1. Who is Professor Detroyer?
Education

2. Who is Professor Detroyer?
Business
Entrepreneurship
Site Based Media , Inc
Allendale Pharmaceuticals, Inc
Global Commerce Education, Inc

3. Who is Professor Detroyer?

4. Improving the Outcome of Cross-Border Deals
Global Commerce Education, Inc.

5. Understanding the American Marketplace?
Global Commerce Education, Inc.

6. Understanding America!
Global Commerce Education, Inc.

7. Improving the outcome of cross-border deals
The Markets
Legal
Political
Economic
Social & Cultural
Manageable
There are many aspects of business that need to be mastered.
By and large there is some awareness of the need to understand the first 4, or at least get help with them. These are manageable.
However, social and Cultural is an entirely different challenge.
Global Commerce Education, Inc.

8. Let’s talk about scale! Global Commerce Education, Inc.
Everything in the U.S. is BIG!
Global Commerce Education, Inc.

9. Let’s talk about scale Helsinki to Oulu 600 km Flight 1h Drive 6h23
Global Commerce Education, Inc.

10. Now let’s really talk about scale!!
And we don’t even have Hawaii and Alaska on the map.
Global Commerce Education, Inc.

11. 55,000,000 people! Let’s talk about scale Washington to Boston 700 km
Flight 1h25/Drive 7h30
20% of the U.S. GDP
17% of the pop
Less than 2% of its land area
55,000,000 people!
Global Commerce Education, Inc.

12. The U.S. is not a monolith! Global Commerce Education, Inc.
Within the US there are many different “countries”. The regions have different values, beliefs, histories, attitudes to life, and business practices
Global Commerce Education, Inc.

13. The U.S. is not a monolith! Global Commerce Education, Inc.
Within the US there are many different “countries”. The regions have different values, beliefs, histories, attitudes to life, and business practices
Global Commerce Education, Inc.

14. The U.S. is not a monolith! Global Commerce Education, Inc.
Within the US there are many different “countries”. The regions have different values, beliefs, histories, attitudes to life, and business practices
Global Commerce Education, Inc.

15. The U.S. is not a monolith!

16. The U.S. is not a monolith!
Global Commerce Education, Inc.

17. The Flags of America
Global Commerce Education, Inc.

18. Global Commerce Education, Inc.

19. Improving the Outcome of Cross-Border Deals
IT IS ALL ABOUT CREATING RELATIONSHIPS AND TRUST!!!!!
Global Commerce Education, Inc.

20. Oh, the Trust Issue
Global Commerce Education, Inc.

21. Finland Does a Bit Better!
Global Commerce Education, Inc.

22. Improving the Outcome of Cross-Border Deals
Global Commerce Education, Inc.

23. You must give it time
Global Commerce Education, Inc.

24. Different attitude
How much would you invest to generate annual $100,000 of profit contribution?
$300,000 to $500,000
What is your breakeven time table for a cross-border deal?
Immediate to 1-year
A little exercise to show the difference in mindset and expectations
Global Commerce Education, Inc.

25. A Few Tips
It is important to take the long-term view. It is unusual for a return on investment to emerge within the first year
Build appropriate timescales into your projections
Understand your market
Understand your customer
Understand the culture
Both customers and partners in international markets tend to put an essential value on relationships, just like at home.
Global Commerce Education, Inc.

26. Dedicated personnel
“…it is very true that without a true commitment they are sure to fail.  Taking a company international requires buy-in from senior management, DEDICATED staff and resources before even contemplating such a big move. We have found companies that don’t do that simply fail.”
Regina Gordin Regional Director - Eastern Region Export-Import Bank of the United States
Global Commerce Education, Inc.

27. Dedicated personnel
After the failure of its international expansion in Germany, China and South Korea, and difficulties in the UK and Japan, Mike Duke (CEO) said that Walmart had learned from past mistakes…
More sensitivity to local issues
Understanding of global needs and Importance of differences in cultures
New President for International Markets with the aim to “spot in advance” national differences
Walmart International operates more than 6,400 retail units (55%) in 26 countries outside the U.S.
Walmart International net sales exceeded $136 billion (29%).
In 2014, Wal-Mart named its first non-American CEO.
Global Commerce Education, Inc.

28. Improving the outcome of cross-border deals
FIRST, know yourself! SECOND, be open to understanding the other guy/gal!
You can’t learn another culture in a week, a month, or even a year. It’s a matter of mindset. Knowing one’s own culture and how we are perceived by people from other cultures is a good beginning. The most important thing to have is openness to others and curiosity.
Global Commerce Education, Inc.

29. Improving the Outcome of Cross-Border Deals
IT IS ALL ABOUT CREATING RELATIONSHIPS AND TRUST!!!!!
Global Commerce Education, Inc.

30. Improving the Outcome of Cross-Border Deals
Global Commerce Education, Inc.

31. BTW, America is Sports Crazy
Global Commerce Education, Inc.

32. Global Commerce Education, Inc.
In any country, in any language.
Global Commerce Education, Inc.

33. Drop the ball

34. “Hit it Out of the Park!”