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I N S U R I N G I N V E S T M E N T S E N S U R I N G O P P O R T U N I T I E S. Advanced Topics in Conducting Investor Research and Benchmarking Your Country vis-à-vis Competitors WAIPA Annual Meetings, Geneva, January 2003. Outline. Introduction - PowerPoint PPT Presentation
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Advanced Topics in Conducting Investor Research and Benchmarking Your Country vis-à-vis Competitors
WAIPA Annual Meetings, Geneva, January WAIPA Annual Meetings, Geneva, January 20032003
I N S U R I N G I N V E S T M E N T S E N S U R I N G O P P O R T U N I T I E S
Outline
I. IntroductionII. Benchmarking Your Country vis-à-vis Competitors
– MIGA’s Experience in South East AsiaIII. Exploiting Trade Privileges to Attract Export-
Oriented FDIIV. Sector Research V. Company Research ResourcesVI. Wrap-Up Discussion
Research for Targeting Sectors and Companies
Broad Sector Opportunities
Sector Selection ProcessSector Selection Process
Company Selection ProcessCompany Selection Process
Target Companies
SWOT/BenchmarkingSWOT/Benchmarking
Broad Sector Opportunities
Sector Selection ProcessSector Selection Process
Company Selection ProcessCompany Selection Process
Target Companies
SWOT/BenchmarkingSWOT/Benchmarking
Research for Targeting Sectors and Companies
MIGA’s Benchmarking Project in SE ASIA
WHO ARE WE BENCHMARKING?
MIGA’s Benchmarking Project in SE ASIA
CHINA
WHO ARE WE BENCHMARKING?
MIGA’s Benchmarking Project in SE ASIA
CHINAVIET NAM
WHO ARE WE BENCHMARKING?
MIGA’s Benchmarking Project in SE ASIA
CHINAVIET NAMTHAILAND
WHO ARE WE BENCHMARKING?
MIGA’s Benchmarking Project in SE ASIA
CHINAVIET NAMTHAILANDMALAYSIA
WHO ARE WE BENCHMARKING?
MIGA’s Benchmarking Project in SE ASIA
CHINAVIET NAMTHAILANDMALAYSIAINDONESIA
WHO ARE WE BENCHMARKING?
MIGA’s Benchmarking Project in SE ASIA
CHINAVIET NAMTHAILANDMALAYSIAINDONESIAPHILIPPINES
WHO ARE WE BENCHMARKING?
MIGA’s Benchmarking Project in SE ASIA
CHINAVIET NAMTHAILANDMALAYSIAINDONESIAPHILIPPINES
ELECTRONIC PARTS MFG.
WHAT ARE WE BENCHMARKING?
MIGA’s Benchmarking Project in SE ASIA
CHINAVIET NAMTHAILANDMALAYSIAINDONESIAPHILIPPINES
ELECTRONIC PARTS MFG.CALL CENTER / SHARED
SERVICE CENTER
WHAT ARE WE BENCHMARKING?
MIGA’s Benchmarking Project in SE ASIA
COSTS VARIABLE COSTS
UtilitiesLaborTaxesReal Estate (Lease)
FIXED COSTSReal Estate (Buy or Construct)
(Not Benchmarked in the Study)ONE-TIME RELOCATION COSTS
Machinery & Equipment Import CostsEx-Pat Relocation
OTHER COSTSLogistic CostsTraining CostsMitigation / Permitting / (Soft) Costs
WHAT ARE WE BENCHMARKING?
MIGA’s Benchmarking Project in SE ASIA
CONDITIONS
Labor:•Productivity•Availability•Skill Levels•Turnover•Reliability•Relations
Demographics:•Unions•Industry Presence•Population Trends•Employment by Sectors•Etc.
Logistics:•Port Access•Air Access•Rail Access•Truck Access
QOL:•Housing•Schools•Recreation•Safety•Environment
Services:•Suppliers•Customs•Accounting•Legal•Financial•Distributors
Real Estate:•Availability•Condition•Market Trends•Terms•Depreciation
Utilities:•Access•Reliability
Market:•Political•Social•Legal•Financial•Regulatory•Geographical•Risk
WHAT ARE WE BENCHMARKING?
