transfer and innovation, and small business financing issues from a wide variety of global experts. The full pre-conference program can be found here.

Local Success on a Global Scale

In brandchannel.com



Much of the debate about global branding has centered on the question of whether global brands should attempt to speak with one voice around the world, or whether they should adapt to local cultures. A popular strategy for many brands has been to globalize logos, brand names and trademarks, while introducing product variations at the local level. But a few global brands have gone the extra mile and achieved what must be the best of all possible world -- acceptance as local brands nearly everywhere they do business.

Go global and win!

In PROFITguide.com

How wonderful to see that the "Going Global" panel I moderated in Toronto earlier this month at the Women Presidents' Organization's annual conference received such nice coverage in Canada's PROFITguide.com. Read the global tip sheet here.

The Conundrum Over Compliance With Global Privacy Laws

In Darwin

If you're an international company, you've got a global headache (Laurel here ... at least that's what the article's author, Dr. Larry Ponemon, purports).

When their customer and employee data travels around the world, global companies must be in compliance with complex privacy and data protection laws. Not only do they have to understand differences in the regulations -- they also must have an appreciation of the cultural differences that shape these laws.

Four How-To Ideas For Global Directors

In High-Impact Business English Training for Executives

This site provides a plethora of interesting information -- from a crash course in (global) communication to accessing global markets through language. Although some of the material is a couple of years old, it is still relevant for today's times. Pay a visit when you can. You won't be sorry you did.

Case Study: Following Business When It Moves Overseas

In Startup -- The Wall Street Journal Center for Entrepreneurs

Miller Centrifugal Casting, in Cecil, Pa., is one of many small metal forgers that sells to BIG industry, particularly steel companies. By using a centrifugal process, it creates big machine parts with complex shapes and strengths. But times are tough for old-school manufacturers like this, as steel production shifts increasingly to China.

The PROBLEM that exists for Miller Centrifugal: Customers withering away.

Find out what they did here: SOLUTION.

The Return of Japan, Inc.?

In Knowledge@Wharton

Japan's economy, a powerhouse during the roaring 1980s, has been in the dumps since 1989. Today, however, signs are starting to appear that the world's second-largest economy is waking up again. In this special report (available in English or Japanese), Knowledge@Wharton presents insights from the Wharton Fellows program in Tokyo as well as an excerpt from "The Next Global Stage: Challenges and Opportunities in Our Borderless World," by Kenichi Ohmae.

Dr. Ohmae -- who many describe as Japan's leading management (global) guru -- has been a tremendous influence on my career in global trade starting in the mid-eighties when I first read, "The Borderless World." Never, had a book dominated my total being the way that book did. It taught me how the world is your market. My next all time favorite is "The Invisible Continent" where I think he did his best work ever (and I said so -- "This is the work of an awe-inspiring business genius" -- in my Amazon review).

I have had the good fortune to meet Kenichi and listen to his brilliant insights on our brave new economy. He's truly a global visionary. In addition, he was so gracious as to send me a copy of "The Invisible Continent" when it was first published (2000) and autographed it with a wonderful passage that sticks with me to this day on all the work I do on a global basis.

When I read Kenichi's new book "The Next Global Stage: Challenges and Opportunities in Our Borderless World," I will let you know what I think of it. It's a given though that he will, as always, open my mind to unlimited opportunities in our brave new world.

Exports Set To Rise for India

In Financial Times

India will double its share of world trade ahead of its target date of 2009 as its integration with the global economy accelerates. It has been one of the star performers of the global economy since its reforms began in 1991. Yet India's share of world trade remains less than 1 per cent and it lies in 31st position in rankings of world exporters, far behind fourth-placed China.

To read the entire article, visit:
Exports Set To Rise Ahead Of Target As India Upgrades Trade Policy

Abridged Borderbuster 4/5/05

CONTENTS

If you are not a subscriber to Borderbuster, here's a glimpse of what you missed this month:

1. Welcome From The Publisher
2. Feedback From Our Readers
3. International: Opening Up An Overseas Operation*
4. Business and Cultural Tips: Have Some Fun!*
5. Should Global Brands Trash Local Favorites?*
6. How I Went Global: Ongoing Series // China Never Stops*
7. A Reader Asks: Q&A*
8. Everybody Loves a Freebie -- repeat: FREE OFFER*
9. Pecking Order*
10. Don’t Blame Trade For US Job Losses
11. Dollar’s Fall Helps Some
12. Fifth Graders Tour International Industry*
13. Laurel’s New e-Book: “GODZILLA Global Marketing!”
14. Take A Walk On The Wild Side (TAWOTWS)*
15. Wind Behind Your Sail*
16. Miscellany*

*Indicates exclusive to Borderbuster subscribers only.

Sample section:

5. SHOULD GLOBAL BRANDS TRASH LOCAL FAVORITES?
*Subscriber Exclusive*

Twenty-one years ago, Professor Theodore Levitt of Harvard Business School dropped a bombshell on the international marketing community when he published "The Globalization of Markets" in the Harvard Business Review. In his paper, Levitt argued that technology had created a world in which consumer preferences were converging, and that successful businesses would do well to market globally standardized products. Central to Levitt's argument was the idea that globalization was leading to the extinction of traditional differences in national tastes.

To read the complete article, visit here.

To subscribe to Borderbuster, visit:
Sign Up For Borderbuster!

Offshore Lessons

In E-Commerce News

Four lessons are highlighted in Offshore Lessons: The Touchstone Case Study. They are:

1. Market positioning.
2. Put American trainers on the ground.
3. Quantity always follows quality.
4. Export American business culture.

The experiences shared in this study are relevant for any U.S. firm interested in establishing a customer service operation offshore, whether in a standalone facility or through a contractor.

Liberating Your Art To The World

In NonstarvingArtists.com

With today's Internet it is much easier to market your work, including art, on a global level.  There are some steps that can be taken to assist in creating awareness for your name and art. By following these steps you will not only meet folks in the same field but will be able to create the strategic alliances required to sell your work to the world.

Ask The Experts: How Can I Get Started Exporting?

In NY Enterprise Report

In the Report's Ask The Experts column, I share an answer to the following question but be sure to read the first two paragraphs of my answer very carefully because that part was edited out due to space constraints:

Q. I have been in the cosmetic business since 1993; we buy surplus products from various U.S. manufacturers. In the past we have sold to some locals who send these goods back “home” to their own country for resale. How can I get started exporting cosmetics to such countries as Africa and South America, and to whom else in these related fields can we offer these types of goods?

Morris Schlesinger
President, F.I.E. Merchandising Corp.

A. Buying closeouts and surplus items from American manufacturers with the understanding that you will not resell the goods within the same market has been around since the beginning of international trade. Some refer to this as parallel imports or “gray market” transactions. Although it appears you trust the “locals” you are selling to, it is in your legal best interest to document the fact that all merchandise purchased from you must be exported from the United States and never be resold within the U.S. This should be done to protect the investment you have made in working with the local manufacturing companies who so willingly put faith in you to sell their products overseas.

American products have always held a certain allure to consumers worldwide. It is not surprising that women from other parts of the world jump at a chance to buy American goods at deep discounts. Men and women alike enjoy novelty, and they love to feel that they are buying into a trendy, cutting-edge lifestyle.

To find an appropriate market niche in a specific overseas market, do your homework.

Segment Your Market

Since cosmetics can encompass many different kinds of products, segment the market to determine the best place for your products. For example, consider the type of cosmetics you are going to export. Men’s? Ladies’? Color cosmetics like lipstick, cheek color and eye shadow? Perfumes? Colognes? Under each product segment, list the categories of likely customers until you reach the end user for your product.

To read the rest of the answer, visit NY Enterprise Report March/April 2005.

Across The Globe: Everyone Is Irish On Saint Patrick's Day!

Happy Saint Patrick's Day! It wouldn't be fitting if I didn't highlight the importance of this day considering I am third-generation Irish (my family's from Ballyhaunis, County Mayo -- a place where I have visited with the warmest of memories).

So for all you readers who don't think you're Irish, I'll entice you to reconsider:

Have some fun and if you laugh, then you have Irish spirit!

Learn about Ireland and feel as if you were born there!

And I will leave you with this fine Irish blessing:

May the road rise to meet you.
May the wind be always at your back.
May the sun shine warm upon your face, the rain fall soft upon your fields.
And until we meet again, may God hold you in the palm of his hand.

Foreign-trade zone could be established in Southern Wisconsin, USA

In Wisconsin State Journal

Southern Wisconsin could see an increase in foreign business if the federal government approves the county airport's proposal to create a foreign-trade zone.

