UCLA Internationl Marketing 5 20-09

International Marketing Global Trading

What is Non-Cash Trading? ,[object Object],[object Object],[object Object],[object Object]

The Market ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Examples of Large Corporate Non-Cash Trades ,[object Object],[object Object],[object Object],[object Object],[object Object]

Facilitation vs. Finalization “ In today's B2B environment, buyers and sellers meet online, but frequently go offline to complete the transaction.” eONE Global: Payments DNA White Paper 80% of the Process 20% of the Value Aggregation Value Exchange Cycle Final payment, settlement & collection occurs offline EXIT Communication Negotiation Transaction 20% of the Process 80% of the Value Payment Settlement Collection

Reasons companies trade instead of using cash In countries with weak or fluctuating currencies – trade may be the best way to acquire needed goods and services ALL Conserve cash ALL New distribution channel Airlines, Hotels, Broadband, Media, Energy, Services Sell irrecoverable/perishable inventory Manufacturing, Warehousing Fill idle capacity Manufacturing/Finished Goods Move unsold inventory INDUSTRIES REASON

Which Type of Companies Trade? ,[object Object],[object Object]

Anatomy of a Simple Trade Tracking & Reporting Tracking & Reporting Sales Procurement Sales Procurement CFO IBM $40 Million of Computers CFO Olympics $40 Million of Sponsorship Ads Phone Fax Email

Which distribution channel would you choose? ,[object Object],[object Object],Retail $10MM of computers (100% of current value) Wholesale $5MM (50% of value) International $2MM (20% of value) Liquidation $1MM (10% of value) Trade for $10MM of Volkswagens (100% of current value) OR Trading offers an alternative distribution channel at higher value and conserves cash

Types of Corporate Trade ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],The Process 1 to 1 $5MM computers for energy Direct Trade

Types of Corporate Trade ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],The Process 1 to Many $20MM computers for Multiple Items Multiple-Direct Trades

Types of Corporate Trade ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],* Energy company is faced with Multi-Direct Trading situations (with goods/services that he did not produce, but now owns) The Process Multi-Party Trade Energy Company only needs $10MM of computers- thus take $30MM of product and trades for other goods

Value Proposition ,[object Object],[object Object],[object Object],[object Object],ELT=V

How does trading affect International Marketing? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Technique for Marketing Yourself ,[object Object],[object Object],[object Object]

“ Tornado Technique” ,[object Object],[object Object],[object Object],[object Object],[object Object]

“ Tornado Technique” ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Questions? ,[object Object],[object Object]

UCLA Internationl Marketing 5 20-09

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