HOW ARE WE BENCHMARKING?
TOTAL COST
ACCOUNTING CLERK III
KEY ENTRY OPERATOR II
GENERAL CLERK III
GENERAL CLERK I
DUPLI. MACH. OPERATOR II
SECRETARY I
BA
NG
KO
K
KU
AL
A L
UM
PUR
HC
MC
HA
NO
I
JAK
AR
TA
MA
KA
TI C
ITY
PU
DO
NG
BE
IJIN
G
$0
$2,000,000
$4,000,000
$6,000,000
$8,000,000
$10,000,000
$12,000,000
$14,000,000
BANGKOK KL HCMC HANOI JAKARTA MAKATII PUDONG BEIJING
TOTAL COST $13,087,849 $13,976,914 $13,976,560 $13,976,560 $13,976,560 $13,095,909 $13,976,914 $13,976,560
ACCOUNTING CLERK III $6,968,270 $8,189,126 $8,176,605 $8,176,605 $8,176,605 $7,394,005 $8,189,126 $8,176,605
KEY ENTRY OPERATOR II $2,892,552 $2,940,101 $2,940,101 $2,940,101 $2,940,101 $3,058,973 $2,940,101 $2,940,101
GENERAL CLERK III $746,928 $952,224 $956,592 $956,592 $956,592 $898,061 $952,224 $956,592
GENERAL CLERK I $1,912,560 $1,326,000 $1,333,800 $1,333,800 $1,333,800 $1,229,280 $1,326,000 $1,333,800
DUPLI. MACH. OPERATOR II $400,608 $382,512 $382,512 $382,512 $382,512 $351,936 $382,512 $382,512
SECRETARY I $166,930 $186,950 $186,950 $186,950 $186,950 $163,654 $186,950 $186,950
Annual Labor Costs
LABOR COSTSLABOR COSTS
MIGA BENCHMARKING MODEL
HOW ARE WE BENCHMARKING?Year 0 1 2 3
CONSTRUCTIONBuilding Cost (including M&E) $0 0 0 0Land Acquisition Cost $0 0 0 0ELECTRIC POWERKW Demand per Month 0 0 0KWH Usage 0 0 0Cost per KW $0.00000 $0.00000 $0.00000Total Cost $0 $0 $0NATURAL GASUsage per Month 0 0 0Cost per Therm $0.00000 $0.00000 $0.00000Total Cost $0 $0 $0WATERGallons Per Day 0 0 0Cost Per Gallon (Thousands) $0.00000 $0.00000 $0.00000Total Cost $0 $0 $0SEWERGallons Per Day 0 0 0Cost Per Gallon (Thousands) $0.00000 $0.00000 $0.00000Total Cost $0 $0 $0LABOR Direct Costs $0 $0 $0Indirect Costs $0 $0 $0Total Cost $0 $0 $0WORKERS' COMPENSATIONTotal Costs $0 $0 $0UNEMPLOYMENT INSURANCETaxable Wage Base $0 $0 $0Rate 0.00% 0.00% 0.00%Cost per Employee $0 $0 $0Total Cost $0 $0 $0PROPERTY TAXESBuilding $0 $0 $0Land $0 $0 $0M&E $0 $0 $0Inventory $0 $0 $0Total Property Tax $0 $0 $0CORPORATE INCOME TAXESTaxable Income $0 $0 $0Income Tax Liability $0 $0 $0SALES TAXConsumables $0 $0 $0Total Tax $0 $0 $0RELOCATION COSTSPersonnel (Relocation Package) $0 $0 $0 $0Severance $0 $0 $0 $0Training $0 $0 $0 $0Outplacement $0 $0 $0 $0Productivity Loss $0 $0 $0 $0Temporary Help $0 $0 $0 $0Recruiting $0 $0 $0 $0Machinery & Equipment $0 $0 $0 $0TOTAL RELOCATION COSTS $0 $0 $0 $0
TOTAL COSTS $0 $0 $0 $0
City 1City 3
City 4City 5
City 6City 7
City 8City 9
City 10
$0.00
$5.00
$10.00
$15.00
$20.00
$25.00
City 1
City 3City 4
City 5City 6
City 7City 8
City 9City 10
$0.00
$5.00
$10.00
$15.00
$20.00
$25.00
$30.00
Each Cost & Conditionis Compared
Labor Availability
Labor Costs
Labor Productivity
Various Labor Classifications
Various Labor Classifications
COST PROFORMACOST PROFORMA
MIGA BENCHMARKING MODEL
HOW ARE WE BENCHMARKING?