Designating "foreign-trade zone" property gives businesses special customs procedures to either defer or avoid duties on imported goods.

"The purpose is to enable small business to better compete in the global market."

To read the entire article, visit: Foreign-trade zone could be established in Dane County.

New GEM Report: Women Entrepreneurs Are Poised To Take On The World!

New Global Entrepreneurship Monitor (GEM) Report On Women's Entrepreneurial Activity Released Today (3/8/05).

Forty-one percent of entrepreneurs are women, according to a cross-national study of thirty-four countries. The first Global Entrepreneurship Monitor (GEM) report on women’s entrepreneurial activity was released today by The Center For Women’s Leadership at Babson College.

The GEM 2004 Report on Women and Entrepreneurship provides an in-depth global look at women’s entrepreneurship and highlights the important role that women play in developing and developed economies.

”The GEM study on women’s entrepreneurship emphasizes the critical role women have in new venture creation and provides insights to inform policies focused on increasing and extending the scope and reach of their entrepreneurial activities,” said Dr. Nan Langowitz, Director of the Center for Women’s Leadership at Babson College. “These findings support our goal of understanding, featuring and supporting the entrepreneurial efforts of women worldwide. ”

To download the powerful report, visit:
The First GEM on Women's Entrepreneurial Activities (3/8/05)

Abridged Borderbuster 3/4/05

If you are not a subscriber to Borderbuster, here's a glimpse of what you missed this month:

CONTENTS

1. Welcome From The Publisher
2. Feedback From Our Readers
3. Anti-Globalization Movements*
4. Business Cultural Tips: Have Some Fun!*
5. Opening Up Overseas*
6. How I Went Global: Ongoing Series // Twenty Factors …
7. A Reader Asks: Q&A*
8. Everybody Loves a Freebie -- repeat: FREE OFFER*
9. Global Trade, Zero Angst*
10. Going Global: Study Your Markets, Develop a Strategic Plan*
11. How China Will Change Your Business
12. Employees Face New Challenges*
13. Laurel’s New e-Book: “Godzilla Global Marketing!”*
14. Take A Walk On The Wild Side (TAWOTWS)*
15. Wind Behind Your Sail*
16. Miscellany*

*Indicates exclusive to Borderbuster subscribers only.

Sample section:

10. GOING GLOBAL: STUDY YOUR MARKETS, DEVELOP A STRATEGIC PLAN
*Subscriber Exclusive*

Go global before a foreign competitor steals or marginalizes your business. Not only will you expand your market, but you will also access a diverse revenue stream that is more stable since you will no longer be as vulnerable to periodic downturns in any one economy. Global companies outperform domestics, growing twice as fast with significantly higher returns.

To read the complete article, visit here.

To subscribe to Borderbuster, visit:
Sign Up For Borderbuster!

How China Will Change Your Business

In Inc.com

Fourteen things every entrepreneur should know about the capitalist explosion heading our way. But don't assume that conceding China's rise means conceding to China.

Taiwanese students study global entrepreneurship in Motown

In Detroit Free Press

Students from Taiwan are visiting Detroit this month as the first cohort in a unique master's of business administration program offered jointly by University of Detroit Mercy and Fu-Jen Catholic University in Taipei, Taiwan. Why is this happening? Here's a snapshot of what the
article reveals:

--> One big attraction of the joint MBA program is its focus on global entrepreneurship. China's emergence as a global economic superpower, contrary to popular belief, is not simply the result of orchestrated plotting by the central government in Beijing. Rather, it's been the unleashing of a remarkable entrepreneurial zeal -- in Taiwan and Hong Kong, as well as in the mainland People's Republic of China.

What small businesses do wrong when entering an overseas market

In LeaderValues

Author Gretchen Glasscock indicates the following in her article "Going Global: Study Your Markets, Develop a Strategic Plan:"

So going global in your ecommerce efforts makes good sense, but with the understanding that serious thought and preparation are required. Deirdre Mendez, PhD., President of Foreign Business Management Consultants in Austin, Texas says: "Small companies enter international markets without a clear strategy, and without adequate preparation. They don't research foreign markets, perform due diligence on foreign partners, protect their intellectual property or understand the customer culture of their overseas operations. They create partnerships that don't work and must be renegotiated or terminated. All of these mistakes take time to rectify and cost money. Some of them cannot be undone. But all of them can be avoided by strategic planning."

Mendez identifies the key issues you need to look at, some of which are the following:

• Point of Entry - the most strategic market for your launch.
• Distribution - if you're marketing a physical rather than a digital product.
• Partnerships - this can be the make or break decision in any business.
• Product Localization - usually a minimum of some form of translation is required, even if it's just translating the packaging.
• Customer Support - Expectations vary by country and long distance supervision is challenging so this is a particularly thorny issue
• Cultural Issues - riddled with landmines. Assume nothing. Get a trusted local to guide you through this and don't expect your local partner to carry this whole burden.

I don't necessarily agree with Dr. Mendez's comments because entrepreneurs and small businesses tend to make things happen in a BIG way. Granted we might not do everything perfect the first time but we do know how to get things done and if done wrong, we also know how to correct a situation mighty quick. For small businesses, I believe the simplest approach to going global is to find a reputable customer, determine how to get your product to him or her and secure payment! Sound familiar? It should because that's exactly how you start a local business.

If you want additional information on how to quickly get up and running on the international front, read the press release we issued 2/15/05 on "Global Guru" manifesto which tells you everything you need to know about going global. Need help? I'm always around to bounce ideas by. What are you waiting for? The world is at your door step.

Local small Australian businesses are exporting their heads off

In The Australian News

It doesn't matter where you are based, going global can be done anywhere and it usually begins with baby steps and then gradually increases to export intensity where export revenue as a share of total revenue becomes significant.

In this article, Australians tell us a thing or two about exporting and in particular, how women (who run one-third of Australia's small businesses) have become creators of great global brands.

Go For It: Let The Year of the Rooster Wake You Up!

In Small Business Advocate

Last year was the Chinese Year of the Monkey -- a year filled with movement, discussion, and the exchange of ideas. But we are about to turn out the lights on the Monkey. Wake up on February 9, 2005 to the Year of the Rooster! The Eastern zodiac is the oldest known horoscope system in the world, and can reveal amazing insights into your character, lifestyle, and emotional makeup. But even if you don't believe that your destiny is written in the stars, be open to the possibilities that the New Year of the Rooster brings. Wake up to the business potential around you (hint: globalization). Let the Year of the Rooster be the year you go for it!

Abridged Borderbuster 2/4/05

If you are not a subscriber to Borderbuster, here's a glimpse of what you missed this month:

CONTENTS

1. Welcome From The Publisher
2. Feedback From Our Readers
3. The Link Between Price and Profit Margin in a Global Market*
4. Business Cultural Tips: Have Some Fun!*
5. The Magazine Of The International Trade Centre*
6. How I Went Global: Ongoing Series // Go For It!
7. A Reader Asks: Q&A*
8. Everybody Loves a Freebie -- repeat: FREE OFFER*
9. Women In The Global Economy*
10. Future Trends In Offshoring*
11. Seven Steps To Protecting Reputation Abroad*
12. Why There’s No Escaping the Blog*
13. Watch for Laurel’s New e-Book: “Godzilla Global Marketing”*
14. Take A Walk On The Wild Side (TAWOTWS)*
15. Wind Behind Your Sail*
16. Miscellany*

*Indicates exclusive to Borderbuster subscribers only.

Sample section:

3. THE LINK BETWEEN PRICE AND PROFIT MARGIN IN A GLOBAL MARKET
*Subscriber Exclusive*

The vacillation in the exchange rate of the dollar against foreign currencies creates a climate of uncertainty for managers buying and selling in the global marketplace. In spite of these fluctuations, there are ways to hedge business exposure to changes in the value of the dollar.

Two scholars teamed up to write this magnificent article. If you had hired them to present their findings, it would have cost you thousands of dollars. Here, you have free access. You won’t want to miss it.

To read the entire article, visit Graziadio Business Report, Pepperdine University, Graziadio School of Business and Management.

To subscribe to Borderbuster, visit:
Sign Up For Borderbuster Here!

SBA Tooting Going Global Bell Loud and Clear

In SBA's January Solutions Newsletter

Here's a sample question posed in the newsletter:

"How can the Internet help my business get into exporting?"

Answer

Watch for future postings on this same subject. Also, be sure to check out our Top Ten list (right side panel) of great global business resources featuring SBA's International Office of Trade as No. 6.

