TCK Group and CBEX-Global have combined their skills to
help Vietnamese exporters in this difficult time.
‘Winning Strategies to Develop and Manage Sales in the USA’
Delivered by Peter Sidman - President of CBEX-Global will fly direct from USA
The event will be held in Ho Chi Minh City during September 2009.
DO YOU NEED HELP TO EXPORT YOUR PRODUCTS TO THE USA?
The current global economic crisis is providing many challenges to almost
every country. Every sector, in most countries has been affected. Export
markets have shrunk because consumers have reduced their spending.
Vietnam is not alone and Vietnamese exporters are competing with every other
exporter in every other country which exports to the USA. You don’t need to be
told that times are tough.
Every cloud has a silver lining. Although consumers have cut back on
spending, they are still buying. There is a market for the right product at the
right price.
Even if you and your company are struggling on a day-to-day basis, it is
important to take the time to ask the following questions:
• Do you have the connections to penetrate the US market?
• Do you know what US consumers want to buy?
• What you know about buyer decisions, distribution channels and
market readiness in the U.S.?
• Do you have a sales program (sales sheets, promotional program,
pricing structure for U.S. distribution, sales team, etc.) for the United
States
• Who is going to build and manage future sales for your company?
Karl Derek John, Chairman of TCK Group has spent 40 years in Asia and lived
in Vietnam for the past 7 years (he has a 14 year association with Vietnam, his
first visit was in 1994). He understands how to do business in Vietnam and
outside of Vietnam.
Peter Sidman, President of CBEX-Global has spent 19 years connecting
global manufacturers to U.S. buyers. He is a highly experienced sales and
marketing executive who has experience in a variety of highly competitive
industries, cutting-edge markets and fast-paced environments. He has
personal relationships with U.S. buyers in distribution and is prepared to bring
your products to those buyers if you are U.S. export ready.
To register, please contact Ms Hien on 0912766792 or Ms Minh on (844) 3718
5680. Seating is limited to 100 participants. The afternoon has been reserved
for 5 exclusive, one-on-one private sessions for qualified participants.
The workshop will be delivered by Peter Sidman, President of CBEX-Global
BẠN CÓ CẦN GIÚP ĐỠ ĐỂ XUẤT KHẨU SẢN PHẨM CỦA MÌNH SANG
THỊ TRƯỜNG MỸ HAY KHÔNG?
Cuộc khủng hoảng kinh tế toàn cầu hiện nay đang mang đến nhiều thách thức
cho hầu hết các quốc gia. Mọi lĩnh vực ở tất cả các nước đều bị ảnh hưởng. Thị
trường xuất khẩu đã bị chùn lại do người tiêu dùng cắt giảm việc chi tiêu của
họ.
Việt Nam cũng không ngoại lệ và các nhà xuất khẩu Việt Nam đang phải cạnh
tranh với các nhà xuất khẩu khác ở mỗi nước khác cũng xuất khẩu sang Mỹ.
Quý vị không cần phải được nói mới biết rằng thời điểm này là rất khó khăn.
Trong cái rủi vẫn có cái may. Mặc dù người tiêu thụ đã cắt giảm chi tiêu nhưng
họ vẫn mua. Vẫn có thị trường cho đúng sản phẩm với đúng mức giá của nó.
Thậm chí nếu quý vị và công ty của mình đang phải đấu tranh từng ngày một thì
điều quan trọng là dành thời gian lại cho các câu hỏi sau:
• Quý vị có các mối quan hệ để thâm nhập thị trường Mỹ hay không?
• Quý vị có biết người tiêu dùng Mỹ muốn mua gì không?
• Quý vị biết gì về quyết định của người mua, các kênh phân phối và sự
sẵn sàng của thị trường tại Mỹ?
• Quý vị có một chương trình bán hàng cho thị trường Mỹ hay không?
(bản mô tả đặc tính sản phẩm, chương trình khuyến mại, cơ cấu làm
giá cho nhà phân phối Mỹ, đội ngũ bán hàng,...)
• Ai sẽ là người xây dựng và quản lý việc kinh doanh trong tương lai cho
công ty của quý vị?
Karl Derek John, Chủ tịch của TCK Group đã có 40 năm sống ở Châu Á và đã
sinh sống ở Việt Nam suốt 7 năm qua (ông đã có 14 năm liên quan đến Việt
Nam, lần đầu tiên ông đến Việt Nam là vào năm 1994). Ông hiểu rất rõ việc
làm thế nào để kinh doanh tại Việt Nam cũng như ở nước ngoài.
Peter Sidman, Chủ tịch của CBEX-Global đã dành 19 năm để kết nối các nhà
sản xuất toàn cầu với những người mua tại Mỹ. Ông là một nhà quản lý
marketing và bán hàng rất nhiều kinh nghiệm trong các ngành công nghiệp có
tính cạnh tranh cao, các thị trường trong lúc lao đao và trong các môi trường
tiến triển nhanh. Ông có các mối quan hệ cá nhân với những người nhập khẩu
tại Mỹ để phân phối hàng và ông sẵn sàng đưa sản phẩm của quý vị đến với
những nhà nhập khẩu đó nếu như quý vị đã sẵn sàng xuất khẩu sang Mỹ.
