Top Tips for Cross-Border Trading
Presented by:
Suzanne Miglucci, CMO, ChannelAdvisor

16 October 2013
Agenda







Cross-Border Trade Complexities
Global E-Commerce Highlights
Top CBT Destinations
Regional Opportuniti...
CBT Complexities

3
Complexity vs. Opportunity
China

USA
Japan
UK

Germany
France

Hong Kong

Australia

South Korea

India

Canada

Norway

...
Global E-Commerce Highlights

5
Global and CBT Market Size 2011 vs 2017
APAC

US

EMEA

LatAm

$278b

$87b

Growth Rate

Growth Rate

Growth Rate

15%

20...
E-Commerce Global Adoption

Source: United Nations

7
Top CBT Destinations

8
Top CBT Destinations

Source: Nielson/Paypal Study from 2013

9
Top CBT Routes
Location
US
China
US
US
UK

Number of Shoppers
16.7 million
15.1 million
13.2 million
11.6 million
11.1 mil...
Regional Opportunities

11
Regional Overview
Region

Mix

MP

CSE

Search

12
North America

13
Europe (EU)

14
APAC

15
APAC

16
LATAM

17
Agile CBT

18
E-Commerce Market Entry – Traditional Approach
Heavy Investment

Demand/Traffic Challenges

Re-Investment

 Transactional...
Agile Development Defined
Agile is a development model based on iterative and
incremental development, where requirements ...
E-Commerce Market Entry – The Agile Approach

Test

Learn

Iterate

 Solve Minimum Challenges

 Understand Consumer Beha...
Agile CBT Stages
 Surface
products on
local
marketplaces
 Provide a
better
experience for
existing traffic
 Ship from
h...
Benefits of Agile CBT







Receive and react to demand feedback sooner vs. later
Better alignment of costs and rev...
ChannelAdvisor Background

24
ChannelAdvisor Overview

25
ChannelAdvisor Connects Supply to Demand

26
Connect to Demand with ChannelAdvisor

MARKETING
MERCHANDISING
CUSTOMER SERVICE
EXCHANGE RATES
EXPORTING
LEGAL
LOCALIZATIO...
Find Solutions to Other Challenges

MARKETING
MERCHANDISING
CUSTOMER SERVICE
EXCHANGE RATES
EXPORTING
LEGAL
LOCALIZATION
A...
Let’s Discuss CBT!
Contact Information:
Suzanne Miglucci
Chief Marketing Officer
+1.919.439.8581

suzanne.miglucci@channel...
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Suzanne Miglucci, C.M.O. of Channel Advisor, provided a useful guide for web exporters of all sizes in navigating the regulatory environment for international delivery.

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Click:Connect:Sell- Top Tips for Cross Border Trading

  1. 1. Top Tips for Cross-Border Trading Presented by: Suzanne Miglucci, CMO, ChannelAdvisor 16 October 2013
  2. 2. Agenda       Cross-Border Trade Complexities Global E-Commerce Highlights Top CBT Destinations Regional Opportunities How To Get There: Agile CBT ChannelAdvisor Overview 2
  3. 3. CBT Complexities 3
  4. 4. Complexity vs. Opportunity China USA Japan UK Germany France Hong Kong Australia South Korea India Canada Norway Brazil Singapore Argentina 4
  5. 5. Global E-Commerce Highlights 5
  6. 6. Global and CBT Market Size 2011 vs 2017 APAC US EMEA LatAm $278b $87b Growth Rate Growth Rate Growth Rate 15% 2011 $165b Growth Rate 2017 $192b 20% 10% 30% $379b $457b $399b $220b Source: Forrester
  7. 7. E-Commerce Global Adoption Source: United Nations 7
  8. 8. Top CBT Destinations 8
  9. 9. Top CBT Destinations Source: Nielson/Paypal Study from 2013 9
  10. 10. Top CBT Routes Location US China US US UK Number of Shoppers 16.7 million 15.1 million 13.2 million 11.6 million 11.1 million China China China China US 10.4 million 9.4 million 7.7 million 7.0 million 6.8 million Source: Nielson/Paypal Study from 2013 Shopping In UK US China Canada US Hong Kong Japan UK Australia Hong Kong 10
  11. 11. Regional Opportunities 11
  12. 12. Regional Overview Region Mix MP CSE Search 12
  13. 13. North America 13
  14. 14. Europe (EU) 14
  15. 15. APAC 15
  16. 16. APAC 16
  17. 17. LATAM 17
  18. 18. Agile CBT 18
  19. 19. E-Commerce Market Entry – Traditional Approach Heavy Investment Demand/Traffic Challenges Re-Investment  Transactional Website  Minimal Organic Traffic  Increased PCC/CSE Spend  Shipping/Reverse Logistics  Price/Competitive Challenges  Site Overhaul  Other CBT Challenges  Site Conversion Hiccups  Big investment to get to first sale  Long time before Revenue > Expense 19
  20. 20. Agile Development Defined Agile is a development model based on iterative and incremental development, where requirements and solutions evolve through collaboration. It promotes adaptive planning, evolutionary development and delivery via an iterative approach with rapid and flexible response to change. We believe that many of the principles of developing large software projects are directly applicable to the challenge of selling internationally. 20
  21. 21. E-Commerce Market Entry – The Agile Approach Test Learn Iterate  Solve Minimum Challenges  Understand Consumer Behaviour  Take the Next Step  Connect to Existing Demand  Understand Competition  Integrate Leanings into Next Step  Fail Fast, Fail Small  Fix What’s Broken  Repeat  Smaller investment to get to first sale  Revenue > Expense quickly 21
  22. 22. Agile CBT Stages  Surface products on local marketplaces  Provide a better experience for existing traffic  Ship from home market  List products directly to local marketplaces  Launch lite version of website locally  Provide full site functionality  Ship from home or local market  Engage in lower risk/rev share and retention marketing  Aggressively acquire customers via riskier marketing  Focus on service and reputation building  Improved mobile experience  Provide content and support in local languages  Low volume but low investment Passive  100% local experience Active Lite Site  Solve challenges in stages  Continually learn and iterate Full Site 22
  23. 23. Benefits of Agile CBT       Receive and react to demand feedback sooner vs. later Better alignment of costs and revenues = lower overall investment Risk is dramatically reduced Allows you to ‘scale the CBT mountain’ one step at a time Early feedback allows you to course correct and pivot when appropriate Test, Learn, Iterate! 23
  24. 24. ChannelAdvisor Background 24
  25. 25. ChannelAdvisor Overview 25
  26. 26. ChannelAdvisor Connects Supply to Demand 26
  27. 27. Connect to Demand with ChannelAdvisor MARKETING MERCHANDISING CUSTOMER SERVICE EXCHANGE RATES EXPORTING LEGAL LOCALIZATION ACCOUNTING CURRENCY REPATRIATION PRICING PAYMENTS RETURNS TAXES/DUTIES 27
  28. 28. Find Solutions to Other Challenges MARKETING MERCHANDISING CUSTOMER SERVICE EXCHANGE RATES EXPORTING LEGAL LOCALIZATION ACCOUNTING CURRENCY REPATRIATION PRICING PAYMENTS RETURNS TAXES/DUTIES 28
  29. 29. Let’s Discuss CBT! Contact Information: Suzanne Miglucci Chief Marketing Officer +1.919.439.8581 suzanne.miglucci@channeladvisor.com Visit our web site: www.channeladvisor.co.uk Watch our Cross Border Trade webinar series: http://go.channeladvisor.com/UKWebinarScotWingosGuidetoSmarterCBTSeries_LP.html Drop off your business card for a copy of today’s presentation 29
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