ARTHURLOKJACKGRADUATESCHOOLOFBUSINESSINGUATEMALA

February14th,2017

WHYGUATEMALA?- YoungestandmoresteadyeconomyinCentral-America.- Sustainedandconsistentgrowthoverthelast10years- ItplaysaleadershiproleinCentralAmericalikeT&TintheCaribbean- Bigenoughandsmallenough- +200,00SME’s- Becauseisayoungemergingeconomyithasattractedmanyglobaland

regionalplayerssuchasWalmart,AmericaMovil,Bancolombia,Bimbo,Coca-Cola,Banco Azteca,Tigo,Telefonica

- Verystrongyetverytraditionallocalprivatesector

Population:15.5millionGDP(PPP):$81.8billion/3.5%growth2.8%5-yearcompoundannualgrowth$5,282GDPpercapitaUnemployment:2.8%Inflation(CPI):4.3%FDIInflow:$1.3billionCurrency Quetzal1U$=Q7.58

Population:1.3millionGDP(PPP):$27.5billion/1.6%growth-0.8%5-yearcompoundannualgrowth$20,438GDPpercapitaUnemployment:6.6%Inflation(CPI):5.2%FDIInflow:$1.7billionCurrency TTDollar1U$=Q6.38

Guatemala Trinidad&Tobago

Source:IndexofEconomicfreedom2015http://www.heritage.org/index/country/guatemala

https://www.cia.gov/library/publications/the-world-factbook/geos/gt.html

Nearly31.7%ofthecountry’speopleisilliterate

http://www.ghrc-usa.org/Publications/factsheet_education.pdf

Education inGuatemala

Tertiary Education inGuatemala1.8%ofpopulation (291kenrolledintertiary education,out ofwhich only 6.4%graduate.60%atthe public sector

6.4%

Theacademicdivideishuge,thereforetheopportunityaswell.Isayoungunderservedcountry

Major Players:(Local)

http://education.stateuniversity.com/pages/570/Guatemala-HIGHER-EDUCATION.html

RangecostofaMasterU$2,500– U$5,000

Main Players:(Local&InternationalBusinessSchools)

RangecostofaMasterU$4,500– U$18,000

Lok Jack’sObjectivesforGuatemala

ü AcademicDiversityü RiskMitigationü Marketdiversificationü Accesstonewmarketsandglobalcompaniesü Accreditationü ToCreateamagnetfortalentacquisitionü ToConnectCaribbeanwithLatinAmerica

Lok Jack’sStrategyinGuatemala

a) EnterthemarketwiththedifferentiatedMasterofSmallandMediumEnterpriseManagement;raisingawarenessoftheschoolandtheprogramme throughstrategicalliancesanddigitalmarketingandevents.

b) B2Bapproachtoglobalandbigcompaniesforspecifictrainingandin-company/customised interventionsbothfortheiremployeesandtheirSMEsuppliers(whereapply)

c) InnovationandDigitalMarketingasSchool’sPillars

d) OtherInitiatives

1.B 2SME

2.B 2G

- AccesstoCentralAmerica- AccesstoSMEs

- AccesstoGlobalAccounts

Walmart

AmericaMobil(Claro)

BAC(WIP)

Retail

Telecomm

RegionalBank

ReputationalCapital

ü Corporateü SMEs

Lok Jack’sStrategyinGuatemala

a) EnterthemarketwiththedifferentiatedMasterofSmallandMediumEnterpriseManagement;raisingawarenessoftheschoolandtheprogramme throughstrategicalliancesanddigitalmarketingandevents.

ü SignedMoUü OfficeSpaceandServicesü TrainingFacilitiesü AccesstotheirDatabaseü Participationintheireventsü Participationintheirmediachannels

ü DataExport Magazineü Agexport Hoy(DigitalNewsletter)

ü 50%ScholarshipAwardfortheExporteroftheYear

Aseriesofeventshavebeenheldtolaunchandpositiontheschool.Theseinitiativeshavegeneratedaprox.20leadsfortheMSMEMprogramme

ü MoU inprocessü OpendoorstoCentralAmerica,Mexico,SouthAmericaandtheUSmarketsü Training/LabsCalendarfor2015fora“AhandtogrowSMEprogramme”

ü 4paidworkshopsYTDü Walmart’s discountcodeforairfareandaccommodationforfacilitators

ü FocusonGuatemalaandCostaRicaü 50%ScholarshipAwardforSMEprovideroftheyearandSMEwomanofthe

yearü ParticipationinExpoWalmart (Feb24-26th 2015)ü In2weekstheschoolwillbepresentingtoWalmart thetheSMEdevelopment

programme

ü SpecialFinancingOptionfortheMSMEMProgrammeü JointeventswithSMEclientstopresenttheMSMEMprogrammeü Specialassignedagencytosupporttheschool’seffortsü50%ScholarshipAwardfortopSMEclientsofthebanküPotentialinternalInterventionforAgenciesManagers

