I was told lately there is no secret sauce to scaling a business, particularly globally. But there are tips you can apply to ensure your business model is in the ready state. Here are ten. Make sure you are doing well (financially and operationally) in any market first – because that will ensure your processes and systems will test out soundly globally. Get…
This is an old article but one that should be studied to appreciate what you shouldn’t do in the international marketplace. Back in 2021, Deutsche Bank agreed to pay $130 million largely to settle allegations that it violated laws against bribery by using middlemen and hiding its payments to them as part of a global effort to win business. Let…
When you travel internationally, wouldn’t it be nice for everyone to understand you? Who hasn’t had an experience being in a foreign country where you ask for directions and are absolutely clueless on what someone has offered you as a solution? Someday, yes, someday there will be a time when understanding locals is as easy as brushing your teeth. For…
Bob Sternfels, Partner at McKinsey Global Institute, offers five insights pertaining to resilience in our interconnected world: Start talking about diversification of trade rather than reduction or isolation of trade. To do this, we need to collaborate on standards and we need mechanisms to enforce them, not only on trade but on things like IP. Invest in talent; here’s where I…
Honey-Can-Do International Founder and chief executive officer Steve Greenspon shares a wonderful lesson learned on LinkedIn that I wish to share here so that everyone can benefit from his experience. What follows is what he wrote. “Unfortunately, not everything goes perfectly in [global] business and the best solution is to fix it quickly and prevent it from occurring again. If…
This article provides good insights into how to pick the right export partner – distributor – for your company, and the common mistakes to avoid. The key is to find a partner you want to work with, establish trust, and meet with the partner more than once to determine if they are a good fit for your organization’s global growth goals.
by Laurel J. Delaney If you want to export to more than a billion people who are interested in buying your product, it will most likely be accomplished through using search engines and other social media channels. You should put all the different marketing mediums to work simultaneously in a highly targeted yet seamless fashion. Diversification is best when you…
With record high inflation and prices shooting through the roof, here are a few ways to make your pennies go a little further. Pay with a credit card that gives you cash back. Try cash-back apps such as Ibotta and Rakuten Consider supermarket loyalty cards such as Safeway and Kroger that offer fuel discounts when you join their rewards programs. Save…
The art of shock marketing By Laurel J. Delaney Using traditional strategies for marketing a product or service overseas won’t always get the enthusiastic response you want. This article explains “shock marketing” — creative yet reliable strategies that demonstrate cultural and social sensitivity, gain customer confidence and respect, and generate steady sales. They offer valuable lessons to all who seek…
Getting ready to export your product overseas? Should you price it at $5 or $7? How do you decide? Leif Holmvall, veteran exporter, author, consultant and coach on exporting, has a tip or two to share with us. Leif has more than 45 years of experience doing business in 100-plus countries with the focus on helping businesses expand internationally. What…
According to a recent International Monetary Fund analysis, diversifying sourcing is a better solution right now to supply-chain woes. Things can’t be resolved by re-shoring. Every day, millions of sailors, truck drivers, longshoremen, warehouse workers and delivery drivers keep mountains of goods moving into stores and homes to meet consumers’ increasing expectations of convenience. But this complex movement of goods…
I prepared the presentation below for the American Express Grow Global event held in Chicago several years ago and it covers why you should scale your global business and how to overcome the two-market plateau in exports. It’s a timeless piece and there have been more than 152,000 views of the 22-slide deck. One of the key slides states: “Create a…
Happy New Year everyone! And to start you off on the right footing, I’ve provided a cheat sheet to taking your business global. This is one of my favorites because it covers everything you need to know in such a simplistic way. I’ve said this time and again: If I had a dollar for every time someone asked me what…
Warmest greetings of this festive season and best wishes for happiness, hope, love, good health and prosperity in 2022. – Laurel Delaney, author of “Exporting: The Definitive Guide to Selling Abroad Profitably” Photo courtesy: Laurel J. Delaney, Chicago, Illinois, USA, 2021
Ninety-five percent of the world’s population lives outside the United States. It’s hard to have a two-way communication if visitors don’t understand you. Plan accordingly, but don’t fret. Take it one step at a time so you don’t get overwhelmed. Start with writing your Web site in one language and then expand based on interest and demand for your product…
