int'l bldr show presentation - going global
TRANSCRIPT
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GOING GLOBALHow do US firms take advantage of overseas opportunities
Speakers:
Chip Pierson, AIAPrincipalDAHLIN GROUP ARCHITECTURE PLANNING - Pleasanton, CA
Dmitry SemenovPrincipalADDFORCE ConsultingSacramento, CA and Moscow
International Builders Show Friday, January 23, 2009
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’ THIS MORNING S AGENDA
• Getting into fore ign markets
• Working in fore ign markets
•Q&A
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WHY AND WHY NOT GO GLOBAL?
•What do US firms have to offer?
•Diversification
•What is competition like?
•The “U.S.” Premium
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?DO THEYWANT YOU TO COME
• Perception of US Firms
• The Dollar Factor
• Local Architec ts
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GETTING YOUR FOOT IN THE DOOR
• Getting Invited
• Inviting Yours e lf
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MAKING YOUR FIRST IMPRESSION
•Res pect
•Res earch
•Language
•Culture
• Reas onable Propos als
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NEGOTIATIONS
• They will happen
• Dis count expectation
• Balanced dis counting policy
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Bus ines s•Business culture•Contracts•Payments•Professional Business Culture
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Bus ines s• Business culture
Things to learn about
•Foodo Variety
•Dresso Casual in Chinao Suits in M.E.o Designer Suits in Russia
•Timeo Clients late but not youo Immediate availability
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Bus ines s•Business Culture
•Trade shows as an important vehicle for client contact•Cityscape - worldwide
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Bus ines s•Contracts•Payments
Issues:
•Bid by tenders•Contracts that are miles long•Bilingual contracts•Fixed fee vs. hourly rate•Secrecy Undertakings•Payments delayed due to currency controls•Local taxes•Reporting requirements
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Bus ines s
SECRECY UNDERTAKINGS
3.0 l/We hereby acknowledge that damages alone would not be an adequate remedy for ---------- in respect of the breach of any of the provisions of this Undertaking and accordingly, without prejudice to any and all rights ----------may have, ----------shall be entitled by order of a competent court, without proof of special damage, to the remedies of injunction, attachment, specific performance and other relief for any threatened or actual breach of this Undertaking.
4.0 l/We hereby agree to hold and keep ----------indemnified from and against any and all liability, losses, damages, costs, expenses (including legal fees, court fees and professional fees), suits and claims to the extent which ----------may suffer or incur as a result of any breach of this Undertaking by us, which indemnity shall be enforceable by order of a court of competent jurisdiction.
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Bus ines s•Professional Business Culture
•US firms with a US culture, some say sought after, others not•Training for staff•Language issues – China/Russia vs. Middle East/India •Translators
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THEY ARE JUST LIKE US
“And when you get to their home, you see pillows, rugs, and robes… ”
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CULTURE AND LANGUAGE
Which language is which?
Arabic Roman Group
English Russian
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BRIDGING THE CULTURALGAP
•Cultural mediation–Language gap–Culture gap–Expectation gap–Don’t leave home
without it!
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CLIENT EDUCATION
• Innovation• Picture is worth a thousand words• Project tours are priceless• Mentoring / strategic advisory role
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Entitlement•Land Planning•Environmental Issues•Traffic•Infrastructure or Civil Engineering
Concept Reality
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Entitlement•Land Planning
All sites are the same – whether sandy
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Entitlement•Land Planning
… or snowy…
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Entitlement•Land Planning
… or wet!You always visit the sites
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Entitlement•Environmental Issues
Issues:
•Wetlands•Removal of communities and businesses•Surrounding “bad” environments•Redevelopment of industrial land
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Entitlement•Environmental Issues
Issues:
•Wetlands•Removal of communities and businesses•Surrounding “bad” environments•Redevelopment of industrial land
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Entitlement•Traffic
Issues:
•Worse in other countries
•Dubai•China•Russia
•Roundabouts•Street widths
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: EXAMPLE SMART GROWTH IN RUSSIA
Mass transit and pedestrian connectivity
Traffic and parking
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Entitlement•Infrastructure or Civil Engineering
•Underground services quite different•Street widths vary from country to country•Transformers in Dubai require a 6m x 6m space in your master plan•No underground transformers in UAE•Everything has a setback in Russia
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Des ign•Architectural Design•Construction Detailing•Structural/M/E/P•Landscape Design and Construction
Luxe Hills Community Club and Sales Center
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Des ign•Architectural Design
Luxe Hills Homes, Chengdu, China
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Des ign•Architectural Design
Rose Garden, Shanghai, China
Design opportunities from extraordinarily traditional styles
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Des ign•Architectural Design
Design opportunities to uniquely contemporary
Forest Hills, Beijing, China
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Des ign•Architectural Design
Master planned communities with a variety of product types
Peach Valley, Hangzhou, China
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Des ign•Architectural Design
Master planned communities with a variety of product types
Konstantinovo, Moscow, Russia
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Des ign•Architectural Design
Townhomes and stacked townhomes
New opportunities in higher density building types
San Ramon Condominiums at Luxe Hills, Chengdu, China
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Des ign•Architectural Design
New opportunities in higher density building types
High-rise residential apartments
Jinshan Town Center, Guangzhou, China
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Des ign•Architectural Design
Luxe Hills Golf Club Chengdu, China
Great opportunities for public facilities
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Des ign•Architectural DesignFloor plans
