us market entry presentation for companies interested to sell in the usa

Entering the U.S. Market American Business

Development

© 2015 Turwitt, Nielen & Associates, P.A. http://www.tunias.com Tel. +1-904-217-0496

Turwitt, Nielen & Associates, P.A. has successfully introduced various foreign companies and their products into the U.S. market. We work with manufacturers, global trading companies, distributors, and other organizations, helping them develop and implement a winning U.S. market entry strategy to increase sales and grow their business in North America. For companies headquartered outside of the United States, wanting to enter the U.S. market is an important part of any business strategy. The U.S. market is large, but not homogenous, and the rewards of a successful U.S. presence can be extremely gratifying.

Commercial success in the U.S. relies on four main factors: the right product, a comprehensive market entry strategy, market adaptation, and a strong distribution & sales network. Many companies fail in their attempt to enter the U.S. market because one or several factors were overlooked or underestimated. In most cases, these companies fail because of their lack of a clear market entry plan and lack of experience in the U.S. market.

Our network of executives, experts and specialists provides clients with critical North American business know-how and expertise that has been learned over decades of successful practice. The majority of our experts provide their time, talent and energy to help companies in establishing the most effective market entry strategy. This allows our clients to leverage top talent, utilize unique skills and expertise, while focusing on their main tasks.

TN&A provides strategic business assessment services, with a customized U.S. market entry plan. That includes the development and implementation of a sound product strategy, pricing, discount structures, and tailored marketing programs that maximize customer exposure, and sales channel business models that maximize revenue. Through a network of associates located in various U.S. States and NAFTA markets, TN&A is in the positon to quickly develop and to implement a successful market entry, and our firm helps clients focus resources on regional markets with the highest potential, and on market penetration activities that promise excellent returns.

U.S. Market Entry Business Development

& Project Support

Leading Provider of Counsel and practical Implementation Support for International Business Development,

Global Trade, Enterprise & Economic Development, Manufacturing Relocation, Outsourcing,

and World-Wide Cross-Border Project Management

Why it is important to carefullyprepare a U.S. Market Entry

Why you should consider to retain professional counsel and assistance when entering the U.S. Market

In today’s competitive global environment, many manufacturers of excellent products in for example Germany, Britain, France, Italy, Scandinavia, and the rest of Europe, as well as companies from many other countries all over the world, are making attempts to penetrate what they perceive as a very large and lucrative American market. In fields ranging from industrial machinery, telecommunications equipment, medical devices, specialty machinery, electrical and power generation, renewable energy, and consumer products, it seems like everyone is interested in getting at least a small foothold in the United States. This strategy clearly makes sense as consumers in the U.S. speak one language, use the same currency, have significant buying power, and the market is large enough for everybody.

We evaluate the level of readiness for “new to the U.S. market” clients, and review the level of expertise and know-how for "market entry candidates with limited U.S. and North American experience", develop strategies and tactics for importing or expanding market penetration activities, identify potential markets and customers within NAFTA, locate and evaluate potential sales representatives, importers, dealers, or distributors, provide analysis, costing, pricing, budgeting, and forecasting, evaluate supply-chain options, assist with logistics including compliance matters, and help with technical adaptations. The key to successfully entering the U.S. market is to gain an understanding about how to overcome U.S. market resistance, avoid making critical strategic and tactical errors, demonstrate commitment to the market, and develop relationships and establish trust with American consumers and customers.


It is commonly understood that the USA market is difficult to penetrate. The withdrawal (failure) rate is estimated to be above 50% and possibly as high as +65%. Some foreign business executives attribute the USA market resistance to the belief that Americans prefer to buy American products for chauvinistic reasons. This is definitely not true. The issues are strategic and tactical, have nothing to do with patriotism, and are unrelated to legal and tax. The U.S. market entry and development requires companies to overcome many rejections, which are based on specific market conditions and facts. After a company decides that it will enter the U.S. market, it is important to assess the most efficient way to penetrate the market while managing through the complexities inherent in this important market territory. Each market segment has unique distribution patterns that will influence the selection of a particular channel strategy.

Understanding why American purchasing behaviors are different, as well as analyzing the specific market requirements and customer purchasing patterns is crucial to establishing the right market entry strategy.

