Growing Your Business in Emerging Markets Promise and Perils

Subjects:

• Business » International Business
• Business » Marketing, Advertising, Sales

Reviews:

• [A] comprehensive outline for creating markets in emerging countries. Caslione and Thomas, seasoned executives in the field of global marketing and distribution, utilize their considerable experience and expertise effectively in producing a well-organized and practical guide to dealing with the opportunities, complexities, and risks involved in selling to and distributing in emerging markets. The authors place emerging markets within a much broader context, Global Manifest Destiny, or the ultimate economic integration of the entire world. They provide numerous examples to demonstrate that the movement towards Global Manifest Destiny is progressing and that it is most evident in emerging markets. The authors indicate that recent economic growth has been greatest in emerging markets and that continued rapid growth is foreseen in these markets. Thus, perceptive and aggressive managers are attempting take advantage of that upward trend by establishing footholds for their companies in emerging markets, despite considerable risks. This volume is written from a marketing perspective, with particular emphasis on selecting effective distributors in target markets. Illustrations; chapter notes; appendix containing an extensive list of local sources of information on emerging markets. Upper-division undergraduate through professional collections.
  —February 2001 Issue

• Endorsement From Terry Clontz
  President and CEO
  Starhub Pte Ltd
  Singapore: It's hard to imagine a more timely book, a more thoroughly researched practical guide, or a better authority than Caslione & Thomas on the subject of developing and executing global supplier and distribution strategies, particularly for executives who plan to profitably penetrate emerging markets.
• Endorsement From Robert A. Wallace
  President and CEO
  BakeMark, Inc.
  Chicago, IL: The future of our business...of any business...is directly related to the ability to secure long term strategic alliances with the right customers in the right markets. Caslione's & Thomas' book is essential to any executive with a mandate to achieve success in the new world of strategic global supplier and distribution alliances. As a client, I can attest that the formula works.
• Endorsement From J. Russell Chapman
  Senior Vice President
  R.J. Reynolds International B.V.
  Geneva, Switzerland: Having struggled to build market share on four continents, I only wish I had met Caslione and Thomas sooner. They have shown me time and time again, on the street and in real time, how a well thought out sales and distribution strategy can create a powerful competitive advantage on the unlevel playing fields of emerging markets. If you want to win big on the last frontier, this book is nothing short of required reading. Bottom line, it works.
• Endorsement From Carlo Ranucci
  President and CEO
  Mobile Plastics Europe
  Luxembourg: An excellent foundation of very insightful and practical strategies to create successful global and strategic supplier distribution strategies. This is the most comprehensive and thoroughly researched guide to anyone that does or needs to develop global business activities.

Table of Contents:

• Preface
• List of Illustrations
• Foreword
• Global Manifest Destiny
• The Promise of Emerging Markets
• Perils: The Inherent Realities of Emerging Markets
• Seizing the Advantage: Defining Your Company's Role in Emerging Markets
• The Local Presence: Selecting and Recruiting Emerging Market Distributors
• Maximizing Your Assets, Minimizing Your Risk: Training, Communicating with, and Controlling Your Emerging Market Distributors
• Bound Relationships: The Distributor Agreement
• The Final Imperative: Forging Global Manifest Destiny
• Emerging Market Resource Guide
• Index