Dragons at Your Door

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This is an amazing book about how Chinese cost innovation is disrupting global competition and fundamentally changing the global competitive landscape.

To date, few authors have zeroed in on one of the driving forces of China's recent achievements: its companies (e.g., Haier, Philips, Lenovo and IBM). The secret driver of success is the strategy -- cost innovation -- of using Chinese cost advantage in radically new ways to offer customers around the world dramatically more for less.

How should executives prepare? Start by reading this book. At the very least, you will develop an understanding of the three faces of innovation and find your place (or role) in the global economy to survive and prosper.

About the authors:

Ming Zeng is Professor of Strategy at Cheung Kong Graduate School of Business China. He is currently on leave from the School and serves as president of Yahoo China.

Peter J. Williamson is Professor of International Management and Asian Business at INSEAD, the international business school in France and Singapore, and the author of Winning in Asia.

The book was just released and can be ordered here.

[Note to Michelle at Harvard Business School Press ... much appreciation for sending me a copy to review.]

Going Global Facilitator Guide

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There's something for everyone in this nifty Canadian guide. When you click on the link it downloads immediately to a 61-page PDF file entitled, "Going Global: Introduction to export marketing of cultural products and services." The project was funded in part by the Government of Canada's Sector Council Program.

Made in China

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Watch James Fallows's Made in China video. He does a fantastic job narrating about China's dynamo manufacturing capabilities and has an accompanying article, "China Makes, The World Takes," in the current issue of The Atlantic online. Unfortunately it's only available to subscribers but that doesn't mean you can't go out and buy a copy. James is an Atlantic national correspondent.

A hat tip to Paul Barsch, Global Services Marketing, Teradata, a division of NCR, for turning me on to the piece.

Separately, but related, I'll be posting on, "Dragons At Your Door," in a couple of days. The fascinating book is scheduled for release tomorrow (June 12).

Photo credit: Michael Christopher Brown.

Globalization: The Future

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Here's a look at the presentation I gave on May 24th in Chicago and hosted by IBM and Catwalk Consulting. Be sure to view it in fullscreen.

If you are interested in having the same presentation for your group or organization (which I am doing this month for several firms), you know where to find me!

By the way, the presentation offers ten disciplines to thriving in the global marketplace. The audience thought it was all pretty compelling. See what you think. Let me know.

Pepsi: Repairing a Poisoned Reputation in India

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How the soda giant fought charges of tainted products in a country fixated on its polluted water.

A lesson for us all. But I wonder why Pepsi doesn't make the product elsewhere, where the quality of water is not an issue, and then export the finished goods to India?

Read the very comprehensive piece here.

Exporting Is a Big Step

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By Steve Strauss, Special for USA TODAY

Q: What do you think of exporting? Generally, is it a good idea for a small business? How difficult is it to get started? How expensive? Lots of questions. Thanks. — Maggie

A: First, we need to define exactly what you mean by "exporting" because the Internet has changed it, along with just about everything else. You see, today it is much easier than ever before to sell your products to an international audience — via your website — but that differs than traditional exporting wherein you find partners and distributors overseas who agree to represent you and sell your wares.

When it comes to the traditional idea of exporting, you are looking at the proverbial good news and bad news. First the pros ...

If you want a shortcut to finding an Export Assistance Center in your area, go here instead of downloading, as Steve suggested, a PDF file.

Age-Old Question of International Trade

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Q: We are a small manufacturer and want to purchase some component parts overseas. The overseas entity doesn't want to ship without payment. Yet we don't want to pay before we are sure that the goods will come and they will be of the quality represented. What are our options?

-- Marc Chafetz, Washington, D.C.

A: You're asking one of the age-old questions of international trade: How do a buyer and seller handle payment so neither gets burned? Read WSJ reporter Kelly Spors's answer here.

And I'd like to add my two cents on the subject.

Technology Allows SME's To Go Global

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Throughout the month of May, chambers of commerce throughout the country will recognize small businesses for their achievements and contributions.

One look at the statistics and it's easy to see why we deserve our praise. Small businesses have generated 60 to 80 percent of net new jobs annually over the last decade, according to smallbusiness.com, and according to the Small Business Association, small business owners represent 99.7 percent of all employer firms.