GrowthStrategyandDigitalStrategySessionwithCLARO’s(AmericaMovil)TopManagement

Feb17th’2015

ü LargestTelecommunicationCompanyinCentralAmericaü +3000employeesüOpendoorstoLATAMü StrategySessionconductedwiththeTopManagement(Feb17th’2015)

üMoU innegotiationprocesswiththeSMEBusinessUnitüCorporateandSMEs

ü MoU inprocessofbeingsigned.ü CentralAmericascopewithfocusonGuatemala,CostaRicaandElSalvadorü IT-basedworkshopsfortheMSMEMprogramme attheendofeach

trimesterü TheywillbedonationSAPlicensestotheprogramme andtotheschoolto

beabletodosimulationsandroleplaywiththeplatformü ScholarshipAwardfortopSMEclients.

LaunchofAdvisoryBoardinGuatemala

Ing.LuisGodoy– DirectorEjecutivodeAgexportLic.SilviaPenados– PresidentedeSolucion WebLic.MaríaTaboush – Empresaria– PresidentedeWSIlinkIng.Maria MercedesZaghi- DesarrollodeNegociosCampusTecLic.LuisFernandoAndrade– DirectorparaCentroamerica paralaEscueladeNegociosArthurLok JackChristopherLok Jack– GerentedeDesarrollodeNegociosdeAssociated Brands LimitedProf.MiguelCarrillo– DirectorEjecutivoEscueladeNegociosArthurLok Jack

• StrategyofAlliances• Inserttheschoolonthemainprivateandpublic

sectornetworks.• Mentorshiptostudents• ProgrammeContentreview(marketrelevance)• DesignthesupportecosystemforInnovation,

InternationalisationandGrowthfortheSMEs.• GuideandGuía ygestor withgovernment

relationship• FacilitatetheconnectionbetweenCentral

AmericaandtheCaribbean.• SupportonRecruitmentEvents.• Supportinthecretion ofInvestmentfundforHigh

potentialSMEs• SupportintheCreationoftheRegionalInnovation

Center (CAMandtheCaribbean).

MinisterDookeran VisittoGuatemalaforthesigningofthePartialScopeAgreementbetweenGuatemalaandTrinidad&Tobago

Dinnerhostbytheschoolwithkeystakeholders,advisoryboardmembers,mainpartnersandclients

Feb6th’2015

Executethe1st commercialmissionfromGuatemalatoTrinidadandTobago

April2015

§ CEORoundtableEvent,co-hostedbyIDBandUWI-ALJGSBo Greatexposureopportunitytotheschoolo Target:25MediumSizeCompany’sCEOs(US$1MMminimumrevenue

peryear)o CostsmostlycoveredbyIDBo Focusoftheevent:InnovationforGrowtho Prof.Carrilloasfeaturespeakero Guatemalaofficeinchargeofallcommunications,marketingand

logisticsfortheevent.

CostaRica

Universities & InstitutesUniversidad Nacional, Costa RicaUniversidad Tecnica Nacional, Costa RicaUniversidad Landivar, GuatemalaCentral America Public Administration Institute

Chambers / AssociationsChamber of Commerce Costa RicaAMCHAM Costa RicaPROCOMER

MinistriesMinistry of Foreign TradeMinistry of Economy, Industry and CommerceMinistry of Public Education

Private SectorWALMART

International Funding AgenciesInter American Development Bank

MeetingsHeld with

Universidad Nacional de Costa Rica (UNA):Prof. Carrillo was the feature speaker at the II Round ofInternational Relations Forum. Following the conference,UWI-ALJGSB (T&T and GT) and the Universidad RafaelLandivar (from Guatemala) held strategic action planningmeeting on areas of collaboration.

Potential Areas of Collaboration:- Faculty Exchange- Students exchange- Joint Research- Joint Executive Education Courses- Potential Double degree ( Master if Institutional

Innovation)- Internship opportunities for ALJ GSB students (MBA

SEM, MIIE)- Other

All3entities(UWI-ALJGSB;UniversidadNacional deCostaRicaandUniversidadRafaelLandivar)areexpectedtosignaMemorandumofUnderstandingbeforecloseof2015

Chamber of Commerce of Costa Rica:Meeting held with Alonso Bolanos - ExecutiveDirector and Nestor Salazar - BusinessDevelopment Manager.

Potential Areas of Collaboration:- Webinars- Workshops/Labs (Growth Strategies, Turning

insights into business opportunities, socialmedia strategies, etc.)