must be designed to be culturally significant to your local buyers
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Des ign•Architectural DesignFloor plans
must be designed to be culturally significant to your local buyers
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Des ign•Construction Detailing
Incredible use of fine materials
Great craftsmanship
Must have correctly drawn details
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Des ign•Construction Detailing
Incredible use of fine materials
Great craftsmanship
Must have correctly drawn details
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Des ign•Construction Detailing
Incredible use of fine materials
Great craftsmanship
Must have correctly drawn details
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Cons truction Drawings
•Who does them
•Things to consider
•Look out for changes
•Review
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Des ign•Structural/M/E/P
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Des ign•Landscape Design and Construction
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Des ign•Landscape Design and Construction
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?WHEN CAN WE START BUILDING
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Cons truction•Construction Materials & Methodology
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WHERE IT STARTS
Construction•Construction Materials & Methodology
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FOUNDATIONS
Construction•Construction Materials & Methodology
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STRUCTURAL CONCRETE FRAME
Construction•Construction Materials & Methodology
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BRICK INFILL WITH PLASTER
Construction•Construction Materials & Methodology
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CONCRETE ROOFS
Construction•Construction Materials & Methodology
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Construction•Construction Materials & Methodology
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Construction•Construction Materials & Methodology
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Construction•Construction Materials & Methodology
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ROOFING MATERIALS
Construction•Construction Materials & Methodology
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WOOD ACCENT DETAILS
Construction•Construction Materials & Methodology
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WINDOW DETAILS
Construction•Construction Materials & Methodology
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FINISHED DETAILS
Construction•Construction Materials & Methodology
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FINISHED DETAILS
Construction•Construction Materials & Methodology
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FINISHED DETAILS
Construction•Construction Materials & Methodology
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FINISHED DETAILS
Construction•Construction Materials & Methodology
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FINISHED DETAILS
Construction•Construction Materials & Methodology
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FINISHED DETAILS
Construction•Construction Materials & Methodology
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Sales•Sales Offices and Model Homes
Most new communities are gated
The entrance to the community is always larger than life
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SalesHow do they sell?
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?WHAT DO THEY SELL
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?WHAT DO THEY SELL
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Sales•Sales Offices and Model Homes
The sales center is often the future community building
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Sales•Sales Offices and Model Homes
The sales center is often the office of the developer or the onsite staff
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Sales•Sales Offices and Model Homes
Always make a statement
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Sales•Sales Offices and Model Homes
Interior design styles may be for local tastes
Naperville Stacked Townhomes at Luxe Hills, Chengdu, China
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Sales•Sales Offices and Model Homes
Very contemporaryCustom Home, Chengdu, China
Naperville Stacked Townhomes at Luxe Hills, Chengdu, China
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Sales•Sales Offices and Model Homes
Very traditional
Rose Garden, Shanghai, China
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Sales•Overseas Sales Concepts
Control and qualify the visitor
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Sales•Overseas Sales Concepts
A big model in the sales center
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Sales•Overseas Sales Concepts
Welcome them with booties at every model home
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Sales•Overseas Sales Concepts
Announcement presentations at local hotels
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Sales•Overseas Sales Concepts
Announcement presentations at local hotels
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Sales•Overseas Sales Concepts
Announcement presentations at local hotels
Indoor fireworks
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Sales•Overseas Sales Concepts
Announcement presentations at local hotels
And the Solid Gold Dancers (Acrobats)
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Sales•Overseas Sales Concepts
Use well attended conferences on real estate for sales leads
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Sales•Overseas Sales Concepts
Use well attended conferences on real estate for sales leads
BIG MODELS
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Sales•Overseas Sales Concepts
Use well attended conferences on real estate for sales leads
BIG MODELS
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( )Pers onnel and Pers onal•Overseas Offices•Traveling US StaffYour office
should say something about the quality of your work
However, clients overseas rarely come to your office
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( )Pers onnel and Pers onal•Overseas Offices•Traveling US Staff
You keep it nice for your US staff… until they become comfortable, like in China
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( )Pers onnel and Pers onal•Overseas Offices•Traveling US StaffYour staff likes
the same things we do.
Residential project tour in Beijing with staff
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( )Pers onnel and Pers onal•Overseas Offices•Traveling US StaffLots of new
people to remember
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( )Pers onnel and Pers onal•Overseas Offices•Traveling US Staff
If you are travelling from US to overseas offices, plan to fly a lot.
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QUESTIONS AND ANSWERS