Copyright 2008 VAR Connection 1

Entering The U.S. Market

Michael Romanies KOTRA 2008Managing Partner Dallas, TXVARConnection.comBusiness Blogger: AllBusiness.com – Operational Excellence

Copyright 2008 VAR Connection 2

Entering The U.S. MarketPrepare for a long term Investment

OEMBranded Product

Establish a PresenceLogisticsSalesMarketingPublic Relations

Copyright 2008 VAR Connection 3

Entering The U.S. MarketLogistics

F.O.B DestinationProduct AvailabilityReverse LogisticsDistribution

SalesDirect Sales

Manufacturers Representatives Brokers

Copyright 2008 VAR Connection 4

Entering The U.S. Market

MarketingChannel Support

Literature Trade Shows Retail/Distribution Events

Promotions Advertising Rebates Displays

Copyright 2008 VAR Connection 5

Entering The U.S. MarketPublic Relations/Media

Reviews News Releases PR Tours PR Events

ShowStoppers® Ziff Davis

Copyright 2008 VAR Connection 6

Market ChannelsM

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actu

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Dis

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s

Ret

aile

rs

Con

sum

ers

Web

Stores &

Catalogs

Copyright 2008 VAR Connection 7

Logistics/Product FlowM

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Dis

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s

Ret

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Con

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Web

Stores &

Catalogs

VA

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Con

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Copyright 2008 VAR Connection 8

Sales ChannelsM

anuf

actu

rer

Dis

trib

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s

Mas

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etai

lers

Con

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ers

Web

Stores &

CatalogsVA

R C

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Man

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ep.

Firm

Marketing Programs

Copyright 2008 VAR Connection 10

Entering The U.S. Market

Michael Romanies KOTRA 2008Managing Director Dallas, TXVARConnection.comBusiness Blogger: AllBusiness.com – Operational Excellence