Newsgroups: biz.americast.samples
From: americast-post@AmeriCast.Com
Organization: American Cybercasting
Subject: CEO Breifing
Date: Fri, 2 Oct 92 13:04:52 EDT

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by American Cybercasting Corporation.  Contact usa@americast.com for
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TITLE CEO Breifing A HAVEN FOR EXPORTERS: U.S. exporters with
their sights set on hot new markets in Europe and Mexico could be
missing some major opportunities if they overlook China.  China
is fast becoming a major player in the world market as its cen-
tral government continues to liberalize the economy, according to
Sales and Marketing Strategies & News (September/October).  China
exported $71.9 billion of goods in 1991 and imported $63.8 bil-
lion, the magazine says. The country's economy has been growing
rapidly, too. Last year, the economy grew 13.5%, with industrial
output expanding about 20%.  China, with a population of 1.16
billion and about $45 billion in hard currency reserves,
represents a new frontier for foreign concerns, the article says.
In the first three months of 1992, foreign companies contracted
to invest $6.5 billion in 3,837 enterprises, with an average of
42 new foreign-financed ventures in China each day, calculates
Renren Zhang, former manager of the Shanghai International Trade
Information & Exhibition Corp.  The magazine advises companies
considering exporting to the region to follow some basic guide-
lines:

 To cut both costs and red tape, retain a qualified Chinese guide
to educate management on China's foreign trade system.

 When entering into trading agreements with Chinese companies,
establish objectives that will create a common ground with local
partners, which often emphasize technology or management skills.

 Let the Chinese partner establish the rapport, and leave the
controversial points to the end of the negotiations.  GLOBE-
TROTTERS GROWING FASTER: The economic doldrums of recent years
have prompted many companies to seek their fortunes on foreign
shores.

Evidently, that strategy is paying off. Small to medium-sized
U.S. companies that have followed the path of international ex-
pansion are faring better than their counterparts with operations
confined to the domestic front, according to a recent survey of
the nation's fastest-growing companies by Coopers & Lybrand.
CEOs of globally focused companies expect their net income to
grow 26.4% this year, while their nonexporting brethren expect
only a 22.5% rise. And international revenue is expected to ex-
pand as a contribution to total sales to more than 17% from the
current

12% over the next 12 months.  Of the 328 respondents, whose annu-
al sales ranged from $1 million to $50 million, 43% are already
selling abroad, while another 5% plan on taking the plunge within
the next year.

Among survey respondents, exporters are slightly larger than
their non- exporting counterparts, with median sales of $6 mil-
lion vs. $5 million.

"In general, larger companies grow at a slower rate than smaller
organizations," observes Ken Alwyn, a partner in Coopers &
Lybrand's emerging business services group in San Francisco. "So
it is especially noteworthy that companies with international
operations, which tend to be larger, are expecting to grow more
quickly than domestic firms, which tend to be smaller." DIFFERENT
STROKES: Incentives in the form of cash awards, travel and other
sweetners traditionally have served to increase productivity
among sales teams.  But some incentives work better than others,
according to a recent survey by Business & Incentives Strategies
magazine (October). The survey was conducted among 200 salespeo-
ple in three industries that heavily use incentives - insurance,
pharmaceuticals and food.  Some 88% of women and 86% of men work
harder for incentives, the survey says. Incentives are such
powerful motivators that even if an individual comes close to
winning an incentive award one year and didn't win, he or she
will work harder for the next two years. Only by the fourth year
does the incentive's appeal fade, the survey reveals.

Some other interesting findings:
 Cash awards are the incentives of choice among both men and wom-
en, and travel awards came in second among both genders.
 More men (5%) than women (2%) want recoginition for good work.

More women (8%) than men (3%) want time off.

Merchandise is more important to men (3%) than to women (2%).
Men and women differ in their choice of merchandise incentives:

Some 54% of women preferred dinner for two in the up-to-$100
category, while it was a preference for only 40% of men.

A new wardrobe was the merchandise of choice in the $1,000-plus
category for 44% of the women surveyed, while a big-screen telev-
ision came out the winner among 35% of the men.

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