INTERNATIONAL EXPANSION STRATEGIES IDENTIFYING MARKET OPPORTUNITIES
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2 INTERNATIONAL EXPANSION STRATEGIES IDENTIFYING MARKET OPPORTUNITIES William Edwards CEO of Edwards Global Services, Inc. Mike Powers - Execu<ve Vice President - Business Development, Smoothie King Franchises, Inc. David Ramadan - Founder & President of RAMA Interna<onal Inc
3 WHAT WE WILL COVER TODAY Resources for interna<onal expansion of your franchise brand Considera<ons before entering a specific market Where are the hot markets for your brand Iden<fying the poten<al Case studies of successful expansion efforts
4 INTERNATIONAL AS A GROWTH STRATEGY Based on working with 40+ US franchises Going Global : Interna<onal Business Development should be treated as a long- term strategic decision requiring planning and focused resources Interna<onal Business Development requires an organiza1onal commitment from the top down Interna1onal Business Development is NOT a short term source of ini1al fees.there are associated expenses
5 2011 MARKET RANKINGS Expected Market Legal Ease Of Legal Political Overall Country/Region 2011 GDP Size Concerns Market Concerns Risk Ranking Growth (Customers) Entry (Stability) Brazil Hong Kong Saudi Arabia Singapore Urban China India Indonesia Viet Nam Australia Colombia South Africa Mexico South Korea Middle East Region/GCC Poland Philippines Malaysia Russia (net of oil) USA Japan United Kingdom Canada Germany Spain Ireland Italy Rankings: 1 is Best, 4 is Worst GlobalVue - copyright 2011 by EGS
6 Most Desired Franchise Type By Country 1 Is Highest Desire, 4 Is Lowest Desire Based on a survey of 40 franchise professionals in 25 countries
7 HOT INTERNATIONAL FRANCHISE SECTORS AutomoZve A[er market products and services Children s EducaZon At all levels Personal Services Handyman, maid, mobile Specialty Retail To fill large malls in emerging markets Specialty Food Mall anchor concepts, theme brands, ethnic foods, well known pizza brands and well known dessert brands
8 HOT FRANCHISE MARKETS FOR 2011 Brazil Proven foreign franchises China Focused on 1st and 2nd Tier CiZes India Strong desire for food and retail brands The Middle East specialty food, retail, personal service S.E. Asia Indonesia, Malaysia special niche brands South Africa Food and service Viet Nam Food and educazon Colombia Food
9 David Ramadan, MA Founder & President of RAMA Interna<onal, Inc. Interna<onal Licensee For Curves
10 CONSIDERATIONS FOR ENTERING THE MIDDLE EAST & INDIA: Commitment to the Market Key Person w/cultural Knowledge Defined Goals & ExpectaZons: based on a realiszc business plan Defined Model(s): Master Franchisor; Master Franchisee; or Area Developers A long term budget PaZence and Posturing
11 HOT MARKETS: INDIA & MIDDLE EAST CASE STUDY: Curves for Women Curves India: Curves Middle East:
12 Michael Powers, CFE ExecuZve Vice President/ Business Development SMOOTHIE KING FRANCHISES
13 INTERNATIONAL EXPANSION Human Resources Legal (internal & outsourced) Distribu<on/Logis<cs Development (planning) & Design Dedicated opera<ons (R&D, Openers, BC, Culture) Marke<ng (integra<on)
14 INTERNATIONAL EXPANSION Capital Resources Proper planning and es<mates PuXng a fair value on the territory to cover ramp up period Break even (Franchisor & Master) Travel & Economies of Scale Tax planning
15 CONSIDERATIONS - SOUTH KOREA Total Investment Dynamics Alignment w/ Master on strategy Real Estate (Key $, Premium Rates) Weather Language Du<es & Taxes Currency Exchange
16 SMOOTHIE KING KOREA Launched in early FLAGSHIP stores by mid stores by end of 2005 Break- even More PREMIUM loca<ons added Began Franchising in YTD 79 loca<ons (35 franchised)
17 4 KEYS TO GLOBAL SUCCESS: BASED ON HARD LEARNED & EARNED LESSONS InternaZonal development is a strategic business direczon for a franchisor, not a short term source of inizal license fees Your internazonal business model must have clear differenzazon in the market place Select countries where you have a good chance of making a good rate of return Take Zme to find, fully evaluate and sign the right master franchisees
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