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HOW TO OVERCOME THETWO MARKET PLATEAU
W H Y YO U SH O U LD SCA LE YO U R GLO BA L BU S INE SS
For American Express Grow GlobalConference in Chicago, June 25, 2015
Photo courtesy: Laurel Delaney
Home of the Hawks!
1. Why do business owners plateau after penetrating two markets?
2. How to avoid the two market plateau.
Only 1% of USA Companies ExportYet U.S. exports reached a record $2.3 trillion in 2013 and support a record 11.3 million U.S. jobs.
RE ASONS COMPAN I E SPL AT E AU
• Changes in the marketplace (strong $).
• Competitive heat.
• Stretched too thin.
• Organizational issues (you, for example, = leadership).
• Inability to scale.
RE ASONS COMPAN I E SPL AT E AU
• Mindset (limited).
• Avoidance.
• Uncertainty (market).
• Resist making a change (we’ve always done it this way mentality).
• Lack of funding.
• Regulatory issues.
H O W T O AVO I D T H ET W O M A R K E T P L AT E AU ?
LearnGrowImproveAdvance
Always prepare for the next stage of global growth.
Global Mindset +Global Readiness
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.
• Execution is key.• Strengthen your people, go-to-marketstrategy, logistics, payment and othervalue-add supply chain activities.• Get a companywide commitment.• Create a sense of urgency.• Be ambitious but also be ready.
Avoiding the Two-Market Plateau
• Move into markets where are you arecomfortable (no language orregulatory barriers, for example).
• Tap into countries where Free TradeAgreements are in place.
• Tackle no-brainers … intros matter.• Master mergers and acquisitions.
Avoiding the Two-Market Plateau
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 GF O R G LO 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!”).
T H E LO C A L B US I NE S S M O DE L
YO U CA N BR E A K T H R O U GH T H E T W O MA R KE T P L AT E A U
T H E G LOBA L BU S I NE S S M ODE L
YO U CA N BR E A K T H R O U GH T H E T W O MA R KE T P L AT E A U
THE ABIL ITY TO SCALE
YOU CAN BREAK THROUGH THE TWO MARKET PLATEAU
Adapting processes for global expansion.
H OW T O B R E A K T H ROU G H T H E T W O M A R K E T P L AT E A U I F YOU H AV E A LR E A DY H I T T H E WA LL ( BORD E R) .
Get outof your own way.
Lead growth.
• 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
D O YOU R EA LLY WA N T TO BE I N ON LY TW O M A R KETS ?
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.
A R E YOU R EA DY TO BR EA K T HR OUG H THE P L AT EA U?
— The Key Question Is —
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
Laurel J. Delaney, [email protected], 773-381-1700, globetrade.com, globalsmallbusinessblog.com, womenentrepreneursgrowglobal.org, importexport.about.com and exportingguide.com.
Coming soon: GlobalSmallBusinessForum.com (10/23/15in Chicago)!
Thank you for your time.