I love that title and it is a title I assigned to one of the chapters in my book, Exporting: The Definitive Guide to Selling Abroad Profitably. What does it cover? Well you will have to buy the book but here is a snippet from that chapter – 23: Exceptional Export Service Philosophies This chapter is devoted to a list of…
Here’s a primer on how to create a winning social media strategy that takes the world by storm. Before you begin your social media campaign: What are your goals? If you can’t answer that, stop here and go back to reviewing “How to Find International Customers Using Social Media.” You’re not ready for strategy. You are still in tactical digital…
by Laurel J. Delaney How do you let the world know about your product or service offering in a way that people from all over the world can find you? And once they find you, what do they think of your brand? Below I provide 8 tips on how to manage your brand’s reputation to potential customers and export it the world…
The handling of the COVID-19 pandemic around the world perfectly illustrates the need for integrity in the management of crises. When Transparency International released its Corruption Perceptions Index 2020 in January, it was evident how corruption can complicate matters during a pandemic. The report ranks 180 countries and territories by their perceived levels of public sector corruption based on input from…
by Laurel J. Delaney How do you react to an email from a customer located thousands of miles away who wants to buy your product? To get the ball rolling every export sales transaction must contain information pertaining to product description, price, quantity and transportation, but within those confines lies a host of other details that can go wrong. The…
Small businesses are poised to drive economic growth through international expansion. Here are four tips to serve as your guide to going global. Don’t Go It Alone. There are plenty of organizations, such as the U.S. Commercial Service (buyusa.gov) that have programs and services to help small business owners locate potential business partners such as buyers or distributors overseas. It’s also…
I’ve curated a list of 15 team management platforms for everyone to check out. Use to your advantage. The goal is to become more efficient. Still working on trying to get to a 1-hour work week! Not quite there yet. Monday (https://monday.com/) Asana (https://asana.com) Smartsheet (https://www.smartsheet.com) Harvest Forecast (https://www.getharvest.com/forecast) Zoho Projects (https://www.zoho.com/projects/) PandaDoc for RFP/Proposals (https://www.pandadoc.com) Calendly for appointments (https://calendly.com) Wrike…
by Laurel J. Delaney, excerpt from Exporting: The Definitive Guide to Selling Abroad Profitably A distributor or importing wholesaler buys products from you (the seller or exporter in this case) in large volumes, and then warehouses, distributes, and resells them to its customers. It also takes care of after-sales service. It is the most common first-tier buyer you will find…
This article is one of my favs because it offers a shortcut to just about everything you need to know to take your business global. It was originally written for and published by GoDaddy. It starts like the following. “From choosing the right market to having a payment plan in place, this is your cheat sheet to growing a global business. If…
I trust everyone is gearing up for a Happy, Safe, Healthy and Memorable Thanksgiving. This is certainly a time to count your blessings and be grateful for all the good you have in your life. I wrote a lot about what I am thankful for this year here and discussed what’s kept me going. I feel lucky and blessed but that’s…
Death caused by COVID-19 seems to be everywhere – crossing borders with no restrictions on movement. You never know when you will be in a position to say the right words to a colleague, loved one or friend who has just lost someone to this dreadful disease. With these time-test expressions from across the globe, you’ll never find yourself at…
For those who are ready to dust off their passports (I’m not yet), the developers from Singapore’s MIT Senseable City Lab developed Escape, a price-driven flight-search engine. Now they’ve created something else as a result of pivoting during the global pandemic from, “Where can I afford to go?” to “Where am I ALLOWED to go?” You can find the tool here, Covid…
Let’s take a journey together and go back in time on how companies dealt with import quotas. We’ll look at the article “The Great Quota Hustle” published in Forbes (2000) and then we’ll familiarize ourselves with the three sourcing companies profiled: Li & Fung, Connor and Esquel Group. Here you can glean lessons on how the big guys run their…
The following is an excerpt from Laurel’s book, “Exporting: The Definitive Guide to Selling Abroad Profitably.” Artist Gina Ayers Signore has been interested in art her whole life. She remembers drawing and painting when she was five years old. Today, she sells her artwork on her own Web site, Dahlia House Art Studio (http://www.dahliahousestudios.com), as well as on Etsy, Zazzle,…
15 There are a million ways to get started in exporting and a zillion more online resources available to help you out. But, there is no shortcut to exporting until this – all you ever need to get started. And, of course, back it up with the book. Hope you find the white paper useful. If so, pass it along….
