Flare International Alex Bickel

Doing
Business in the USA
1
Doing Business in the USA
Flare
International
Pledge of Allegiance
I pledge allegiance to the flag of the
United States of America, and to the
republic for which it stands, one
nation, under God, indivisible with
liberty and justice for all.
May 9, 2015
Alex Bickel
2
Impuls Referat
Flare
International
Flare International
Alex Bickel
Alex Bickel, President
Flare International (USA)
300 Spectrum Drive
Suite 400
Irvine, California 92618, USA
+1 (949) 754-3133 or 1-888-US-FLARE
www.flare.ch or www.flareusa.com
[email protected]
Alex Bickel
May 9, 2015
3
Flare
International
Impuls Referat
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Alex Bickel
Kulturelle Unterschiede
Herausforderungen eines
gigantischen Marktes
Führung einer US Tochterfirma
May 9, 2015
Doing Business in the USA
Flare
International
Kulturelle Unterschiede
May 9, 2015
Alex Bickel
5
Doing Business in the USA
Flare
International
Eigen- und Fremdeinschätzung US-Profil
 Selbsteinschätzung
 Fremdeinschätzung
 Fortschrittlich,
 Flexibel,
 Tolerant,
 Initiativ,
 Optimistisch,
 Unternehmerisch.
May 9, 2015
 Illusionist
 Oberflächlich
 Unzuverlässig
 Wechselhaft
 Geldgetrieben
Alex Bickel
6
Doing Business in the USA
Flare
International
Eigen- und Fremdeinschätzung CH-Profil
 Selbsteinschätzung
 Fremdeinschätzung
 Unflexibel,
 Träge,
 Distanziert,
 Pessimist,
 Intolerant,
 Arrogant.
 Zuverlässig,
 Seriös,
 Tiefgründig,
 Qualitätsbewusst,
 Verlässlich,
 Integer.
May 9, 2015
Alex Bickel
7
Doing Business in the USA
Flare
International
GDP Comparison
(2012 Country Values)
State
Country
GDP (Mio)
Argentina
$477,028
Virginia
Chile
$268,314
Colorado
Colombia
$369,813
Maryland
Cuba
$71,017 West Virginia
Ecuador
$87,495
New Mexico
Guatemala
$50,377
Rhode Island
Mexico
$1,183,655
New York
Venezuela
$382,424
Washington
Bangladesh
$127,195
Utah
Vietnam
$155,820
Kansas
Thailand
$385,694 Massachusetts
Malaysia
$304,726
Minnesota
Singapore
$276,520
Tennessee
Hong Kong
$263,259
Arizona
New Zealand
$171,256
Oklahoma
Australia
$1,564,419
Texas
Doing Business in the USA
Flare
International
Eigenschaften US Markt:
„Biggest Economy in the World“
Nowhere in the world is it so easy to spend so
much money in such a short time as it is in
the United States of America.
May 9, 2015
Alex Bickel
9
Doing Business in the USA
Flare
International
Managing the
«Equilibrium of Mutual Dissatisfaction»
 Chasing a Dream
 Works as long as
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May 9, 2015
«all parties are equally
dissatisfied»
Long Term: Take Control
Successful Swiss
Companies operate
a US subsidiary
Alex Bickel
10
Doing Business in the USA
Flare
International
Stuktur und Organisation: Market-Interface
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Lokale Präsenz
Glaubwürdigkeit
Kontrolle & Einfluss
“Corporate Veil”
 US Tax Person
 Judicial Separation
Sub.
Parent
Company
 “Going Concern”
 Struktur ist einfach und
eindeutig
May 9, 2015
Alex Bickel
11
Doing Business in the USA
Flare
International
Plan your Path to Success
Foundation
Aalyze Markets
Formation
Visit Conference
Build Interface
Talk to Peers
Contact Partners
Adapt Products
Hold Strategy Seminar
Attend Shows
Conisder M & Acquisitions
Write Businessplan
Expose to Market
Build Management
Evaluate Entry Barriers
Transfer Workers
Establish Local Organization
Go on Field Trips
Experience Differences
Acquire Infrastructure
May 9, 2015
Penetration
Alex Bickel
Doing Business in the USA
«The Golden Circle»
Flare
International
by Simon Sinek
 WHY?
