Property protection

May 1st, 2017

How small firms can learn to recognize and head off product piracy. Most American businesspeople understand that the theft of intellectual property is a big problem—one that costs U.S. firms $300 billion a year. For decades, I have counseled my small and mid-size clients that this is a problem that should concern them … but […]

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Person to person

February 1st, 2016

Meeting face-to-face with overseas customers brings a wealth of benefits. I’ve been traveling to Asia, including China, since 1981, promoting U.S. products for more than 100 firms. One vitally important lesson I’ve learned is the value of talking with overseas customers in person. Face-to-face conversations with prospects and customers bring tremendous and unexpected orders—and they […]

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Using agents overseas

February 1st, 2015

Before your agent can sell for you, sell your company and your products to your agent. If you are a small or midsize company that sees opportunities in foreign markets, the first and in many ways the most important step will be to find an agent or representative who works in the part of the […]

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