FEATURE ARTICLE
Global Pricetags
Savvy Selling
Businesses that embrace globalization as a source of sustainable
competitive advantage will survive and flourish, writes
accomplished educator and businessman Rudy Ang as he points
out strategies to tackle open markets.
Distinguishing between
local and international companies used to be simple and
uncomplicated. International companies had branches in
different countries, or were involved in import and export
operations. Local companies produced their goods locally
and sold these goods in the domestic market.
Today, significant
improvements in transportation, in telecommunication,
and in infrastructure; coupled with the lowering of trade
barriers and restrictions have resulted in tremendous
increases in cross-border traffic of people, goods, and
financial resources. This has made it impossible for any
business to think of itself as purely "local"
no matter what its scale of operations.
Establish global
market intelligence
Media has made the
world a much smaller place and today's world events are
felt by local businesses almost instantaneously.
How are local boutiques
and retail outlets able to decide what sort of goods to
stock up on for the coming selling season? Who decided,
for instance, that flared or bell-bottomed pants were
"in" again?
Merchandisers and proprietors
of the bigger chains will fly to Europe and North America
to take a look at whatever is new, and then decide which
trends are likely to take off in the Philippines. Smaller
entrepreneurs will keep track of what celebrities are
wearing on their tv shows. Others will buy imported magazines
and see what sort of items are being featured or advertised.
Through various methods,
the smart retail store owner will look to see what items
are hot and popular overseas and stock up on these to
stay one step ahead of competition and to ride the crest
of a popular trend. Slackers and laggards who try to catch
up with the trend when it is too late, often find themselves
left with a lot of unsold inventories because their deliveries
arrived at the tail end of a fad.
The escalation of violence
in the Middle East might seem very distant to us here
in Manila, but military activity in any of the oil-producing
countries will always lead to increases in world oil prices.
This will inevitably lead to increases in the prices of
gasoline and electricity here, eventually resulting in
higher inflation.
Our short, medium and
even long-term plans are more reliable when we are armed
with an understanding of world events, and if we are able
to anticipate their likely effects on our business activities.
Respond to
open markets
How will the movement
towards free trade and open markets affect local businesses?
The Philippines is
involved in the worldwide movement towards freer trade
and the reduction of trade restrictions. As a result,
inexpensive foreign goods have inundated our local markets,
and this trend is expected to continue: beef and lamb
from Australia, fruits from Taiwan, pharmaceutical products
from India, to name a few.
The implications of
this are obvious for someone directly involved in any
of these lines of business. But will any of this affect
me if I don’t grow or sell fruits, if I do not own
a bank, if I neither assemble nor sell cars?
No business is exempted
from these developments. Foreign companies will see an
opportunity in any industry or line of business that has
not sought to achieve global competitiveness, and someone
will eventually come in to provide competition if no one
has yet done so.
In addition, even if
no foreign company comes into the market to compete directly
in your line of business, you will be up against local
companies with global standards, companies that scan worldwide
developments and opportunities and take advantage of these
to steal a march on competition.
Be globally
competitive
What do we need to
do, then, to survive in this globalized world?
We need to do the things
that we should have done long ago, but never got around
to doing simply because we never had to. These are common
sense activities that could have helped us to stay ahead
of even local competition, but are now essential for survival
in the new century's global marketplace.
- Professionalize management.
Faced with the best of what the rest of the world has
to offer, we need to perform at peak condition. The son
or daughter of the owner is not automatically the most
qualified to run a business (although in some cases he
or she could be). Small to medium sized companies in the
Philippines are most often family-owned corporations with
key positions held by family members. To hold our own
against global competition, we will need to fill each
key position with the most qualified person possible.
This will require us to look for management talent from
a wider pool of candidates, including those outside our
families.
- Run your companies
as efficiently as possible. Your companies will have to
be quicker in responding to your customers’ needs
and more cost-effective in manufacturing and delivering
your product or service. This requirement is corollary
to the first: a more professional management team made
up of the most qualified persons possible will likely
lead to this result.
- Develop a sustainable
competitive advantage. Many companies have relied on being
"the only one" or "the first one"
to guarantee their market share. As the government pursues
its liberalization strategy, there will be fewer and fewer
"protected industries" and exclusive licenses
or franchises. An advantage based on simply being the
first vanishes when newer companies arrive at the scene
and do the job better. We need to identify that one thing
that our consumers want that we can do faster, cheaper,
or better than anyone else, and develop the capability
to consistently deliver this benefit to our consumers
if we hope to keep their business.
- Keep track of local
and world events. Read the international publications
and commentaries. Keep track of global events and trends,
and try to foresee how this might affect you and your
business. And then take action.
These days, there is
no such thing as a "local" business, no matter
how small it might be. The ones that will survive and
flourish in this increasingly competitive environment
are the ones who embrace globalization as a source of
sustainable competitive advantage.
HIGHLIGHTS:
As the government pursues
its liberalization strategy, there will be fewer and fewer
"protected industries" and exclusive licenses.
These days, there is
no such thing as a "local" business, no matter
how small it might be.
ABOUT THE AUTHOR:
Prominent educator,
resource speaker, consultant, and businessman, Rudy Ang
sees the urgent need for small business owners and SMEs
to look beyond local shores if they wish to survive the
global market game. Aside from his entrepreneurial efforts
in diverse industries, Ang is also an Associate Professor
and Chairman of the Marketing and Law Department, School
of Management, Ateneo de Manila University.
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