An Interview With Baybars Altuntas, a Turkish Television Star, Global Entrepreneur and Best-Selling Author (originally published on the About.com Import/Export website but they removed it so I am repeating it here because it is rich with insightful advice. I highlighted in red what is relevant and meaningful). How often do you get a chance to interview a star from the Turkish version…
by Laurel J. Delaney The most import thing to negotiate before closing on an import or export sale is how payment will be made. In this article, I examine factors to consider when choosing a payment method and I provide some options for how to send payments to foreign suppliers with minimal risk. As I discuss in “Exporting: The Definitive…
As the Export-Import Bank of the United States (Exim Bank) recently reported, “businesses across the U.S. are doing what they can to maintain sales [during the COVID-19 outbreak], but relying upon receivables from customers in Europe, Asia or even South America may seem like a risky proposition. If you’re concerned that overseas customers may begin to slow-pay on receivables or,…
Here are a few frequently asked questions about Laurel Delaney’s book, “Exporting: The Definitive Guide to Selling Abroad Profitably.” 1. What’s your background? I am the founder and president of Chicago-based GlobeTrade.com, a global marketing and consulting company that helps entrepreneurs and small businesses expand internationally. The company was established in 1985. In addition, we are the creator of The…
by Laurel J. Delaney Ready to export your goods? Don’t want the hassle of a letter of credit but want your cash upfront? Perhaps an escrow service is the answer. In this article, I examine what an escrow service is, how is it used in international trade and where can you turn for help on using an escrow service. What…
It’s the holiday season and a perfect time to bring lots of good cheer. What follows are blissfully mistranslated slogans, posts and signs from around the world. You won’t want to miss! What we can learn from this article is the importance of getting translation letter perfect. In the interim, we can have a good laugh at how good intentions can…
Why should you take your business global?” Here are seven unexpected reasons. 1. You can generate greater revenue for less effort. Sure it takes a long time to seal a deal internationally, but once you do, the revenues are typically far greater than on a domestic deal. For example, let’s say you market a crystal chandelier cleaner. When you ship…
When I wrote my book, “Exporting: The Definitive Guide to Selling Abroad,” I interviewed several successful business owners to get their take on what works for taking a business global. Barbara Roberts was one of them (see her latest report on entrepreneurship here). Before it was sold to Getty Images, FPG (Freelance Photographers Guild) International, the company that Roberts was formerly…
Even the best products and ideas won’t sell if a company’s name is poorly chosen. There’s a lot to consider in a name, especially one that may be operating in multiple countries. Is your potential name inoffensive everywhere you’re planning to do business? Take some time to research how your intended company name translates into the official languages of at…
The customer service mentality should permeate your entire organization. What is your commitment to customers? Does everybody in the company understand this commitment inside and out? Do you provide exemplary service? Friendly service? Accessible service? The service goal of online retailer Zappos is “Delivering happiness.” Define yours and carry through on it every step of the way. Ask yourself these…
Why the meteoric rise of the importance of web translation? Because the majority of the world’s population does not speak English. In fact, less than a third of the current Internet user base speaks English as a global language. If English is your language, as it is mine, you’re out of luck if trying to make, as Byte Level Research…
The following article has been adapted from “Exporting: The Definitive Guide to Selling Abroad Profitably,” by Laurel J. Delaney. No matter what brilliant idea or well-organized plan you have in place for exporting, the basic and most important side of your enterprise is still the human side. It starts with getting the right people on your export bus. So, how…
How an Export Product Business Is Born by Laurel J. Delaney This is a repeat post because many people over the past couple of weeks have emailed me asking “how do I get started with an export business?” Here’s an example of how the journey to exporting or launching an export business begins. Imagine someone named Abel Anderson who is working…
15 Places to Look for Global Trade Help by Laurel J. Delaney You can never have too many resources to help you expand your business internationally. Here are 15 places to get all the help you need with global trade. 1. Exporting Guide http://exportingguide.com Exporting Guide equips you with the knowledge you need to market, sell, and fulfill orders internationally,…
Are You Ready to Export? by Laurel J. Delaney Anyone who wants to export, can. The world awaits. The essential element needed to be successful exporting is readiness. The rest is mechanics and know-how. Whether you’re a first-time exporter or entering a new market, selling goods and services across borders is easy and just a mouse click away. I’m here…
What Sells in Japan: A Quick Course by Laurel J. Delaney In celebration of a 20-year anniversary to writing my first exporting book, “Start & Run a Profitable Exporting Business,” I’ll be sharing excerpts from that book here over the coming months. This post provides eight common denominators of successful products imported into Japan. Read on … Sheer determination and superhuman…
Line Up the Charter Members of Your Export Dream Team by Laurel J. Delaney In celebration of a 20-year anniversary to writing my first exporting book, “Start & Run a Profitable Exporting Business,” I’ll be sharing excerpts from that book here over the coming months. This post helps you line up your export dream team. Read on … One of the first…