Để đăng ký, xin hãy liên hệ với Ms Hiền theo số điện thoại 0912766792; hoặc
Ms Minh theo số (844) 3718 5680. Chỗ ngồi giới hạn cho 100 đại biểu. Buổi
chiều được dành riêng cho 5 nhà xuất khẩu đủ điều kiện, họp riêng từng người
một.
The Chairman of TCK Group and the President of CBEX-Global, were recently
interviewed by Dau Tu, Vietnam's leading business publication in the
Vietnamese language. That interview is below.
Ways to expand market share in the US.
Vietnamese exporters still have many opportunities to expand sales in the US,
even with the current decline of American customers’ demands.
This is the affirmation of many US commercial experts. The decisive point at
the moment for Vietnamese suppliers, to consolidate their position in the US,
is to ensure product quality and punctual delivery to meet market demands.
In a talk with Dau Tu reporter, Mr. Peter Sidman - President of CBEX Global
headquartered in the US, explained that the economic crisis has influenced
the customers’ mentality. They tend to save more, cut down on shopping and
visits to retail centers.
Following the US Commercial Department data, USA retail revenues in
December 2008 fell 2.7% compared to November and kept its reduction rate
for the continuous 6 months. The price of imported products into US market
also decreased 4.2% in December, after its sharp fall of 7% in November.
According to economic specialists, the reduction in spending by American
customers’ has been the most important factor leading to the current
economic downfall, since their spending accounts for two-thirds of total
economic activities.
However, a great number of consultants affirm that there are still a lot of
potential for Vietnamese exports to the US, specifically those products of high
added value.
Sympathizing with this comment, Mr. Karl Derek John, Chairman of TCK Group
in Hanoi emphasized that several Vietnamese processed products of high
added value are favoured in America, for example the Highland Coffee brand.
“These kinds of product from Vietnam are processed and packed with high
quality, thus, have entered many retail centers in the US. The question is why
Vietnam does not produce such added value commodities for other important
exports as rice, seafood, or fine arts”, Mr. Karl said.
This consulting expert affirmed that Vietnamese enterprises could not
compete by cheap price in the US, especially with competitors from China who
also have advantages in low-cost labour force. “The way to help Vietnamese
enterprises win in this fierce competition is not by cheap price, but by quality
and trust”, Mr. Karl insisted.
He explained that “Punctual delivery is one of the prerequisite factors for
suppliers to maintain the customer. This factor is always right and becomes
more crucial in a crisis period. Since, just one more day to queue at port or to
store in warehouse would increase more costs for enterprises”.
A weak point of Vietnamese enterprises is poor understanding of the American
market, as well as American business and consuming culture. Once
overcoming this weakness, Vietnamese exporters will see many opportunities
in the US.
Consulting experts showed that to achieve this, Vietnamese exporters should
study carefully each market opportunity and analyse whether that market
segment is suitable with their supply capability. Then, they have to prove their
abilities to prestige partners through product quality and on-time delivery time.
They need to be able to access those American distributors.
One way for Vietnamese exporting enterprises to access quickly and surely to
American distributors is working with a consulting firm for export and selling in
the US. With their understandings of the American market and consumers,
local consulting firms will have an advantage which will help exporters with
market research and assessment, selling products, as well as develop
effective marketing programs.
In order to help Vietnamese exporters with more understanding about the US
market, and how to promote their export activities in this market, CBEX Global
and TCK Group will cooperate with several authorized agencies of Vietnam to
organize a workshop on development strategy and sales management in the
US on May 22nd, 2009 in Hanoi. The workshop will include exporting
consultants of USA and Vietnam, as well as many Vietnamese exporters.
For more information about the workshop, please complete the form below
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©Copyright TCK Group Ltd.
All rights reserved.
Ha Noi office :
No. 4, Lane 34,
Au Co Street, Tay Ho District,
Hanoi.
Tel: (844) 37185680
Fax: (844) 38293465
Mobile: (84) 913059902
Email: karl.john@tckgroup.org
All rights reserved.
Ha Noi office :
No. 4, Lane 34,
Au Co Street, Tay Ho District,
Hanoi.
Tel: (844) 37185680
Fax: (844) 38293465
Mobile: (84) 913059902
Email: karl.john@tckgroup.org
HCMC office:
33 An Phu Street, An Binh,
An Phu, District 2
Ho Chi Minh City
Tel: (848) 38783001
Fax: (848) 37444729
Mobile: (84) 984459599
Email:nigel.sharman@tckgroup.org
33 An Phu Street, An Binh,
An Phu, District 2
Ho Chi Minh City
Tel: (848) 38783001
Fax: (848) 37444729
Mobile: (84) 984459599
Email:nigel.sharman@tckgroup.org
