Would the first experience working with Professionals like Stan Rees of the US Commerce Department been successful if we hadn't follow up all the referrals Stan gave us from the UK Embassy? The answer is NO.
What follow up did our company do after we received the name of Roy Chamberlain and two other interested companies?
1. We contacted Roy and the other two companies the same day we received the contact information by fax. Now we do this contact by email.
2. We sent Roy all the supportive information he requested.
3. We called Roy on the phone and developed a friendship.
4. Keith Martin made an appointment with all three companies.
5. A fast decision was made after Keith visited all three companies and after he met with Roy Chamberlain and Karen Diggle. Chamberlain Doors was to be Martin's Distributor.
6. Because Roy and Karen knew that Chamberlain Doors had been selected to be the UK Distributor for Martin Doors, Keith, Roy and Karen wrote up a first order for review when Keith returned.
7. Upon arriving home the first order for $20,000 was finalized (later orders were sometimes over $100,000).
8. The first door order was shipped and their shipping position was tracked and reported to Roy.
9. A month after the first shipment arrived, Keith returned to the UK to answer product and installation questions and to train the "Fitters" of the doors.
10. When Keith returned to the US, there were regular phone calls and visit made to answer questions and give support. New training and marketing materials were sent,
11. Happy Birthday phone calls or emails were sent.
12. Keith and his staff offered to directly call any homeowner who had a question about their Martin Door. It was enjoyable hearing these homeowners receive the phone call, tell those in the room, "Quiet, I have a call from America," and work with us to answer any questions or concerns they may have.
13. Every phone call was followed by a second phone call to Chamberlain Doors, telling them the results of the conversation.
14. A strong bond between Chamberlain Doors and Martin Doors was further created by the continual support of Chamberlain Doors as Martin's Exclusive Distributor in the UK during good and bad economic times that affected the purchase amount.
15. There is no end to a happy story like this, because Roy Chamberlain, Karen Diggle, and others at Chamberlain Doors are person friends, who's friendship exceed working together as companies.
Sunday, March 27, 2011
Wednesday, March 16, 2011
#1a Key: Obtain Guidance from Government International Professionals
Who are government professionals? Government Professionals are Federal, State, and Local, tax-paid international professions. They are paid for their expertise because of their intrinsic value to the US "Trade Balance" when US Exports increase. Because of their intrinsic value, they are paid whether or not their services are used by taxpaying companies and individuals , who can utilize their help to export products or services outside the USA.
My first experience with these professionals was upon my first business trip to the Middle East and Europe, where I had shown samples of my product and received positive responses. Since I had taught International Marketing at the University of Utah, I knew the list of government professionals I could use. I started with Stan Rees, Assistant Director of the International Trade Administration of the Department of Commerce in Salt Lake City. Stan and I decided to do what was known as an, "Agent/Distributor Search." For a small fee of a few hundred dollars, Stan sent 20 promotion packets to the US Embassy in the UK. Their trade specialist contacted companies in my industry, gave them one of the 20 packets, and asked if they would like to be contacted by Martin Door Manufacturing in Salt Lake City, Utah. After the trade specialist visited interested companies, her or she wrote a brief review of their impression of the company and its potential as a Distributor. There were three companies interested in being our Distributor. I called the buyers the companies on the phone, answered their questions, planned a visited, and visited the three companies. One company stood out from the others. It was owned by a visionary entrepreneur named Roy Chamberlain. At then end of our first meeting, he made his first order and has since purchased millions of dollars of doors from me until I until I retired 21 years later. The few hundred dollar investment made a huge return of our "Tax Dollars" and business expenditure.
My first experience with these professionals was upon my first business trip to the Middle East and Europe, where I had shown samples of my product and received positive responses. Since I had taught International Marketing at the University of Utah, I knew the list of government professionals I could use. I started with Stan Rees, Assistant Director of the International Trade Administration of the Department of Commerce in Salt Lake City. Stan and I decided to do what was known as an, "Agent/Distributor Search." For a small fee of a few hundred dollars, Stan sent 20 promotion packets to the US Embassy in the UK. Their trade specialist contacted companies in my industry, gave them one of the 20 packets, and asked if they would like to be contacted by Martin Door Manufacturing in Salt Lake City, Utah. After the trade specialist visited interested companies, her or she wrote a brief review of their impression of the company and its potential as a Distributor. There were three companies interested in being our Distributor. I called the buyers the companies on the phone, answered their questions, planned a visited, and visited the three companies. One company stood out from the others. It was owned by a visionary entrepreneur named Roy Chamberlain. At then end of our first meeting, he made his first order and has since purchased millions of dollars of doors from me until I until I retired 21 years later. The few hundred dollar investment made a huge return of our "Tax Dollars" and business expenditure.
