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The International Entrepreneur – Overseas Distributors: Strategic Partners or Big Mistake?

Many young internationalizing companies ask: should we use local distributors in overseas markets or enter markets directly? As with most questions in international business, the answer is- it depends. Here are some guidelines to making this key strategic decision. Knowing the Local Market One of the benefits of using a local distributor to sell your […]

The International Entrepreneur – What You Really Need to Know to Ship & Finance Exports

There was once a large, expensive customized motor that was being loaded onto an ocean freighter. As it was being loaded, the crane holding the motor’s crate swung back out over the rail and accidentally dropped the crate into the water. The Incoterm (shipping term) was FOB (freight on board), so who was responsible for […]

The International Entrepreneur – Cultural Tips on China by Dr. Jeff Wang

This week, we resume our series about business cultures around the world with an interview with Dr. Jeff Wang of Poetica LLC. What do you see as unique cultural characteristics of Chinese people that are reflected in China’s business culture? The long history, distinguished business and social cultures, different consumer value structures, and dramatic different […]

The International Entrepreneur – Exit Strategies for International Ventures

As your fiscal quarter or year is coming to a close, it’s a particularly good time to evaluate the effectiveness of your company’s various international business ventures. Many companies from countries with short-term business decision cycles (US, Australia, etc.) may be tempted to exit markets that are yielding lower than expected returns on investment. Here […]

The International Entrepreneur – Cultural Tips on the United States by Becky Park

This week, I am featuring my home business culture, the United States. What do you see as unique cultural characteristics of Americans that comes out in the United States’ business culture? There are many cultural characteristics that color American business. First, Americans are the most individualistic culture on the planet. In business, this surfaces when […]

The International Entrepreneur – Cultural Tips on Uruguay: Insights from Uruguayan & International Business Consultant, Gabriela Castro-Fontoura

This week, I am featuring enterprising Uruguay. This is a country often overshadowed by its much larger neighboring countries: Brazil and Argentina. As entrepreneurs, we are always looking for opportunities overlooked by larger competitors. Uruguay is a member of of free trade organization MERCOSUR and has a stable economy and government. This country may be […]

The International Entrepreneur – Cultural Tips from Israel: Insights from Arlene Marom in Tel Aviv

  This week kicks off a series on cultural insights from professionals engaged daily in cross-border business. Born in the U.S., Arlene Marom is a long-time Israeli resident and international marketing professional. I am grateful to Arlene for sharing so many tips for doing business with Israelis. Here is my interview with Arlene: What do […]

The International Entrepreneur: Ready for your First International Negotiations?

You have engaged with your first potential overseas partner or large client. Both of you want to do business and you will be starting negotiations soon. But aren’t negotiations the same around the world? Definitely not. Particularly those used to the American negotiation style will do very poorly trying to make that style work negotiating […]

The International Entrepreneur – Calculating Estimated Profits in Potential International Markets

In business, I’m somewhat of a numbers cruncher. So here’s a starting point for calculating anticipated profits in a new international market: Revenue Start by looking at market size. If you’re focused on a specific niche, then use known information to find the size of the niche. This is much easier in established markets and […]

The International Entrepreneur: A Sampling of International Negotiating

Recently, my friend Arlene Marom from Tel Aviv, Israel asked about what kinds of negotiating techniques to expect in non-American markets. Negotiating can vary greatly from person to person and culture to culture. Generally, there are several categories of negotiating techniques: Pressure, Emotional, Defensive, Aggressive/Adversarial, and Deceptive. My favorite class in MBA school was International […]

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