Transcript 100921 Manaus export seminar

Manaus: Export to Asia seminar
Insight interAsia
21 Setembro 2010
Asia’s Technology Market Experts . Experience . On The Ground . In Real Time . Throughout Asia
About Me
• Lived in Asia for 20 years
– Korea, Singapore, Hong Kong, Malaysia,
Taiwan, China, Japan
– Primarily in high-tech sales and operations
– Started sales offices and local companies
• Education
– BS Engineering (Tulane)
– MBA Corporate Finance & MoT (UNM)
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About Insight interAsia
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Founded in 2006
Pan-Asia, full coverage
Focus on small, high-tech clients
HQ in Singapore
Representative offices:
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Japan: Yokohama
Korea: Suwon
Taiwan: Hsinchu
Regular contractors:
• China, India, Malaysia, Thailand, Australia
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Services
• Agency
– Fundamental sales & marketing
• Consultancy
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Market penetration strategy
Asian operations audits
IP search
Due diligence
Funding from Asian sources
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Activities
• “Hit-the-bricks” traditional sales work
– Quick response to client requests
– On-site demonstrations
• Local marketing and feedback
• Information gathering and filtering
• Attend conferences/symposia
– Present technical results
• Arrange principals’ visit itineraries
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Technologies
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Semiconductor
MEMS & nano
PV
Cleantech
Automotive
Biopharma
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Business Models
1. Retainer
– Example: US$2,000/month
• Includes 16 hours/month
• Actual economy-class expenses reimbursed
2. Commission based
– Percent of sales
3. Hybrid
– Lower retainer + lower commission
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Why Manaus?
• FUCAPI course lecturer
• Met many interesting people
– See interesting opportunities here
• Competitive labor rates
• “Exotic” product marketing possibilities
• Good Tech is our local agent & partner
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Asia
• “Asia” is not one big homogeneous market
• Japan, Korea, Taiwan (East Asia)
• China (+ Hong Kong & Macau), Mongolia
• Singapore, Malaysia, Thailand, Indonesia, Brunei
• Vietnam, Laos, Cambodia
• India, Pakistan, Sri Lanka, Bangladesh, Nepal
• Australia, New Zealand
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Importing into Asian countries
• Generally not complicated nor costly
• Singapore and Hong Kong easiest
• Customers (end users) will help import
– Must find customers first
– Use “what if?” scenario
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2 Scenarios
• 1. Lower cost market entry
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Resources & raw materials
• 2. Unique product market entry
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Consumer products, foodstuff, technology
Higher prices, requires more marketing
Viral marketing and word-of-mouth
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China
• Population: 1,327,000,000
• GDP growing steadily
– Now #2 economy in the world
• Needs resources, food, consumer products
• Needs CleanTech solutions
Insight interAsia Pte Ltd
インサイト・インターアジア
인사이트 인터아시아
贏在亞洲股份有限公司
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India
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Population: 1,157,000,000 (and growing)
Needs resources, food, consumer products
Needs CleanTech solutions, water
Relatively simpler shipping from Brasil
About 20% halal
English more prevalent than China
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East Asia
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Protective of their agricultural sectors
Advanced technology centers
Willing to pay higher prices
Wants unique products
– Ginger, ginseng, medicinal herbs?
• Relatively easy importation rules
• Relatively strong currencies
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ASEAN
• Indonesia, Malaysia, Singapore, Thailand, Philippines
• Vietnam, Myanmar, Brunei, Cambodia, Laos
• 600,000,000 people
• GDP: US$ 1,500,000,000,000
• Growing and reaching out to the world
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Conclusions
• Amazonas has much to offer
• Remember: Asia is many markets
• Think about your product or service
– Which market makes the most sense?
• Pick one to get started and try for 2 years
– When you have small success, start #2
• Look for a local partner you can trust
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Thank you
Contact us at location most convenient for you:
インサイト・インターアジア日本
Headquarters:
Japan: +81 50 5539 8442
Insight interAsia Pte Ltd
Marine Parade Post Office #628
Singapore 914405
인사이트 인터아시아 한국 담당
Korea: +82 11 415 0403
Tel: +65 9824-4225
Fax: +65 3125-7245
Email: [email protected]
贏在亞洲股份有限公司
Taiwan:
+886 926413964
Australia: +61 2 6100 4225
Brasil: +55 21 3717 4225
EU/UK: +44 20 3287 8442
USA Austin: +1 512 553 0442
USA Detroit: +1 248 961 4383
URL: www.insightinterasia.com
Skype: insight.interasia
Twitter: iiasingapore
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