Tuesday, March 15, 2011
The U of U Middle East Center on Current Events
Monday, March 14, 2011
Morocco an Example to North Africa
Ms. Rubin joins others in emphasizing the difference between Morocco's King, who focuses on the citizens of his country, verses Libya's Dictator, who focuses on the deaths of his citizens. This difference isn't new, but part of Morocco's heritage.
Two choices in the Middle East: Libya and Morocco
Two choices in the Middle East: Libya and Morocco
"You’d be hard pressed to find a greater contrast last week in the Middle East than Libya and Morocco. While the bloodbath continued in Libya, Morocco was a completely different story. Libyans were fighting for their lives; Moroccans were listening to an unusual speech:
Morocco’s King Mohammed VI promised sweeping constitutional reforms, including real powers for a popularly elected prime minister instead of a royal appointee, as well as a free judiciary."
Sunday, March 13, 2011
10 Keys to Successful International Sales, International Marking, and International Exporting
Note: These 10 keys helped Martin Doors establish Dealers in over 40 Countries and install garage doors on homes in over 90 countries.
1. Obtain guidance from government, education, organization, and individual international professionals.
Who are government professionals? Government Professionals are Federal, State, and Local, tax-paid international professions. They are paid for their expertise because of their intrinsic value to the US "Trade Balance" when US Exports increase. Because of their intrinsic value, they are paid whether or not their services are used by taxpaying companies and individuals , who can utilize their help to export products or services outside the USA.
My first experience with these professionals was upon my first business trip to the Middle East and Europe, where I had shown samples of my product and received positive responses. Since I had taught International Marketing at the University of Utah, I knew the list of government professionals I could use. I started with Stan Rees, Assistant Director of the International Trade Administration of the Department of Commerce in Salt Lake City. Stan and I decided to do what was known as an, "Agent/Distributor Search." For a small fee of a few hundred dollars, Stan sent 20 promotion packets to the US Embassy in the UK. Their trade specialist contacted companies in my industry, gave them one of the 20 packets, and asked if they would like to be contacted by Martin Door Manufacturing in Salt Lake City, Utah. After the trade specialist visited interested companies, her or she wrote a brief review of their impression of the company and its potential as a Distributor. There were three companies interested in being our Distributor. I called the buyers the companies on the phone, answered their questions, planned a visited, and visited the three companies. One company stood out from the others. It was owned by a visionary entrepreneur named Roy Chamberlain. At then end of our first meeting, he made his first order and has since purchased millions of dollars of doors from me until I until I retired 21 years later. The few hundred dollar investment made a huge return of our "Tax Dollars" and business expenditure.
Would the first experience working with Professionals like Stan Rees of the US Commerce Department been successful if we hadn't follow up all the referrals Stan gave us from the UK Embassy? The answer is NO.
What follow up did our company do after we received the name of Roy Chamberlain and two other interested companies?
1. We contacted Roy and the other two companies the same day we received the contact information by fax. Now we do this contact by email.
2. We sent Roy all the supportive information he requested.
3. We called Roy on the phone and developed a friendship.
4. Keith Martin made an appointment with all three companies.
5. A fast decision was made after Keith visited all three companies and after he met with Roy Chamberlain and Karen Diggle. Chamberlain Doors was to be Martin's Distributor.
6. Because Roy and Karen knew that Chamberlain Doors had been selected to be the UK Distributor for Martin Doors, Keith, Roy and Karen wrote up a first order for review when Keith returned.
7. Upon arriving home the first order for $20,000 was finalized (later orders were sometimes over $100,000).
8. The first door order was shipped and their shipping position was tracked and reported to Roy.
9. A month after the first shipment arrived, Keith returned to the UK to answer product and installation questions and to train the "Fitters" of the doors.
10. When Keith returned to the US, there were regular phone calls and visit made to answer questions and give support. New training and marketing materials were sent,
11. Happy Birthday phone calls or emails were sent.
12. Keith and his staff offered to directly call any homeowner who had a question about their Martin Door. It was enjoyable hearing these homeowners receive the phone call, tell those in the room, "Quiet, I have a call from America," and work with us to answer any questions or concerns they may have.
13. Every phone call was followed by a second phone call to Chamberlain Doors, telling them the results of the conversation.
14. A strong bond between Chamberlain Doors and Martin Doors was further created by the continual support of Chamberlain Doors as Martin's Exclusive Distributor in the UK during good and bad economic times that affected the purchase amount.
15. There is no end to a happy story like this, because Roy Chamberlain, Karen Diggle, and others at Chamberlain Doors are person friends, who's friendship exceed working together as companies.
