• Journal of Global Scholars of Marketing Science
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• v.20 no.2
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• pp.173-178
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• 2010

A privately held, third generation family owned company, Boom Technologies, Inc. (BTI), a provider of products and services to the electric utility, telecommunications and contractor markets, continues to make progress in exporting. Although export sales only equaled 5% of total revenue in 2008, BTI has an entire export division. Their export division's Managing Director reveals the trial and errors of a privately held company and their quest for success overseas. From its inception, BTI has always believed its greatest asset is its employees. When export sales struggled due to lack of strategy and direction, BTI hired a Managing Director for its export division. With leadership and guidance from BTI's president and from the Managing Director, they utilized the department's skills and knowledge. Structural changes were made to expand their market presence abroad and increase export sales. As a result, export sales increased four-fold, area managers in new countries were added and distribution networks were successfully cultivated. At times, revenue generation was difficult to determine due to the structure of the company. Therefore, in 1996, the export division was restructured as a limited liability company. This allowed the company to improve the tracking of revenue and expenses. Originally, 80% of BTI's export sales came from two countries; therefore, the initial approach to selling overseas was not reaching their anticipated goals of expanding their foreign market presence. However, changes were made and now the company manages the details of selling to over 80 countries. There were three major export expansion challenges noted by the Managing Director: 1. Product and Shipping - The major obstacle for BTI was product assembly. Originally, the majority of the product was assembled in the United States, which increased shipping and packaging costs. With so many parts specified in the order, many times the order would arrive with parts missing. The missing parts could equate to tens of thousands of dollars. Shipping these missing parts separately in another shipment also cost tens of thousands of dollar, plus a delivery delay time of six to eight weeks; all of which came out of the BTI's pockets. 2. Product Adaptation - Safety and product standards varied widely for each of the 80 countries to which BTI exported. Weights, special licenses, product specification requirements, measurement systems, and truck stability can all differ from country to country and can serve as a type of barrier to entry, making it difficult to adapt products accordingly. Technical and safety standards are barriers that serve as a type of protection for the local industry and can stand in the way of successfully pursuing foreign markets. 3. Marketing Challenges - The importance of distribution creates many challenges for BTI as they attempt to determine how each country prefers to operate with regard to their distribution systems. Some countries have competition from a small competitor that only produces one competing product; whereas BTI manufactures over 100 products. Marketing material is another concern for BTI as they attempt to push marketing costs to the distributors. Adapting the marketing material can be costly in terms of translation and cultural differences. In addition, the size of paper in the United States differs from those in some countries, causing many problems when attempting to copy the same layout and With distribution being one of several challenges for BTI, the company claims their distribution network is one of their competitive advantages, as the location and names of their distributors are not revealed. In addition, BTI rotates two offerings yearly: training to their distributors one year and then the next is a distributor's meeting. With a focus on product and shipping, product adaptation, and marketing challenges, the intricacies of selling overseas takes time and patience. Another competitive advantage noted is BTI's cradle to grave strategy, where they follow the product from sale to its final resting place, whether the truck is leased or purchased new or used. They also offer service and maintenance plans with a detailed cost analysis provided to the company prior to purchasing or leasing the product. Expanding abroad will always create challenges for a company. As the Managing Director stated, "If you don't have patience (in the export business), you better do something else." Knowing how to adapt quickly provides BTI with the skills necessary to adjust to the changing needs of each country and its own unique challenges, allowing them to remain competitive.

• Korean Journal of Construction Engineering and Management
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• v.16 no.3
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• pp.59-67
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• 2015

Overseas expansion of domestic construction over the past 10 years has been fast growing. But as a result of simple construction business practices and a focus on EPC, sales margins was reduced. Domestic construction companies have been trying to redirect business to high-value-added-areas but have faced difficulty because there areas are current monopolized by global leading companies in the field of PMC. They have recently carried out 16 PMC related project in order to expand their experience and increase their competitiveness. Most of these construction companies that do PMC overseas have been focusing on the civil engineering sector. analyzing the important and performance result 50 separate PMC tasks in detail using IPA, it became clear that domestic construction companies should also focus on tasks and were analyzed in order to advance to overseas architecture PMC sector overseas. There are large gaps in the importance and performance result of both the planning and pre-construction phase. Importance compared to the current performance levels in the planning phase gap is largest, pre-construction phase has been analyzed in the following order. In particular, one should strengthen detailed tasks in the planing phase. This study is expected to be used as a basic to determine the performance level and tasks items. It is expected strengthen the capacities of domestic companies in the PMC field, for especially in the high value-aded-areas as indicated in the results of the analysis from this study.