- Master in Small and Medium EnterpriseManagemento Scholarships for their annual awarded

memberso Partial scholarships for their members

- Others

Initial proposal has been submitted for their reviewand we expect to execute some initiatives withthem Q1 2016.

PROCOMER (Exports promotion Office):Meeting held with Ministry of Foreign Trade withEricka Viquez, Coordinator Latin America, Mexicoand the Caribbean Affairs yielded a panoramicknowledge sharing of the growth areas of CostaRica.

We were guided by the Ministry of Foreign Tradeto meet with Ms. Lila Johnson, Foreign TradeOffice Coordinator - PROCOMER and AlexanderRoman - Manager of the Commercial Offices in theCaribbean (Dom. Rep and T&T).

Potential Areas of Collaboration:- Commercial Missions- Master in Small and Medium Enterprise

Managemento Scholarships for their annual awarded

memberso Partial scholarships for their members

- Others

Ministry of Economy, Industry and Commerce:

Meeting held with Ms. Jeannina Dinarte –Vice-Minister of Economy, Industry andCommerce and Ms. Laura Lopez Salazar -Director of SME Development.

Potential Areas of Collaboration:- Master in Small and Medium Enterprise

Management in collaboration with theChamber of Commerceo Partial scholarships for their members

- Clusters Studies- Vendor Development Programme in

collaboration with PROCOMER- Others

AMCHAM Costa Rica:

Meeting held with Alberto Arguedas - Executive DirectorAMCHAM Costa Rican Chamber of Commerce and Ms. MaylRamirez - Assistant Manager - AMCHAM Costa Rican Chamber ofCommerce.

Potential Areas of Collaboration:- ALJGSB to become member of AMCHAM Costa Rica- Master in Small and Medium Enterprise Management in

collaboration with the Chamber of Commerceo Partial scholarships for their members

- Webinars- Workshops/Labs (Growth Strategies, Turning insights into business

opportunities, social media strategies, etc.)- Vendor Development Programme- Internship for our students- Others

Universidad Tecnica Nacional Costa Rica:Meeting held with members of the Academic Committee:

- Katalina Perera,VicePresidentofTeaching- FranciscoRomero,VicePresidentofResearch- GermanRudín RepresentofVicepresidentofsocialaction

(extensioninspanish)- PedroAvendaño,RepresentandassistantofVicepresident

ofteaching- JorgeEspinoza,CoordinatorofCEDEMIPYME(Centroparael

Desarrollo de las Micro,Pequeñas yMedianas Empresas)

Potential Areas of Collaboration:- Faculty Development Programme

o Scholarship for some of their Faculty to enroll in ourMSMEM and MBA SEM programmes.

- Student exchanges- Internship opportunities for their students in T&T and for

ours in CR- BIzbooster as benchmark of their business incubator- SME Executive development programme for banks- Others

UWI-ALJGSB and Universidad Tecnica Nacional are expected tosign a Memorandum of Understanding.

Potential Areas of Collaboration:- Faculty Development Programme

o Scholarship for some of their Faculty toenroll in our academic and/orcertificate programmes

- Faculty Exchange- Special interest in the MSMEM programme

MeetingheldwithTheMinistryofEducationVice-chancellorandtheInt’lCollaborationteam

Ministry of Education in Costa Rica

IDB Central-America headquartersMeetingheldwithChristianSchneider,InvestmentOfficer- OpportunitiesfortheMajority.

Potential Areas of Collaboration- CEO Roundtable joint- event to be held in

Guatemala on Oct 23rd (ALJ-GSB-IDB-Kinesis)- Research funding for indigenous

entrepreneurship in Guatemala- Vendor development programme to include

SMEs in the Value chain of large andmultinational companies

IntermsofMedia,wehavebeenabletogenerateanequivalentofaprox U$10kinFreePressthroughMediaInterviews,Events,etc.

WiththedigitalstrategyandonlyinFBwehavebeenabletogenerateagoodfanbaseinashortperiodoftime.

WeareaimingforthedigitalplatformtobeourgreatestconversiontoolThroughrelevantContent,Engagement,Interconection.

ThedigitalstrategywascenteredontheprogrammeAndwillnowevolveTobecenteredinTheschool.

MainLearnings:

ü LowawarenessofT&T.Startwiththecountry,thecompanyand

thenyourproductorservice.

ü Identifyanicheandletyourvaluepropositionbedifferentandinnovative

ü Havealocalpartner/employee(thatcanreadandguidethroughtheculture)

ü Trialanderror..

ü Buildreputationandcredibilityamonginfluencers

ü Taketherisk,learnandre-adjust.

AnyQuestions?