INTRODUCTIONINTRODUCTION

CLASS-INSTRUCTORS AND STUDENTSCLASS-INSTRUCTORS AND STUDENTS

CLASS ORGANIZATIONCLASS ORGANIZATION

• SYLLABUSSYLLABUS

• GRADINGGRADING

• OTHER ADMINISTRATIONOTHER ADMINISTRATION

ENTREPRENEUR ENTREPRENEUR OPPORTUNITIESOPPORTUNITIES

DEFINITIONDEFINITION

WHAT DOES IT TAKE?WHAT DOES IT TAKE?

THE “C’s” OF ENTREPRENEURSHIPTHE “C’s” OF ENTREPRENEURSHIP

THE “C’s”THE “C’s”

COURAGECOURAGE CONFIDENCECONFIDENCE CONVICTIONCONVICTION CAPITALCAPITAL CONCENTRATIONCONCENTRATION COMMITMENTCOMMITMENT CHOICECHOICE

““C’s” (CONTINUED)C’s” (CONTINUED)

CHALLENGECHALLENGE COMPETENCYCOMPETENCY CLARITYCLARITY CHARTERCHARTER COSTCOST COMPLACENCYCOMPLACENCY COMPETITIONCOMPETITION

““C’s” (CONTINUED)C’s” (CONTINUED)

CONNECTIONSCONNECTIONS CHARACTERCHARACTER COORDINATIONCOORDINATION COMPREHENSIONCOMPREHENSION COOPERATIONCOOPERATION CORPORATIONCORPORATION CONTROLCONTROL

““C’s” (CONTINUED)C’s” (CONTINUED)

CREATIVITYCREATIVITY CURIOSITYCURIOSITY CRAZYCRAZY CAPACITYCAPACITY SPANISH WORD FOR FORTITUDESPANISH WORD FOR FORTITUDE CREDIBLECREDIBLE COMPANYCOMPANY

““C’s” (CONTINUED)C’s” (CONTINUED)

CONCEPTCONCEPT CONSISTENCYCONSISTENCY CUSTOMER FOCUSCUSTOMER FOCUS CHARISMACHARISMA CLIMATECLIMATE CONTINGENCYCONTINGENCY CLEVERCLEVER

““C’s” (CONTINUED)C’s” (CONTINUED)

CULTURECULTURE CUSTOMIZATIONCUSTOMIZATION

OPPORTUNITY EVALUATIONOPPORTUNITY EVALUATION

SPECIAL GLOBAL CONSIDERATIONSSPECIAL GLOBAL CONSIDERATIONS

IDENTIFYING GLOBAL IDENTIFYING GLOBAL OPPORTUNITIESOPPORTUNITIES

EVALUATING OPPORTUNITIESEVALUATING OPPORTUNITIES

OPPORTUNITY DECISIONOPPORTUNITY DECISION

MARKETING AND SALESMARKETING AND SALES

GENERALGENERAL

• IMPORTANCE OF SETTING UP PROPERLYIMPORTANCE OF SETTING UP PROPERLY

• CHALLENGESCHALLENGES

• STANDARDIZATIONSTANDARDIZATION

• CULTURALCULTURAL

• GREEN IMPACTGREEN IMPACT

STRUCTURESTRUCTURE

REPRESENTATIONREPRESENTATION

• AGENTSAGENTS

• VARSVARS

• DISTRIBUTORSDISTRIBUTORS

• REPRESENTATIVESREPRESENTATIVES

MARKETING PLANMARKETING PLAN

RESEARCH AND DATA GATHERINGRESEARCH AND DATA GATHERING

STRUCTURE (CONTINUED)STRUCTURE (CONTINUED)