But even 15 years ago, small businesses were often limited by their geography to local or regional customers. Today, thanks to advances in technology, many of the 26 million small businesses in the United States can operate globally.

Read more here.

Seeking a Place on the World Stage

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What do rock stars, entrepreneurs and universities have in common: They want to be known worldwide.

Read about how Brown University has a new international initiative.

Taking your business to new borders

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Featured in the Chicago Tribune on Tuesday, May 22nd and wanted to share the piece with you.

Back in the 1980s, Laurel Delaney worked at a Chicago manufacturing firm that made chemical cleaning products.

Over a nine-year period, the company grew from $250,000 to $6 million in annual sales by "going global."

The firm eventually sold products in more than two dozen countries and reaped approximately a third of its sales overseas.

Watching that transformation spurred Delaney to adopt an adage to which she has adhered ever since: "Go Global or Die."

Read the story here.

Artist: Chrissy Weisgard, title "Crossing Borders," Denmark.

Who is more global? You, me or Spiderman?

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None of the above. Despite the hype over globalization and suggestions that the top managers of large corporations should come from/be based in emerging economies like India and China, we have only a handful of instances where corporations have done something tangible in this direction. To learn more, visit here.

Surviving in a Global Economy

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I will be giving a talk in Chicago at an exciting Empowering Women in Business event sponsored and hosted by two of my favorite companies -- IBM and Catwalk Consulting -- on May 24th. Hope you can join us! Learn more and register here.

Lollapalooza Going Global?

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Perry Farrell is looking to possibly take his Lollapalooza show back on the road after being in a static location that last few years. When Farrell founded the festival, Lollapalooza started off as a successful traveling show, but sputtered when it returned from a a six year hiatus. After the 2004 tour was cancelled due to low ticket sales, Lollapalooza set up shop in Austin for a year before landing in its current location in Chicago. The home base approach seems to have worked and the festival has returned to being one of the biggest in the U.S. However, Farrell apparently is growing restless.

Guess what's next? Find out here.

Is Friedman's Flat World Deeply Skewed?

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Join the debate.

Warren Buffet Going Global

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We are on the right track if Warren is joining us in going global! He's looking for more money outside the U.S.

UPS Searching for World's Best Small Businesses!

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This is one of my favorite contests on the planet!

UPS today -- May 8 -- kicked off a program that seeks the best small businesses across the globe (yeah ... that's us!) -- from Alabama to Argentina and from Zimbabwe to New Zealand.

Dubbed the UPS Best “Out-of-the-Box” Small Business Contest, the program is designed for companies with annual 2006 revenues of at least $250,000 but not more than $10 million and is a way for UPS to reward small businesses using creative, innovative ideas and concepts.

Prizes for the winners range from $5,000 to $25,000 in cash, plus an IBM small business package. This is the first year that small businesses from around the world -- not just those in the United States -- are eligible to participate.

I participated in this event last year as an expert panelist speaker and it was a blast. I met so many innovative small business owners and still wear the decorative pin that one of the winners made through her business!

Will I see you there? I hope so. It's high-time we meet! First, you must register. And there is a special registration area for small business owners operating in different parts of the world. For example, here's the Chinese registration page. Once you register, I will wait to hear whether you are selected as a winner. Remember, all of you are already winners in my book!

Better hurry because contest application period ends September 1. In case you skipped the previous links, begin the online registration process here.

P.S. Just in (5/9) ... I have been asked to be a judge on the program and it's official:

The entries will be judged by an international panel of renowned small business experts, including: Laurel Delaney, President and Founder, Global TradeSource, Ltd.; Joshua Lau, Founder and CEO of YesAsia; Juan Antonio "Oso" Oseguera, editor of Entrepreneur en Español and Hayden Bradshaw, publisher and editor of Enterprise Magazine.

Read the press release here. I am honored and cannot wait!

Hi, Laurel ... How are you?

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I always welcome emails like the one below from friends and colleagues worldwide. My new theory is to start measuring my ROA (return on accessibility) instead of ROI (return on investment). If you or your employees are not accessible, how will you contribute to the world at large?

Here's a message from a blogger colleague in China:

Hi, Laurel,

How are you? Having a good week?

