1. Top 3 Tips for International Marketing Success Laura Sonderup, Managing Director Hispanidad February 28, 2013

2. Tip #1 – Recognize Your Barriers Cultural barriers – Symbolism and humor doesn’t “travel” well. Values also tend to differ between cultures. – In the U.S., “The early bird gets the worm” while in China, “The first bird in the flock gets shot down.” Language barriers – Generic language category (e.g., Portuguese) vs. specific version spoken in the region (e.g., Brazilian Portuguese).

4. Tip #2 — Understand the Consumer’s Value Orientation Cognitive styles – How does the target audience organize and process information? Negotiation strategies – Deal-focused vs. relationship-focused cultures Value systems – What does the consumer accept as evidence?

5. Cultural Communication Styles

10. Tip #3 — Corporate Clarity Growing global demands for corporate transparency – Organizations must be more ethical in their business operations, while assuming greater social responsibility. Several companies have learned this lesson the hard way: – Nike - alleged sweatshops in Indonesia – Nestlé - marketing baby formula in Africa

11. Tip #3 — Corporate Clarity (cont.) To avoid errors and ensure maximum effectiveness, consider the following: – Gather as much information as possible on the country/market that you are targeting and the people who live there – Places of origin, income, gender, age, religion – Advertising regulations – Learn about people’s relationship to the product or service Have they used this product or service? Are they familiar with the brand?

12. And finally… While breaking the rules may be the best solution, find out what the rules are first! – Being aware of, and sensitive to, regional customs and preferences doesn’t mean mimicking them. Leverage subtle visual cultural and ethnic identity cues: – Values – Symbols – Traditions Track your results and responses. – Listen to the feedback you are getting from your audience; tweak the message and run it again.

13. Contact Information Laura Sonderup 303.239.5235 Lsonderup@heinrich.com