Why You Should Scale Your Global Business

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This presentation was prepared by Laurel Delaney for the American Express Grow Global event held in Chicago June 2015 and covers why you should scale your global business and how to overcome the two-market plateau in exports.

One of the key slides states this: "Create a real sense of urgency — a distinctive attitude and gut-level feeling that lead people to grab global opportunities, to make something important happen across borders today, and move faster and smarter, NOW." -- Laurel Delaney, President of GlobeTrade.com and best-selling author of "Exporting: The Definitive Guide to Selling Abroad Profitably," published by Apress (http://www.amazon.com/Exporting-Definitive-Selling-Abroad-Profitably/dp/1430257911/)).

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Why You Should Scale Your Global Business

  1. 1. H O W T O O V E R C O M E T H E T W O M A R K E T P L A T E A U W H Y Y O U S H O U L D S C A L E Y O U R G L O B A L B U S I N E S S For American Express Grow Global Conference in Chicago, June 25, 2015
  2. 2. Photo courtesy: Laurel Delaney Home of the Hawks!
  3. 3. 1. Why do business owners plateau after penetrating two markets? 2. How to avoid the two market plateau.
  4. 4. Only 1% of USA Companies Export Yet U.S. exports reached a record $2.3 trillion in 2013 and support a record 11.3 million U.S. jobs.
  5. 5. R E A S O N S C O M P A N I E S P L A T E A U • Changes in the marketplace (strong $). • Competitive heat. • Stretched too thin. • Organizational issues (you, for example, = leadership). • Inability to scale.
  6. 6. R E A S O N S C O M P A N I E S P L A T E A U • Mindset (limited). • Avoidance. • Uncertainty (market). • Resist making a change (we’ve always done it this way mentality). • Lack of funding. • Regulatory issues.
  7. 7. H O W T O A V O I D T H E T W O M A R K E T P L A T E A U ?
  8. 8. Learn Grow Improve Advance Always prepare for the next stage of global growth. Global Mindset + Global Readiness
  9. 9. Create a real sense of urgency — a distinctive attitude and gut-level feeling that lead people to grab global opportunities, to make something important happen across borders today, and move faster and smarter, NOW.
  10. 10. • Execution is key. • Strengthen your people, go-to-market strategy, logistics, payment and other value-add supply chain activities. • Get a companywide commitment. • Create a sense of urgency. • Be ambitious but also be ready. Avoiding the Two-Market Plateau
  11. 11. • Move into markets where are you are comfortable (no language or regulatory barriers, for example). • Tap into countries where Free Trade Agreements are in place. • Tackle no-brainers … intros matter. • Master mergers and acquisitions. Avoiding the Two-Market Plateau
  12. 12. B E N E F I T S T O G R O W I N G A N D S C A L I N G F O R G L O B A L G R O W T H • Increase sales. • Enhance your image. • Generate economies of scale. • Raise your profitability. • Broaden your intellectual horizons. • Explore previously untapped markets. • Sell excess domestic capacity. • Insulate seasonal domestic sales by finding new markets. • Outmaneuver competitors. • Improve your return on investment. • CREATE JOBS! • Enrich our country (President Obama supports NEI). • Travel to places you have never been to before. • The “cool” factor (“Hey, I’m global!”).
  13. 13. T H E L O C A L B U S I N E S S M O D E L Y O U C A N B R E A K T H R O U G H T H E T W O M A R K E T P L A T E A U
  14. 14. T H E G L O B A L B U S I N E S S M O D E L Y O U C A N B R E A K T H R O U G H T H E T W O M A R K E T P L A T E A U
  15. 15. T H E A B I L I T Y T O S C A L E Y O U C A N B R E A K T H R O U G H T H E T W O M A R K E T P L A T E A U Adapting processes for global expansion.
  16. 16. H O W T O B R E A K T H R O U G H T H E T W O M A R K E T P L A T E A U I F Y O U H A V E A L R E A D Y H I T T H E W A L L ( B O R D E R ) .
  17. 17. Get out of your own way. Lead growth.
  18. 18. • Importing/exporting (direct/indirect/online/e-commerce) and this can be a product or a service. • Product sourcing/contract manufacturing/outsourcing. • Other: Franchising, joint-venture, partnership, wholly- owned subsidiary, merger, acquisition or branch office. Ways to Lead Growth
  19. 19. D O Y O U R E A L L Y W A N T T O B E I N O N L Y T W O M A R K E T S ? International Data Corporation (IDC) projected that the "Internet of Things," the industry term for this web of connected products, will generate $1.7 trillion in spending by 2020 -- an astonishing number considering it was almost non-existent five years ago.
  20. 20. A R E Y O U R E A D Y T O B R E A K T H R O U G H T H E P L A T E A U ? — The Key Question Is —
  21. 21. This session covers secrets to success from our panelists in both the private and public sectors. If some export is good, is more better, for example. Let’s explore strategies for overcoming the plateau that many companies face once they’ve exported to a few markets. Scaling Your Global Business from Successful Exporters
  22. 22. Laurel J. Delaney, ldelaney@globetrade.com, 773-381-1700, globetrade.com, globalsmallbusinessblog.com, womenentrepreneursgrowglobal.org, importexport.about.com and exportingguide.com. Coming soon: GlobalSmallBusinessForum.com (10/23/15 in Chicago)! Thank you for your time.

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