Int'l Bldr Show Presentation - Going Global

GOING GLOBALHow do US firms take advantage of overseas opportunities

Speakers:

Chip Pierson, AIAPrincipalDAHLIN GROUP ARCHITECTURE PLANNING - Pleasanton, CA

Dmitry SemenovPrincipalADDFORCE ConsultingSacramento, CA and Moscow

International Builders Show Friday, January 23, 2009

’ THIS MORNING S AGENDA

• Getting into fore ign markets

• Working in fore ign markets

•Q&A

WHY AND WHY NOT GO GLOBAL?

•What do US firms have to offer?

•Diversification

•What is competition like?

•The “U.S.” Premium

?DO THEYWANT YOU TO COME

• Perception of US Firms

• The Dollar Factor

• Local Architec ts

GETTING YOUR FOOT IN THE DOOR

• Getting Invited

• Inviting Yours e lf

MAKING YOUR FIRST IMPRESSION

•Res pect

•Res earch

•Language

•Culture

• Reas onable Propos als

NEGOTIATIONS

• They will happen

• Dis count expectation

• Balanced dis counting policy

Bus ines s•Business culture•Contracts•Payments•Professional Business Culture

Bus ines s• Business culture

Things to learn about

•Foodo Variety

•Dresso Casual in Chinao Suits in M.E.o Designer Suits in Russia

•Timeo Clients late but not youo Immediate availability

Bus ines s•Business Culture

•Trade shows as an important vehicle for client contact•Cityscape - worldwide

Bus ines s•Contracts•Payments

Issues:

•Bid by tenders•Contracts that are miles long•Bilingual contracts•Fixed fee vs. hourly rate•Secrecy Undertakings•Payments delayed due to currency controls•Local taxes•Reporting requirements

Bus ines s

SECRECY UNDERTAKINGS

3.0 l/We hereby acknowledge that damages alone would not be an adequate remedy for ---------- in respect of the breach of any of the provisions of this Undertaking and accordingly, without prejudice to any and all rights ----------may have, ----------shall be entitled by order of a competent court, without proof of special damage, to the remedies of injunction, attachment, specific performance and other relief for any threatened or actual breach of this Undertaking.

4.0 l/We hereby agree to hold and keep ----------indemnified from and against any and all liability, losses, damages, costs, expenses (including legal fees, court fees and professional fees), suits and claims to the extent which ----------may suffer or incur as a result of any breach of this Undertaking by us, which indemnity shall be enforceable by order of a court of competent jurisdiction.

Bus ines s•Professional Business Culture

•US firms with a US culture, some say sought after, others not•Training for staff•Language issues – China/Russia vs. Middle East/India •Translators

THEY ARE JUST LIKE US

“And when you get to their home, you see pillows, rugs, and robes… ”

CULTURE AND LANGUAGE

Which language is which?

Arabic Roman Group

English Russian

BRIDGING THE CULTURALGAP

•Cultural mediation–Language gap–Culture gap–Expectation gap–Don’t leave home

without it!

CLIENT EDUCATION

• Innovation• Picture is worth a thousand words• Project tours are priceless• Mentoring / strategic advisory role

Entitlement•Land Planning•Environmental Issues•Traffic•Infrastructure or Civil Engineering

Concept Reality

Entitlement•Land Planning

All sites are the same – whether sandy


… or snowy…


… or wet!You always visit the sites

Entitlement•Environmental Issues

Issues:

•Wetlands•Removal of communities and businesses•Surrounding “bad” environments•Redevelopment of industrial land

Entitlement•Traffic

Issues:

•Worse in other countries

•Dubai•China•Russia

•Roundabouts•Street widths

: EXAMPLE SMART GROWTH IN RUSSIA

Mass transit and pedestrian connectivity

Traffic and parking

Entitlement•Infrastructure or Civil Engineering

•Underground services quite different•Street widths vary from country to country•Transformers in Dubai require a 6m x 6m space in your master plan•No underground transformers in UAE•Everything has a setback in Russia

Des ign•Architectural Design•Construction Detailing•Structural/M/E/P•Landscape Design and Construction

Luxe Hills Community Club and Sales Center

Des ign•Architectural Design

Luxe Hills Homes, Chengdu, China


Rose Garden, Shanghai, China

Design opportunities from extraordinarily traditional styles


Design opportunities to uniquely contemporary

Forest Hills, Beijing, China


Master planned communities with a variety of product types

Peach Valley, Hangzhou, China


Master planned communities with a variety of product types

Konstantinovo, Moscow, Russia


Townhomes and stacked townhomes

New opportunities in higher density building types

San Ramon Condominiums at Luxe Hills, Chengdu, China


New opportunities in higher density building types

High-rise residential apartments

Jinshan Town Center, Guangzhou, China


Luxe Hills Golf Club Chengdu, China

Great opportunities for public facilities

Des ign•Architectural DesignFloor plans

must be designed to be culturally significant to your local buyers

Des ign•Construction Detailing

Incredible use of fine materials

Great craftsmanship

Must have correctly drawn details

Cons truction Drawings

•Who does them

•Things to consider

•Look out for changes

•Review

Des ign•Structural/M/E/P

Des ign•Landscape Design and Construction

?WHEN CAN WE START BUILDING

Cons truction•Construction Materials & Methodology

WHERE IT STARTS

Construction•Construction Materials & Methodology

FOUNDATIONS


STRUCTURAL CONCRETE FRAME


BRICK INFILL WITH PLASTER


CONCRETE ROOFS


ROOFING MATERIALS


WOOD ACCENT DETAILS


WINDOW DETAILS


FINISHED DETAILS


Sales•Sales Offices and Model Homes

Most new communities are gated

The entrance to the community is always larger than life

SalesHow do they sell?

?WHAT DO THEY SELL


The sales center is often the future community building


The sales center is often the office of the developer or the onsite staff


Always make a statement


Interior design styles may be for local tastes

Naperville Stacked Townhomes at Luxe Hills, Chengdu, China


Very contemporaryCustom Home, Chengdu, China

Naperville Stacked Townhomes at Luxe Hills, Chengdu, China


Very traditional

Rose Garden, Shanghai, China

Sales•Overseas Sales Concepts

Control and qualify the visitor


A big model in the sales center


Welcome them with booties at every model home


Announcement presentations at local hotels



Indoor fireworks



And the Solid Gold Dancers (Acrobats)


Use well attended conferences on real estate for sales leads


Use well attended conferences on real estate for sales leads

BIG MODELS

( )Pers onnel and Pers onal•Overseas Offices•Traveling US StaffYour office

should say something about the quality of your work

However, clients overseas rarely come to your office

( )Pers onnel and Pers onal•Overseas Offices•Traveling US Staff

You keep it nice for your US staff… until they become comfortable, like in China

( )Pers onnel and Pers onal•Overseas Offices•Traveling US StaffYour staff likes

the same things we do.

Residential project tour in Beijing with staff

( )Pers onnel and Pers onal•Overseas Offices•Traveling US StaffLots of new

people to remember

( )Pers onnel and Pers onal•Overseas Offices•Traveling US Staff

If you are travelling from US to overseas offices, plan to fly a lot.

QUESTIONS AND ANSWERS

Int'l Bldr Show Presentation - Going Global

Documents

Transcript of Int'l Bldr Show Presentation - Going Global