eCommerce Summit Atlanta Shipwire Sell Globally

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From the eCommerce Summit in Atlanta June 3-4, 2009 where Nate Gilmore with Shipwire shares how merchants can sell globally but ship locally. Find out more at http://www.ecmta.org

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eCommerce Summit Atlanta Shipwire Sell Globally

  1. 1. Is Your Business Ready For International Expansion? “Sell International – Ship Locally”
  2. 2. Look Abroad For Growth •  U.S. brick/mortar retail sales are down; e-commerce up •  U.S. Dollar fluctuations make International look attractive •  Key markets to look at are Canada and Europe/UK –  Large markets and established marketplaces –  Good transportation modalities –  Growing online and e-commerce penetration •  Key questions –  How to sell internationally? –  Risks and rewards of entering these markets –  What to sell in these markets? –  How to build a “business engine” in these markets? 2
  3. 3. Where to Sell? •  Follow Internet usage. •  What nations are wired. Source: ComScore “Canada Opportunities” 4/09 3
  4. 4. Retail Metrics for Retail/E-commerce •  Retail around the world (ComScore World Metrics 2009) 1 2 3 4
  5. 5. Internet Usage World-Wide •  Consumer Internet usage world-wide •  Source: ComScore “Canada Opportunities” 4/09 5
  6. 6. What to sell overseas •  Comscore US Market Q1 ’09 •  E-commerce by market •  Parallels global buying patterns 6
  7. 7. How to Attract Buyers •  Canada, U.K. and key European markets have established marketplaces •  Canada and U.K. populations heavily rely on Search (Source: ComScore “Canada Opportunities” 4/09) •  Take your U.S. best practices on search and apply to local markets 7
  8. 8. Expand Overseas •  Two models for expansion –  Direct shipping –  Move products in bulk to local market and “sell locally” •  Set goals and roadmap your expansion •  Product selection •  Prepare In advance •  “Sell Internationally – Deliver Locally” •  Testing the market 8
  9. 9. Direct Shipping from U.S. is Complex   Good for merchants with DEEP catalogs that can’t focus on best sellers   Expensive shipping & returns nightmares   Long time delays for buyers and CDT issues on buyer   You will not “look local” to the buyer   Save with: Consolidators, zone skipping 9
  10. 10. Fortune 500 model •  Goods stored locally •  Save cost and time on import •  Competitive local shipping options •  Fast delivery times •  Less customs, duties and tax implications on buyer •  Local returns handling 10
  11. 11. Set Goals •  Past sales review –  What have you sold internationally? –  What buyers did you turn away? –  Focus your international product catalog •  Pick one market and focus •  Focus & local research –  What marketplaces will drive buyers to your website or listings? –  Any local keywords or “phrases” that describe your products? –  Pay-Per-Click prices for regional keywords –  Directories and marketplaces to seed your keywords –  Local comparison shopping sites 11
  12. 12. Focus on Select Products •  Questions to ask yourself –  How complex is your product catalog? –  What are your top sellers? –  Will your top sellers do well overseas? •  Start small and focused –  Identify the top 5-10 products in your catalog –  Reduce your inventory requirement –  Higher value products that are hard to get 12
  13. 13. Get Products Into Market •  Move a small amount of product into the local market •  Move products in bulk through customs –  Trusted “National” customer broker –  Customs, duties and tax –  Know your “fully landed” product cost •  Send to your outsourced order fulfillment provider in the local market •  Preparation –  Customers, duties and tax –  Business registration (aka “Tax ID”) –  Tax advisor if necessary 13
  14. 14. Power of Local Fulfillment •  Focus on growth •  Happy customers –  Known shipping rates –  No surprise Duties –  Faster delivery –  Local Returns •  Scale without hassles •  No infrastructure investment –  Pay for what you use –  Keep cash in your pocket –  Scale or retreat sales as needed •  Build a machine and repeat in new marketplaces 14
  15. 15. Small Business Retail Revolution •  1996 Home business re-invented •  2000 Instant online store introduced •  2002 Online payments start getting easier •  2003 Finding new customers made easy •  2005 China trade barriers reduced –  Imports by SMBs surge: 5000 containers/day into LA port –  Storage & shipping is still do-it-yourself! •  2008 Storage and shipping solved 15
  16. 16. Elegant Process Simplifies the Complex 16
  17. 17. Fortune 500 model •  Immense cost savings •  Delight buyers •  Local –  Carriers –  Returns –  Storage •  An engine for GROWTH 17
  18. 18. Resources •  Full write-up of “Go International – Ship Local” –  http://www.practicalecommerce.com/blogs –  http://www.practicalecommerce.com/blogs/post/498-Sell- International-Deliver-Local-Part-1 –  http://www.practicalecommerce.com/blogs/post/498-Sell- International-Deliver-Local-Part-2 •  Shipwire would like to advise your expansion –  http://www.shipwire.com –  info@shipwire.com –  888-SHIPWIRE 18

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