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BUSINESS AND GOVERNMENT: How they relate. Veit V. Dengler General Manager, Central and Eastern Europe Dell Consumer. Our agenda. Introduction: Who’s talking ? Business – government framework Promote Regulate Control Case study: Dell and U.S. Government. Introduction: VEIT DENGLER.

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business and government how they relate


Veit V. Dengler

General Manager, Central and Eastern Europe

Dell Consumer

our agenda
Our agenda
  • Introduction: Who’s talking?
  • Business – government framework
    • Promote
    • Regulate
    • Control
  • Case study: Dell and U.S. Government
introduction veit dengler
Introduction: VEIT DENGLER
  • Education:
    • Vienna School of Business (1993)
    • MPA, Harvard (1996)
  • Experience:
    • Journalist (TIME Magazine, 1986-1990)
    • Marketing (Procter & Gamble, 1993-1994)
    • Consulting (McKinsey, 1997-2003)
    • Marketing (T-Mobile International, 2003-2005)
    • Sales, General Management (Dell, 2005-present)
  • Personal:
    • Married, 3 children
    • Leisure: family, politics & history
u s commercial service global business partner
U.S. Commercial Service:“Global business partner”


To promote the export of goods & services from the United States, particularly by small- and medium-sized businesses

To represent U.S. business interests internationally

To help U.S. businesses find qualified international partners

The U.S. Commercial Service is part of the U.S. Department of Commerce, an agency of the United States government.

usdc network what it does of businesses
Trade specialists in over 100 U.S. cities and 83 countries worldwide...USDC Network & What it does of businesses


  • Locate international buyers, distributors & agents
  • Provide expert help at every stage of the export process
  • Help you to enter new markets faster and more profitably
basic regulation framework protect the competition
Basic regulation framework: protect the competition
  • Trust-busters in US
    • US Department of Justice
    • Federal Trade Commision
    • State Attorneys General
  • Major tasks:
    • Prevent unfair, uncompetitive business practices
    • Enforcing general consumer protection laws
  • Some spectacular cases:
    • Breaking up AT&T Monopoly (1970s)
    • Attacking Microsoft monopoly in web browser market
    • Ruling on all major M&A activities (HP/Compaq, TimeWarner/AOL, Exxon/Mobil but also any foreign M&A which impact US)
control law and enforcer
Control: law and enforcer

The Foreign Corrupt Practices Act (FCPA): US law designed to prevent bribery and corruption of non-US government officials. All US companies must comply with the FCPA in all their global operations.

Sarbanes-Oxley Act:Legislation setting new, more comprehensive standards for management and boards of publicly traded companies and public accounting firms.

The SEC (US Securities and Exchange Commission) an independent agency of the US government which holds responsibility for enforcing the federal securities laws and regulating the securities industry, the nation's stock and options exchanges, and other electronic securities markets.

export controls
Export controls
  • Embargoed Countries – N Korea, Cuba, Iran, Syria, Sudan
    • No US company is permitted to export to the above countries; special focus on high technology
    • Possible sanctions: loss of export authorisation, and personal monetary and criminal liability
  • Group D1 countries: Former Soviet Union, Albania, Burma, Cambodia, China (People's Republic of), Iraq, Laos, Libya, Macau, Mongolia, Vietnam
    • Exporting to those countries and/or hiring their nationals by a US business underlies export limitations
bail out us government majority stakeholder of us corporations
Bail out: us government majority stakeholder of us corporations

Total commited government funds (loans, capital and guarantees)

exceed US$ 12 trillion (this is more than current US public debt)

Most experts agree that doing nothing would cause immeasurable damage on US and global economies.

export regulations only do business with the good guys
Export regulations: only do business with the good guys
  • Every Dell employee must take a training and pass a test on “export compliance”. Their training record is saved and employee is then automatically asked to retrain themselves every year.
  • Employee awareness of US export regulations is subject to regular audit. This concerns ALL employees, irrespective of their job assignment (sales/non sales, front/back office etc.)
ethics compliance do business the right way
Ethics compliance: do business the right way
  • Very strict rules regarding accepting or donating gifts to customers, partners, vendors, government officials etc. apply to every Dell employee.
  • Breach of those rules may result disciplinary action, termination of employment and/or in criminal prosecution of the trespassing individual.
  • To Dell, violating the FCPA may result in monetary fines, loss of business but worst of all long term damage in reputation and goodwill.
financial statement integrity sec on stage
Financial statement integrity: sec on stage
  • Dell launched independent audit involving 375 professionals, reviewed 5 mil. Documents, conducted 200 interviews, checked thousands of journal entries
  • Findings: discovered accounting issues relating mainly to adjustments of various reserve/accrual accounts
  • Impact:
    • revenues and earnings statements restated for 3 fiscal years; restatement volume: $ 50-150 MM (vs stated earnings of US$ 12 BN)
    • Major overhaul of internal structures and policies to prevent repetition
  • Relationship between US Government and business is three pronged
    • Promoting
    • Regulating
    • Controlling
  • US laws, rules and regulations apply to all subsidiaries of US companies irrespective of where in the world they do business or of what nationality/citizenship are their employees engaging in relationships which are subject to those rules
  • High standards of integrity and ethics are expected and enforced
products services
Products & Services

Market Research

Gold Key Service

Trade Counseling & Advocacy

  • International Company Profile
  • Single Company Promotions
buyusa com

Quick & easy online registration

Allows overseas companies to view brochures online

Lists over 20,000 companies from 90 different countries

Enables to run search agents to inform you of new buyers

Establishes direct contact with international companies

An online e-marketplace for buyers, sellers & distributors of U.S. products

market research
Market Research

Country Commercial Guides (CCGs) - Prepared annually by US Embassy Staff, CCGs contain information on the business and economic situation of foreign countries and the political climate as it affects U.S. business and foreign investments.

Industry Sector Analyses (ISAs) - In-depth analysis of specific industry sectors and sub-sectors within a given market.

International Market Insight (IMIs) - Brief updates within a foreign country highlighting specific market opportunities, trade events, or changes in market conditions.

trade counseling advocacy
Trade Counseling & Advocacy

Trade specialists in the U.S. work directly with teams of experts overseas in getting you all the information and advice that exporting businesses need. U.S. Embassies worldwide an important player.

US DC helps :

  • Determine the best markets for your products & services
  • Evaluate international competitors
  • Identify and comply with legal and regulatory issues
  • Settle disputes
  • Learn about cultural issues and business protocol
gold key service
Gold Key Service

Pre-screened appointment schedule arranged before travel overseas

Customized market and industry briefings with local trade specialists

Timely and relevant market research

Post-meeting debriefing with USDC trade specialists and assistance in developing appropriate follow-up strategies

Help with travel, accommodations, interpreter service, and clerical support

international company profile
International Company Profile

1. US exporter provide materials and background on any company

2. USDC work with due diligence subcontractor to create a report.


Time and money saving through due diligence.

High-quality product about foreign partners.

All this information in 15-30 days.

single company promotions
Single Company Promotions

The Single Company Promotion service offers support and event facilities which will allow business to engage target audience through:

  • Product launches
  • Sales seminars
  • Staff training
  • Networking receptions

Facilities available include exhibition halls, auditoriums, meeting rooms, hotels and even the residences of some US Ambassadors.