MARKET INTELLIGENCEMARKET INTELLIGENCE

PRECISE MARKETSPRECISE MARKETS

COMPETITIONCOMPETITION

REGULATIONS, LAWS, AND REGULATIONS, LAWS, AND CUSTOMSCUSTOMS

IMPACT ON NEGOTIATIONSIMPACT ON NEGOTIATIONS

RESTRICTIONS ON SALES RESTRICTIONS ON SALES TECHNIQUESTECHNIQUES

WHAT CAN BE BROUGHT IN OR OUTWHAT CAN BE BROUGHT IN OR OUT

ADVERTISINGADVERTISING

HOW-GLOBAL, REGIONAL, LOCALHOW-GLOBAL, REGIONAL, LOCAL

BRANDINGBRANDING

LANGUAGELANGUAGE

CREATIVITY CHALLENGESCREATIVITY CHALLENGES

MEDIAMEDIA

• KINDSKINDS

• WHICH IS BESTWHICH IS BEST

PROMOTIONSPROMOTIONS

TYPESTYPES

• COUPONSCOUPONS

• POS/POPPOS/POP

• CONTESTSCONTESTS

• GIVEAWAYSGIVEAWAYS

LIMITATIONSLIMITATIONS

BASIC ORGANIZATIONBASIC ORGANIZATION

ORGANIZATIONAL STRUCTUREORGANIZATIONAL STRUCTURE

• WHOWHO

• WHATWHAT

• WHEREWHERE

• WHENWHEN

• HOWHOW

ORGANIZATIONAL INFRASTRUCTURE ORGANIZATIONAL INFRASTRUCTURE SET UPSET UP

• BUSINESS STRUCTUREBUSINESS STRUCTURE

• BUSINESS FINANCEBUSINESS FINANCE

• BUSINESS STAFFINGBUSINESS STAFFING

• WHAT ARE YOU DELIVERING?WHAT ARE YOU DELIVERING?

MARKET ANALYSIS AND MARKET ANALYSIS AND INTELLIGENCEINTELLIGENCE

• ANALYSIS ON COMMITTED RESOURCESANALYSIS ON COMMITTED RESOURCES

• MARKETING INTELLIGENCEMARKETING INTELLIGENCE

SOURCESSOURCES

ORGANIZATIONORGANIZATION

ASSESSING VUNERABILITYASSESSING VUNERABILITY

REGULATION, LAWS, AND REGULATION, LAWS, AND CUSTOMSCUSTOMS

PERSONAL DOCUMENTATIONPERSONAL DOCUMENTATION

LOCAL REGULATIONSLOCAL REGULATIONS

LAWSLAWS

BASIS OF LEGAL SYSTEMBASIS OF LEGAL SYSTEM

CUSTOMSCUSTOMS

ECONOMIC RISKSECONOMIC RISKS

STRUCTURESTRUCTURE

JVJV

PARTNERSHIPSPARTNERSHIPS

WHOLLY-OWNED BUSINESSWHOLLY-OWNED BUSINESS

DIRECT INVESTMENTDIRECT INVESTMENT

DIRECT/INDIRECT IMPORT/EXPORTDIRECT/INDIRECT IMPORT/EXPORT

CULTURES AND REGIONSCULTURES AND REGIONS

GENERAL DIFFERENCESGENERAL DIFFERENCES

• TYPES OF KNOWLEDGETYPES OF KNOWLEDGE

• SENSITIVITY AND TOLERANCESENSITIVITY AND TOLERANCE SPACESPACE

LANGUAGELANGUAGE

TIMETIME

RELATIONSHIPSRELATIONSHIPS

VALUES AND NORMSVALUES AND NORMS

CULTURES AND REGIONS CULTURES AND REGIONS (CONTINUED)(CONTINUED)

• SENSITIVITY AND TOLERANCE SENSITIVITY AND TOLERANCE (CONTINUED)(CONTINUED)

BELIEFS AND ATTITUDESBELIEFS AND ATTITUDES

MENTAL LEARNING PROCESSMENTAL LEARNING PROCESS

WORK HABITSWORK HABITS

SPECIFIC DIFFERECNCESSPECIFIC DIFFERECNCES

EUROPEEUROPE

ASIAASIA

MIDDLE EASTMIDDLE EAST

SOUTH AMERICASOUTH AMERICA

AFRICAAFRICA

ELEMENTS OF CULTURE (GENERAL)ELEMENTS OF CULTURE (GENERAL)

SPECIFIC CULTURAL ISSUESSPECIFIC CULTURAL ISSUES

CUSTOMS OF THE AREACUSTOMS OF THE AREA

LANGUAGELANGUAGE

INFRASTRUCTURE AND GEOGRAPHYINFRASTRUCTURE AND GEOGRAPHY

GOVERNMENTSGOVERNMENTS

RELIGIONSRELIGIONS

ROLE OF COMMUNITY/FAMILYROLE OF COMMUNITY/FAMILY

SPECIFIC CULTURAL ISSUESSPECIFIC CULTURAL ISSUES(CONTINUED)(CONTINUED)

EDUCATON AND WORK ETHICEDUCATON AND WORK ETHIC

TYPE OF ECONOMYTYPE OF ECONOMY

TECHNOLOGYTECHNOLOGY

MANAGEMENT DECISIONSMANAGEMENT DECISIONS

INDUSTRIAL PRODUCT MIXINDUSTRIAL PRODUCT MIX STAFFINGSTAFFING MANUFACTURINGMANUFACTURING CHANNELS OF DISTRIBUTIONCHANNELS OF DISTRIBUTION ETHICS AND MORALITYETHICS AND MORALITY MANAGEMENT STRUCTUREMANAGEMENT STRUCTURE LEGAL AND SOCIALLEGAL AND SOCIAL