 HOW?
 WHAT?
"Why how what" by © Simon Sinek
May 9, 2015
Alex Bickel
13
Doing Business in the USA
Strategic Options: Your Answer to “Why”?
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Risk Diversification
Economy of Scale
Follow the Partner
Follow the Customer
Local Service & Support
Industry Image
Trend Setters (i.e. Access to R&D)
Employee Benefit
Opportunistic (Vacation/Golf Course)
Swiss Made – Swiss Quality
May 9, 2015
Alex Bickel
Flare
International
Flare
International
Doing Business in the USA
Successfactor “Time-Investment Curve”
I (Investment)
t (time)
May 9, 2015
Alex Bickel
Doing Business in the USA
Flare
International
Learn to Navigate
«The Fine Line of Pragmatism»
Take a pragmatic approach and
feel like you are violating your
duty as a lawabiding citizen?
May 9, 2015
Read, understand, agree
and comply with each
and every regulatory
framework and strangle
your business?
Alex Bickel
16
Doing Business in the USA
Flare
International
City Business Tax License:
Los Angeles Municipal Code, Chapter II, Article 1,
Section 21.00, Subsection (i), Paragraph (5) & (6)
(5) such person or his employee performs work or renders services in the
City on a regular and continuous basis involving not less than seven
working days per year for all such employees, or
(6) such person or his employee utilizes the streets within the City in
connection with the operation of motor vehicles for business purposes.
May 9, 2015
Alex Bickel
17
Doing Business in the USA
Flare
International
How to Navigate the
«Fine Line of Pragmatism»
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Build a Story
Be Consistent
Look Familiar
Respond - always
May 9, 2015
Alex Bickel
18
Doing Business in the USA
Flare
International
Tips aus „Lessons Learned“
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Der Gang in die USA ist nicht delegierbar, er bedingt die Mitarbeit des Top-Managements;
Oft ist der Grund für den Miserfolg eine fehlende oder schlechte Kommunikation über den
Atlantik;
Es sind klar messbare Ziele zu kommunizieren, meist ist Zeit (t) bedeutender als Geld ($);
Die Grösse der USA immer vor Augen halten, aber 40x mehr Potenzial = 40x mehr Aufwand;
Es gibt 1 Währung, 1 Sprache, 1 Logistikraum, 1 Rechtssystem, und trotzdem gilt es gewisse,
lokale Differenzierungen zu beachten;
Der US Markt ist der härteste Mark, aber auch der attraktivste;
Ziehen Sie einen lokalen US Parter bei der Realisierung in Ihren Plan mit ein;
In den USA kämpfen Sie immer gegen 200 Millionen Entrepreneure als Mitbewerber;
Wählen Sie eine Nische für Ihre Wettbewerbsvorteile, und zwar nicht nur „Swiss Made“;
Ein „Erfolg“ in den USA hängt in erster Linie von Ihrer Erwartungshaltung ab.
May 9, 2015
Alex Bickel
19
Doing Business in the USA
Flare
International
2 Take Away Points:
 It always takes much longer to achieve a breakthrough with a foreign product in the US than
expected;
and
 Once you are fortunate enough to achieve a breakthrough with your product, your organization will
not be ready to consummate the business.
May 9, 2015
Alex Bickel
20
Vielen Dank
Flare
International
Welcome to the United States
Alex Bickel, President
Flare International (USA)
300 Spectrum Drive
Suite 400
Irvine, California 92618, USA
+1 (949) 754-3133 or 1-888-US-FLARE
www.flare.ch or www.flareusa.com
[email protected]
Alex Bickel
May 9, 2015
21

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