Net Present Value (NPV)Internal Rate of Return (IRR)
Net Present Value (NPV)Internal Rate of Return (IRR)
Payback (PV)Payback (Undiscounted)
Payback (PV)Payback (Undiscounted)
Total Investment Cost (T.I.C.)Total Investment Cost (T.I.C.)
Discount RateDiscount Rate
Year 0 1 2 3CONSTRUCTIONBuilding Cost (including M&E) $0 0 0 0Land Acquisition Cost $0 0 0 0ELECTRIC POWERKW Demand per Month 0 0 0KWH Usage 0 0 0Cost per KW $0.00000 $0.00000 $0.00000Total Cost $0 $0 $0NATURAL GASUsage per Month 0 0 0Cost per Therm $0.00000 $0.00000 $0.00000Total Cost $0 $0 $0WATERGallons Per Day 0 0 0Cost Per Gallon (Thousands) $0.00000 $0.00000 $0.00000Total Cost $0 $0 $0SEWERGallons Per Day 0 0 0Cost Per Gallon (Thousands) $0.00000 $0.00000 $0.00000Total Cost $0 $0 $0LABOR Direct Costs $0 $0 $0Indirect Costs $0 $0 $0Total Cost $0 $0 $0WORKERS' COMPENSATIONTotal Costs $0 $0 $0UNEMPLOYMENT INSURANCETaxable Wage Base $0 $0 $0Rate 0.00% 0.00% 0.00%Cost per Employee $0 $0 $0Total Cost $0 $0 $0PROPERTY TAXESBuilding $0 $0 $0Land $0 $0 $0M&E $0 $0 $0Inventory $0 $0 $0Total Property Tax $0 $0 $0CORPORATE INCOME TAXESTaxable Income $0 $0 $0Income Tax Liability $0 $0 $0SALES TAXConsumables $0 $0 $0Total Tax $0 $0 $0RELOCATION COSTSPersonnel (Relocation Package) $0 $0 $0 $0Severance $0 $0 $0 $0Training $0 $0 $0 $0Outplacement $0 $0 $0 $0Productivity Loss $0 $0 $0 $0Temporary Help $0 $0 $0 $0Recruiting $0 $0 $0 $0Machinery & Equipment $0 $0 $0 $0TOTAL RELOCATION COSTS $0 $0 $0 $0
TOTAL COSTS $0 $0 $0 $0
Year 0 1 2 3CONSTRUCTIONBuilding Cost (including M&E) $0 0 0 0Land Acquisition Cost $0 0 0 0ELECTRIC POWERKW Demand per Month 0 0 0KWH Usage 0 0 0Cost per KW $0.00000 $0.00000 $0.00000Total Cost $0 $0 $0NATURAL GASUsage per Month 0 0 0Cost per Therm $0.00000 $0.00000 $0.00000Total Cost $0 $0 $0WATERGallons Per Day 0 0 0Cost Per Gallon (Thousands) $0.00000 $0.00000 $0.00000Total Cost $0 $0 $0SEWERGallons Per Day 0 0 0Cost Per Gallon (Thousands) $0.00000 $0.00000 $0.00000Total Cost $0 $0 $0LABOR Direct Costs $0 $0 $0Indirect Costs $0 $0 $0Total Cost $0 $0 $0WORKERS' COMPENSATIONTotal Costs $0 $0 $0UNEMPLOYMENT INSURANCETaxable Wage Base $0 $0 $0Rate 0.00% 0.00% 0.00%Cost per Employee $0 $0 $0Total Cost $0 $0 $0PROPERTY TAXESBuilding $0 $0 $0Land $0 $0 $0M&E $0 $0 $0Inventory $0 $0 $0Total Property Tax $0 $0 $0CORPORATE INCOME TAXESTaxable Income $0 $0 $0Income Tax Liability $0 $0 $0SALES TAXConsumables $0 $0 $0Total Tax $0 $0 $0RELOCATION COSTSPersonnel (Relocation Package) $0 $0 $0 $0Severance $0 $0 $0 $0Training $0 $0 $0 $0Outplacement $0 $0 $0 $0Productivity Loss $0 $0 $0 $0Temporary Help $0 $0 $0 $0Recruiting $0 $0 $0 $0Machinery & Equipment $0 $0 $0 $0TOTAL RELOCATION COSTS $0 $0 $0 $0
TOTAL COSTS $0 $0 $0 $0
COST PROFORMACOST PROFORMA
MIGA BENCHMARKING MODEL
HOW ARE WE BENCHMARKING?
