essential guide to starting a regional office abroad
TRANSCRIPT
Essential Guide to Starting a Regional Office Abroad
Thinking Export?
Good! You’re on the right track
* Get you closer to your customers
* Get you closer to your customers
* Give you direct access to end-user data
* Get you closer to your customers
* Give you direct access to end-user data
* Increase your marketing and prospecting activities
* Get you closer to your customers
* Give you direct access to end-user data
* Increase your marketing and prospecting activities
* Make it easier to close opportunities
* Get you closer to your customers
* Give you direct access to end-user data
* Increase your marketing and prospecting activities
* Make it easier to close opportunities
* GROW YOUR SALES!
But before marching ahead be sure to understand YOUR WHY?
More Sales! but HOW?
What pieces are essential for SUCCESS?
Will the sales strategy be the same as back home?
Who are the key players?Sales? Support? Admin?
What about FUNCTION?
Ask yourself, WHAT TYPE OF REGIONAL OFFICE DO I NEED?
Is it a locally incorporated subsidiary, a registered branch, or an outsourced sales and support office?
WHAT IS BEST FOR YOU, AND HOW WILL THIS OUTPOST OPERATE?
LOCATION,
LOCATION, LOCATION…
LOCATION, LOCATION…
LOCATION!
Ask yourself…
WHERE IS OUR HIGHEST DENSITY OF CUSTOMERS? Then ask… WHERE IS OUR LOWEST?
Where will you find the right staff that match your needs?
Will there be benefits to certain locations based on travel and language?
And don’t forget about regulatory compliance and employment law!
T
E
A
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Ask yourself…
WHAT SKILLSETS ARE NEEDED?
Make a list of the ‘essentials’ and the
‘nice to haves’. Now ask yourself…
“HOW MANY PEOPLE DO WE NEED?”
Maybe a TEAM is not the first step?
Can you start off with one person?
Possibly…
IF IT IS THE RIGHT PERSON!
More again onHIRING…
Understands local culture, language and business processes
May have contacts that can help streamline operations
“NEW HIRE” vs “EXPERIENCE”
Technical competence and understanding of your business
Offers a higher-level of trust and piece-of-mind on day one
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WILL THERE BE A LOCAL BANK ACCOUNT?
IF YES, WHAT BUSINESS AREAS WILL THIS ACCOUNT BE RESPONSIBLE FOR?
WHO CAN INFLUENCE BRINGING MONEY IN? AND, GETTING MONEY OUT (EXPENSES)?
And let’s not forgetTRAINING & MENTORING…
Ask yourself…
HOW DO I HANDLE TRAINING AT HOME? What has proven to be effective?
HOW CAN I REPLICATE THIS ACROSS BORDERS? Training at HQ? Send staff overseas? Video and web-based conference tools?
HOW CAN COMMUNICATION STAY CONSTANT?Training doesn’t stop… how will you communicate on a regular basis and play a mentorship role?
Most importantly…
HOW WILL YOU TRACK, ASSESS AND MANAGESTAFF TO DELIVER RESULTS?
Having a closer relationship with your customers in other geographical regions will help your business grow.
Building an operation abroad is challenging, but don’t be discouraged. Plan carefully to optimize your chances of success!
At Red Box Direct we believe that you are on the right track.
Consider the Red Box Direct model as a low risk - low cost way to obtain your own office presence in foreign markets.
Red Box Direct operations are located in Europe, Asia and North America.
Learn more at www.redboxdirect.com
Red Box Direct Llc396 University Ave.Westwood, MA 02090USA
Red Box Direct LtdHilton House, 3 Ardee RoadRathmines, Dublin 6Ireland
Red Box Direct Asia Ltd Unit C, 10/F, Charmhill Centre 50 Hillwood Road, TsimshatsuiKowloon, Hong Kong
Founders, Rory Geoghegan and Michiel Helmes, each have over 25 years experience in the technology sector.
Rory Geoghegan has extensive business development and sales management experience.
Michiel Helmes started his career as a Research Scientist and then progressed into commercial product development and sales.
CUSTOMERSRed Box Direct manages the local divisions for a number of clients including…