Workshops on Doing Business in America
	Marketing, Sales and Executive Recruitment

Key marketing and distribution options for non-US companies in the USA Making your marketing wish list - each participant will create his/her own list The 7 key categories of marketing information needed by exporters to the USA Important secondary information sources What you can expect to find from secondary sources What you can not expect to find from secondary sources

Primary Market Research for non-US Companies in the USA

The great value of primary research The big fish system Using questionnaires Types of respondents whom should be interviewed Industry expert, competitor, distributor, rep, end user interviews Concept Testing Research techniques Case study

Working with Journalists as a Tool in Collecting US Business Intelligence

Why journalists can help Types of journalists that may have information Finding names and contact information of journalists that can help Hiring journalists for pay Gaining cooperation from public relations agents Case study

Practical Methods for Penetrating the US Market

This workshop is dedicated to reviewing 3 key methods of selling in the US market:

1) Opening your own US Office and the recruitment of a US marketing manager

2) Recruiting a Marketing Partner

3) Setting up a Master Rep organization

Advantages of a US Sales Office Disadvantages of having a US Sales Office Key Issues to consider before opening a US Office Costs of opening a US office

Recruiting a US Marketing Manager

Recruitment resources - who can do the search? Defining the ideal candidate Creating a job description and candidate profile Where to find candidates Why there are over 900 Internet job recruitment sites in the US Legal considerations - what not to ask during interviews Telephone interviews Face to face interviews Skepticism of US managers about non-US companies Background checks Compensation and benefits

Working with Reps (Independent Manufacturers' Agents)

Defining reps Pros and Cons of reps Finding Reps Recruiting reps - looking for a perfect match Why most reps will not want to work with you even if you have unique product or technology How many reps are needed? Key issues to include in a contract with reps Supporting reps Changes in rep attitudes toward foreign companies over the last 2 years

Setting Up a Master Rep Organization

What's a Master rep? Who does what: Structures of a master rep arrangement The need for a logistics office Advantages and disadvantages of a master rep Challenges in managing a master rep organization

Finding and Recruiting a US Marketing Partner

Defining your marketing partner search strategy Creating the information package Sources for developing the list of targets The fax and e-mail myth Opening doors with the US companies Cultural clashes between Israeli and American business people Preparing for a marketing road show The question of exclusivity 15 questions to ask before signing a US distribution agreement Key issues that should be in your strategic partnership agreement

Competitive Intelligence in the USA
for non-American Companies

This workshop is dedicated to training managers on methods of finding
information on their US competitors.

Types of competitive intelligence information that exporters need What's allowed and what is illegal - the Economic Espionage Act Finding information on your US competitors from the US Government - The Freedom of Information Act Internet Sources Net Disease Online Data Bases Traditional information sources Creative Information Sources The 4 key factors that will impact your ability to find competitive information The big fish system Case studies

Participants will receive an electronic US business intelligence document
with hundreds of links to information sources


In Addition:

As part of the seminars, handouts will be given which include:

	A marketing intelligence "wish list" which outlines the 7 categories of US business information required by exporters and specific data exporters may wish to seek (given out in the research seminar).
	Copies of articles published by the author in US and European business publications relevant to the above topics.
	Articles written by other marketing experts from US business publications.

Practical examples from exporters are used throughout all presentations.
In addition, formal case studies can also be presented if time allows.

Amcon can also design a workshop or presentation on US marketing, sales development or executive recruitment to meet your needs.
Contact us at: info@amconmarketing.com for details.