19901995
20002005
2010H
CM
C
JAK
AR
TA
BA
NG
KO
K
MA
KA
TI
BE
IJIN
G
0.00
10.00
20.00
30.00
40.00
50.00
60.00
70.00
80.00
90.00
100.00
Urban Population Growth RateUrban Population Growth Rate
DEMOGRAPHICSDEMOGRAPHICSMIGA BENCHMARKING MODEL
HOW ARE WE BENCHMARKING?
1990
1992
1994
1996
0.0%
1.0%
2.0%
3.0%
4.0%
5.0%
6.0%
7.0%
8.0%
9.0%
Unemployment RatesUnemployment Rates
HC
MC
JAK
AR
TA
BA
NG
KO
K
MA
KA
TI
BE
IJIN
G
ECONOMICSECONOMICSMIGA BENCHMARKING MODEL
METHODOLOGYMETHODOLOGY
HOW ARE WE BENCHMARKING?
Desk-Top Level Research
CostsConditionsI.D. SourcesEntry into ModelReport Results
Desk-Top Level Research
CostsConditionsI.D. SourcesEntry into ModelReport Results
Fieldwork Interviews
Field Interviews (8-10 Foreign Investors)Fine-Tune Costs and ConditionsEntry into ModelReport Results
Fieldwork Interviews
Field Interviews (8-10 Foreign Investors)Fine-Tune Costs and ConditionsEntry into ModelReport Results
WHY ARE WE BENCHMARKING?
Fieldwork beyond Cost and Conditions
Motivation for choosing particular countryPrincipal evaluation factors (criteria) in decisionWhat other countries were being consideredOriginal expectations and needs been metWhat is on the horizon for the company (expansion, new greenfield, status-quo, leaving)What is the origin of their capitalWhere is their Parent Company locatedWhere is the Site Selection decision madeWhere is the destination market of their productWhere are their suppliers locatedWhat are the major obstacles encountered
Fieldwork beyond Cost and Conditions
Motivation for choosing particular countryPrincipal evaluation factors (criteria) in decisionWhat other countries were being consideredOriginal expectations and needs been metWhat is on the horizon for the company (expansion, new greenfield, status-quo, leaving)What is the origin of their capitalWhere is their Parent Company locatedWhere is the Site Selection decision madeWhere is the destination market of their productWhere are their suppliers locatedWhat are the major obstacles encountered
For the IPA:
Benchmarking MethodologyIndustry Criteria DevelopmentUnderstand Industry / SectorBasis for SWOT AnalysisAddress WeaknessesPosition vs. CompetitionCompare Desk-Top / Fieldwork ResultsHelp Fill Information GapsFeedback into Targeting / Marketing EffortsPromote PartnershipsPromote Aftercare
For the IPA:
Benchmarking MethodologyIndustry Criteria DevelopmentUnderstand Industry / SectorBasis for SWOT AnalysisAddress WeaknessesPosition vs. CompetitionCompare Desk-Top / Fieldwork ResultsHelp Fill Information GapsFeedback into Targeting / Marketing EffortsPromote PartnershipsPromote Aftercare
OUTPUTOUTPUT
WHY ARE WE BENCHMARKING?
