1. INTERNATIONAL MARKETING MANAGEMENT INTERNATIONAL MARKET ENTRY PROJECT
PART I
SPRING 2003 1

2. PART I: ASSESSING INTERNATIONAL OPPORTUNITIES
1. SELECT A PRODUCT/SERVICE
2. IDENTIFY SCREENING CRITERIA
A. Preliminary Screening Criteria for
Country Elimination
B. Evaluation Criteria for Country Rating
1. General Country Indicators
2. Product Market Indicators
3. Competition/Infrastructure
3. SELECT COUNTRY/COUNTRIES TO ENTER 2

3. SCREENING PROCEDURE STAGE 1 PRELIMINARY SCREENING
minimum population size
GNP per capita
other (climate, product ownership)
COUNTRY INDICATORS
political stability
urbanization
economic growth
trade restrictions
PRODUCT MARKET INDICATORS
product sales and growth
sales of substitute products
sales of competing products
indicators of target segment
COMPETITION/INFRASTRUCTURE
presence/strength of competition
mass-communications
distribution channels
STAGE 1
STAGE 2
STAGE 3
STAGE 4 3

4. INTERNATIONAL SCREENING METHODOLOGY
SOHO SCOTCH:
INTERNATIONAL SCREENING METHODOLOGY
Preliminary Screening: Countries Reviewed: 132; Countries Passed: 15
1. Population >8 million people
2. GNP Per Capita >$3,500
3. Urbanization >60%
General Country Indicators: Countries Reviewed: 15; Countries Passed: 10
1. Political Stability Stable for at least 4 years
2. Economic Stability Stable for at least 4 years
3. Predicted Inflation <6% (4-year period)
4. Percentage of Population
Between Years of Age >35%
5. Religious Restrictions None 4

5. INTERNATIONAL SCREENING METHODOLOGY
SOHO SCOTCH:
INTERNATIONAL SCREENING METHODOLOGY
Product Market Indicators: Countries Reviewed: 10; Countries Passed: 2
1. Per Capita of Consumption of Spirits >4
2. Import Restrictions None
3. Per Capita Consumption of
Non-alcoholic Beverages >$150
4. Presence of Dewar’s No
Infrastructure: Countries Reviewed: 2; Countries Passed: 1
1. Advertising & Promotional Expenditure >$200
2. Trends in Advertising Expenditure >20%
3. Advertising Restrictions None 5

6. GREENAGE HEMP ECOLLECTION: INTERNATIONAL SCREENING CRITERIA
A. Preliminary Screening Criteria
1. GNP Per Capita >$3,000
2. Population >5,000,000
3. GNP Annual Growth >1.0%
4. Urban Population >50%
B. General Country Indicators
1. Political Stability >A-
2. Predicted GDP Growth/
Year (95-99) >1.5%
3. Predicted Inflation Growth/
Year (95-99) <4% 6

7. GREENAGE HEMP ECOLLECTION: INTERNATIONAL SCREENING CRITERIA
C. Product Market Indicators
1. Environmental Party Having Seats in Government >Yes
2. Level of Fiber Recycling (paper) >30%
3. Consumer Expenditures on Clothing (US $ mn) >2000
4. Per Capita Spending on Clothing (US $) >450
5. % of Years Old Segment >60%
6. % of Years Old Segment >14%
7. Level of Textile Imports >$2000mn
D. Infrastructure
1. Trends in Freight Transport: Rail and Road and Sea in Million Tones Kilometer
2. Advertising Expenditure Per Medium in % of Total Expenditure 7