…..The Future for Association of 3D Printing?
As the Association of 3D printing evolves, Decker believes that the organization–as well as 3D printing itself–defies geographical boundaries. Through innovative resources as well as unique networking capabilities, this organization continues to grow and become the dominant voice in the 3D printing community.
“U.S. countries selling in foreign countries is a personal goal of mine, and we have a great vehicle to do it,” Decker said.
What’s In Store For The Future?
With a personal bias created by 30 years of international market entry, Decker said that he believes the industry he works in defies geographical boundaries.
With global aspirations in mind, the Association of 3D Printing will partake in various co-sponsored conferences around the world and continue to market its brand. Just by visiting this organization’s website and listening to free podcasts, the Association of 3D Printing will rise to greater prominence not only in the 3D printing community, but also in the business world.
For more information please visit www.associationof3dprinting.com.
Welcome to the Site!
Notes From A May Speaking Event
How to Enter Cultures; international and otherwise
Participants should leave the session knowing:
– The largest stumbling block when working in different corporations.
– The 10 questions each person should be asking when confronted with any new culture.
– Common mistakes made in interacting with different cultures.
What we will cover:
– Interactive exercise that is revealing, interactive and fun; “Who am I?”
How we size up a new situation
– Defining culture; visible and invisible
Strategies and tactics for cross generational and international work
– A primer for global cultures
International Business defined with 3 drawings
Task Specific vs. Relationship Specific
Short Term vs. Long Term
Individual vs. Collective (think of Bush vs. Saddam)
How to fire employees in Womza
What is profit?
Chinese Balance Sheet
10 Questions To Ask Yourself!
This is how we do it our way. What is is their way
What is public, what is private?
How do you know when you are in?
Do they respect my authority?
What assumptions might be underlying their actions?
Have I heard this correctly?
Does the other person understand what I have asked them to do?
Who does my “employee” work for?
Is there more than what I am seeing?
How can I “bridge?”
Email me: Bill@billdecker.com
For more on the 3D Printing Industry, check out the 3D Printing Trade Association
We have many firms engaging in international business that say they are in the shoe business, the oil business, the call center business, the dress business.My contention is that they are also in show business.
Take the case of a dress designer selling dresses in overseas markets. That’s an easy leap to see that the firm is in show business. After all, dresses are demonstrated in fashion shows, trunk shows and the like.
But what about a luggage company selling its luggage in Asia? They are also in show business. This involves much more than demonstrating luggage, it involves selling the Americanism or the Western-ism of your product. There is a certain prestige for firms to be involved with overseas partners and the same holds true for Asian firms.
Let’s take the case of an oil company wishing to enter China. While fracking is an interesting issue in the United States, the Chinese have embraced it. Something is interesting though. As much as the press whines on and on about the horrors of fracking, one thing is clear and backed by evidence: Americans know how to frack safely and the Chinese don’t.This gives American oil companies a great thing to sell in China; their know-how. While a U.S. oil company may not sell a drop of oil in China, it can certainly be in the “show me” business and teach the Chinese how to do it effectively and safety.
Another great example of show business is the beer and wine industry. In wine tastings, tasters spit out the wine so their pallets don’t get numb. It’s safe to say that very few can have a sophisticated pallet after drinking a few glasses of wine. So why is there brand and style loyalty? It has to do with the show business aspect of wine; how it is priced, poured, tasted and by whom.
All of these lessons point to an important point. Firms are in “show” business, “show me” business and lastly, “show up” business.
Whenever a U.S. company tells me that Asians can’t sell their product or Europeans are lazy my questions are: “How often do you go there? How well does your European partner know you?”
Since overseas business is done by relationship, it makes sense to continuously work on those relationships. Too many American CEOs have thought that “beating up their distributors” would actually help sales.
And when a U.S. firm says something like: “we are leaving all of the marketing to the Koreans,” one must ask why they aren’t helping the Koreans? If it’s fun to have an American partner and part of the sale is the American exoticness of the offering, then by not having an ongoing, continued visiting presence will deprive the Koreans of their motivators. It’s also a bit of a slap in the face to the Koreans.
For the Korean company (whom you may have abdicated marketing functions to) it would be a perk to come over to the United States and see our nature, meet our people and taste our culture.
In sticking to the example, a good Korean distributor (and you don’t want a bad one) has clients, and demand already in his pocket. Because of that he can sell a great many products, so why will he sell yours?
If you remember “show” business, “show me” business and “show up” business you will win. Otherwise, you could be a “no show.”
All of my articles can be found in my International Business Book
And feel free to tune into my free business podcast
Global Business Advice – What Happens When Firms Fail To Translate Documents in International Sales?
Here is an International Business Video about the failure of translation and how it effects international negotiations.
It ain’t gonna be easy
I have trouble understanding why Americans think that selling to a foreign country is easy. Many times they feel they can go to Asia, open a briefcase and start selling. This myth exists on the buying side of the equation as well. The streets are littered with entrepreneurs who feel they can just go get their product made in China even though they know nothing about China and may not understand production techniques and country/cultural variables either. If it was easy to buy and sell overseas, everyone would do it. American firms fail 82% in global business dealings.
It ain’t gonna be cheap
Everything about doing business overseas costs money. Sales, marketing, product enhancements, travel and a team of knowledgable executives all cost money. There are many government agencies that offer their services for free (or near free). But those agencies (even if they don’t collect a dime from you) don’t negotiate, educate, stimulate demand, collect your receivables and deliver product for you. All of those services (plus the ones you will have to add) have a price tag…and it usually isn’t a mysterious commission. When firms are under funded and look to expand globally, they probably ain’t gonna succeed.