No Guesswork in Sending Products Abroad

Rapid changes in marketing practices creat new opty's. all over the world for today's small business. But…it's important not to forget significant factors that influence decisions on where & when to export.

REGULATIONS - Import regs. will be the 1st category of info you need when approaching a decision to export; Including import quotas of the target market, licenses, permits, dollar exchange availability and other non-tariff barriers. Just call the Embassy in DC of the target market ask for the "trade" officer for full details. In many markets there are rigid standards for prod. approval under the guise of consumer protection. EX: how customs puts on import duties all have to be considered as part of your pricing.

MARKET CONTROLS - What restrictions exist on price controls, territorial limits - EX: in Puerto Rico an exclusive terr. granted to a local is a "marriage made in heaven". You can NEVER break it.

SALES ENHANCEMENTS - All sales mat'l. to be in the language of the country - labels, catalogs AND... use metrics instead inches & lbs. Advertising is not the same as in the U.S. You will have to educate your buyer on the perceived benefits of your product. More importantly still is extension of credit. EX: in many areas 60 days is considered cash. That will affect your ability to be aggressive in using price & payment terms as a sales tool.

LOGISTICS - Air and/or cargo reflect differing methods of transport. You need to consider packing, packaging, (they are different), insurance coverage AND hire an Export Freight Forwarder here in the U.S. to handle the movement of your shipment, prepare all the documentation and make sure you can collect (See an earlier blog on the subject of payment).

BRAND PROTECTION - Apply for copyright and patent registration. Logos and the right to your name can be ripped of instantly Piracy is rampant. Intelectual property has to be protected. GET LEGAL ADVICE! NEVER get involved in foreign local courts - you will lose.

AFTER SALES SERVICE - Warranties need to considered in determining how you will take care of your customers. EX: your products may have an entirely different application overseas. It is difficult to bring things back here for warranty so the best thing is to set aside some type of allowance, in advance, to handle claims. EX: a percentage of the the purchase price of the item.

You wanna know more? GET IN TOUCH WITH www.SCORESOUTHFLORIDA.NET
or contact: Henry Samuel, Certified SCORE counselor at hank.samuel2@gmail.com

Doing International Business

 

International Business -  there are many considerations when doing business internationally; financial, regulations, trade barriers, etc.  But to me, the singular most important factor is CULTURE.  You must understand the importance of culture to an international market – it affects all other factors.

Culture includes areas such as language, beliefs, thought processes, religion and many other areas.  Be sure to thoroughly explore the differences and adapt your “social style” before you attempt to enter a foreign market.

Just to give a few examples (and there are many):  In Japan – they like to give gifts (not bribes) to business counterparts. But do not open a gift in front of your Japanese counterpart unless asked.  Avoid ribbons and bows.  In Europe – avoid red roses and white flowers, even numbers and the number 13. 

Remember – cultures are not right or wrong, better or worse, they are just different.

John Ahearn - SCORE Counselor

visit us at: www.scoresouthflorida.net

Creating an Innovative Environment

I participated in the most innovative environments in my lifetime, the computer and aerospace industries. During this time we went to the moon and brought computing to the general public. Why would you want an Innovative environment for your business?

18% of companies in a new Accenture study said they're getting a competitive advantage from their innovation strategies.

Maybe you can create the next big wave? Or maybe you can make a better, less expensive product or service? Maybe you can improve your competitive advantage and make more money!

Yours is not the only mind engaged in your business. Others work for you or with you either up front or behind the scenes…they are all invested in your success.

Show your stakeholders that you think of innovation as an ongoing process. Some ideas will work and many won’t. Keep experimenting. Try multiple ideas simultaneously if you can.

Listen. Innovation is a collaborative process.

Be open to “accidents,” the unexpected connections that spark new ideas. Inspiration comes from everywhere—often from outside your own field.

Draw on your own stakeholders—they know the company’s problems and goals best. This is probably one time you don’t need outside consultants.

Be patient. Creativity can’t be hurried.

How are you handling innovation?

 

Steve Koenig, SCORE Counselor

Visit us at: www.scoresouthflorida.net

 

What is a BLOG

 

A blog (web log) is a discussion or informational web site consisting of discrete entries called "posts". Viewers sometimes comment, link to it or send an email. The original blogs were often the product of a single individual and usually covered a single subject. "Multi-author blogs" (MABs) have developed, with posts written by a number of authors.

This Blog is brought to you by the Counselors of South Palm Beach Score. It is a MAB. We write posts in the hope that you will gain from its contents and seek additional assistance from us as well. If you are reading this you know something about blogs.