• The Korean Journal of Franchise Management
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• v.4 no.1
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• pp.73-90
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• 2013

Franchise industry know-how and an excellent management company organically integrated knowledge management resources industry. The franchise industry in the country's economic growth continues to contribute a large bar, has had an impact on the company's growth The franchise industry franchise industry in Japan than in other industries, and long-term steady growth rate despite the recent recession and recovery illustrates a trend Thus, the structure of the franchise industry in Japan by analyzing the company's franchise industry in Korea for overseas expansion strategies are evaluated In this study, a plateau in Japan to get bigger and provide a starting point for the 2009 and 2010 Census of Japan Association of Chain and Franchise all over the franchise system through a comparative analysis of Japanese overseas franchise business structure and strategies, and identify the research Korea based on the company's overseas expansion strategy is aimed at For this purpose, literature review and statistical analysis of the number of chain stores industry results, sales trends over the following four results are derived. 1) services with emphasis laid plans enable one franchise 2) the flow of services to the aging franchise, nursing, health-oriented, early childhood education, beauty and related business expected to grow 3) Recognition of Japanese culture and understanding of the importance of the service sector to account for differences in 4) services business of the need for efforts to increase productivity are summarized Based on the results of this study, Korea Franchise companies in the industry, Japan IS overseas expansion strategy franchise industry awareness of cultural differences in the institutional environment and the strategy should be considered.

• Journal of Korea Trade
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• v.23 no.3
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• pp.52-67
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• 2019

Purpose - This study analyzes the effect of the authorized economic operator-mutual recognition arrangement (AEO-MRA) on the performance of Korean exporters and importers. The effect of the import-export companies' characteristics, such as annual sales, the number of foreign markets, and overseas experience, on the AEO-MRA is deduced; the relationship between this effect and firm performance is analyzed. Design/methodology - An empirical research model was constructed and analyzed using structural equation modeling. The effect of AEO-MRA on logistics and operational performance was derived from the aforementioned characteristics as leading factors of the AEO-MRA. The regulatory influence of cooperation with logistics companies was analyzed in the AEO-MRA effect on logistics performance. Thus, 172 valid samples were obtained from import-export companies certified by the AEO-MRA. Findings - Among the aforementioned characteristics, only "annual sales" has a positive effect on the AEO-MRA, whose effect enhances logistics and operational performances. The AEO-MRA effect did not directly affect operational performance. Owing to the adjustment effect analysis, the AEO-MRA effect and logistics performance relationship is strengthened if the cooperative relationship with the logistics company is higher than a certain level. If this cooperation falls below a certain level, the AEO-MRA effect on logistics performance reduces. Thus, logistics cooperation is an important factor in the AEO-MRA effect and logistics performance relationship. Originality/value - Hinging on the resource-based theory and relational viewpoint, an empirical model that explains the relationship between the AEO-MRA effect and firm performance is established.

• Korea Trade Review
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• v.43 no.4
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• pp.69-88
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• 2018

Using a panel data set covering 19 Korean manufacturing sectors for the period 2009-2015, this paper investigates the extent to which industry characteristics affect the mode of entering foreign markets. The estimation results across various specifications show that firms prefer affiliate sales to export as firm heterogeneity increases, implying positive effects of productivity regarding foreign relative to domestic operations. The motive for overseas production is reinforced as economies of scale at the plant level decrease and economies of scale at the corporate level increase.

• Journal of Service Research and Studies
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• v.5 no.2
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• pp.161-176
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• 2015

The significance of upgrading current certification service for customer center manager and counsellor in Korea Call Center Information Research Center-affiliated Call Center College is dramatically increasing due to steady applicants for the last few years, while there is a need to expand the numbers of applicants with a new channel. This paper has suggested the directions for developing IBT system to hold a dominant position in the certification business industry. Providing IBT channel, mainly base upon internet and utilizing various IT infra for the PCCM (Preliminary Customer Center Manager)/CCCM (Certified Customer Center Manager), will increase the convenience of taking qualification exams for customer center managers and improve competitiveness in qualification certification business industry. Specifically, this study reviews overview of industry trends of domestic and overseas, success cases of test services, service model and methods of on-line test, and short and long term analysis of the domestic and overseas markets.

