John Caslione TOPICS: Globalization Strategic Planning Management Sales CEO Leadership Marketing Branding FEE CATEGORY:* 20.0k to 25.0k TRAVELS FROM: Illinois Video Profile Program Outlines Testimonials/Client List Books & Videos Request This Speaker

John Caslione: Program Outlines

Compete Against PRICE in the Discount-Driven Global Marketplace — Learn how to create real Value Added Strategies™

Too many suppliers talk about “value” to get a higher price in the marketplace, but in fact, most quickly revert to price discounting to “get the business”. Moreover, these same suppliers quickly buckle under pressure from customers, especially key and global account customers’ purchasing departments the moment they are told to lower their prices.

These same suppliers then attempt to rely upon their products to provide their company’s competitive differentiation for them in the sales process in an 'Age of Commoditization', where virtually all products have become “commoditized”.

Then, many of these suppliers make still another mistake and adopt a misguided and short term strategy in which they attempt to put a price on most or all that they offer, in addition to the basic product and or service they sell to get their prices up. This clearly is not a strategy!

We are now competing in the new price discount-driven global marketplace where price discounting has now become the norm in most – if not all – industries worldwide. Most sellers and suppliers just cannot find the keys to unlocking the value they can provide – or must begin to create – to become valued Strategic Suppliers to their customers.

In contrast, true Strategic Suppliers deploy real Value-Added Strategies™ and have the ability to charge a premium for their products and services because they know how to identify the business needs of their customers, not just the product needs. Strategic Suppliers then create both organizational value (Value-Added) and product value (Added-Value) to forge their company’s Total Value Proposition™.

With a solid Total Value Proposition solidly established, the Strategic Supplier can then earn higher profits from higher prices and create a sustainable competitive advantage over the long term.

The China Opportunity

China & Chinese Competition – A Threat or an Opportunity?
Mr. John A. Caslione provides a road map on how U.S and European companies can capitalize on this very large opportunity. Chinese businesses have the money and desire to move quickly beyond their home market – and the time is NOW.

Chinese companies, alone or through partnerships with Western companies, are going global. U.S. and European companies must realize – to be successful inside China, they may need to partner with ‘globally-minded’ Chinese companies outside China. Mr. Caslione demonstrates how U.S. and European companies can strategize and embrace these and other opportunities associated with China’s ongoing expansion.

Mr. John A. Caslione continues to enlighten top global business leaders, and the media on the reality of one of the most controversial, yet critically important business discussions of the decade – that is, the impact of China and Chinese business on the U.S. & European competitive landscape.

Powerful statements are being made daily by “protectionist-oriented ” business experts who continue to negate much of the good news concerning the opportunity Chinese companies currently present, especially for the U.S. and European manufacturing base – our small and medium size enterprises (SMEs) struggling to stay competitive. Sophisticated Chinese companies seek mutually beneficial acquisition opportunities to leverage strengths. Some forward-thinking U.S. and European (Western) business leaders are already embracing the China Opportunity – because it’s their answer to profits and basic survival in this competitive price-driven, global marketplace – and the time to do this is NOW.

John Caslione’s many years of business experience with Chinese companies and his global strategic marketing business experience overall, having helped many companies (in nearly 90 countries) to go global, is why our U.S. and European business leaders engage John Caslione in their efforts to go global, and specifically to go global with China.

There are serious Chinese companies now seeking to escape the ever-increasing mass of ‘copy-cat’ companies in China, by globalizing their businesses and extending them outside of China. These sophisticated Chinese leaders now know they will need to align themselves with, make investments in, or acquire a local Western company to position themselves in the more lucrative end of the margin chain (the brand owner, the end seller in the distribution chain).

These Chinese acquisitions will continue quietly and aggressively. Western businesses that embrace this opportunity will have NEW competitive power to survive the next decade, and even to greatly exceed their competitors. Companies that continue to fight the China Opportunity, instead of exploiting it to their advantage, may very well be left in the dust.

Globalize Your Business or Expand Your Global Presence

The world today is interdependent with immense growth opportunities. We have the ability and access to serve worldwide customers. If you choose not to go global, be made aware – your competitor may have already strategically aligned his/her business, and may quickly and efficiently soar past you.

In order to take advantage of available opportunities – and to ensure the ongoing success and viability of your business – you will need to develop a global mindset, change your way of thinking, view your companies from a global perspective, and institute a global culture and value system throughout the organization. This is no simple task.

Companies today must consider the global impact if decisions are made NOT to be a global player. Many of your customers are going global. If your competitors are going global and you’re not, or you’re not going global fast enough, you will seriously need to consider if you can even stay in the game at all in the new global marketplace. In increasingly more industries, if you don’t go global you will not survive.

Businesses going global in today’s economic environment must realize the necessary change in their strategic way of thinking and learn how to develop global strategies and ongoing processes that are understood and implemented throughout the entire organization.

Global Account Management – is on the cutting edge of Corporate Strategy

These days, everyone wants to go global. At the same time, few really know what the success formulas are for global success. Success in domestic markets does not guarantee success in global markets. Success in global markets requires unique core business competencies, not commonly required or developed in domestic sales.

Naturally then, it is highly probable that companies considering becoming a global business will do so in some way, in some shape or as a result of business they are currently doing with one of their largest or most strategically important customers. As a result, all companies must begin to seriously consider their company’s ability to understand and take on the challenges of true global account management.

For most companies, if they cannot excel at global account management, they will likely be limited in their overall success to compete as a true global company.

Increasingly, a company’s most strategically important customers are moving faster and faster into the global business arena and attaining global company status themselves. Large and small suppliers alike, whether they are prepared for their own “company globalization,” are being forced to competently service global customers or perish.

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