If Craig can do it, you can too: Go Global

In E-Commerce News

A motor scooter in Manchester, an apartment in Amsterdam, a poster in Paris. All are obtainable via Craigslist, an online bulletin board -- available only in English for now -- that presents a new challenge to the established players in the estimated US $100 billion global marketing for classified advertising.

Find out what Craigslist is doing on the international front here: "Craigslist's Global Expansion Could Threaten Big Players"

Weak Dollar, Strong Sales

In The Wall Street Journal, 1/20/05 (subscription only but available through ContraCostaTimes.com 1/21/05)

There was a great article in the WSJ yesterday, "Weak Dollar, Strong Sales," and it covered how declining currency allows small U.S. manufacturers to reap profits from exports. Look out world! Small businesses, if they haven't already, will soon be knocking at your doors for business.

Here are a couple of highlights from the article:

• Given the weak dollar compared to the euro, having parts made in USA is a bargain compared to what it costs in Europe.

• A company based in Cleveland claimed, "Without currency shifts, our international business would have grown, but not like this." The small company -- U.S. $8.7 million in sales -- indicates they do business in half-dozen different countries, including Mexico, the United Kingdom, Australia, and Canada and soon will be looking at opportunities in Asia.

• Currency fluctuations also expand business for the larger companies that buy parts from smaller companies. Yeah!

• There are no stats out right now to measure the volume of exports from small businesses since the dollar tumbled but the article indicates that small businesses are moving swiftly to capitalize on the opportunity.

• Although what is seemingly an ancient stat, the article claims between 1987 and 1997, exports by smaller U.S. producers grew by 169% from $74 billion to $198 billion. It gives you a good indication of the power behind small businesses when they set their minds on going global!

• The last part of the article, which offers excellent advice, finishes up with this: "Foreign business is important to our future," says Mr. Mottinger, but he adds that it isn't a quick sell. Superior worked on expanding its Mexican business for five years, but sold almost nothing in that country. It finally broke into the market in 2002 and last year had over $47,000 in sales in Mexico, making it Superior's third largest market after the U.S. and Canada.

While he says the lower dollar has opened new markets -- and he hopes it stays at favorable rates -- he doesn't count on currency changes to carry his business into the future. "It's dangerous to bet on the dollar," he says. "You need to be low-cost and very efficient, no matter where the dollar is, and that's what we're doing."

Well said.

Forecast for 2005: Lots of Exports From America

In USAToday.com

Economists from Merrill Lynch and Global Insight offer their predictions on what to expect in 2005 but instead of saving the best for last (as the author did in the article), I'll give it to you first:

"In general, I'm very optimistic about this year," Lekach says. "The euro (has been) very strong, so America can export a lot."

"Stop Working" -- Create a Global Business!

In ArriveNet.com

I got the biggest kick out of the press release featured below. It announces the title of a new book, "Stop Working!" which claims to tell you everything you need to know on how to create a global business and leave the rate race. Sounds enticing, eh?

It gets even better. Here's the lead to the release:

"For the average working American, globalization represents layoffs and the loss of security. But for business owners, particularly new ones, globalization is an enormous opportunity. As author and veteran business consultant Rohan Hall writes in his new book, "Stop Working!," it is now possible for small and mid-size businesses to compete successfully and win against global corporations -- and "Stop Working!" tells exactly how."

Want to see how it's done? Go here:
"Stop Working!"

Abridged Borderbuster 1/5/05

If you are not a subscriber to Borderbuster, here's a glimpse of what you missed this month:

CONTENTS

1. Welcome From The Publisher
2. Feedback From Our Readers
3. Little Global Giants*
4. Business Cultural Tips: Have Some Fun!*
5. Global Allies Better Watch Out For China
6. How I Went Global: Ongoing Series // Globalize Your Web Site*
7. A Reader Asks: Q&A*
8. Everybody Loves a Freebie -- repeat: FREE OFFER*
9. The IBM/Lenovo Deal: Victory for China?*
10. New Research on Canada’s Small Business Export Markets
11. International Council on Small Business*
12. Blogs Are Catching On!*
13. Watch for Laurel’s New e-Book: “Godzilla Global Marketing”*
14. Take A Walk On The Wild Side (TAWOTWS)*
15. Wind Behind Your Sail*
16. Miscellany*

*Indicates exclusive to Borderbuster subscribers only.

Sample section:

4. BUSINESS CULTURAL TIPS -- HAVE SOME FUN!
*Subscriber Exclusive*

Enjoy. And remember, there is no such thing as a universal attitude. These are just guidelines so when in doubt, ask while visiting a foreign country.

• General Mills had two problems with one product. When it introduced instant cake mixes in the United States and England, it had the problem of overcoming the homemaker’s guilt feelings. When General Mills introduced instant cake mixes in Japan, the problem changed; cakes were not commonly eaten in Japan. There was no guilt feeling but the homemaker was concerned about failing. She wanted the cake mix as complete as possible. In testing TV commercials promoting the notion that making cake is as easy as making rice, General Mills learned it was offending the Japanese homemaker who believes the preparation of rice requires great skill.

• Existing perceptions based on tradition and heritage are often hard to overcome for the Chinese. For example, marketing researchers in Hong Kong found that cheese is associated with Yeung-Yen (foreigners) and rejected by some Chinese. The concept of cooling and heating the body is important in Chinese thinking; malted milk is considered heating while fresh milk is cooling; brandy is sustaining, whiskey harmful.

• Procter & Gamble’s initial advertisement for Pampers brand diapers failed because of cultural differences between the United States and Japan. A U.S. commercial that showed an animated stork delivering Pampers diapers to homes was dubbed into Japanese and the U.S. package was replaced by the Japanese package and put on the air. To P&G’s dismay the advertisement failed to build the market. Some belated consumer research revealed the consumers were confused about why this bird was delivering disposable diapers. According to Japanese folklore, giant peaches that float on the river bring babies to deserving parents, not storks.

Source: “International Marketing” (tenth edition) by Philip R. Cateora and John L. Graham.

To subscribe to Borderbuster, visit:
Sign Up For Borderbuster Here

The Public Forum Institute's (Inter)National Dialogue On Entrepreneurship

Every once in a while I stumble upon something I already know but refresh myself on just how valuable the information is. Such is the case with the Public Forum Institute's National Dialogue On Entrepreneurship (NDOE). Here you will find all sorts of things pertaining to entrepreneurship, including economic development and education, understanding and helping entrepreneurs, statistics, reports and my favorite: "Global Review."

Under "Global Review," you will see overseas news, regional efforts, data and statistics and global resources.

For example, two sites I visit frequently are featured in the Regional section:

Small Business Service (SBS) U.K. Championing the interests of small businesses and Enterprise Ireland -- with one of the first things I notice is a seminar put on by Ernst & Young on "Doing Business in the U.S.!"

For those of you who don't know a thing about the NDOE, this site is worth visiting. The United States is still considered the leading expert on kindling the "global entrepreneurial spirit" but many other nations around the world are also encouraging a climate of risk taking, innovation and new enterprise.

Visit: The Public Forum Institute's National Dialogue On Entrepreneurship -- Global Review

A Conversation About Going Global: Listen To Archive For FREE!

In Small Business CEO

A special thanks to Steve Rucinski (Small Business CEO), Anita Campbell (Small Business Trends) and Peter Thusat (SMB Trendwire) for allowing me the opportunity to talk about a subject I am so passionate about: going global. It is our gift (listen in below) to all of you and we hope it encourages you to make going global one of your new year resolutions! -- All the best, Laurel

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Note: This AudioCast is Free!

-- Do you need new markets to grow?
-- Do you have a perception that going global is a huge effort?
-- Do you have the Global IQ to get it done?
-- What are the best countries to export to?
-- What resources are there to help me?

These questions and more are answered by one of the best small business globalization experts available, Laurel Delaney on our SMB Trendwire AudioCast. Learn more about what we call WII-FM (What’s in it for me) in taking your small business global. Laurel answers several audience questions and talks about what a small business should do and not do to go global.

This call was held December 30th at 4 pm EST but you can listen to the archive for FREE by clicking here.

Or, go here to the page link that takes you to the broadcast.

Miracle on eBay Street: Starring ... Entrepreneurs!