My name is Rich Brubaker, and I am a fellow blogger located in Shanghai.

I recently found your blog, and have read your bio, and I just wanted to send a short welcome note to say that I look forward to following your blog.

Also, your software (blogspot) is actually being blocked by the great China Firewall, so I am unable to post replies (and that will also be the case for others in China).

Hope all is well and let me know if you would like to use any of my China content. I write a lot of content that SMEs would benefit from.

Hope all is well,
Rich

Richard Brubaker, MBA
China Strategic Development Partners LLC
Managing Director

934 Nanjing West Road, Suite 505
Shanghai, P.R.C. 200041
Tel: +86 21 6218 8486
Fax: +86 21 6217 0928
Website: China Strategic Development Partners
Weblog: All Roads Lead To China
Skype: rbrubaker_shanghai

Note to Richard ... thank you and hope you get the attention you deserve! Shame on China for blocking our blogs! Anyone in China who wants to post a comment on an entry, email me at ldelaneyatglobetradedotcom.

Take care,
Laurel

Resources To Get You Going Global

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These are all up on our blog now (right side panel) but wanted to make sure you are aware:

Scribed Global Guru: A manifesto to get businessmen and businesswomen out of their own backyard and transition from local, regional or national firms into global players.

Building Your Global Empire: Women in companies of all sizes are taking their business around the globe -- and to the bank.

Lost in Translation: Cautionary tales plus 10 ways to go global.

Going Global: 14 tips from leading experts and bold entrepreneurs will help you expand internationally.

Happy global trails!

Small Is Beautiful and Borderless

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Read Federal Reserve Chairman Ben Bernanke's (pictured) lips:

Being a small business is not a barrier when it comes to competing in the global economy. The key is to find your company's niche and focus on its strengths.

More here.

How Global Is Your Business?

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How global is your business, really? Put your company to the test with Pankaj Ghemawat's Globalization Survey, and after completing it, download a free PDF of his 2006 McKinsey Award-winning article, "Regional Strategies for Global Leadership."

I just completed the test and it takes about 8-10 minutes. Very substantial and well-thought out. Make sure you answer all the questions -- otherwise it won't take -- and include an email address (at the beginning) to receive the free PDF article!

Small Enterprises Are Not The Solution?

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Very provocative article originating in Ghana ... see what you think and feel free to weigh in with your comments.

Excerpt 1:

Close behind it comes operating a small business that is not making it. The small and medium sized enterprise sector (SMEs) carries the hopes of government, being advocated by conventional economists as the solution to unemployment in the global market, and large amounts of money annually being pumped into support for small businesses – with micro-financing schemes, training and support.

Excerpt 2:

That is a result of the second reason: the global market gives huge advantage to size. If a small business succeeds, it is inevitably taken over by larger business. Even Mark Shuttleworth, perhaps the most successful small business start-up in South Africa, could not resist the terms of the take-over. When that happens? Jobs are lost because the larger entity remains competitive only by replacing people. Mergers and acquisitions dominate at the top.

Ouch.

Read the article here.

Border Busters!

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Have your plans to go global stalled?

Well get global here!

Sourcing Abroad Gives Tiny Players An Edge

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Sonia Seye spends her days braiding hair and turning multicolored hair extensions into intricate, fashionable coifs.

But running a busy Los Angeles salon is just the start for this 30-year-old immigrant from Senegal. Ms. Seye has dreams of a bigger, more profitable future: building franchises of her salon, Hair Universal, across California -- then supplying those salons with popular human-hair extensions.

And to make that happen, Ms. Seye is looking abroad.

A hat tip to Paul Barsch, Global Services Marketing, Teradata, a division of NCR, for bringing this article to our attention.

Global Fast-Food Invasion

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After its first lap, globalization gets really interesting. The stuff you invented -- in this culinary case, fast-food hamburgers, fried chicken, pizza and doughnuts -- gets sent out into the world, is replicated by other countries and then comes back to you all crazied up, like a giant game of telephone. And if you hold that piece of Filipino fried chicken up to your ear and are really quiet, you can hear what the rest of the world is thinking about us.

Listen in here.

