Dueling with the Pirates: Seven Successful Strategies
IP Protection Depot in China: "Where are the guards?
The Scream by Edvard Munch
Protecting Your Intellectual Property (IP)
A Half-Day Seminar by James Chan, Ph.D., President
Asia Marketing and Management (AMM)
Piracy of American-made products and know-how threatens the profitability and survival of U.S.companies. Still, some firms have developed creative ways to beat the pirates. If you let fear stop you from taking proactive measures, you will lose business opportunities and let competitors dominate the global marketplace. To tap the riches of the global market, you have to know how to fight the pirates.
Having worked with more than 100 U.S. manufacturers and service organizations over the last 33 years in expanding overseas, I have formulated seven key strategies on dealing with piracy overseas.
Always assume that your product or technology will be pirated. The more successful your product, the faster it gets pirated.
Don’t let fear of piracy keep you from introducing your product overseas. If the product is attractive to a foreign customer, some people will try to pirate it.
Travel to meet current customers and prospects overseas. By speaking with trusted contacts in their countries, you will learn the weaknesses of the pirates and the real reasons why people want to buy American-made products and services. Based on such first-hand knowledge, design and improve your product and technology to stay ahead of the pirate’s capabilities.
Don’t compete with the pirates on price. If the pirate’s price is 20% of yours but his product is only 80% of your quality level, focus your marketing effort on the quality-conscious segment of that foreign market.
Discerning customers want American-made products and services once they see and feel how much better they are than cheap, pirated products. Educate your customers and make them see the difference. They will appreciate why they pay more to get the genuine article.
Find creative ways to keep the secrets of your technology to yourself. How you keep such secrets should itself be a secret.
Pick the most talented people whom you can trust to handle global expansion. Don’t send overseas managers and engineers who are untrained or unfit to guard proprietary secrets and make tough decisions on the spot.
For a half day seminar on dueling with piracy, call me at (215) 735-7670(215) 735-7670 or e-mail JamesChan@AsiaMarketingManagement.com. My 33 years of experience with 100 firms offer practical strategies and skills you can apply.