In The Financial Times

More on how eBay helps set loose the international entrepreneurial spirit. Here are the last two paragraphs from this wonderful commentary:

• The third explanation is perhaps the strongest: eBay has helped to unleash the entrepreneurial force of millions of small business people, giving instant access to bigger regional, national, or even international markets. The tie-seller from Michigan, for instance, has sold an average of three items a week online this year. That may not by itself provide a living, but it is typical of the millions of people who can supplement incomes, or create full-time businesses, thanks to the online marketplace.

• The simple but powerful ideas that have combined to make eBay an internet powerhouse could one day end up having a far broader effect on global commerce. eBay itself points to a potential market for online auctions of $3,000bn, eventually spanning things such as industrial equipment, wholesale goods and specialised business services. Such grandiose claims smack of internet hubris, circa 1999. But after the advances of the last few years, they are not so easily dismissed.

To read the entire editorial, visit: A miracle not just for Christmas

Join Us for a Conversation on "Globalizations Impact on Small Business" December 30th at 4 p.m. EST

In SMB TrendWire

Please join us for a conversation on "Globalizations Impact on Small Business" where I will be sharing my knowledge on what it takes to expand your business internationally, including what factors to consider before going global and whether China should be a part of your strategy. I will also be answering your questions and talking about what a small business can do to go global.

This call will be December 30th at 4 pm EST, USA and will last for approximately 45 minutes.

To register for the event, click here -> SMB TrendWire "Globalization" registration page ... and then be sure to scroll down to the registration box at the bottom of the page.

See you Thursday!

Cheers,
Laurel

Melding Radically Different Corporate Cultures

In The Ledger.com

Small businesses can learn many lessons from this interesting article on Chinese computer make Lenovo Group who just bought IBM's PC unit.

Here's a question posed in the article:

American multinational companies outsource manufacturing to China. Why can't a Chinese company outsource management to the United States?

Find out the answer here: Chinese Buyer of PC Unit Is Moving to I.B.M.'s Hometown

Happy Birthday World Trade Organization (WTO)!

In Inc.

Find out how the WTO is opening the minds of small business exporters to possibilities that might not have been there before:

"WTO is an organization best known for sparking riots also deserves some credit for promoting the interests of American entrepreneurs."

Trade Mission Builds Chinese Ties For Small Businesses

In MSNBC

The following article link presents a good look at how small busineses located in Pennsylvania are making great strides in China with the help of supporting organizations, including SBA. Here are a couple of engaging snippets from the piece:

• "The cultural changes occurring in China right now are simply overwhelming," he said. "The openness to western product and western culture is shocking."

• Even as the growth of the Chinese economy causes concern over outsourcing issues due to its low labor costs, Mr. Kunkel sees a growing middle class in China with increasing disposable income and an appetite for western goods.

• "You cannot do business in China without having some face-to-face and having a physical presence there," he said. "It's not a believable offer to the Chinese if you're not physically there."

To read the entire article, visit:
Trade Mission Builds Chinese Ties For Small Businesses

New Research on Canada's Small Business Export Markets

In Western Economic Diversification Canada

The Honourable Stephen Owen, Minister of Western Economic Diversification and Minister of State (Sport) today released Western Canada's Small Business Markets: A Survey of Selling. The report presents new findings on domestic and international markets served by western Canadian small businesses in the technology, manufacturing and business services sectors.

"Small businesses are the engine of economic growth and employment in Western Canada," said Minister Owen. "This type of research enables governments to work with other partners to strengthen and expand this essential segment of the economy."

If you are conducting business in Canada or if you are operating in the USA and are interested in learning more about the Canadian small business market, be sure to read the following press release which provides a link to the free-of-charge research report at the end:
Research on Small Business Export Markets

Small Business Targeted By eBay

In AZ Central.com (requires a quick, three-step free registration process)

The following article indicates that eBay is now marketing its services as the place for small businesses to set up shop, sell excess inventory and seek out equipment bargains. It is a far cry from doing business on a large scale internationally but for those who like the idea of saying they at least sold a customer in a place outside the United States, it's worth your effort.

Here's what the article states and it appears there is nothing new being reported beyond what Anita Campbell already covered at Small Business Trends:

• Two key trends: increasing numbers of Internet users and growing global e-commerce. Citing data from IDC, which provides information technology research, Toney said Internet users will grow to 1.1 billion in 2007, from 702 million in 2003. Global e-commerce is expected to grow to $7.1 trillion in 2007, from $1.6 trillion in 2003.

If there was a way that eBay could allow people to sell cases, pallets and containerloads of merchandise one transaction at a time, then I see eBay as a platform to a most remarkable e-commerce future for all of us. But until then, all eBay small-biz shops will just have to settle for selling one single Beanie Babie in Japan, one Pez dispenser in Ireland and one Marilyn Monroe doll in Argentina to make a claim that they are now operating as a global small business.

To read the article, visit: Small business targeted by eBay

A Field Guide to the Falling Dollar

In The New York Times

What I think is intriguing about this article is that it talks about the BIG guys, Volkswagen and Cadillac (a division of General Motors), on what the falling dollar means to our economy yet quotes one of my favorite SBA experts, Harvey D. Bronstein, a senior international economist at the Small Business Administration! Here's the clip on what he and a professor said about the falling dollar:

... said Maurice Obstfeld, a professor of economics at the University of California at Berkeley. "It takes time to reallocate resources to export industries so they can produce more," he said. "It also takes time for foreign demand to adjust, and switch to new sources of supply."

Long-term contracts can contribute to these delays, said Harvey D. Bronstein, a senior international economist at the Small Business Administration. "You have to build relationships and a trust level with purchasers in other countries. This takes much longer than the daily or monthly fluctuations in currency values."

To read the entire article, visit:
A Field Guide to the Falling Dollar

Abridged Borderbuster 12/6/04

If you are not a subscriber to Borderbuster, here's a glimpse of what you missed:

CONTENTS

1. Welcome From The Publisher
2. Feedback From Our Readers
3. Manifesto: Global Guru. Shaking Things Up. Making Things Happen
4. Business Cultural Tips: Have Some Fun!*
5. Wisconsin Entrepreneurs Need To Self-Promote Like Coastal Rivals
6. How I Went Global: Ongoing Series // Franchising In India*
7. A Reader Asks: Q&A*
8. Everybody Loves a Freebie -- repeat: FREE OFFER*
9. Number of Mainland Entrepreneurs On The Rise*
10. Baby Steps Led Mother To National Export Award
11. What, If Anything, Will Sink The Global Economy?*
12. Google CEO Proud of Dutch Auction IPO*
13. Watch for Laurel’s New e-Book: “Godzilla Global Marketing”*
14. Take A Walk On The Wild Side (TAWOTWS)*
15. Wind Behind Your Sail*
16. Miscellany*

Sample section:

11. WHAT, IF ANYTHING, WILL SINK THE GLOBAL ECONOMY?
*Subscriber Exclusive*

While the global economy has been growing at a healthy pace, the prospect of rising interest rates, a housing market crash, oil price shocks and instability in the Chinese economy could create setbacks in the future, according to speakers on a recent Wharton Finance Conference panel titled, "The Global Economy: Have Traction, Will Travel."

To read the entire article, visit:
What, If Anything, Will Sink The Global Economy?

To subscribe to Borderbuster, visit:
Sign Up For Borderbuster Here

Secrets to Conducting Business in China

China -- being one of the most powerful countries on the planet -- is the talk of the world for its phenomenal potential. For all of you who have considered doing business in China and are not sure how to get started, this article (along with a comprehensive listing of resources) is for you: 10 Best-Kept Secrets To Selling In China

Why The Dollar Is Giving Way

In BusinessWeek

Curious as to what's going on with the dollar? If you have time, read this comprehensive commentary:
Why The Dollar Is Giving Way

Baby Steps Led Mother To National "Entrepreneurial Export Award"

In BusinessEdge (Vancouver, B.C.)

Sandra Wilson is putting her best foot forward as she steps up to receive the 2004 Canadian Woman Entrepreneur of The Year Export Award.

The Burnaby-based maker of soft-soled leather baby shoes was honoured last week at a gala dinner in Toronto by BMO Financial Group. “This award means a little bit of recognition of the time, the effort and the energy that has gone into building this business,” says Wilson, owner of Robeez Footwear Ltd. “Most people think we are an overnight success story, but it has actually taken us 10 long years.”

To read Sandra's story about how she started her exporting business in her basement and grew it into a U.S. $15 million-dollar exporting business, visit: Baby Steps Led Mother To National Export Award

Playing the "Wal-Mart-China" Global Game

In response to the many postings on blogs -- from Small Business Trends to The Entrepreneurial Mind -- about eBay's international expansion and how they are enabling small businesses to go global, I'd like to bring up another monster of a company and country who are not necessarily leading the way for small businesses to go global but influencing the international marketplace: Wal-Mart and China.