After establishing a contact plan, the dealers can be grouped into a "Distant" or "Close" international dealers. A distant international dealer is a company outside the USA that has only made one or two small purchases. A close international dealer is a company outside the USA that has made a "significant purchase" for small-sized items or technological information and/or makes "contain-load" purchases for large-sized items. The LCL (Less-Than-Container) dealers can me placed in the "significant" or "container-load" dealer classifications. These two classifications determine if the dealer receives a visit or regular phone calls. The minimum for international success are phone calls, coupled with emails, promotion materials, training materials, etc..
My first experience with these professionals was upon my first business trip to the Middle East and Europe, where I had shown samples of my product and received positive responses. Since I had taught International Marketing at the University of Utah, I knew the list of government professionals I could use. I started with Stan Rees, Assistant Director of the International Trade Administration of the Department of Commerce in Salt Lake City. Stan and I decided to do what was known as an, "Agent/Distributor Search." For a small fee of a few hundred dollars, Stan sent 20 promotion packets to the US Embassy in the UK. Their trade specialist contacted companies in my industry, gave them one of the 20 packets, and asked if they would like to be contacted by Martin Door Manufacturing in Salt Lake City, Utah. After the trade specialist visited interested companies, her or she wrote a brief review of their impression of the company and its potential as a Distributor. There were three companies interested in being our Distributor. I called the buyers the companies on the phone, answered their questions, planned a visited, and visited the three companies. One company stood out from the others. It was owned by a visionary entrepreneur named Roy Chamberlain. At then end of our first meeting, he made his first order and has since purchased millions of dollars of doors from me until I until I retired 21 years later. The few hundred dollar investment made a huge return of our "Tax Dollars" and business expenditure.
Would the first experience working with Professionals like Stan Rees of the US Commerce Department been successful if we hadn't follow up all the referrals Stan gave us from the UK Embassy? The answer is NO.
What follow up did our company do after we received the name of Roy Chamberlain and two other interested companies?
1. We contacted Roy and the other two companies the same day we received the contact information by fax. Now we do this contact by email.
2. We sent Roy all the supportive information he requested.
3. We called Roy on the phone and developed a friendship.
4. Keith Martin made an appointment with all three companies.
5. A fast decision was made after Keith visited all three companies and after he met with Roy Chamberlain and Karen Diggle. Chamberlain Doors was to be Martin's Distributor.
6. Because Roy and Karen knew that Chamberlain Doors had been selected to be the UK Distributor for Martin Doors, Keith, Roy and Karen wrote up a first order for review when Keith returned.
7. Upon arriving home the first order for $20,000 was finalized (later orders were sometimes over $100,000).
8. The first door order was shipped and their shipping position was tracked and reported to Roy.
9. A month after the first shipment arrived, Keith returned to the UK to answer product and installation questions and to train the "Fitters" of the doors.
10. When Keith returned to the US, there were regular phone calls and visit made to answer questions and give support. New training and marketing materials were sent,
11. Happy Birthday phone calls or emails were sent.
12. Keith and his staff offered to directly call any homeowner who had a question about their Martin Door. It was enjoyable hearing these homeowners receive the phone call, tell those in the room, "Quiet, I have a call from America," and work with us to answer any questions or concerns they may have.
13. Every phone call was followed by a second phone call to Chamberlain Doors, telling them the results of the conversation.
14. A strong bond between Chamberlain Doors and Martin Doors was further created by the continual support of Chamberlain Doors as Martin's Exclusive Distributor in the UK during good and bad economic times that affected the purchase amount.
15. There is no end to a happy story like this, because Roy Chamberlain, Karen Diggle, and others at Chamberlain Doors are person friends, who's friendship exceed working together as companies.
After establishing a contact plan, the dealers can be grouped into a "Distant" or "Close" international dealers. A distant international dealer is a company outside the USA that has only made one or two small purchases. A close international dealer is a company outside the USA that has made a "significant purchase" for small-sized items or technological information and/or makes "contain-load" purchases for large-sized items. The LCL (Less-Than-Container) dealers can me placed in the "significant" or "container-load" dealer classifications. These two classifications determine if the dealer receives a visit or regular phone calls. The minimum for international success are phone calls, coupled with emails, promotion materials, training materials, etc..
2. Commit to success when other markets are shrinking or growing.
3. Select Distributors with great care, because they are the face of your company in their country.
4. Be profitable while growing. International business isn't a non-profit organization.
5. Devote equal attention to the International Markets as you do the Domestic Markets.
6. Modify products and instructions to match specific needs are a selected International Market and evaluate ways to uses these modifications in the Domestic Market.
7. Printed materials should have British and Metric Measurements.
8. Vary Marketing and Sales Techniques to learn the best for each selected International Market.
9. Be acquainted with local language(s) and gestures.
10. Give the "World's Finest Service."
Friday, March 11, 2011
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