Global Timber Smugglers

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In a grainy undercover video (click here to watch), the smuggler stands surrounded by stacks and stacks of lumber, large bales of freshly milled planks held together with steel bands. His gold watch glints as he begins counting money, methodically placing each bill on a desk. Sitting nearby, his partner watches through Coke-bottle glasses. They both appear to be in a good mood, laughing and joking with their clients.

The unwitting star of the video, Frankie Chua, managed an import/export business. Let's hope you don't run yours this way. The men Chua regarded as potential clients were, in fact, undercover employees of the Environmental Investigation Agency (EIA).

Interesting.

The Translation Quoting Process

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International business is hardly an instant gratification activity. Many firms are often in contact with prospective clients for years before they are privileged with their patronage.

Find out more here.

Reaping International Rewards

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Shortly after leaving church one Sunday, Mark Twain and fellow writer William Dean Howells were caught in a heavy rain shower. "Do you think it will stop?" Howells asked. Replied Twain: "It always has."

What does this have to do with anything international? Find out here.

Get Noticed Globally: Scribd

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We posted this information in our Borderbuster e-newsletter today (4/5) but in case you are not a subscriber yet, check out the following.

Scribd -- the YouTube for documents! -- is a free online library where anyone can upload. Use their embeddable PDF player to publish and view documents right in your web browser. How cool is that? Try it out! We did here.

Be sure to view full screen for it looks a little better that way. For our first attempt, it's not bad. Give it a whirl. What an amazing way to track who reads what -- globally -- on your work!

World Wide Web Conference May 8-12

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The International World Wide Web Conference Committee (IW3C2) and the University of Calgary cordially invite you to participate in the 16th International World Wide Web Conference (WWW2007), to be held at the world-famous Fairmont Banff Springs Hotel in Banff National Park May 8-12, 2007.

The World Wide Web Conference is the global event that brings together the key innovators, decision-makers, technologists, businesses, and standards bodies shaping the Web.

Organized by the IW3C2 since 1994, the WWW conference is the annual gathering place of the international community to discuss and debate the future evolution of the Web.

Find out more here.

Gone Global

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A fun, interesting read and so true!

Why expanding overseas is your ticket to new markets, new ideas, and a world of adventure.

Foreign markets are like children's shoes: They offer plenty of room to grow. According to the Office of the United States Trade Representative, 95 percent of the world's consumers reside outside the United States. Some of those people have holes in their lives the exact size and shape of your product.

While you're there, look for a bunch of slideshows by Inc. on going global. Good stuff.

Girl, Interrupted? Try Package, Intercepted

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Ever sent a global package (think vacations ... think romance ...) that included a Dear John or Jane letter and just when you put it in the hands of UPS, wished that you could get it back because you had second thoughts? Well help is on the way. And this works great for global small business transactions too.

Is Anyone Not Looking at China?

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HP and Dell are exporting their rivalry and starting to challenge Lenovo. What about you? Are you looking at China for business opportunities?

Immigrants Gain Global Edge Doing Business at Home

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Especially for immigrant entrepreneurs building a business in the U.S. Selling back to their lands where they have cultural knowledge just feels right. Read more on how they do it here.

Handicapping the Best Countries for Global Business

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If you are an executive of a multinational looking for geographies in which to expand your markets, operations, and investments, is China more attractive than India? South Africa better than Mexico? Does Russia have more promise than the United States? The answer you devise can be crucial to your company's future.

The good news is that in today's hypercompetitive global economy, certain countries offer distinctive advantages to help your business but you need to choose wisely. Find out which are the best countries to invest in here.

Spanning the Globe in Real Time

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Global business agility relies on information flow. By using a digital dashboard, managers can track critical business metrics and "act on them" much faster.

For global corporations, business agility is not the same as speed. Anyone can move quickly, but at what financial and organizational cost? Truly agile companies are like star athletes. They move fast while maintaining a lower heart rate at higher levels of fitness and endurance. They adapt to any rhythm ... read more here.

International Business Multiculturalism and the Internet

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Lots of good stuff here.

Breaking Into The Global Marketplace

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Like many small entrepreneurs, you may think tackling global markets is better left to the corporate giants of the world.

After all, Asia might as well be Mars as far as you're concerned.

But before you write off going global, consider this:

By the year 2010, China is expected to have 149 million middle-class households, India 45 million and Brazil 18 million, according to Pearl Kamer, chief economist for the Long Island Association.