Wal-Mart has achieved economies of scale that are unprecendented when it comes to its purchases from the biggest country-customer in the world: China. Here are some facts I tracked over the last couple of days on just how BIG the Wal-Mart and China game is:

• Wal-Mart is termed China's eight-largest trading partner by the government-controlled mainland media and would place ahead of Russia and the United Kingdom on the top-10 list.

• Wal-Mart would be the fifth-largest importer of Chinese manufactured items if it were considered as a nation.

• The U.S. is expected to run up a total trade deficit of more than $600 billion in 2004, with the deficit in its bilateral trade with China contributing $150 billion.

• Wal-Mart imported $15 billion in goods from China in the fiscal year that ended January 31, 2004. About $7.5 billion were directly imported by Wal-Mart, the other $7.5 billion came indirectly through suppliers.

• In the same period noted above, Wal-Mart's total net sales reached $256 billion, with roughly $209 billion coming from U.S. operations.

Here's what I researched on the dollar-yuan situation that you might find interesting:

It all begins when American consumers plunk down their credit cards at Wal-Mart stores anxious to buy appliances, toys and clothes at rock-bottom prices. But because the United States imports roughly $6.50 in goods from China for every $1 that America exports to China, the Beijing central bank ends up with a huge reserve of dollars, amounting to $514.5 billion, for example, at the end of September.

Not wanting a boatload of dollars in its vaults, the People's Bank of China, the central bank, uses a huge portion of its reserves to buy Treasurys. THIS IS A KEY TO KEEPING THE YUAN FROM APPRECIATING AND THE DOLLAR STABLE AT 8.28 YUAN. It also keeps U.S. consumer prices down along with interest rates, which means for now that Americans can continue to plunk down those credit cards at Wal-Mart during the upcoming holiday season.

What's a small business to do? Navigate your way around this monster "Wal-Mart-China" relationship and either export goods that are the world's best at their intended purpose to China or go elsewhere.

Entrepreneurship and global media coverage

In Wisconsin Technology Network News

This is a thoughtful and practical article on the importance of not just creating world-class products but also letting the world know about them! I highly recommend you read it to understand how "global" publicity plays a significant role in business success.

To read the entire article, visit: Wisconsin Entrepreneurs Need To Self-promote Like Coastal Rivals

Another Crystal Ball

Posted in Always On
A real estate veteran looks at demographics and comes up with a new view.

Here's what Francine Hardaway of Stealthmode Partners had to say (an extract from article) on global outsourcing, entrepreneurship and small businesses but first, Leann Lachman did the numbers:

• And the office market, because the global outsourcing of skilled service jobs continues. By 2010, 1.7 million office jobs will go overseas, doubling by 2015 to 3.4 million.

• Lachman believes we will replace those jobs with something, but she's not sure what. I (Francine), of course, believe it will be small business and entrepreneurship, lean and mean, with strategic partnerships and strategic outsourcing (but no need for the kind of big office space of the past).

To read the entire mind-opening article, visit: Another Crystal Ball (A Look At Demographics and A New Worldview)

Coming Growth Strategy: Exporting!

In Small Business Trends (11/10/04)

As reported by small business trend expert Anita Campbell: Coming Growth Strategy: Exporting

And a very BIG thank you for mentioning our ChangeThis manifesto about small businesses going global in the report.

ChangeThis manifesto: Global Guru. Shaking Things Up. Making Things Happen.

In Small Business CEO

A special thanks to founder Steve Rucinski at Small Business CEO Blog for mentioning and praising my just-released "ChangeThis Global Guru" manifesto. We hope the work inspires many of you to go global! You can download and read the manifesto (for free!) here: ChangeThis Global Guru Manifesto (11/9/04)

Spread the word and many thanks!

Abridged Borderbuster 11/5/04

If you are not a subscriber to Borderbuster, here's a glimpse of what you missed:

CONTENTS

1. Welcome From The Publisher
2. Feedback From Our Readers
3. UPS CEO Says That All Business Today Is Global!*
4. Business Cultural Tips: Have Some Fun!*
5. Service Franchises Are Going Global
6. How I Went Global: Ongoing Series // WSJ Nobel*
7. A Reader Asks: Q&A*
8. Everybody Loves a Freebie -- repeat: FREE OFFER*
9. How to Write For A Multilingual Marketplace
10. Entrepreneur in a Global Organization
11. Export “Red Flags:” New Proposed Regulations*
12. The Next Generation of Global Branding*
13. Watch for Laurel’s New e-Book: “Godzilla Global Marketing”*
14. Take A Walk On The Wild Side (TAWOTWS)*
15. Wind Behind Your Sail*
16. Miscellany*

Sample section:

7. A READER ASKS: Q&A
*Subscriber Exclusive*

Q: Dear GlobeTrade Team,

We manufacture high-quality step ladders and are trying to figure out the best way to source complementary products in China to offer a family of hardware tools for our customers. Any suggestions?

A: You bet and we just caught this information in the November edition of IOMA’s report on “Managing Exports & Imports.” Here’s the clip:

China Sourcing Fairs provide exporters and importers a one-stop venue. The China Sourcing Fairs (www.chinasourcingfair.com), organized by Global Sources, bring together volume buyers with international-standard manufacturers from all over China to Shanghai. Buyers can benchmark and source from new, competitive China suppliers more effectively. Buyers can register for the shows, reserve a hotel room in Shanghai, and arrange a China visa at the site.

We have not used this resource but did scan the site and found it to be fairly comprehensive in – as it claims -- taking you to the center of China.

Good luck and let us know how it turns out.

Laurel and the GlobeTrade.com team

-> Got a question or a comment? Good. Send it here: info@globetrade.com

To subscribe to Borderbuster, visit:
Sign Up For Borderbuster Here

Women Entrepreneurs Enter the Global Marketplace

In The Fox School of Business and Management, Temple University

How can women enter the global marketplace and find success? As the numbers of women poised to enter the global marketplace accelerate, this question is becoming increasingly important. According to the U.S. Small Business Association, women-owned businesses currently account for 30 percent of businesses that export more than half of their products worldwide.

Here are a couple of great tips that I tracked in the article and they apply to both men and women alike who are interested in expanding internationally:

• Don’t let challenges take over opportunities (the biggest challenge women face in doing business internationally is the perception that they will not be as successful as men because of cultural assumptions about women’s roles in other countries, along with work and life balance issues. If women are supported by their companies and take the risk to get started, they will be just as successful).
• Create a targeted export strategy.
• Know your market and your product.
• Be proactive.
• International business is built on relationships (a skill at which women excel).
• Treat all business as local (women should be who they are, listen, have a sense of humor and be willing to share a bit about themselves with overseas counterparts).

To read the entire article, visit:
Conference Guides Women Entrepreneurs Entering the Global Marketplace

Entrepreneur in a Global Organization

In the Star Online

For any entrepreneur contemplating going global, this article is for you! Here is part of it:

Hatim argued that one could not be a global enterprise unless and until one not only thought globally but also acted globally. He also believed that one should not be intimidated by the differences that exist in this world but instead embrace those differences.  

Citing an incident with a South African bank, he related VeriFone Inc’s experience in winning a deal by living this philosophy. When he went to meet the chairman of the bank, Hatim had with him the VeriFone Philosophy document, which had been translated into Afrikaner (Laurel here ... how sensitive and important that he did this in his business dealing -- read on). 

The chairman almost could not believe it and said he had never heard of a global enterprise that was thoughtful enough to have documents in English and also in his own language. The meeting went on for about 45 minutes and nothing was said about VeriFone, but a lot was said about ethics and global leadership. When he walked out the office, Hatim said, he was 100% certain that his company would get the orders. 

And it did, in that case and in many others. 

The moral of the story is that when one has a document – like the VeriFone Philosophy document – translated into different languages, one actually believes in it. 

Hatim admitted that it was very difficult to get people to follow one’s lead, though. One has got to continually communicate and make sure that people understand that one is serious by living what one believes, i.e. “walk the talk”, he said. 

To read the entire article, visit: Entrepreneur in a Global Organization

Think Globally, Act Globally -- Lessons from the Big Guys

In Always On

The CIOs of Wal-Mart and Procter & Gamble talk about their next level of tech adoption, and why it means investing and expanding globally. This is a very interesting article and site that brings in the BIG guys, including founding partners Accenture, Audi, IBM and KPMG. I found the reader's comments to be the most insightful.

