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5. Target Universe
5.1. Statistics
Based on the statistics found on Wikipedia, BX believes, for the initial phase, it may be worthwhile to target BX BSUs from the following countries first (“Target BSUs”):
Top 25 countries by FDI abroad36: United States, France, United Kingdom, Germany, Netherlands, Hong Kong, Switzerland, Japan, Spain, Belgium, Canada, Italy, Sweden, Ireland, China, Russia, Australia, Norway, Denmark, Singapore, Taiwan, Austria, Brazil, Finland, South Korea.
Top 25 countries by exports37: China, United States, Germany, Japan, France, Netherlands, South Korea, Italy, Russia, United Kingdom, Canada, Hong Kong, Singapore, Saudi Arabia, Mexico, Belgium, Spain, Taiwan, Switzerland, India, Malaysia, United Arab Emirates, Thailand, Brazil, Australia.
Countries mentioned by at least two other countries as their leading import source38: Argentina, Australia, Brazil, China, European Union, India, Japan, New Zealand, Russia, Singapore, South Africa, United States, Uzbekistan.
In other words, BX’s marketing efforts will be honed at Target BSUs during the initial phase of scaling.
Based on the latest statistics found on Wikipedia, BX believes, for the initial phase, it may
36 http://en.wikipedia.org/wiki/List_of_countries_by_FDI_abroad
37 http://en.wikipedia.org/wiki/List_of_countries_by_exports
38 http://en.wikipedia.org/wiki/List_of_countries_by_leading_trade_partners
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be worthwhile to target BX BSPs from the following countries first (“Target BSPs”):
Top 25 countries by received FDI39: United States, France, United Kingdom, Germany, Hong Kong, Belgium, Netherlands, Spain, China, Canada, Switzerland, Italy, Brazil, Australia, Mexico, Sweden, Russia, Singapore, Ireland, Saudi Arabia, Japan, Poland, India, Austria, Denmark.
Top 25 countries by imports40: United States, China, Germany, Japan, France, United Kingdom, Italy, South Korea, Netherlands, Hong Kong, India, Canada, Spain, Singapore, Mexico, Belgium, Taiwan, Russia, Turkey, Switzerland, Brazil, Australia, Austria, Poland, Thailand.
Countries mentioned by at least two other countries as their leading export market41: Australia, Brazil, China, European Union, Hong Kong, India, Japan, Russia, Singapore, South Africa, Switzerland, United Arab Emirates, United States.
In other words, BX’s personal selling efforts will be honed at Target BSPs during the initial phase of scaling.
5.2. Tax havens
When it comes to setting up business vehicles, BX will also extend its coverage to include BX BSPs from the following major tax havens42 (for easy reference, the definition “Target BSPs” shall be extended to include the following tax havens):
39 http://en.wikipedia.org/wiki/List_of_countries_by_received_FDI
40 http://en.wikipedia.org/wiki/List_of_countries_by_imports
41 http://en.wikipedia.org/wiki/List_of_countries_by_leading_trade_partners
42 http://en.wikipedia.org/wiki/Tax_haven
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Sovereign Tax Havens: Bahamas, Cyprus, Liechtenstein, Luxembourg, Monaco, Panama, San Marino, Seychelles
Non-sovereign Tax Havens: Bermuda, British Virgins Islands, Cayman Islands, Isle of Man
5.3. Customer types
It should be clear by now that BX has two customer types: primary customers and secondary customers. Within each type, BX has further defined the scope as Target BSUs and Target BSPs respectively. Even so, due to the scarcity of resources, for the initial phase, BX must further narrow its scope and concentrate only on:
For primary customers: small and medium enterprises43 (“SMEs”) among Target BSUs with overseas expansion need (“Target SMEs”).
Compared to large enterprises, it is quite likely that Target SMEs do not know any local BSPs for the jurisdiction(s) they are interested in or do not have competent staff who can handle the overseas expansion steps for them. As such, they are presumably more likely to be happy at paying for certainty.
Example of Target SMEs:
All SMEs in jurisdictions categorized as Target BSUs
For secondary customers: top tier law firms and CPA firms found among Target BSPs
43 See various definitions given:
http://en.wikipedia.org/wiki/Small_and_medium_enterprises
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(“Target Firms”).
Compared to those not in the top tier, it is quite likely that Target Firms can afford to put high caliber staff in charge of their contribution and presence on the BX platform. As such, they are presumably more likely to instill confidence among the BX BSUs as well as better equipped to handle a sudden surge in demand from BX BSUs for their services. The other crucial reason is that, compared to those not in the top tier, Target Firms are more likely to want to have more international customers.
Examples of Target Firms:
Top 10 law firms in each jurisdiction categorized as one of Target BSPs
Top 10 CPA firms in each jurisdiction categorized as one of Target BSPs
Once BX can secure sufficient resources, it will carefully and gradually undertake the following expansion steps:
For primary customers: BX will aim for all BSUs (including large enterprises and potential candidates for Local BX Reps), especially those from the developed economies44. Examples include:
Top 50% multi-national enterprises from each developed economy
Top 50% multi-national enterprises from each emerging economy
44 http://en.wikipedia.org/wiki/Developed_market
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All mid-size law firms in each jurisdiction
All mid-size CPA firms in each jurisdiction
All mid-size business consulting firms in each jurisdiction
For secondary customers: BX will aim to sign up any top tier BSPs, especially those from the emerging economies. Examples include:
Top 10 law firms in each emerging economy
Top 10 CPA firms in each developed economy
Top 10 BSPs in any other business service category in each jurisdiction
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國立 政 治 大 學