• Journal of Distribution Science
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• v.15 no.10
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• pp.29-39
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• 2017

Purpose - The purpose of this study is to promote sales of the renewable energy industry and to advance into the Southeast Asian market. Research design, data, and methodology - This study is to develop a highly efficient food waste treatment system for Southeast Asian renewable energy industry. The radiation treatment method was applied for this purpose. Results - To investigate effects of ionization on removal of non-degradable organic matter, the results from gamma irradiation and co-digestion process was compared to those from a co-digestion process. Based on the BMP test results, food wastes were oxidized by hydroxyl radicals, and the specific methane yield was 366 mL CH4/g VS. Methane composition was 82%. A WAS/food wastes co-digestion was developed for the treated of non-degradable organic matter in food wastes. The average efficiency of non-degradable organic matter were 92.2% using the food waste co-digestion. Conclusions - Performance of gamma irradiation and co-digestion process was superior to that of a co-digestion process (10-20%). This implies that food wastes can be high efficient co-digested by the gamma irradiation. It is believed that it will be possible to enter the Southeast Asian energy industry as a strategic technology in the overseas energy recovery industry.

• Asia-Pacific Journal of Business Venturing and Entrepreneurship
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• v.11 no.4
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• pp.167-178
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• 2016

This study was carried out for two purposes. One is to analyse the relationship between export performance and the five capabilities of R&D intensive firms (new product development, overseas market information, SNS and communications, brand and marketing). The second purpose is to verify the difference in those capabilities between R&D intensive small companies and mid-sized companies. Based on the OECD's classification of "technology intensity", R&D intensive firms are defined as the firms which are investing more than 5% of their annual sales in R&D activities. This study reveals the significant and positive relationships between the export performance and three capabilities( overseas market information, SNS and communication, brand) except for new product development capabilities and marketing capabilities. Those capabilities increase export performance. On the other hand, this study finds a significant difference in overseas market information capabilities and brand competence between R & D-intensive SMEs and mid sized companies. It is shown that those two capabilities in the mid sized firms are stronger than in the SMEs. These findings have important implications for the growth of R&D intensive SMEs in the global market. First, for higher export performance of R&D intensive firms, three capabilities such as overseas market information, SNS-communication and brand should be strengtened. In particular, SNS-communication capabilities as innovative marketing competences should be developed together with traditional marketing capabilities. Second, the growth of SMEs into Mid-sized firms needs the development of brand competences and overseas market information capabilities.

• Journal of the Korea Academia-Industrial cooperation Society
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• v.17 no.4
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• pp.606-614
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• 2016

In order to expand the market of the domestic space information industry, which is currently saturated, overseas expansion is essential, but the prospects are limited. Therefore, an effective strategy of overseas expansion is needed. Given the current state of such spatial information industry, V-World is expected to play a very important role. In the world market for space information, in order to ensure the export competitiveness of the domestic space information industry, in the present study, research and development was carried out on the V-World-based packaged goods model as one possible method. First of all, to analyze the current situation and characteristics of the spatial information industry, to grasp V-World as a commodity and derive the relationship between foreign demand and V-World, the sales destinations and methods were defined. To formulate the basic strategy of the fusion-composite package export utilizing V-World on the basis of the basic concept of the product, the necessary components were designed. In response to this fusion-composite package product mix, the overseas promotion of spatial information-related companies it to be expected.

• Journal of Venture Innovation
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• v.6 no.3
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• pp.131-148
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• 2023

This study analyzed the effect of marketing ability of SMEs using online export marketing on market performance. Small and medium-sized enterprises (SMEs) are making efforts to expand their markets from the domestic market to the overseas market and increase sales. We studied the factors that can produce results in the fiercely competitive overseas market. A total of 400 export SMEs were surveyed, and 159 companies directly participating in online export marketing were selected as final targets. The survey was analyzed using SMART PLS 4.0 and SPSS 26.0 statistical programs, and research hypotheses were verified. The results of the study are as follows. First, it was found that the marketing ability of SMEs had a positive (+) effect on online export marketing. Second, it was confirmed that online export marketing had a significant positive (+) effect on market performance through its mediating role. In addition, the intensity of competition in the export market was found to have a moderating effect in online export marketing. The implications of this study are as follows. The theoretical basis was established that the marketing capabilities (product development capability, distribution capability, pricing capability, public relations capability) of exporting SMEs have a positive effect on overseas market performance through online export marketing. In the market, the use of online export marketing by SMEs can provide implications in that it can be an important means for overseas market development and performance. As a result, it is necessary to actively utilize online export marketing for SMEs to enter overseas markets and achieve results.