Where Should Global Marketers Look for Partners? by Laurel J. Delaney In celebration of a 20-year anniversary to writing my first exporting book, “Start & Run a Profitable Exporting Business,” I’ll be sharing excerpts from that book here over the coming months. This post helps you think about how to look for strategic partners. Oftentimes, they are right in front of…
The Pros and Cons to Forming a Cross-Border Alliance by Laurel J. Delaney In celebration of a 20-year anniversary to writing my first exporting book, “Start & Run a Profitable Exporting Business,” I’ll be sharing excerpts from that book here over the coming months. This chapter will allow you to gauge your readiness — or willingness — to take the on…
Are You Ready To Take On the World? The Twelve Keys to the Global Mindset by Laurel J. Delaney In celebration of a 20-year anniversary to writing my first exporting book, “Start & Run a Profitable Exporting Business,” I’ll be sharing excerpts from that book here over the coming months. This chapter still rings true because it covers the essential characteristics…
Exporting Incentives by Laurel J. Delaney In celebration of a 20-year anniversary to writing my first exporting book, “Start & Run a Profitable Exporting Business,” I’ll be sharing excerpts from that book here over the coming months. This part still rings true from the standpoint of challenging why aren’t more companies exporting? Below I outline a few reasons. Read on…
This interview was originally published July 2015. If someone were to ask you to name the top markets for ecommerce, U.S. and China would probably come to mind. But what if you were asked about the next big players? That question and a couple of others were posed to Melissa O’Malley (pictured), PayPal’s back then director of global merchant and…
As UPS’s marketing director for small businesses, Jeremy Melis has his finger on the pulse of the global small business market. So you can imagine my excitement to connect with Jeremy to find out what he thinks are the latest trends in the small business sector, what scaling a business means and how technology has played a role in enabling…
6 Answers to FAQs about Importing and Exporting by Laurel J. Delaney, President of GlobeTrade.com Can I import motor vehicles? Do I need an export license? Where do I start with an import-export business? These are just a few of the questions I receive on a weekly basis from readers all over the world. It’s impossible to address all of…
by Laurel Delaney, President of GlobeTrade.com There is very little doubt that the swiftly developing economies, such as Latin America, China and India, are well on their way to becoming the most important growth markets of the future. Much of this growth is due to the fast development of the Internet and mobile technologies. Here are four ways to tap…
Here’s what five successful entrepreneurs have to say about the future of business in 2018. 1. Tim Ferriss, Entrepreneur and author, Tribe of Mentors: Short Life Advice from the Best in the World “When most of your competitors are cutting costs, laying off employees, slashing salaries and removing niceties from the customer experience, you can do some of the opposite — assuming…
27 Affordable Social Media Tools for Savvy Global Marketers by Laurel J. Delaney Savvy global marketers know that to get and maintain customers worldwide you must keep talking with them, and what better way to do that than by using social media tools? Here are 27 ways to harness the power of affordable social media tools and take the conversation…
9 Unexpected Reasons to Take Your Business Global by Laurel J. Delaney One of the biggest questions I get from small business owners is this: “Why should I take my business global?” What follows are nine unexpected reasons. 1. You can generate greater revenue for less effort. Sure it takes a long time to seal a deal internationally, but once…
It’s time to reflect on all the things you did or didn’t do thus far in 2017. What else should you be considering to take your business to the next level before the end of the year? Here are a couple of ideas, a checklist if you will, on how to reboot your business for success before the year ends….
I don’t know about you but I actually do a lot more reading during the summer months than the winter. There’s something wondrous about kicking back with a good book at the beach as you listen to the subtle sounds of summer fun in the background. So instead of reading a book this week, I decided to cull my own list of…
By Laurel Delaney Importing for the first time is no walk in the park. We know that for a fact because I cover potential problems in “Eight Tips for New Importers.” But the biggest mistake importers make is this: How to sell the product you import at a profit? Here I provide solutions to that nagging question. Let me paint…
by Laurel Delaney, Founder and President of GlobeTrade (http://www.globetrade.com). There is very little doubt that the rapidly developing economies, such as Latin America, China and India, are well on their way to becoming the most important growth markets of the future. Much of this growth is due to the fast development of the Internet and mobile technologies. Here are four ways…
In my Exporting: The Definitive Guide to Selling Abroad Profitably, I list a plethora of resources to help you grow your business across borders. Here are a few additional resources and tools offered by organizations to provide advice and insight as well as statistics on international exporting. 1. Foreign Trade Produced by the US Census Bureau, Foreign Trade (http://www.census.gov/foreign-trade/) is responsible for…
The following is an excerpt from: Exporting: The Definitive Guide to Selling Abroad Profitably. Harnessing Mobile Business Opportunities by Laurel J. Delaney For many people, checking the Internet has quickly become a habit, like brushing your teeth, making your bed, or combing your hair. As the world is revolutionized by the availability of more low-cost tablets and smart phones, the Internet will…