Research for Targeting Sectors and Companies
Broad Sector Opportunities
Sector Selection ProcessSector Selection Process
Company Selection ProcessCompany Selection Process
Target Companies
SWOT/BenchmarkingSWOT/Benchmarking
Online Research for Selecting Priority Sectors
Broad Sector Opportunities
Sector Selection ProcessSector Selection Process
Company Selection ProcessCompany Selection Process
SWOT Analysis/Benchmarking
SWOT Analysis/Benchmarking
Target Companies
Sector Targeting: Concrete Example
Using Trade Preferences to Promote Investments
Targeting Study Undertaken by ITC for MIGA-Swiss
Partnership
Pilot Country Study
Eastern and Western AfricaCoastal and Land-Locked
AfricaFrancophone and Anglophone
Africa
Results Easily Replicated by Other Countries
Define Opportunities
Review Relevant Agreements: AGOA, LOME/COTONOU, EBA
Regional Agreements:COMESA, EAC, SADC, ECOWAS, UEMOA, etc.
Define Implications at a 6-Digit HT Level
African Growth andOpportunity Agreement
AGOA
Table AG1: most important tariff reductions under AGOA, excluding textile & clothing
Table E1: most important tariff reductions for LDCs under EBA
Summary of Prospects for FDI
Implementation
Compile Industry Opportunity Profiles
Identify investor countries
Identify potential investor companies
Undertake investor outreach missions
Follow up on investor interest
Facilitate inward missions
Investor facilitation
Investor servicing
Facilitate reinvestment
Facilitate local linkages
Research for Targeting Sectors and Companies
Broad Sector Opportunities
Sector Selection ProcessSector Selection Process
Company Selection ProcessCompany Selection Process
Target Companies
SWOT/BenchmarkingSWOT/Benchmarking
Online Research for Selecting Priority Sectors
Broad Sector Opportunities
Sector Selection ProcessSector Selection Process
Company Selection ProcessCompany Selection Process
SWOT Analysis/Benchmarking
SWOT Analysis/Benchmarking
Target Companies
Industry Series – Reports (available for free in pdf format, downloadable from www.census.gov site)
Data from 1997 Census (2002 Censuscurrently underway)
Sector Targeting: Example of Sector Analysis Using U.S.
Economic Census Data
Understanding international business trends–The forces affecting the way business is done in the target sector–Resulting in changes:
•Structure of the Industry•Positioning or segmentation•Business models
Understanding Market trends and agreements–WTO framework and changes–North American Free Trade Agreement –(NAFTA)–ASEAN–South American Common Market - MERCOSUR–AGOA - Africa–Caribbean Basin Initiative - CBI 2–EU
Understanding the Sector
Technology trends– Technological changes that affect the
industry• Product substitutes• Product improvement
– Miniaturization and robotization– New materials
• Process improvement• Marketing and distribution changes
– Eg. Internet/E-commerce/E-business– Fiber optics
• Just in time production/sourcing
Understanding the Sector
Scale indicators– Number of investors– Employment
• Number of workers• Workers per company• Sales per employee• Value added per worker
Characteristics of the sector– Percentage of employees in production?
Other activities?• Measures degree of labor intensiveness
– Average salaries per hour
Understanding the Sector
1. U.S. Census Bureau Industry Series - Profiles
2. Download Industry Series Report for Sub-Sector (in pdf) – Example: NAICS 315212
3. Statistical Data on Industry Size, Composition, Geographic Distribution – NAICS 315212
INDUSTRY STATISTICS FOR SELECTED STATES % of Total Ave. emp. x establish.
EMPLOYEES PROD.WORKERS Emp./Prod. Workers
VALUE ADDED BY MANUFACTURE ($1000)
United States 7,135 100% 148,870 133,135 $3,243,70980.0%
California 2,937 41% 17.9 52,433 48,965 93.4% $993,781Florida 247 3% 18.7 4,621 4,237 91.7% $117,650Georgia 73 1% 37.2 2,718 2,207 81.2% $54,619Illinois 70 1% 29.1 2,035 1,820 89.4% $44,986Massachusetts 90 1% 27.5 2,479 2,317 93.5% $55,460New Jersey 244 3% 28.0 6,828 5,888 86.2% $174,875New York 2,015 28% 17.6 35,367 30,031 84.9% $733,631North carolina 94 1% 42.5 3,998 3,559 89.0% $91,536South Carolina 293 4% 33.9 9,920 9,094 91.7% $79,216Texas 262 4% 16.4 4,284 4,026 94.0% $110,175
10 LARGEST STATES BY # OF ESTABLISHMENTS
INDUSTRY STATISTICS FOR SELECTED STATES % of Total Ave. emp. x establish.