Small businesses can learn about big-picture international strategy from this interview. Here are some highlights:

Margulius (Interviewer): Let me ask you both about global technology. Wal-Mart is expanding very aggressively and acquiring other companies. You bought $12 billion worth of merchandise from China in 2002 --I read that somewhere, I don't know if it's accurate -- which is about 10% of its exports to the United States. Clearly, you're a huge global business. What do you have to do with technology to enable that, and what can the people in this room do to help provide better technology to you?

Dillman (Interviewee from Wal-Mart): I think a lot of people are moving in this direction. We run common systems around the world. We run common platforms; we're on a single network. It makes us very efficient, and it means we can roll out a lot of things very fast and share best practices. A lot of our suppliers like P&G are pretty good at operating globally with a single customer and a single account team (Laurel here -- very practical advice even for small businesses).

To be honest, the technology suppliers are terrible, at least so far. And one of the things we're struggling with is we make decisions as our international business grows, and we're pretty close to this point right now. We have tended to make decisions on what technology and which suppliers we would select based on what the cost model looked like in the United States. And what we're finding is that it's so disproportionately different in some of the countries where we need the cost to be the lowest.

So even in China, the stuff is manufactured there, we find that the costs are double and triple to buy the technology we use in the United States and deploy it in China, even though the cost of everything else including the manpower is so much less, that we will start shifting our decisions based on what the global deployment looks like and the cost and not the domestic. We have pushed every single one of our suppliers, technology suppliers, to figure out how to work with us globally (Laurel here -- yeah!). We're going to negotiate deals one time (Laurel here -- another great tip for small busineses ... be selective and focus carefully on your targets). We're going to have software deals that are one deal per Wal-Mart everywhere.

Margulius: So does that mean the investors should be investing in foreign companies who are building to that house structure, or does it mean they need to just encourage their local companies to roll out the technology globally first?

Dillman: I'd probably invest in whichever one you think is going to happen first (Laurel here -- great advice!). More and more companies are going global in effort, and you're seeing deployment. And this might help you be first in that space.

David (Interviewee from Proctor and Gamble): We're not terribly dissimilar, but there are differences. We are not as centralized. It's the basic architecture and infrastructure of the company. We have four global databases: customers, suppliers, materials, and pricing. It's one of the reasons why we can do data synchronization any place in the world very quickly; I have one global reference database now for that.

There is another side of this that says we need to be very close to the business unit and so we allow a fair amount of innovation to take place as close to the customer or as close the brand or the country that it needs to be. But we're fairly rigid (Laurel here -- something small businesses never are and so we have the competitive advantage here) in understanding what that is, and we publish very well how that must fit in to our global architecture.

The biggest single issue is that I think our companies end up dragging the technology companies around the world, and that is just a really tough process. If you're going to do business with global companies you have to be prepared to be able to do business globally (Laurel here -- absolutely correct!). And most people just don't understand that. You have to have people, you have to have support, you have to do the things that are going to be necessary to support us because we're going to make fewer and fewer one-offs for the U.S. and Canada and Mexico and China. It's just not a supportable proposition in the long term. So, how can you support us on a global basis (Laurel -- excellent concept and a great question for small businesses to ask of themselves before they partner with companies)?

Margulius: Any surprises in dealing with China? Do you go to China? Do you work with their units over there?

Dillman: Absolutely I have been to China. Our dealings are obviously with our stores and our customers there. We approach China a little differently than we have some other countries, and it has turned out to be a very smart approach. We went very slow in China. We learned the country (Laurel here -- this is about doing your homework and understanding the culture), we developed relationships, we developed local talent, and we waited a little bit for the market to return. The government now is ending some of the restrictions on holding companies.

The welcome we receive from the Chinese customer is pretty amazing. Average transaction in the United States is about $35. The average transaction in China is less than $10. So we have a different model. They have less disposable income (Laurel here -- very important detail, along with the next two points, if you plan to sell to China). In China, you don't have a lot of impulse buys. They buy necessities. We've had to learn to adjust to the marketplace.

To read the entire article and to visit this comprehensive site, go to: Think Globally, Act Globally

Determining Which International Market To Enter: Start Here

In globalEDGE

I stumbled upon this incredible analysis for determining which international market has the most potential for your product or service offering. The focus of the study is to rank the market potential of 24 countries identified as "Emerging Markets" by The Economist. The country listings are then broken down into nine categories: market size, market growth rate, market intensity, market consumption capacity, commercial infrastructure, economic freedom, market receptivity, country risk and overall market potential index.

Find out why Hong Kong, Singapore and South Korea have such high ratings. Should they be considered as the top three markets for your product?

To find out more, visit:
Market Potential Indicators for Emerging Markets -- 2004

Eight (8) Clues To Get You Global

from Laurel Delaney

Here is a general idea of what to expect from each member of your global trade team along with additional clues to get you global:

1. The Executive Committee: they serve as a sounding board for your updates but are primarily interested in knowing what is needed to operate successfully in the global marketplace. Always go in on your meetings with the notion of making huge requests to ensure you walk out with at best, with what you know you need for certain. Clue: try your in-house committee for advice or if you are a one-person shop, set up your own independent council that includes noted academics, consultants and other experts in global trade.

2. The Marketing/Sales Staff: these people are original thinkers and need your advice on how to be creative in marketing your product or service overseas without confusing or offending your customer. They need an international marketing map and can use their domestic one as a model.

3. Logistics: how will they get your product or service to another country? They must understand international trade documentation as it relates to shipping, insurance, customs, compliance, method of payment, duties, tariffs and international laws. A freight forwarder might be an option, not the answer.

4. Operations: they need to know how many widgets you are going to sell, for how long, how often and within what time period. If changes are required in the production of the widget, they need to know that well in advance of the customer's deadline so they can coordinate procurement of raw materials and schedule a production run in a timely manner. Operations people need no outside help here -- this is where they shine and usually rise to the occasion.

5. Finance: how will your company get paid on overseas sales? The finance people need to know. They must understand international payment methods and terms both offline and online. Your own bank's international department can help here.

6. Research: who will determine which market is the best market to export your product or service?

7. Technology: these people need to adopt a new crop of Net-based apps that dramatically transform the export operations of the organization.

8. Cultural: who will be respectful of local culture and how will that be conveyed on your site? Adapting and translating fast-changing content for multiple countries' markets can be challenging. These people must become familiar with developed software that helps automate the workflow of language translation.

All other team members, such as the legal or customer service departments, must learn to coordinate their activities to ensure the smooth flow of the overall global trade operation.

Your global trade team is just that, a team and should never work in isolation of one another. That's why the set-aside time is important for keeping each person up-to-date with the hope of identifying the broad as well as the detailed issues concerning your trade transaction.

How to Write For A Multilingual Marketplace

In MarketingProfs

Everyone thought Suzan was nuts to take on the scriptwriting job of crafting sales-training videos for the European divison of a major US car manufacturer. Turns out, she was: the job was both complicated and painful. But she emerged with some great advice for those who need to craft their messages for a global audience.

To read the entire article, visit: How to Write For A Multilingual Marketplace -- Part I

Small Business CEO -> a special thanks!

In Small Business CEO

A HUGE thanks to Steve over at Small Business CEO for mentioning our upcoming Webinar November 2nd! You can find Steve and his meaningful Small Business CEO blog at:
Small Business CEO Mentions The Global Small Business Blog Webinar 11/2/04!

What It Takes To Sell To The World -> Don't miss virtual workshop 11/2/04!

Are you about ready to sell to the world?

Then sign up for Laurel's upcoming webinar:
Click here for further information and to register: "What It Takes To Sell To The World" virtual workshop November 2nd, 10:00-11:00 a.m. CST (U.S.A.)

Here's what you will learn:

• Facts on "global fever" -- find out what it is and how to catch it!
• Understand who is going global and why.
• How to develop a global mindset.
• How to build a web site and blog.
• Twenty (20) factors to consider before you go global.
• Reference web sites to help you go global.

Don't miss the opportunity. Sign up today (only U.S. $50) to reserve your virtual place. See you November 2nd!

Service Franchises Are Going Global

In Startup Journal by The Wall Street Journal (10/8/04)

Global expansion tempts franchised service-providers. But some U.S. business concepts don’t translate easily overseas. Another consideration is to watch out for nimble copycats who follow in your footsteps on a local level and erode the market.