How can you use a blog to help your business? Think about retaining customers.

 

Steve Koenig, SCORE Counselor

Visit us at: www.scoresouthflorida.net

 

 

How to handle Computer Viruses

If you have already dealt with them or not yet done so…they are here and looking for you and your data! WATCH OUT!

What are they? How to deal with them?

A computer virus is a computer program that can replicate itself and spread to other computers. The term is often used to refer to other types of Malware (Malicious Software). Malware, however, is the broader term and includes viruses, worms, trojan horses, spyware, adware and other malicious programs that do not have replication capabilities. Some malware is noticeable by a computer user, some is not - they just reproduce. Malware is not a bug or defect in software, it is specifically programmed to attack and disrupt, gather information or gain access to computer systems. Some may come disguised as useful software. Some may exist only to download other malware. None of this is something you want in your business computers.

Anti virus, anti malware and firewall software are among the tools used to defend against these attacks. Some malware disables the anti malware software. A Firewall is a piece of software and/or hardware that blocks hackers, viruses and worms from gaining access to a computer over the internet.

If and when you notice malware on your computers, get off your network ASAP.

Run your anti virus and/or anti malware software to identify and fix the source if possible.

Check with your IT or software supplier to determine if there are later versions of your anti malware software that may be able to identify the offending software.

If this does not repair the problem, ask the anti malware and IT supplier to work on finding an appropriate fix. They will be motivated to do so as all of their software will be susceptible.

You should shut down, reboot and run the anti malware software again, even after some anti malware software says the problem is fixed.

Don’t forget to change passwords and other login information as yours may have been sent elsewhere. Keep your anti virus, anti malware and firewalls up to date.

Run your anti virus and anti malware software regularly…at least once a week.

 

Steve Koenig, SCORE Counselor

Visit us at: www.scoresouthflorida.net

 

What is the Target?

 

 

Marketing is warfare in that it has strategies and tactics. Some strategies may suggest that competitive advantage can be gained from collaboration, partnering, and co-operation to grow a market. No matter what the strategy, successful businesses have at least one target. Your target market(s) is the best prospect for your products and services. Defining the target gives you a better understanding of how to promote your business. It is often best to work on one target at a time and when “captured”, attack an adjacent target, one that uses the strength of your new position.

Defining your target starts with a series of questions. Take a few moments to answer the following:

1. Who are my best customers?
2. Where are my best customers located?
3. How and when can I reach these customers?
4. Who are my competitors? What are their strengths and weaknesses?
5. Why should these customers buy from me?

As with everything, the answers might change over time. So hold onto the ground you have achieved (keep the customers you already have) and refocus some resources on the next target.

How are you targeting your market(s)?

 

Steve Koenig, SCORE Counselor

Visit us at: www.scoresouthflorida.net

 

 

 

Counselor or Mentor

 

SCORE South Palm Beach uses the term “Counselor” to define the people who work with clients. Some other SCORE chapters use the term “Mentor”. So what is the difference? Some Councilors or Mentors define themselves as “Certified” what does this mean?

The American Counseling Association conference delegates in 2010 agreed that “Counseling” is a professional relationship that empowers diverse individuals to accomplish goals. I was surprised that there was an American Counseling Association, but interested that they found it necessary to define the term. The Oxford Dictionaries defines a “Counselor” as a person trained to give guidance. That seems simple to understand.

Wikipedia defines “Mentoring” as a process that always involves communication and is relationship based. But goes on to state that the precise definition is elusive. The Oxford School of Coaching & Mentoring says “Mentoring” is to support and encourage people to manage their own learning so they may maximize their potential.

The Association of American Medical Colleges found it necessary to define the difference and added “Advising” to the mix: “Advising” they say is informational and exploratory, setting goals, evaluating obstacles and providing guidance; “Mentoring” is an ongoing relationship defined by extensive support and encouragement; “Counseling”, they say, is the most complex and involved form of helping by trained professionals to overcome problems that interfere with success.

Bottom line, call them what ever you wish, all SCORE Counselors and Mentors provide valuable assistance in running a business. Remember these are people who are experienced leaders of industry. The South Palm Beach Chapter exerts substantial energy in training.

ALL SCORE Counselors and Mentors are “Certified” by the national organization after passing a test to insure understanding of the principals.

 

Steve Koenig, SCORE Counselor, Mentor and Certified as well

visit us at: www.scoresouthflorida.net