So you are almost done with college and contemplating whether to get a real job, teach, start a business, or continue your education? I vote for continuing your education, especially if there is nothing out there that turns you on. Alternatively, you could start a business but continuing your education might better prepare you for taking your startup global and…
You don’t need to go far off the beaten path to acquire the information you need to jump-start your cultural learning. Here are a few tips that will lead the way for you. Start with your bank. Many big international banks, HSBC for example (https://globalconnections.hsbc.com/global/en/tools-data/country-guides), offer country guides right on their site. Universities also offer a rich, in-depth pool of…
What can we expect in China in 2017? McKinsey & Co. offers some good insights and trends here. I’m a big fan of Bill Bishop and The Sinocism China Newsletter. Check it out here and you will understand why I like it. Very thorough. And Dan Harris always gets my praise for his China Law Blog. You would be living…
Whenever I give talks to eager entrepreneurs and business owners who want to do business with the world, I am almost always asked: How can I get customers worldwide to find me? It starts with crafting a solid international online marketing plan – one that is strategic in nature and executed in a consistent manner. Here’s the scenario: Hundreds, if not…
Oh if there is one thing that makes us very, very happy, it’s when business owners benefit from our work. Drew Greenblatt, President of Marlin Steel, and one of the contributors in Exporting: The Definitive Guide to Selling Abroad Profitably, Chapter 30, Export Success, Tweeted the following: Exporting: The Definitive Guide brilliant book – field manual on how to grow…
Here’s a look at our most popular posts in 2016. All I can say is get your GLOBAL MOJO in 2017! Back with you in the new year. Join me for a webinar I am giving over at WEGG on 1/4/17 on “Laurel Delaney’s Global Trade Trends Report 2017.” It’s no charge but you must register to attend. Thanks for your…
The following is an edited excerpt from Exporting: The Definitive Guide to Selling Abroad Profitably (2nd edition; Apress 2016; ©Laurel Delaney). __________ Jim Collins has it right. No matter what brilliant idea or well-organized plan you have in place for exporting, the basic and most important side of your enterprise is still the human side. It starts with getting the right…
Blunders in the global marketplace are mistakes that everyone makes on occasion. After all, we’re only human. Below I provide an example of a firm that tried to use the same print advertisement campaign for its product internationally that it used at home, and it didn’t work. Even though it’s understandable, especially if you are operating with a limited budget,…
Exporting offers many benefits to entrepreneurs, small businesses and the local economy. Small businesses that export to foreign markets sell more, grow bigger, support more jobs, and pay higher wages than small businesses that don’t export. That is why the U.S. Small Business Administration (SBA) focuses on three areas to help small business grow their business through exporting. The SBA State…
India with its rich craft tradition of handmade customized products created by artful and skilled artisans is in a perfect position to take advantage of the trend in cross-border business. Small-value retail exports will be a great employment producer and value creator but the extent of dollars earned and employment created would be determined by the extent to which the…
I want to make sure you caught all of these newly published articles I wrote over over at what has now become The Balance (an About.com brand): 7 Etiquette Rules for Importers and Exporters Learn how to better communicate with people from other cultures, including people in your own country. https://www.thebalance.com/7-Etiquette-Rules-for-Importers-and-Exporters-4078647 The Art of Negotiating Deals Abroad In this feature, I offer…
Many business owners start out with global ambitions and say, “I’ve got to win in Brazil. I’ve got to win in Africa. I’ve got to win in China.” At least, Jeff Immelt, chief executive of US giant General Electric (GE) feels that way. Despite challenges, going global is often the only way for successful companies — big or small — to…
Join us for the world’s best Global Small Business Forum 2016 held in Chicago on Friday, October 21st from 7:30 a.m. — 4:30 p.m. Central time at 70 West Madison Street, Chicago, Illinois. And here’s a snapshot of who plans to participate as moderators, panelists and speakers (http://globalsmallbusinessforum.com/speakers-2016/): Richard Paullin, Executive Director, International Trade Association of Greater Chicago; Chairman, IL…
Brexit Implications for SMEs: The Good, the Bad and the Ugly Who are the biggest winners and losers with Brexit? Guiddant Financial CEO and co-founder of David Nilssen shares his perspective. Read more: Brexit Implications for SMEs: The Good, the Bad and the Ugly The Challenges of Going Global Going global is often the only way for successful companies to keep…
Get Ready to Read the Best Exporting Book on the Planet The 2nd edition to my Exporting book is almost ready. I’m finishing the last of the updates this week. Every Sunday from noon until 6:00 p.m. since January 3rd I have added and updated: Data and citations. Actual and prospective trade agreements (especially TPP and TTIP developments), new CFR and…
Today’s post features how to grab, keep and churn out global customers one at a time; how iVillage co-founder Tina Sharkey is secretly 🙂 starting a new e-commerce site called Dhosi; and, how Apple Pay is going global. Work Your Website: 7 Tips for Converting Visitors into Global Buyers Is there really a secret to grabbing, keeping and churning out…
What’s challenging SME exporters? Why do companies go global? Why are non-digital companies becoming serial acquirers of digital properties? Read on and you will discover. 7 Exporting Takeaways from the 2016 Small Business Exporting Survey The Small Business Exporters Association (SBEA) has recently released its 2016 Small Business Exporting Survey. The survey, conducted February 22 to March 14, 2016, compiled…