EMPLOYEES
United States 7,135 100% 148,870
California 2,937 41% 17.9 52,433Florida 247 3% 18.7 4,621Georgia 73 1% 37.2 2,718Illinois 70 1% 29.1 2,035Massachusetts 90 1% 27.5 2,479New Jersey 244 3% 28.0 6,828New York 2,015 28% 17.6 35,367North carolina 94 1% 42.5 3,998South Carolina 293 4% 33.9 9,920Texas 262 4% 16.4 4,284
10 LARGEST STATES BY # OF ESTABLISHMENTS
Geographic DistributionNAICS 315212
INDUSTRY STATISTICS FOR SELECTED STATES % of Total Ave. emp. x establish.
EMPLOYEES PROD.WORKERS Emp./Prod. Workers
United States 7,135 100% 148,870 133,135
California 2,937 41% 17.9 52,433 48,965 93.4%Florida 247 3% 18.7 4,621 4,237 91.7%Georgia 73 1% 37.2 2,718 2,207 81.2%Illinois 70 1% 29.1 2,035 1,820 89.4%Massachusetts 90 1% 27.5 2,479 2,317 93.5%New Jersey 244 3% 28.0 6,828 5,888 86.2%New York 2,015 28% 17.6 35,367 30,031 84.9%North carolina 94 1% 42.5 3,998 3,559 89.0%South Carolina 293 4% 33.9 9,920 9,094 91.7%Texas 262 4% 16.4 4,284 4,026 94.0%
10 LARGEST STATES BY # OF ESTABLISHMENTS
Degree of Labor IntensivenessNAICS 315212
INDUSTRY STATISTICS FOR SELECTED STATES % of Total Ave.
VALUE ADDED BY MANUFACTURE ($1000)
VALUE ADDED Per Employee
United States 7,135 100% $3,243,70980.0%
California 2,937 41% $993,781 $18,953Florida 247 3% $117,650 $25,460Georgia 73 1% $54,619 $20,095Illinois 70 1% $44,986 $22,106Massachusetts 90 1% $55,460 $22,372New Jersey 244 3% $174,875 $25,611New York 2,015 28% $733,631 $20,743North carolina 94 1% $91,536 $22,895South Carolina 293 4% $79,216 $7,985Texas 262 4% $110,175 $25,718
10 LARGEST STATES BY # OF ESTABLISHMENTS
Level of Value AddedNAICS 315212
NAICS 315212 – Size Segmentation for Targeting
ESTABLISHMENT SIZE Establishment w ith more than 50 employees
Total 7,135680 10%
50 to 99 457 6%
100 to 249 182 3%
250 to 499 33 0%
500 to 999 7 0%
1000 to 2,499 1 0%
> 2500
TOP 10 MATERIALS CONSUMED BY KINDNAICS NAME DELIVERY COST 48.9%
971000 Materials, ingridients, containers, and supplies, n.s.k $266,154 31.3%
31321023 Broadwoven fabrics (piece goods) $45,978 5.4%
31324000 Knit fabrics $45,121 5.3%
970099 All other materials, and components, parts, containers, and supplies $33,707 4.0%
31311003 Yarn, all fibers $10,703 1.3%
33999301 Buttons, zippers, and slides fasteners $7,823 0.9%
31322103 Narrow fabrics (12 inches or less in with) $5,299 0.6%
31500000 Garmets purchased to be printed and resold$1,006 0.1%
32591011 Printing ink, for printing in garmts $223 0.0%
Identifying Linkages with Local Economy and Suppliers
Apparel Industry Comparative Values by Subsector Ave. Wages/hr.
