International Market
New Markets - New Opportunities
Strategic Market Plans
Is there another market out there exactly like your current home market? Probably not. How does this different market compare to what you are used to? In order to make a good solid assessment of where you are going in a foreign market, you much first determine your overall strategic objective. Whether you need to or wish to enter a certain foreign market, Havash, LLC can guide the way.
If you are saturated in your current market, an exploration of an International Market is one of the only growth opportunities for you. Another reason may be that you have a new technology that needs to be rolled out on a global basis or you will not be able to keep control of it. A third possibility is that you now have foreign competition in your home market and you must learn the full playing field to service and thrive.
Many times the best way to penetrate a market is to have an investment on site. In some countries it is impossible to penetrate the market in any other way. In many situations this may best be achieved by working with a local partner. While there is no single key to the future and often the success of this venture will be established in the early stages of the negotiations. We can help you select the right partner in the right location and maximize your opportunities.
Relationships are the key element in any marketing success. In many foreign markets they may be more challenging to establish. Our executives have been developing key relationships that, in many cases, go back as much as thirty five years. These relationships are built not only on business success but also on a deep trust between individuals.
Unique Networks
In some cases, Havash, LLC has its own established network for certain markets and products and your products can be added to it. In other cases we stand ready to use our contacts to build the necessary network. Some markets dictate unique structures for penetration while others may be a more familiar parallel to your home market.
Strategic Pricing
Pricing plays an important role in any market penetration and long term considerations are vital to success. Many times a new market entrant will undervalue their goods or services to gain an initial foothold and then find it impossible to move pricing to a sustainable long term position. We will rely on strategic partners with proven records of success to establish both short and long term strategic objectives.
The key to any global transaction is respect; respect for you and your products and services as well as respect for the customers and markets that we seek to penetrate.
The most important single challenge that you will face entering a foreign market is the person who will be representing you on the ground. It is truly a double-edged sword. On one side this person needs communicate well with you and your team but also must be able to represent you to all levels of individuals in the host country. In many cultures one size does not fit all and the foreign company must be crucially aware of these differences.
Local Reputation
Sometimes you get a person who deals with you and your company extremely well but these skills have come at the expense of how that person is viewed in their own environment. If you are entering a tightly knit culture, a person who is, for example, fluent in English and comfortable in American culture may not have risen through traditional “rights of passage” in their native culture and therefore not have access to all of the necessary influence groups to which your company needs to connect.
On the opposite side, you may find a person who is tremendously skilled in the host country but lacking in ability to work with you and your colleagues. There are times that this can be supplemented on your company’s side through a designated employee who has language and cultural awareness in the target market and can be the link between the two sides. If this is the case it needs to be managed with great care.
Your Own Team
If the market potential dictates it you may want to transfer your own person to that market. This can be an unbelievably rewarding experience for the individual as well as a perfect way to develop management talent within your organization. Global Market Management can assist you in this process both from the selection process to coaching that individual along the way.