If you're not taking advantage of these potential markets, she says, you could be missing out.

Read more here but as a side note, I had the wonderful opportunity to speak with Jamie Herzlich on this Newsday piece.

Abridged Borderbuster: 3/5/07

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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 and Update to our Readers

3. Flawed Exports*

4. Business and Cultural Tips: Have Some Fun!*

5. Investing Worldwide*

6. How I Went Global: Ongoing Series // Ben Worthen

7. A Reader Asks: Q&A*

8. Everybody Loves a Freebie -- repeat: FREE OFFER*

9. French Wine and Spirits Exports to U.S. Up 22%*

10. Capital Rules: The Tensions of Global Finance*

11. Global Strength Will Boost U.S. Manufacturing*

12. Blog World: It’s Time To Go Global*

13. Laurel’s 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:

8. EVERYBODY LOVES A FREEBIE: DOWNLOAD LEADING ACROSS CULTURES: FRANCE

Leading Across Cultures: France is part of a series of white papers focusing on leadership effectiveness in a variety of cultural settings. The authors explore the historical and cultural roots of leading effectively in France. Examples of leadership in France are contrasted with leadership in other cultures. In addition, the author concludes with a discussion of how leadership in France has changed in the context of globalization.

Download PDF file here (requires Adobe Acrobat).

###

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

Building a Global Brand That Works Locally

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Great brands transcend geography. But to build a great global brand, you must understand the vital role that your company’s electronic "face" plays in your success, says says Marilynn Mobley, Senior Vice President of Edelman, the world’s largest PR firm, as well as a blogger. Read post.

Embrace Globalization!

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In case you missed it, The Wall Street Journal published an interesting article on Monday, February 26 entitled Global Trade Galvanizes Caterpillar. Despite the fact that you may not be the giant size of Caterpillar -- you're the car, not the truck, right? -- you can still pick up good tips from the piece.

Here are five (5) not shown in the online feature and I totally agree with each and every one of them:

5 Tips for Managing a Global Giant

1. ACT with integrity, value your people.
2. COMPLACENCY is incompatible with success.
3. STAY focused on bottom-line growth.
4. DON'T SHY away from tough debates.
5. EMBRACE GLOBALIZATION!

Read the entire article here.

Global Art

Permission to use:  Bryan Marovich (2/24/07)

My American brother-in-law, Bryan Marovich, sent the above wonderful sketch by his artist friend, Luis Christello, who happened to be hanging out with Bryan and other musically inclined friends at the Lgare Cafe (bar) in Rua da Rosa, which is in Bairro Alto, Lisboa.

The jam session players are:

Bryan -- guitar (USA and featured far right back corner)
Carlos -- charango (Portugal)
Andre -- banjo (Portugal)
Manuel -- percussion (Argentina)
Luis -- at the drawing table (Brazil)

At this moment, I bet they are making beautiful world music together.

How To Win Over India's Consumers

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A growing number of U.S. entrepreneurs are reversing the outsourcing trend and exporting their own products to India. Here’s what’s hot and how to use online resources to expand your reach into India.

Happy Chinese New Year (2/18/07)

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Happy Chinese New Year of the Boar. May all your wishes come true (translation on the Hui Chun -- left -- four-character phrase written on pieces of red paper to express traditional sentiments for a rich and bountiful spring. Its origin can be traced back to antiquity, when people believed evil could be warded off by hanging a piece of peach wood painted in red on the wall).

Learn more about the Chinese New Year here, here, here and here.

Export-Import Bank of the United States

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If you have never explored the Export-Import Bank's site, kick back, relax and do it now. They have everything from conference news (click on What's New) to small business export financing help to key market guides. It's worth a visit.

Global Strength Will Boost U.S. Manufacturing

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For many years U.S. manufacturers have been hit by weakness in export markets and the strong dollar. As a result, the trade deficit in goods has surged. But this trend is about to turn, and the export sector will be a source of strength for the manufacturing economy in the years ahead. This is good news not only for the U.S. economy, but also could help stem the rising tide of protectionism.

Go guys. Go gals. Go global!

50 Ways To Go Global

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How do you go global? Let me count the ways. Here are fifty that will help get you started.