$5.00 $7.00 $9.00 $11.00 $13.00 $15.00 $17.00 $19.00
WOMEN'S & GIRLS' CUT/SEW DRESS MFG
MEN'S & BOYS' NECKWEAR MFG
OUTWEAR KNITTING MILLS
WOMEN'S & GIRLS' CUT/SEW OTHER OUTWEAR MFG
MEN'S & BOYS' CUT/SEW SHIRT MFG
OTHER AP P AREL ACCESSORIES MFG
MEN'S & BOYS' CUT/SEW OTHER OUTWEAR MFG
MEN'S & BOYS' CUT & SEW AP P AREL
INFANTS' CUT/SEW AP P AREL MFG
Subs
ecto
rs
Ave. US$/hr.
Apparel Industry: Low vs. High Wage Sub-Sectors
STATE315211 315212 315221 315222 315223 315225 315228 315231 315232 315233 315234 315239 315291 315293 315999 315119 315191
ALABAMA 9 5 9 2
CALIFORNIA 1 1 1 2 1 1 1 2 1 1 2 1 1 2 1 3 1
FLORIDA 8 5 7 3 3 3 2
GEORGIA 6 9 5 8 6 6 7 3
HAWAII 7
ILLINOIS 7 8 4
KENTUCKY 3
MASSACHUSETTS 10 4 10 5 9 5
MINNESOTA 10 3
MISSISSIPPI 10 4 10 2
MISSOURI 7 4
NEW JERSEY 8 6 7 3 5 6 3 6 4 6
NEW YORK 2 2 4 1 4 6 2 1 2 2 1 2 1 7
NORTH CAROLINA 4 7 2 4 9 6 3 1 2
OHIO 5
OKLAHOMA 8
PENNSYLVANIA 5 3 6 3 5 4 5 4 8 4
SOUTH CAROLINA 7 3 8
TENNESSEE 3 2 8 3 4 8 6
TEXAS 6 5 5 4 4 5 2 9
VIRGINIA 3 7 9 7 8 10
WASHINGTON 10 4
# 1 # 2 # 3
SUBSECTOR
Subsector Geographical Distribution Apparel
APPAREL SALES
$0
$10,000
$20,000
$30,000
$40,000
$50,000
$60,000
$70,000
$80,000
$90,000
$100,000
SIC
SA
LE
S ($
000)
2329 Men’s & Boy’s Clothing
2339 Women’s & Misses Outerwear
Apparel – Sales by Sub-Sectors
Research for Targeting Sectors and Companies
Broad Sector Opportunities
Sector Selection ProcessSector Selection Process
Company Selection ProcessCompany Selection Process
Target Companies
SWOT/BenchmarkingSWOT/Benchmarking
Online Research for Targeting Prospective Investors
Broad Sector Opportunities
Sector Selection ProcessSector Selection Process
Company Selection ProcessCompany Selection Process
SWOT Analysis/Benchmarking
SWOT Analysis/Benchmarking
+
Target Companies
Identifying the Key Companies for EachSub-Sector…
Investor Targeting through the Web
Online research is very useful
(1) To compile “long list” of companies by using
Directories: General and sector specific resources
Sector specific directories very often can be browsed by product category, country/ region, company name
Web Sites of Associations: Feature lists of members, very often by country
Online research is very useful to
(2) Narrow the “long list” down to a short list of targeted companies
Parameters to look out for, include:
Product line, company location/region
Company size (annual sales, number of employees, etc.)
Major capital expenditures, M&A activities
Company’s recent performance in comparison with its competitors/ overall industry trends
Technology developments, supplier linkages
Foreign affiliates and international activities of the company
Investor Targeting through the Web
Go to companies’ Web sites to learn about latest company news - sometimes even latest Annual Reports online
Cross reference company information to other sources providing financial profiles
Learn about the company’s organizational structure
Get all necessary names, titles and contact details from companies’ Web sites.
Investor Targeting through the Web
Sample online resources:
www.corporateinformation.com
www.hoovers.com
www.kompass.com
http://www.europages.com/
http://www.sec.gov/edgar.shtml
http://www.dnb.com/
http://www.bnamericas.com/
http://www.corptracker.com/
Company Research Resources
CorporateInformation
Hoovers Online
Kompass
Kompass - Company Information
Europages – European Company Directory
Company Monitor (Business Monitor)
Company Monitor (Business Monitor)
CorpTracker (Oxford Intelligence )
Questions & Answers