How the LA Times Aims to Go Global (article) An important lesson here is even though the LA Times has long cycled in the past year between different approaches to grow, they are adopting a new strategy: To add new international entertainment content on top of the Times’ existing coverage. Try it on for size: http://www.cjr.org/business_of_news/the_los_angeles_times_is.php Global Expansion is Next Act for…
Articles, webinars and resources to get you thinking outside the box and moving in a direction to expand your business internationally. When Good Intentions Go Wrong in the Global Marketplace (article) An important lesson here is whether you are working on a product name, translating an ad campaign or managing exports for a global company, be sure to study the potential…
Articles that will get you thinking outside of the box. It’s No More BRICS as Usual An important lesson here is that firms will have to accelerate their transition from being merely “good enough” to becoming truly world-class. Try it on for size: http://www.strategy-business.com/blog/Its-No-More-BRICs-as-Usual Has Your Strategy’s Shelf Life Expired? An important lesson here is that when you’ve outgrown your…
With technology, anything is possible in terms of conducting business with anyone in the world provided they have an Internet connection. In the following two articles, I talk about drawbacks to consider when you operate an import or export business out of your home. These are just some things to think about. Not everyone has these issues but as long as…
In case you missed it, UPS invested a minority stake in a tech startup, Ally Commerce, that allows brand manufacturers to set up websites and sell directly to consumer, by-passing the middlemen. The Atlanta-based startup just happens to be headquartered in the same city as UPS’s headquarters. Ally is multi-channel, including marketplaces and your own branded website. We are a true turnkey…
Let’s face it. There’s a huge reservoir of talent available worldwide, but how do you align the right talent with the work that needs to be done? That’s the million-dollar question. While updating my book, “Exporting: The Definitive Guide to Selling Abroad Profitably,” I realize it’s no easy task to get the right people with the right capabilities to do…
I am happy to report that I am in the process of updating my book, “Exporting: The Definitive Guide to Selling Abroad Profitably,” with a completion date of July 1st, which means the 2nd edition will be ready well in advance of the Global Small Business Forum 2016! The goal is to give all attendees a copy at the forum. Here’s what…
Women Entrepreneurs GROW Global (WEGG) is hosting a captivating webinar (no charge) presented by Kati Suominen on “Financing Your International Business: Plan Early and Smart” — Wednesday, February 3rd at 10:00 a.m. Central time. Kati is Founder and CEO of both Nextrade Group, LLC (nextradegroupllc.com), a research firm on trade and digitization, and TradeUp Capital Fund (tradeupfund.com), a digital financing platform…
I want to make sure you caught three important resources to help you grow your export business: 1. WEGG webinar on Getting Started in Exporting: Ready Your Business For Growth. I talk about what you need to get your business export-ready, how to craft a back of the napkin export plan and how to market your business worldwide. View the webinar…
For those eager to start out the new year with a global footprint, join Laurel on a webinar she is giving Wednesday, January 6th at 11:00 a.m. Central (FREE) on Getting Started in Exporting – Ready Your Business For Growth Here’s a sampling of what you will learn: What you need to do to get your business export ready How…
All the chatter about the Trans-Pacific Partnership Agreement leaves a lot of business owners scratching their heads and wondering, “what’s in it for me?” Let me get right to the point: plenty! In case you don’t follow my writings at the About.com Import and Export or the Global Small Business Blog sites, I want to make sure you caught the interview I…
Got a website? Good start. But when dealing with global customers, you have to take a giant step further. According to the Internet World Stats, Internet users who do not speak English now outnumber the Internet users who do speak English. Constructing a successful global website – one that users can navigate effortlessly — is a must. John Yunker, President…
Thanks to technology, small business owners can instantaneously find customers halfway around the world. But where to start? Visit The United States Commercial Service (www.Export.gov), which can provide world-class market research, promote your product or service to qualified buyers at trade events, make introductions to qualified buyers and distributors and counsel you through every step of the export process. In…
According to Globalization Partners, internationalization involves “enabling the back end of a website to handle different languages, character sets, currencies, submit form data, site search capabilities, etc., and entails understanding what database and content management systems you are using to author, store and publish your site’s content.” Localization, on the other hand, involves “translating and localizing the front end of…
There are more than 7 billion potential customers in the world, and 2.4 billion of them are online. How many of those customers is your company reaching outside your own borders? Let’s say your international sales last month included three products sold through Zazzle, one through Amazon, five through eBay, five at CafePress, and four on your own Web site…
Direct exporting means you export directly to a customer interested in buying your product. You are responsible for handling the logistics of shipment and for collecting payment. The advantages of this method are: Your potential profits are greater because you have eliminated intermediaries. You have a greater degree of control over all aspects of the transaction. You know who your…
Question of the day: What are some of the key things no one tells you about exporting? Laurel Delaney: It’s best to start with a clear strategy on how to export. You must identify products and services that can be profitably exported and know how to use the Internet to facilitate all aspects of exporting, especially marketing. There is a…
