Growing Your Business in Emerging Markets: Promise and Perils

(Hardback)

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Description

The future success of many companies in the United States and Europe is becoming more dependent on effectively developing and expanding markets in new emerging and partially developed countries. Few companies, however, know how to do it well, if at all. Their success rate is low, while the cost of failure remains high. Caslione and Thomas provide insights, knowledge, special tools, and the experience that will show executives how to take hold of these challenges. Through case studies of companies in a wide cross-section of industries, the authors highlight the processes necessary to develop successful market entry, sales, and distribution strategies for their companies in emerging markets around the world. Global business strategy can no longer be focused on only one country or region; the risks are too great. Only when a truly global company develops a holistic and global perspective and implements proven strategies can the success in the new global economy be achieved.

Reviews

"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."-Carlo Ranucci President and CEO Mobile Plastics Europe Luxembourg
"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."-J. Russell Chapman Senior Vice President R.J. Reynolds International B.V. Geneva, Switzerland
"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."-Terry Clontz President and CEO Starhub Pte Ltd Singapore
"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."-Robert A. Wallace President and CEO BakeMark, Inc. Chicago, IL
[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
"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
"[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

Author Bio

ANDREW R. THOMAS is the Managing Director of Erhart Enterprises, S.A., a worldwide distributor of consumer and industrial products. He has served on the faculties of the University of Toledo, La Universidad de Guayaquil in Ecuador, and the University of Akron.