1. The Federation of International Trade Associations (FITA)
2. globalEDGE
3. GlobeTrade.com
4. International Trade Administration, U.S. Department of Commerce
5. Kompass
6. MyExports
7. U.S. Small Business Administration
8. Organization for Economic Co-operation and Development (OECD)
9. PIERS
10. Stat-USA / Internet
11. The U.S. Commercial Service / BuyUSA
12. The U.S. Government Export Portal
13. Laurel Delaney Company
14. Global Trade Atlas
15. Ewing Marion Kauffman Foundation: Eleven Pitfalls to Avoid in Going Global
16. Borderbuster
17. Women Entrepreneurs, Inc.: Build a Website to Go Global
18. The World Bank
19. MarketingProfs Daily Fix: Building a Global Brand
20. Entrepreneur Magazine: Global Village archives
21. LeaderValues
22. UPS
23. National Customs Brokers & Forwarders Association of America, Inc.
24. IOMA Managing Imports and Exports
25. Yale University Library: Emerging Markets Subject Guide
26. The International Chamber of Commerce
27. ICC Business Bookstore USA
28. United States Council for International Business
29. American Association of Exporters and Importers
30. World Trade Centers Association
31. National Council on International Trade Development
32. UPS Global Advisor
33. National Association of Exporting Companies
34. Small Business Edge: A Checklist for Preparing Your Package To Go Global
35. Borderbuster on Squidoo
36. The International Trade Association of Greater Chicago
37. Thunderbird School of Global Management
38. Harvard Business School: Global Initiative
39. Harvard Business Online: Global
40. E-Commerce News: How To Take Your Business Global
41. StartupNation: Taking Your Startup to a Foreign Market
42. Business Strategies Magazine: Go Global or Die
43. Priority Magazine: Going Global
44. The Global Small Business Blog: 20 Books To Get You Global in 2007
45. ChangeThis: Global Guru, Shaking Things Up, Making Things Happen
46. Global E-Newsletter: Borderbuster
47. The World Bank Group: Doing Business
48. U.S. Census Bureau: Foreign Trade Statistics
49. Beyster Institute
50. Love Goes Global

###

Copyright ©2007 Laurel J. Delaney. All rights reserved.

Your Hired, But Global Business Experience Preferred

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As global information and communications technology (ICT) companies recognize that success in developing countries is essential to remain competitive, smart entrepreneurs -- like you -- around the world should be grinning with anticipation of the transformation ahead. And creative ICT professionals should consider spicing up their resumes with their emerging-market experiences.

Read more, here.  Or, try here.  Note:  Some links may not work due to companies going out of business or changing their servers.

Are You No. 1 Globally?

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In a bid to be No. 1 globally, Japan's top retailer opens a flagship Uniqlo store in Manhattan.

The unveiling of Uniqlo's new global flagship store was audacious, even to the jaded habitués of Manhattan's SoHo. At 36,000 square feet, it's the area's second-largest retail showroom after Bloomingdale's, dominating a block packed with rivals like H&M and Banana Republic.

The cool Japanese retailer tried to build buzz by blanketing the city with ads featuring offbeat celebrities like Sonic Youth guitarist Kim Gordon (pictured). It worked: Holiday crowds flocked to the slick emporium that seemed to have popped out of nowhere.

What are you doing to create global buzz?

No More Steps!

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For years, visitors to China have delighted in the unusual English translations that appear on the nation's signs. Now, through blogging, tourists and expatriates have been posting photographs reflecting these gaffes. One person wrote the following on his blog: This is about passion, not mockery.

Go here to check out where the English dictionary meets Chinese grammar.

Strategic Global Sourcing: Hitting A Moving Target

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When sourcing from Asia and the Pacific, manufacturers need to constantly keep on top of who does what well.

Imagine going to your favorite restaurant and finding out that there's a new chef in town and the dish you made a special trip for now tastes like wallpaper paste.

"Global sourcing dynamics are also always changing and a good source today may not be so good six months from now," observes Christopher W. Runckel, founder of Runckel & Associates, a Portland, Ore.-based consulting company that helps businesses expand in Asia.

Read more here to learn about tips on finding a good sourcing partner.