To read the full, interesting article, visit Startup Journal by The Wall Street Journal: Service Franchises Are Going Global

Trend: Small Businesses Are Going Global

In Small Business Trends (9/30/04)

A BIG thanks to the futurists at Small Business Trends! Co-editor Anita Campbell interviewed me and then put together a mini trend report highlighting which small businesses are going global and what opportunities lie ahead. The report re-affirms that the world can be your oyster provided you keep up to date on what is happening across the planet.

You can find the report here: Trend Report: Small Businesses Are Going Global

UPS CEO Says That All (Small) Business Today Is Global!

In Businesswire (9/29/04)

Decrying elevation of the issue of free trade into a political football, the chairman and CEO of UPS (NYSE:UPS) today called on small and large business alike to better explain to Americans the benefits of globalization and the disastrous effects of "economic isolationism."

He goes on to say ...

"Consider, for example, who's doing the exporting these days:

Some 97% of all U.S. exporters are small businesses and their ranks have tripled since 1992, Eskew noted. The value of their exports has increased over 300% since 1995. These exporting small businesses are at least 20% more productive than their non-exporting counterparts; they've experienced 20% greater job growth, and they pay wages and benefits that are at least 15% higher.

"But we can recite trade facts until we're blue in the face," Eskew continued, "facts like many, many more jobs have been lost to 'countries' called 'productivity' and 'technology' than to India and China. Facts like lower costs create more goods attainable by more people, improving lifestyles and creating better economic opportunities."

The facts mean nothing, he said, if the American public doesn't understand it can't retreat inside America; that all business today is global."

To read the entire press release, visit: UPS CEO Says U.S. Can't Afford `Economic Isolationism'; Challenges Business to Reverse Rising Anti-Trade Sentiment

How Nobel Winners See The World Economy

In the Wall Street Journal, special World Business Report (subscription only)

In yesterday's WSJ (9/27/04), they asked 12 of the 32 living Nobel laureates in economics for their views on a variety of issues related to the global economy. Here are some excerpts:

"Which economy do you expect to be the biggest 75 years from now: the U.S., the European Union or China?"

GEORGE A. AKERLOF, Koshland professor economics at the University of California, Berkeley: The European union. It has more people than the U.S. and per capita income should not be that much different. I think the current gap between China and the U.S. and the EU is probably too large to make up.

KENNETH J. ARROW, professor of economics emeritus at Stanford University: Unless there is a radical change in growth rates, China will be the largest economy in the world. I don't expect, however, per capita income in China to be as much as half the European level.

JOHN F. NASH JR., senior research mathematician at Princeton University: Well, since the European Union is an undefined area, as of the year 2079, if it then includes Russia, it should be the largest. If not, the U.S. would be likely, even though China and the U.S. have similar land area.

ROBERT M. SOLOW, institute professor emeritus and professor of economics emeritus at the Massachusetts Institute of Technology: In total output, probably China. In output per person, probably the U.S.

"Do you think the fruits of the global economy will be distributed more evenly 50 years from now, or less evenly, and why?"

PROF. ARROW: I think incomes will be more equally distributed in the future, if only because some large countries, China, India and Indonesia, are growing more rapidly (per capita) than the advanced countries.

MILTON FRIEDMAN, senior research fellow at Stanford University's Hoover Institution on War, Revolution and Peace: More evenly. Why? The major sources of income difference today are between the developed and the undeveloped countries. This intercountry difference will decline as globalization (you read it here first!) spreads and more and more countries find a way to achieve economic growth and prosperity.

CLIVE W.J. GRANGER, professor of economics emeritus at the University of California, San Diego: About the same. If population growth is not controlled, there will always be many poor people in the world.

PROF. SOLOW: Toss-up. The relative lot of the unskilled and uneducated will probably worsen, but there is the possibility of improved nutrition, population control and education as democracy spreads.

JOSEPH E. STIGLITZ, university professor at Columbia University: In 50 years, some countries in the developing world will have caught up, but there's a very high risk of a wider gap for others unless we do something markedly different about the disparity between Africa and the industrial countries. What we will see is a world in which the differences between the top and the bottom are larger. In China, a majority of people will see income increases and will see the gap reduced.

Overture Takes On 'More' Of The World!

In BtoB: The Magazine For Marketing Strategists

We found out about this through our friends over at the Asiapreneur blog. It states that Overture Services plans to expand to five new international markets over the next several months.

It looks like everyone is taking a worldview on business!

To read the short clip, visit: Overture Announces Global Expansion

Expand eBay Sales by Selling Overseas

In Startup Wall Street Journal

The following article begins with:

• Selling in other countries is an exciting opportunity to expand your eBay business. Your potential market is bigger, and consequently profits can be greater. What's more, American goods are very popular abroad. The article can be found here: Expand eBay Sales By Selling Overseas

Now, let me give you my take on the situation. eBay will serve as a prelude for small businesses interested in expanding internationally in a BIG way. Here's why: It serves as a powerful avenue to find your first overseas customer and then allows you the opportunity to service them offline in volume.

The article mentions a couple of pitfalls to conducting business on a global scale and I disagree with many of the authors' comments:

First, language should not be a problem for the small business person because if you are able to process the transaction on eBay, you will be able to service that same customer on a larger scale. In other words, you have already established a good communication channel.

Secondly, if you use a simple transportation company that is well-versed in international movements, for example, UPS or FedEx, much of the so-called hassles mentioned in the article concerning paperwork, shipping, taxes, governmental regulations and even payment can be handled by these carriers.

Finally, as for third parties, when you ship single-items auctioned off on a global basis, there is no need to use a third party to get your product to your customer. Third party appointments are generally applied when you are seeking a wholesaler or distributer to import volume quantities. They, in turn, re-distribute your product to a target industry or customer-base (for example, department stores, independent mom and pop shops or convenient stores) and to a specific geographic territory (for example, in Japan, it might be Tokyo but not Osaka).

What's the bottom line? Don't be scared off by this article. Use eBay to introduce the world to your product and then go offline to service customers in large quantities.

If you need further assistance, visit GlobeTrade.com. We just published a practical resource guide that can be downloaded for FREE at the bottom of the page. Look for "WorldIsYourMarket.doc." It lists all kinds of tips to help you go global.

Good luck! -- Laurel

ChangeThis.com Manifesto Proposal // We have No. 1 spot!

In ChangeThis.com

As of today (9/22/04), we are holding the No. 1 spot on our ChangeThis.com manifesto proposal. Check it out here but be sure to look at the right side panel for:

Global Guru. Shaking things up. Making things happen.
ChangeThis.com proposals

And if you haven't voted yet, please do so:

Vote "Yes!" for Laurel's manifesto here!

A big thank you to all of you for helping me get my work on international entrepreneurship noticed. Your support means the world to me.

All the best,
Laurel

Selling To The World: Ten Traits For Success

In Small Business Advocate

Do you have any or all of these traits? Then you might be ready to sell to the world.

1. Positive attitude.
2. The two Cs: Courage. Confidence.
3. Discipline.
4. Imagination.
5. Initiative.
6. Integrity.
7. Patience.
8. Perseverance.
9. Purpose.
10. Trust.

To read the entire article authored by Laurel Delaney, visit:
Selling To The World: Ten Traits For Success

Are you ready to sell to the world? Then sign up for Laurel's Webinar:
Click here for further information and to register: "What It Takes To Sell To The World" virtual workshop November 2nd, 10:00-11:00 a.m. CST (U.S.A.)

A global small Canadian business is hot!

In The Globe Investor

Business is hot for Canadian parka maker Metro Sportswear Ltd. Since it was founded in 1957, the family-owned outerwear company has grown into a $10-million-plus apparel business that employs more than 100 people in Canada and has clients across the globe in places such as Western Europe, Japan, Russia and the United States. Last year alone, sales of the Toronto-based company's high-end Canada Goose parkas jumped 60 per cent.

It's a made-in-Canada success story for "small business" and it highlights the growing contribution small and medium-sized businesses have made to the Canadian economy over the past couple of years.

To read the entire article, visit: Small Businesses Poised For Growth (A Canadian Perspective)

Abridged "Borderbuster" 9/7/04

In case you haven't already signed up for "Borderbuster," the following is an abridged version along with sign up information. Feel free to email me if I can be of assistance. Thanks and I welcome a chance to hear from you! All the best, Laurel (ldelaney@globetrade.com).

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Borderbuster Monthly E-Newsletter (No. 34): September 7, 2004
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Distributed by GlobeTrade.com and Designed To Help Entrepreneurs, Small Businesses, Activists, Futurists, Academics, Executives and Corporate Risk-Takers Go Global.

