Svend Hollensen
GLOBAL MARKETING 5th Edition
How to Develop a profitable Global
Marketing Strategy CIM Marketing Summit
The Cyprus Institute of Marketing, 20.04.2013
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013
How to Develop a profitable Global
Marketing Strategy
Agenda:
1.Introduction (about myself, International
environment, Global Marketing Process etc.)
2. Glocalization strategy (B2B + B2C)
3. Global Account Management (GAM) (B2B –
seen from supplier)
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013
Global Marketing Strategy Cyprus Institute of Marketing, 17.04.2013
By: Svend Hollensen, [email protected]
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013
It nearly came to the situation that the US Government even
had to print new 1 dollar notes with a desperate George
Washington ………
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013
The new world order (US loosing its
leadership in the world economy) –
provides new opportunities for
emerging regions to position
themselves in the long-term
development of the world economy
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013
Some background information
about myself, my university and my
books
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013
Here I live
SDU
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013
University of Southern Denmark
Sønderborg
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013 19-18
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013
1st ed. came
in 1998
2nd ed. came in
2001
3rd ed. came
in 2004
4th ed. came
in 2007 5th ed. came
in 2010
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013 08-10-2013 21
Global roll-out of Concepts / High speed
Global Low-cost Production and Selling
Low complexity
Regional and local market penetration
Culturally Close to Consumer
Flexible Response to local customer needs GLOCAL
Global Marketing Strategies
Globalization (Standardization)
Localization (Differentiation)
100% 100%
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013
Persil Black (for Europe) Persil Abaya (for women in Arabic
World)
2011:
Henkel
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013 17-24
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013
Global Account
Management
(GAM)
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013 19-27
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013
Three key reasons for increasing
importance of CRM/KAM and GAM:
1.Internationalization / globalization of key
customers
2.Worldwide consolidation of industries
3.Increasing use of outsourcing on the
customer side
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013 19-29
1. Reason for GAM:
Internationalization of customers:
- An example from the wind
turbine industry
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013 13-30
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013 13-31
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013 19-32
2. Reason for GAM:
Consolidation of Industries
= Fewer customers in the market
for the supplier to approach
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013
Consolidation takes place everywhere and not only in the pharmaceutical industry ……..
Kilde: www.ims-global.com/.../ news_story_010425.htm
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013 19-35
3. Reason for GAM:
Outsourcing of activities
= The 1st tier suppliers will get
more business from the key
global customers
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013
R&D Production Marketing Sales and
services
Support functions: - Firm infrastructure
- Human Ressource Man.
Support functions: - Technology development
- Procurement (buying)
Upstream Downstream
- Product dev.
- Design
- Petents
- Product features
- Engineering
- Prod. capaciy
- Component parts
- Assembly
- Material flow
- Quality Man.
- Marketing info.
- Product
- Price
- Distribution
- Communication
- Branding
- Sales force
- Logistics
- Terrms of sales
- Inventory
- Payment
-Customer
service
Suppliers Cus-
tomers
Value chain of focal firm:
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013
Aluminium
Prod
End - co
nsu
mers
First tier:
B2B B2C
Suppliers: Customers:
Upstream Downstream
Focal firm:
Braun (Gillette)
Second tier:
Nylon prod. /
DuPont Brushhead
Oil / Refiner
Chemicals /
Plastic molder
Plast parts
Electric motor
Wires / Plugs /
Timer / chip /
Printed circuit
Rechargeable
Battery pack
B2B B2B B2B
Rubber / Metal
/ Wire producer
Chemicals /
Producer of
NiCd batteries
Mass Merchan-
disers:
Marks&Spencer
Sainsbury
Tesco, B&Q etc.
Second tier: First tier:
Electrical retail
chains:
Dixons
Curry
Comet
Electrical
wholesaler
Independent
electrical
stores
Internet:
Amazon.com
Dentist.net
etc.
’Internal’ value chain:
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013
Figure: The trend towards increasing outsourcing among European car manufacturers
Source: Focus Money, Wertschöpfung von Autozuliefern14. Juli, p. 13
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013
Seller Buyer
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013 19-41
Development of GAM
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013
Customer (GA) HQ
Supplier HQ
…….. Country
A
Country
B
Country
C
Country
N
Traditional HQ-HQ negotiations
with central distribution
Centralized coordination of the GAM relationship:
(GAM relationship with relative high customer power):
Customer (GA) HQ
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013
……..
……..
Dec
entr
ali
zed
an
d l
ocal
ad
ap
tati
on
of
GA
M
Supplier HQ
Customer (GA) HQ
Local
Coordina-
tion
Local
Coordina-
tion
Local
Coordina-
tion
Country
A
Country
A
Country
B
Country
B
Country
C
Country
C
Country
N
Country
N
Mix - coordination af GAM-relation:
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013
……..
……..
Dec
entr
ali
zed
an
d l
ocal
ad
ap
tati
on
of
GA
M
Supplier HQ
Customer (GA) HQ
Local
Coordina-
tion
Local
Coordina-
tion
Local
Coordina-
tion
Country
A
Country
A
Country
B
Country
B
Country
C
Country
C
Country
N
Country
N
Decentralized coordination of
the GAM relationship:
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013
One example of centralized negotiation of GAM:
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013
(DC = Distribution Centres)
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013
Customer (GA) HQ
Supplier HQ
…….. Country
A
Country
B
Country
C
Country
N
Traditional HQ-HQ negotiations
with decentralized distribution
GAM relationship with relative high customer power:
DC logistics DC logistics
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013
Production units
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013
Global Marketing of:
= GAM
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013
Outside Europe: Adaptation
of ‘Global Marketing’
Russia – pure translation
India – Co-authorship
Latin America – Co-authorship
Europe:
China – pure translation
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013
Textbooks for courses in ”International Marketing”:
• Fragmented market
• No clear market leader
• Intensive competition on the publisher level
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013
Textbooks for courses in ”International Marketing”:
High degree of competition between textbooks on publisher level:
and many more ..
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013
Textbooks for courses in ”International Marketing”:
High degree of internal competition:
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013
= The wold’s biggest
publisher within business
literature for uni. courses
Reps in UK
(home)
Reps in
Benelux
Reps in
Skandinavia
Reps in
Eastern
Europe
Reps in
Africa and
Asia
Reps in
North
America
Business schools = end customers
Lecturers Students
Lecturers Students
Lecturers Students
Lecturers Students
Lecturers Students
Lecturers Students
Supplier:
R & D
Product development
Customer:
Production & Marketing
GAM -relation
HQ in UK (London)
What to do as a supplier with small relative power?
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013
Recommendations for the supplier in GAM-relationships: 1. Try to increase the level of your ’value’, which is perceived by the
customer, e.g. by suggesting an extension of your product
solution, for example by offering special after-sales-services
2. Try to offset the customer’s central buying power by
communicating directly to the local end-customers. In this
connection, local partners (agents etc.) can be of great help
3. Try to take advantage of local differences in the decision
processes of the global customer organization. In a global
consolidation process with many M&As it is hard for the
customer HQs to implement central negotiation processes. They
have to decentralize and this provides opportunities for the
supplier to achieve good local deals.
Svend Hollensen, CIM Marketing Summit, Cyprus Institute of Marketing, 20.04.2013
Thank you !