While a Web site is but a part of your efforts online, it is still the most important one for e-commerce. First and foremost, your Web site should be inviting and reader friendly. When developing your Web site with exporting in mind, here are a couple of quick pointers that should make the build-out process a lot easier: 1. Keep…
Why the meteoric rise of the importance of web translation? Because the majority of the world’s population does not speak English. Where do you turn for help? There are a couple of places to look for external guidance in getting started with web globalization efforts. I caution you to work with a firm that has a proven history of success…
Planning and managing customs duties plays an important role in pricing your export product so that it is profitable. First, pay attention to how your product is classified (if you have my book, Chapter 19 covers how to find out how to determine your product classification), because that classification will affect what duties are imposed and thus make or break…
In early 2012, the State Department’s Bureau of International Information Programs asked me to write an article called “Women Entrepreneurs Energize Economies.” In it, I talk about my experience in starting and running a global business. The key point I make not only applies to starting a business but also to exporting: “To gain self-confidence and overcome inhibiting social attitudes,…
To ensure a good fit between you, in your capacity as exporter, and a domestic manufacturer with a product you want to sell globally, here are some things you should watch for: Good chemistry between you and your key contact (you can usually tell right away), and preferably with all of the top management as well. This helps ensure a…
In this post, I cover frequently asked questions (FAQs) about international trade. 1. How much overseas business do U.S. small businesses do globally each year? Recent Commerce Department data shows U.S. businesses exported $2.35 trillion of goods and services in 2014, hitting a record high for the fifth straight year. U.S. goods exports increased 2.7 percent to a record $1.64…
In “How to Develop a World-Class Team For Your Business” I talk about what roles need to be filled as you grow your export business and how to create a functional team. In this article, I cover the basics on what each member on your team should be doing, how often and what questions should be addressed to ensure everyone…
“Bring it down to a much more fundamental human motive. Don’t stick to the brain. Stick to the heart.” — Mohan Sawhney, McCormick Foundation Chair of Technology, Clinical Professor of Marketing, Director of the Center for Research in Technology & Innovation To achieve exceptional export service, you must plan for it and then act on it. Consider the following two tips as…
Many business owners believe it is only packaging that has to be adapted in the overseas marketplace. That’s a mistake. Adapting your product to meet the needs of an overseas market is a considerable undertaking and will likely require a substantial investment of time and money. __________________________________________________________________ Case study: One of my past clients manufactured a very successful premium ice…
How should executives think about aligning their companies’ capabilities behind exporting and global expansion? Here’s what it takes for an organization, big or small, to go global or expand further. 1. Get a companywide commitment. That companywide commitment involves you alone if you are a sole proprietor, or in the case of a large corporation, the executive committee, finance, operations,…
Most US companies offer credit card payment options online because they offer the capability to conduct business throughout the world. Among the credit cards accepted are American Express, VISA, Mastercard, and Discover. All of these work for online transactions, provided the banking system within the country accepts them and they are secure. Many credit card companies charge anywhere from a…
Exhibiting at or attending a trade show in your industry is a uniquely effective way to contact cross-border customers, especially if you have a difficult product to sell or if it is a type that a customer needs to actually see. Here we talk about what to expect when you exhibit at a trade show and how to woo international customers. When visitors…
How do you decide when to hire employees and when to hire contractors? Positions formerly reserved for in-house employees, such as those of a web developer, a designer, or a HR specialist, can often be done faster and more effectively with qualified remote contractors. If the following conditions don’t apply, it might be good to use a contract worker to…
Remember the telex machine and how important it once was for communicating efficiently with people worldwide? Then the fax machine came into play. Next was email and now Skype. When I look at these advancements, I am stunned and, at the same time, ecstatic because they are so cool. Recently, I’ve been studying other brisk developments online, such as the…
These popular articles on going global – from signals to going global, to reasons to going global, to tips on going global – are absolute must-reads. If you are not already kicking your business up a notch into the global stratosphere, these posts are guaranteed to encourage and inspire you to do so now! 8 Signs It’s Time to Global There are…
If you are going to snuggle up by a fireplace with a cup of spiced eggnog and a few good business books this holiday season, check out these six excellent reads that will teach you how to conquer the world. 1. The Box by Marc Levinson (http://www.amazon.com/Box-Shipping-Container-Smaller-Economy/dp/0691136408/) Why is this book so important? Publishers Weekly sums it up: “Levinson, an economist,…
When local (domestic) business picks up, do you ignore overseas calls or emails requesting quotes, asking for assistance or wanting to place an order? How are you attending to existing international customers? Do you respond promptly to their inquiries or initiate a point of contact on your own to check in on how they are doing? If you are baffled…
