Grow Your Global Markets

A Handbook for Successful Market Entry

Authors: Hopkins, Raymond

  • Teaches exporting and foreign market entry alternatives in a “simplified” approach
  • Shows you how to discover your exportable products, emerging services, target market selection, and the ropes of selecting foreign representation
  • Explains the transaction tools you need to ensure that you get paid in the international marketplace
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Buy this book

eBook $29.99
price for USA (gross)
  • ISBN 978-1-4842-3114-2
  • Digitally watermarked, DRM-free
  • Included format: PDF, EPUB
  • ebooks can be used on all reading devices
  • Immediate eBook download after purchase
Softcover $37.99
price for USA
  • ISBN 978-1-4842-3113-5
  • Free shipping for individuals worldwide
  • Usually dispatched within 3 to 5 business days.
About this book

Use this comprehensive primer to simplify exporting, discover exportable products and services, and determine and select the best target market entry alternative while ensuring that you get paid. US small- to medium-size business owners (SMEs with less than 500 employees) interested in entering foreign markets will learn how to overcome the most significant challenges and barriers to entering foreign markets.

Firms operate in a worldwide economy responsible today for 40 million US trade-dependent jobs and approximately six million US factory jobs—roughly half of all manufacturing employment, whether or not they have any interest in global business activities. In the face of globalization, small businesses must evaluate their strengths, weaknesses, opportunities, and threats and then develop strategies that effectively respond to the globalized business environment in which they operate. If your firm is growth-oriented—and what business is not?—you should grow global markets as an important strategic option allowing you to:

  • Reach new customers/markets with little or no competition
  • Reduce dependence on a limited number of major customers
  • Even out business cycle-related demand fluctuations
  • Extend the life of niche products to new markets
  • Develop a global network of contacts and partners that improves their offerings to established customers

What You’ll Learn

  • Determine your role in global markets
  • Identify target markets and find customers
  • Negotiate around the world
  • Complete the transaction and understand international trade procedures and regulations
  • Understand the keys to global market growth
  • Follow sample forms and sales proposals

Who This Book Is For

US small- to medium-sized business owners

About the authors

Raymond Hopkins is an award-winning business development/contracts manager and exporting consultant leading project management teams to acquire, manage, and close international sales contracts for products and services at home to the US Government and abroad—Southeast Asia (Japan, South Korea), South America (Colombia), and Europe (United Kingdom and Denmark). He is well-versed in US government federal acquisition regulations and defense federal acquisition regulation supplement, and export control. He is experienced in partnering with business and staff leadership alike. Raymond prepared, priced, negotiated, acquired, and managed complex commercial, international, and US government sales contracts (scopes of work, pricing, specifications, terms, and conditions, etc.), manufacturing licenses, distributor/representative agreements, leases, and more.  

Doctor and Business Development/Contracts Management Executive, Raymond A. Hopkins, DBA, is the author of several articles in refereed marketing/international marketing journals. Working in the fields of international procurement and contract administration, he has purchased aircraft parts and structures from South Korea and Japan, and negotiated the execution and administration of contracts for the sale of aircraft, upgrades, structures and parts to the US government and customers in Southeast Asia (Japan, South Korea), South America (Colombia) and Europe (Denmark, United Kingdom).

Ray began his career in sales with US Steel Corporation, moving into subcontract management with Fluor Engineers Inc., procuring petrochemical plant control systems for CF Braun Co., purchasing and contract manufacturing for US Borax & Chemical Corporation. For Hughes Helicopters Inc. (later McDonnell Douglas Helicopter Co.), he initially procured military aircraft components and light helicopter fuselages ($6.5 million annually) from South Korea and other aircraft components from Japan.

Ray is a graduate of California State University at Fullerton with a BA in political science, of California State University at Los Angeles with an M.S. in public administration, and of Nova Southeastern University with a Doctorate in Business Administration. He has completed additional graduate work in law, international business, and US government contracts. He was awarded the 2010 Emerald Literati Network Outstanding Paper Award, and has delivered graduate and undergraduate college courses in marketing and international business. In his spare time, he enjoys teaching marketing and international business as MBA adjunct faculty.

Ray was born in Chicago, Illinois and raised in a family of four boys and one girl. He lives with his wife, Madeleine, in Chandler, Arizona.


Table of contents (16 chapters)

  • Growth in Global Markets

    Hopkins, Raymond A.

    Pages 5-11

  • Determining Your Role in Global Markets

    Hopkins, Raymond A.

    Pages 13-31

  • Look at Global Marketing

    Hopkins, Raymond A.

    Pages 35-52

  • Researching Global Markets

    Hopkins, Raymond A.

    Pages 53-65

  • Making Contacts and Finding Customers

    Hopkins, Raymond A.

    Pages 67-74

Buy this book

eBook $29.99
price for USA (gross)
  • ISBN 978-1-4842-3114-2
  • Digitally watermarked, DRM-free
  • Included format: PDF, EPUB
  • ebooks can be used on all reading devices
  • Immediate eBook download after purchase
Softcover $37.99
price for USA
  • ISBN 978-1-4842-3113-5
  • Free shipping for individuals worldwide
  • Usually dispatched within 3 to 5 business days.
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Bibliographic Information

Bibliographic Information
Book Title
Grow Your Global Markets
Book Subtitle
A Handbook for Successful Market Entry
Authors
Copyright
2017
Publisher
Apress
Copyright Holder
Raymond A. Hopkins
eBook ISBN
978-1-4842-3114-2
DOI
10.1007/978-1-4842-3114-2
Softcover ISBN
978-1-4842-3113-5
Edition Number
1
Number of Pages
XVI, 282
Number of Illustrations and Tables
8 b/w illustrations, 8 illustrations in colour
Topics