Many manufacturers find the lure of selling to retailers in faraway markets too enticing to resist. But not all manufacturers are ready to meet the special challenges of global business.
Mergers and acquisitions have consolidated market power in a shrinking number of retail chains. These retail giants aggressively dictate terms to suppliers, winning discounts and other concessions from manufacturers eager for their business.
Without comprehensive international business plans, manufacturers feel pressure to offer multinational retail customers deals they wouldn't give their local business partners.
How to take on the global marketplace