The Importance of carefully planningbefore Entering the U.S. Market

General Overview of U.S. Market Entry & Development Services provided:• Market Research, Analysis & Feasibility Studies• Target Market Selection• Market Entry Strategy Planning & Execution• Identifying Key Buyers & Customer Segments• U.S. Product Compliance & Certification• Product Pricing & Market-Oriented Price Positioning• Product Positioning, Launch & Brand Development• Marketing Material & Documentation• Public Relations & Communication• Local Language Web Site• Marketing Promotion & PR Management• Lead Generation & Trade Show Support• Partner, Rep & Distributor Search & Selection• Master Distributor & Import Broker Development• Development of Strategic Alliances• Relationship Management & Negotiation Support• Contracts & Legal Protection• U.S. Office Establishment• U.S. Operations Management• Logistics Management & Full Service Distribution• Incorporation Services• Manufacturing Site Selection & Corporate Relocation, incl. Assistance for Corporations to obtain maximum Incentives and available Government Support• Outsourcing & Supplier Selection• Project Management• Management Development & Training

Most experienced U.S. market experts will confirm that targeting the U.S. as an export market has become even more prevalent for non-Americans than in the past. Although major opportunities exist in the U.S. for companies of all sizes and in a wide range of industries, the large number of failed attempts at U.S. marketing should be a signal to exporters worldwide to do their "homework." Companies that truly understand the market for their products, the strengths and weaknesses of their competitors, and their own relative advantages have a reasonable chance to generate sales and gain respectable market share for their products in the United States. Conversely, exporters whose entire U.S. marketing strategy is based on surfing the Internet and sending e-mails are doomed to clicking at their keyboard rather then filling export orders and building a profitable market for their products in the United States.

The USA is a market of extreme proportions and the geographical size is something to be understood. Sales channels and distribution techniques in the U.S. differ from those in Europe. Many things are done differently in North America, and certain processes differ significantly from those in European markets. Not acknowledging such differences, and not adapting to the U.S. culture, habits, customs, and practices is a recipe for failure. TN&A is available to assist you to avoid such failures and pitfalls.


What sets us apart and why we add significant ValueTurwitt, Nielen & Associates is a privately

held, U.S.-based P.A. (Professional Association) headquartered in St. Augustine, Florida, 25 miles South of Jacksonville, FL. With offices in the United States, Switzerland Europe, Chile South America, Hong Kong, as well as in Mainland China, and a network of associated partners in over 100 countries across the globe, TN&A is your gateway to doing business in international markets.

We apply hands-on strategic business development and innovative solutions to help our clients meet their international business objectives. Our team of multi-cultural professionals has over 50 years of collective knowledge and expertise that gives us a unique advantage in providing professional services to companies across a broad range of industries.

Entering a new market poses a series of challenges that may prove too time consuming or fraught with risk for a company to solve on its own. We provide the necessary support and expertise to enable your company to tackle those challenges effectively for a fraction of the cost of going alone. Our professionalism and dedication assure you of meeting your goals within a reasonable timeframe as well as getting the necessary understanding and position to move your business globally to the next level.

Our team members actually established several companies and foreign owned factories in the USA. They not just briefly assisted companies to enter the U.S. Actually they managed foreign companies, operations, and factories for extended periods of time.

We help our clients make lasting improvements to their performance and realize their most important goals. Over many years, we’ve built skills and gathered know-how uniquely equipping us for this task.

Our professionals worked with clients from all over the globe, and are known for their highly collaborative, team oriented approach, in order to achieve the mutually established goals. Together, we craft actionable programs that solve real problems and yield measurable results. And unlike other firms, we work with our clients to implement and execute those programs. Our real-world experience is what sets us apart from others, and why we are confident enough to guarantee our client's success. We believe strongly, above all, in one thing – something that’s unique to us – and that’s the power of TN&A. Theory is one thing, but real experience is invaluable. We have first-hand, real-world, boots-on-the-ground expertise, as well as scale and resources to assist irrespective of the challenge. We also apply the speed, creativity and agility required.

4475 US Hwy 1 South, Suite 202 – Plaza SouthSt. Augustine, FL 32086 – USA

Tel. +1-904-217-0496 [email protected]

Michael TurwittManaging Partner

Ulrich NielenManaging Partner


Genuine U.S. Know-How and de-facto Real-World Experience sets us apart