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/)).

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. Photo courtesy: Laurel Delaney
Home of the Hawks!

3. 1. Why do business owners plateau
after penetrating two markets?
2. How to avoid the two market
plateau.

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. 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. 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. 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. Learn
Grow
Improve
Advance
Always prepare for the next stage of global growth.
Global Mindset +
Global Readiness

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. • 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. • 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. 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. 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. 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. 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. 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. Get out
of your own way.
Lead growth.

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. 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. 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. 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. 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.