RELATIONSHIPSRELATIONSHIPS

TRANSPORTATION AND GEOGRAPHYTRANSPORTATION AND GEOGRAPHY

CONTROLCONTROL

FINAL RISK ANALYSISFINAL RISK ANALYSIS

STAFFINGSTAFFING

WHO AND WHERE TO HIREWHO AND WHERE TO HIRE

STATUTORY REQUIREMENTSSTATUTORY REQUIREMENTS

RECRUITING AND SELECTIONRECRUITING AND SELECTION

TRAININGTRAINING

CHANNELS OF DISTRIBUTIONCHANNELS OF DISTRIBUTION

REPSREPS

TRANSPORTATIONTRANSPORTATION

DISTRIBUTION PATTERNSDISTRIBUTION PATTERNS

6 C’s OF CHANNEL STRATEGY6 C’s OF CHANNEL STRATEGY

MANAGEMENT STRUCTUREMANAGEMENT STRUCTURE

EXPATSEXPATS

JV’sJV’s

LICENSELICENSE

FRANCHISINGFRANCHISING

CONSORTIACONSORTIA

MANUFACTURE IN-COUNTRYMANUFACTURE IN-COUNTRY

LEGAL AND SOCIALLEGAL AND SOCIAL

DRUGS, SMOKING, AIDS, SEXUAL DRUGS, SMOKING, AIDS, SEXUAL HARASSMENTHARASSMENT

JOB SECURITYJOB SECURITY ETHICSETHICS EXPORT DOCUMENTATIONEXPORT DOCUMENTATION TERMS OF SALETERMS OF SALE PACKAGING AND MARKINGPACKAGING AND MARKING

LEGAL AND SOCIAL LEGAL AND SOCIAL (CONTINUED)(CONTINUED)

RESTRICTIONSRESTRICTIONS BARRIERSBARRIERS

• TARIFFSTARIFFS

• EXCHANGE PERMITSEXCHANGE PERMITS

• QUOTAS/VOLUNTARY AGREEMENTSQUOTAS/VOLUNTARY AGREEMENTS

• IMPORT LICENSESIMPORT LICENSES

• BOYCOTTSBOYCOTTS

• STANDARDSSTANDARDS

FINANACEFINANACE

WHY IMPORTANT?WHY IMPORTANT? INSTITUTIONS AND BANKINGINSTITUTIONS AND BANKING GOVERNMENT SPONSORSHIPSGOVERNMENT SPONSORSHIPS BARRIERSBARRIERS EXCHANGE AND PROFIT EXCHANGE AND PROFIT

REPATRIATIONREPATRIATION SUPPORT FROM INTERNATIONALSUPPORT FROM INTERNATIONAL

FINANACE (CONTINUED)FINANACE (CONTINUED)

FUNDINGFUNDING

• EXIMEXIM

• AGENCY FOR INTERNATIONAL AGENCY FOR INTERNATIONAL DEVELOPMENT (AID)DEVELOPMENT (AID)

• OVERSEAS PRIVTE INVESTMENT OVERSEAS PRIVTE INVESTMENT CORPORATION (OPIC)CORPORATION (OPIC)

• FOREIGN CREDIT INSURANCE FOREIGN CREDIT INSURANCE ASSOCIATION (FCIA)ASSOCIATION (FCIA)

FINANACE (CONTINUED)FINANACE (CONTINUED)

TAXATIONTAXATION

CURRENCYCURRENCY

• BARTERBARTER

• COMPENSATION DEALSCOMPENSATION DEALS

• OFFSETOFFSET

• PRODUCT BUY-BACKPRODUCT BUY-BACK

NEGOTIATIONSNEGOTIATIONS

HOW?HOW? PREPARE HOW?PREPARE HOW? WHO DOES IT?WHO DOES IT? STRUCTURE OF TEAM? ROLESSTRUCTURE OF TEAM? ROLES LANGUAGE?LANGUAGE? POSITIONING?POSITIONING? STRATEGY AND CLOSING?STRATEGY AND CLOSING?

PRICINGPRICING

METHODMETHOD• FULL vs. VARIABLE COSTSFULL vs. VARIABLE COSTS• SKIM OR PENETRATE?SKIM OR PENETRATE?• GREY MARKETGREY MARKET• LEASING?LEASING?

CONTROLCONTROL FOREIGN TRADE ZONESFOREIGN TRADE ZONES DUMPINGDUMPING