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Growing Revenue Opportunities v ia Innovation & Export April, 2014. Did You Consider ???. Planned or unplanned, How A re The Opportunities For Export ? Short Term or Strategic - - Reaction or Take Action – how does one look at export opportunities ?

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growing revenue opportunities v ia innovation export april 2014
Growing Revenue Opportunities

via

Innovation & Export

April, 2014

did you consider
Did You Consider ???
  • Planned or unplanned, How Are The Opportunities For Export ?
  • Short Term orStrategic - - Reaction or Take Action –
    • how does one look at export opportunities ?
  • Seeking Collaborators ?
    • Your quest for export success depends on others
      • U.S. Gov’t – Dept. of Commerce
      • Financial
      • Chain of custody

WWW.LOUROE.COM

about us
About Us
  • Founded in 1979 in Van Nuys, CA
  • Manufacturer – Proprietary
      • 135+ Products
        • Design, develop, and commercialize
  • More than 800,000 Microphones in use
    • Use distribution channels of warehouse stocking distributors
  • Exports to 44 Countries
    • Without significant focus
      • Exceptions: Canada and Mexico
    • Through Stateside distribution as well as in-country.

WWW.LOUROE.COM

int l sales objectives
Int’l Sales Objectives
  • 50% Growth over 2 years (L.A.)
    • 2011 USD 80K. / 2012 USD 1.2M
    • 2013 USD 300K. / 2014 USD 2.4M (projection)
  • Maintain Gross Margin
    • Burden rate includes market expansion budget
      • Collateral materials
      • Commission
      • FTE & infrastructure
      • Home office support
      • T & E / Misc. G&A

WWW.LOUROE.COM

sales marketing
Sales & Marketing
  • Sales
    • Representative agents
      • Commission only
    • Three Levels in Distribution Channel
      • Stocking Distributors to Integrator
      • Non-stocking to Integrator
      • Integrator direct
        • With assist by Distributor
    • Project(s) vs. demand mgmt. via inventory and availability

WWW.LOUROE.COM

sales marketing1
Sales & Marketing
  • Marketing
    • Collateral Materials
    • Trade expositions
    • Project visitation
    • Distributor visits
      • Training / Demonstration
      • Project technical support
    • Special product considerations
  • WT (SWOT)
    • Overcome cultural barriers
      • In-Country Presence
    • Manage financial credit risk
      • COD, Progress Pay, CC, and Net 30 OAC

WWW.LOUROE.COM

short term 1 24 months
Short Term (1-24 MONTHS)
  • Disciplined Focus:
    • Prioritizing North American Verticals
    • Mexico Gateway to L.A.
    • Canada
  • Products to export
    • ALL, as appropriate
      • Stocking distributors shelve hi-demand hi-turn inventory
  • Key Factors:
    • Market Accessibility / Bilingual Acumen / Cultural Sensitivity
      • Collateral materials in Spanish
    • Technical Services in Place
      • Bilingual
    • Geographic Proximity
    • Security Market Acceptance on Audio

WWW.LOUROE.COM

mid term exports 25 to 48 months
Mid-Term Exports(25 to 48 months)
  • Western Europe & Middle East
    • Identify Distribution Channels
      • U.S. Department of Commerce
        • Gold Key
        • International Trade Administration
  • Key Consideration Factors
    • Purchasing Power of Markets
    • Myriad New Construction
    • Inclusion of Audio in Security

WWW.LOUROE.COM

long term strategy
Long Term Strategy
  • Markets 2018 and Beyond: R.O.W.
    • Expansion to new markets will follow success in existing short term export markets
      • Requests for Quotations
      • Distribution Channel Management
    • Staffing requirements
      • Diversity / Cultural Sensitivity / Language
    • Collateral Materials / In-country Requirements
    • Technical Services
      • Code / Standards / Regulatory oversight

WWW.LOUROE.COM

partners in common cause
Partners in common cause
  • U.S. Department of Commerce:
    • www.doc.gov & http://trade.gov
    • http://trade.gov/cs
  • LA Chamber:
    • http://lachamber.org & http://www.lachamber.com/webpage-directory/global-initiatives/advocacy-council-globalinitiatives/
  • District Export Council of So. California
    • http://www.decsocal.org/ & http://www.decsocal.org/ExportAssistanceForm.html
  • California Mfg. Technology Consultants
    • www.CMTC.com & http://www.cmtc.com/exportech

WWW.LOUROE.COM