1. Welcome to class of Introduction to Emerging Markets by Dr. Satyendra Singh University of Winnipeg Canada

2. Characteristics of EM GNI per capita per year < $10,000 High birth rate Undeveloped infra structure Several languages/dialects Close family ties Less women in workforce Cultural issues Half the world’s population accounts for 25 percent of the EM today

3. Common Traits of Big EM Physically large Significant populations Represent markets for a wide range of products Strong rate/potential of/for growth Undertaken programs of economic reform Major political importance within their regions Regional economic drivers Engender neighbouring markets as they grow

4. Research shows that If Per capita income/ year > $5000 –people become more brand conscious –forgo many local brands to seek out foreign brands they recognize At $10,000 –they join those with higher incomes elsewhere who are exposed to the same global information sources. They join the “$10,000 Club” of consumers with homogeneous demands who share a common knowledge of products and brands. Then, they become global consumers

5. EM is important Because Advances in technology, Increase in world travel, and Trend toward globalization –Means, more market

6. Definitions of EM ING and Morgan Stanley (EM and developed) –Per capita income < $10000 –Unstable and irresponsible macroeconomic policies –Insufficient shares on the stock exchange WTO (developed and developing) –Self selection criteria –Out of 149, 50 are designated as least developed UN and World Bank (EM and developed) –Based on score on Human Development Index Life expectancy Adult literacy rate and educational attainment GDP (better than GNI; it excludes foreign remittances)

7. Marketing Strategies for EMs… Need 2 strategies –Urban  Global strategy is applicable Consumers prefer global brands to local brand Global brand equates to quality and prestige Communicates sophistication and modernity Admire HIG lifestyle and the products that symbolize that Large cities have advanced distribution channels HIG customers are less price sensitive Serves as social distinction Firms do not need to be based in developed countries Concept of 3 rd world countries multinationals –E.g. Nando’s fast food from Africa  now in +30 countries Over engineered brands unlikely to be successful in EM

8. Marketing Strategies for EMs Bottom of the pyramid strategy –LIG  radically different Low price/value focused segment  Tata Nano –Less features, toothbrush with no angles (i.e new design is needed) No need to focus western markets in the beginning Satisfy needs of the mass markets –Mahindra and Mahindra tractors, India –Ranbaxy pharmaceuticals, India –Orascom telecom, Egypt –Embraer aerospece, Brazil These firms have learned to make a profit at prices unheard of the developed countries  due to mass marketing at low $

9. Strategy implementation in EMs Leadership  more involved –Socioeconomic Low formal education and high unemployment –Culture Highly embedded and hierarchical, risk avoidance Organizational structure –More centralized and formalized is appropriate –Small team, and group reward, collective society Intraorganizational relations –Social and relational identities Rank, status, self esteem, well being > relations Top managers available physically for guidance Learning

10. Five myths about EM! EM are technology backwaters –I.e. Use outdated technologies; may not be true in case of cell phones EM consumers won’t pay premium for brands –Brands affect preferences EM cannot afford technology purchases –May not true in case of BRIC countries Tech. from mature markets will succeed in EM –Develop new product with relevant feature –Nokia phone in India  flashlight, individual call tracking for shared use of phones, multiple address book EM consumers focus on products, not services