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We encourage you to forward this issue! Subscribe FREE!
Subscribe to “Borderbuster” -- It’s FREE!

CONTENTS

1. Welcome From The Publisher
2. Feedback From Our Readers
3. World of Investing: Asia Sprints as West Ambles*
4. Business Cultural Tips: Have Some Fun!*
5. Outsourcing Is Not A Dirty Word*
6. How I Went Global: Ongoing Series // Asiapreneur.com*
7. A Reader Asks: Q&A*
8. Everybody Loves a Freebie -- repeat: FREE OFFER*
9. Maverick Trades In Japan’s Aging Business Model*
10. The Four Options Facing Eric Molson*
11. Dubai’s New Export: The Internet City*
12. Arizona Builds Ties to China*
13. Watch for Laurel’s New e-Book: “Godzilla Global Marketing”*
14. Take A Walk On The Wild Side (TAWOTWS)*
15. Wind Behind Your Sail*
16. Miscellany*
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3. WORLD OF INVESTING: ASIA SPRINTS AS WEST AMBLES
*Subscriber Exclusive*

Returning from my latest trip to Asia, I'm both exhilarated and perplexed. Exhilarated because Asia is booming, and it's a joy to see. Thailand, my main stop this time, is growing at 7 percent a year, twice as fast as the United States and about four times as fast as Europe.

To read the complete article, visit the International Herald Tribune online:
World of Investing
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4. BUSINESS CULTURAL TIPS -- HAVE SOME FUN!
*Subscriber Exclusive*

Enjoy. And remember, there is no such thing as a universal attitude. These are just guidelines so when in doubt, ask while visiting a foreign country.

• In North American homes, bathroom doors are customarily left partially open. That way, we know it is not occupied.

• In European homes, bathroom doors are customarily kept closed. Therefore, in European homes, always knock on the door first.

• In Mexico, you should avoid rapping on a door with the often-used “dum-de-de-dum-dum … dum-dum” (or rapping to the old musical phrase “Shave and a haircut, two bits.”) This particular series of beats in Mexico carriers a very crude and rude message.

Source: “Gestures: The Do’s and Taboos of Body Language Around the World,” by Roger E. Axtell.
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5. OUTSOURCING IS NOT A DIRTY WORD
*Subscriber Exclusive*

The debate about offshore outsourcing of high-paid U.S. jobs has little bearing on the daily concerns of most small business owners. They simply want to balance their books, make payroll and stay focused on customers.

Few small companies outsource their business processes to offshore service providers from India or elsewhere, says Gartner analyst Robert Brown. Yet, he says, a thriving industry of regional U.S. firms has grown up to offer outsourced support to small businesses.

To read the full, interesting article, visit Investor’s Business Daily:
Outsourcing Is Not A Dirty Word
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6. HOW I WENT GLOBAL: ONGOING SERIES* -- Asiapreneur.com
*Subscriber Exclusive*

Five Tips to Grow Your Business Globally
by Wayne Po

Entering into global markets is a great way to organically grow your business. However, many small to mid-sized businesses have a hard time entering global markets, if they even venture to go global at all. Here are five tips for businesses looking to expand their business by entering global markets:

1. Revise your pricing strategy to suit local purchasing power. I like using this example: Microsoft is having a difficult time getting Mainland Chinese computer users to use their operating system and Office products. Why? …

-> Got a story to share? We’d love to hear from you. Email info@globetrade.com (mailto:info@globetrade.com) and put “Got a story” in the subject line and then let us know what you have in mind. We cannot guarantee your tale will be published, but we’ll do our best!
______________________________________________________
7. A READER ASKS: Q&A
*Subscriber Exclusive*

Q: Dear GlobeTrade Team,

I recently read about a new technology -- web-based conferences -- which enables you to attend live events right from your own desktop location. Have you ever heard of this or used it? It just seems with the ambitious work you do that a Webinar focused on how to go global would be ideal for your readers. Let me know. I am eager to learn more.

A: Funny you should ask. We are in the process of developing our very first Webinar series using the excellent technology of Catwalk Conferencing (www.catwalkconference.com). On November 2nd, we plan to offer an intensive one-hour workshop on “What It Takes To Sell To The World.”

If you want to become your own global marketing expert without any experience, thrust into a global marketing job and don't want your rusty skills to show, or have an assistant you want to train quickly to handle international leads – then this is the virtual workshop for you.

Date: November 2, 2004
Time: 10:00 – 11:00 a.m. CST (U.S.A.) -- 40 minute workshop and 20 minute Q&A.
Registration: Sign Up Here For “What It Takes To Sell To The World” Webinar 11/2/04!

Fee: U.S. $50 per person for the first 100 who sign up and U.S. $60 per person thereafter. We accept the following credit cards: VISA, Mastercard and Discover.

In this unique, highly interactive workshop, you will learn how to:

• Develop a global mindset
• Build a website and blogger
• Find and solicit foreign customers
• Set up international pricing
• Manage transportation
• Collect payment

Hands-on training along with detailed feedback from Laurel Delaney gets you quickly up to speed with global marketing.

Save the November 2nd date. We will provide additional information in our October 5 edition but I suggest you Sign Up Now!
to reserve your virtual seat. We hope to have you on board in November!

Laurel and the GlobeTrade.com team

-> Got a question or a comment? Good. Send it here: info@globetrade.com (mailto:info@globetrade.com).
______________________________________________________
8. EVERYBODY LOVES A FREEBIE: FREE GLOBAL SMALL BUSINESS RESOURCE GUIDE PUBLISHED BY GLOBETRADE.COM
*Subscriber Exclusive*

Hot off the press (9/3/04) and published by GlobeTrade.com, the new resource guide, “The World Is Your Market: Small Businesses Gear Up For Globalization,” can be downloaded for FREE at GlobeTrade.com
The guide provides a detailed analysis of the state of small businesses engaged in international trade.

Read Press Release Here

Download Guide Here
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12. ARIZONA BUILDS TIES TO CHINA
*Subscriber Exclusive*

For Americans, the eye-popping statistics are startling, the made-in-China labels hard to ignore. But the view from the western bank of the muddy Huangpu River in China's largest city really drives home the scope of the economic juggernaut reshaping China and the world. A hodgepodge of glistening skyscrapers, including the world's fourth-tallest building, soars above the eastern riverfront and beyond.

To read the complete article, visit The Arizona Republic online edition:
Arizona Builds Ties To China
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Copyright 2001-2004 by Global TradeSource, Ltd. All rights reserved.

• Reporters looking for a quick authoritative quote, background source or expert comment for a story, article, radio program or television show? We’ll be glad to help. Run out of story ideas? We can pitch in there too. Email ldelaney@globetrade.com (mailto:ldelaney@globetrade.com) or call 773-381-1700.

Global TradeSource, Ltd.
Online arm: GlobeTrade.com
6807 N. Lakewood, Suite LL
Chicago, IL 60626
773-381-1700 Of
773-381-7303 Fx
info@globetrade.com (mailto:info@globetrade.com)

"The World Is Your Market: Small Businesses Gear Up For Globalization" -> FREE resource guide!

Visit GlobeTrade.com to download your FREE copy of "The World Is Your Market: Small Businesses Gear Up For Globalization." The guide provides a detailed analysis of the state of small businesses engaged in international trade.

Download guide for FREE here:
"The World Is Your Market: Small Businesses Gear Up For Globalization"

Read press release here:
PRWeb Press Release 9/3/04 on "The World Is Your Market"

Watch For New Resource Guide To Be Released 9/3/04!

Just a heads up that on Friday, we will be releasing a new resource guide, "The World Is Your Market: Small Businesses Gear Up For Globalization." The guide provides a detailed analysis of the state of small businesses engaged in international trade. In addition, “The World Is Your Market” highlights how small businesses are well positioned to seize the global frontier before them, why they should consider going global, and what it takes to do so.

The guide can be downloaded for FREE at GlobeTrade.com on September 3, 2004. We'll keep you posted.

Local Firms Sell To The World -> A Great Article On The Importance of Globalization

In The Washington Times

The article focuses on the challenges and the enormous potential of selling in China for small to medium-sized businesses. I'll share with you the powerful ending:

"We should focus greater attention on the needs of our smaller businesses as they seek to become more integrated into the global economy," the council said.

From Mr. Gallion's perspective in West Virginia, the integration cannot come soon enough. "When we started FCX, exporting was a choice. Now it's not a choice, it really is a global economy," Mr. Gallion said.

To read the entire article, visit: Local Companies Sell To The World