Anyone can create a blog. Building a successful blog, on the other hand, requires hard work. Yet it’s worth every ounce of effort because, when used correctly, this low or no-cost communication vehicle can do many powerful things including: positioning you as an expert or thought leader in your industry; helping you market your products or services globally; allowing to…
Selling a service export successfully requires even more people power than does product sales. Pricing a service, such as one that is professional, technical, financial, or franchise or insurance oriented, entails a somewhat-different approach because a service requires direct interaction with your customer, not just initially but for the duration of the service contract. And for some services, the quality…
Here are five apps that enhance my global small business and help me focus on achieving results faster. Many of them are free. Some have fees or carry a monthly subscription, so be sure to check before installing. All are available for iPhone, iPad, Android, and Blackberry devices. 1. Skype: (http://www.skype.com/en/). This app allows you to talk for free with…
Now that you’ve seen how to create a functional team for your export business, let’s take a look at what roles need to be filled as you grow your export business. Success in exporting is directly related to a companywide commitment. That commitment is the responsibility of you alone if you are a sole proprietor, or in the case of…
Protecting a trademark in the United States—whether it’s your own company name, a product, or your supplier’s product name—is a very complicated procedure best handled by a very competent attorney. In this article, I talk about how to protect a trademark and domain name, globally. When you are considering adopting a trademark, you or your attorney must perform a search…
How do you find great people to get on your export bus? How can you make sure they remain happy and motivated? Let’s find out. The first big characteristic to look for in people destined to do international work is their ability to be comfortable and confident in their own skin, along with a heightened sensitivity to others. After that,…
There are five basic forms of organization in which you can set up your export enterprise: the sole proprietorship, the partnership, the C corporation, subchapter S corporation, and Limited Liability Company (LLC). Each form has specific advantages and liabilities. To decide which form will serve you best, ask yourself the following questions: How big do I aspire for the company…
By Laurel J. Delaney Successful small businesses are figuring out how to master the transition from being a local company to global. According to the U.S. Department of Commerce, more than 70 percent of the world’s purchasing power is located outside of the United States. That’s why many businesses are jumping on the global bandwagon – to capitalize on the…
The international marketing plan should be strategic in nature and executed in a consistent manner. The goal is to get more customers from around the world to export to and to increase your business’s profits. Here’s how a plan might look. (Note: I am providing three points out of ten that are mentioned in my book. If you want the…
Here’s a look at the exporting facts related to America’s top five export trading markets year to date through July 2013 (latest available) according to the United States Census Bureau.[i] All numbers shown are in billions of dollars and reflect exports from the United States to a specific country. The data are for goods only. 1. Canada More than $366.4…
When you set out to enter a market with your service export, you will face four critical questions: How are you going to get a foot in the door? How are you going to get noticed by prospective customers? How are you going to keep your foothold once you’re there? And how are you going to do it all inexpensively?…
With Alibaba’s highly anticipated US IPO, it makes prudent sense to familiarize yourself with the company. This article provides a short course on China-based Alibaba. Founded in 1999, Alibaba.com (http://www.alibaba.com) is a group of twenty-five business units that allows anyone located anywhere in the world to buy or sell online. Alibaba has come to dominate Internet retailing in China, with…
If you want a symbol of how technology is transforming the way we conduct business worldwide, look no further than e-commerce, which refers to buying and selling on the Internet. It’s easy to forget that as short as fifteen years ago, buying books or shoes online seemed novel. Not anymore. The new digital reality is upon us. Is there anything…
Our friends over at bPlans are running a terrific series on how to create an export business plan with all of the material extracted from “Exporting: The Definitive Guide to Selling Abroad Profitably.” Here’s a clip and be sure to keep close tabs on the next installment! Purpose of an Export Business Plan There are four main purposes for the export business plan that…
Envision offering your local marketing service, which is booming in North America, to someone in the United Kingdom. Let’s imagine that someone names Katie Schroeder does just that. She runs a successful Chicago-based public relations company called Take It Viral, or TIV, representing some of the most popular big-name consumer brands in the United States. TIV has received numerous accolades…
Imagine someone named Abel Anderson who is working in the automotive industry while running a food-export business. In the evenings and weekends, he goes to food fairs. Although he works full time in the automotive industry, his real passion is food. He’s always seeking novel food items to try. At one local trade show that Abel attends in Chicago, he…
Welcome to our new exporting blog! Here we will bring you insights and key learnings from my book, “Exporting: The Definitive Guide to Selling Abroad Profitably.” As we progress, be sure to jump in from time to time to ask a question, make a comment, share an experience, rant, rave or just say “hey” because we want this platform to…
