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Ingenico Ogone Cross Border eCommerce 2013
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  • 1. Smart strategies forSmart strategies for cross-border e-commerce International Payment Processing Presented by: Julian Wallis d f l l dHead of Sales – UK & Ireland Ogone Payment Services Mob: 07884 005565 j @jwa@ogone.com 12th March 2013
  • 2. Ogone’s Global presenceOgone s Global presence IndiaUAE Local expertise with global reach and access Netherlands Mijdrecht UK London USA New York India EBS UAE CPSP Staffing Europe: 175+ India: 200+d a 00 l iBelgium Brussels Headquarters France Paris Germany Cologne Switzerland Zurich Austria Vienna
  • 3. Borders? What borders?Borders? What borders? I’m already My site can be  24 hours a day... I’m already  selling  online... y accessed from  anywhere in  the world... English is the I accept The whole  world is my  English is the  international  language... p international credit cards... market place!
  • 4. ButBut... • Are you appealing to local markets overseas?• Are you appealing to local markets overseas? • Are you thinking the way local people think? • Are you possibly excluding potential buyers? Are you really maximisingAre you really maximising your online sales opportunities?
  • 5. Cart Abandonment Vs Increasing Conversions Consider the marketingConsider the marketing  effort and costs to get  people to your site...?p p y Not an after thought Source: Chase Paymentech Infographic 2013 Not an after thought... All too often the payment process  is completely overlookedis completely overlooked…
  • 6. Consider thisConsider this... Visa & MasterCard represent over 100 million credit & debit cards in thep UK alone American Express Diners and JCB Another 25 millionAmerican Express, Diners and JCB Another 25 million. Since 2000, UK internet shoppers have spent well over £250bn online, i i f £0 8b t ti t d £78 billi l trising from £0.8bn to an estimated £78 billion last year. £2.50 of every £10 in retail now spent online The UK accounts for the highest purchase volume in Europe with 14% growth in 2012g 50% year on year growth rates…in the past Sources: IMRG / Nielson Reports
  • 7. Some saySome say... The UK market is maturing. However... Online sales set to continue to grow in western continental Europe (estimated 20-30% in 2013)
  • 8. Want to take yourWant to take your business to the next level? Expand your e-commerceExpand your e-commerce business across borders...bus ess ac oss bo de s The whole world can be your market place
  • 9. Local payment methods ?? ?? ??
  • 10. Only credit cards?Only credit cards? In the UK... Source: Ogone Research 2011
  • 11. Across the borders of the UK...d = less than 15% France            >>   ? Spain >> ? ...less than 76% less than 65%Spain              >>   ? Italy   >>   ? Austria   >> ? ...less than 65% ...less than 59% ...less than 33% Netherlands >> ? Germany  >>   ? ...less than 15% ...less than 14% The use of debit and credit card is  h l i t imuch lower in some countries Source: Ogone Research 2012
  • 12. Fact isFact is... 60% of all on-line cross-border transactions are not completed because the merchant trader does not provide adequate payment methods for international payments.q p y p y Source:  Study by European Commission on e‐commerce for consumers
  • 13. Think outside the credit card boxThink outside the credit card box Source: Ogone Research 2012
  • 14. Payment methods A i i t k Payment methodsPayment methods by type Acquiring network Ogone serves national and international payment methods Payment methods mapping Credit Cards Debit Cards Online Banking Pre- Paid & e-Wallets Direct Debit Invoice Online Consumer Credit Purchasing Cards
  • 15. Payment methods A i i t k Payment methods BEL DEN Payment methods by type Acquiring network Payment methods mapping NED GER ALLALL Mister Cash Mister Cash DankortDankort iDEALiDEAL ELVELV COUNTRIESCOUNTRIES GBR VISAVISA ElectronElectron FRA Carte  Bleue Carte  Bleue SWI PostFinancePostFinance AUT EPSEPS
  • 16. Ogone Collect - Payment MethodsOgone Collect Payment Methods non‐credit card online payment methods Belgium Netherlands Germanyy Austria France In development Ogone offers Ogone Collect through its subsidiary Tunz.com who delivers collecting services using its own acquiring service. Tunz.com collects funds on behalf of your business and pays out the funds according to the agreed term & conditions.
  • 17. Secure open invoice & invoice processing B fit ***Third party agents that provide guaranteed Open Invoice & Account payments***  Benefits 1.Increased sales ‐ shown to increase sales by 30% 2.No risk–third party take the credit risk, so guarantee funds to merchant2.No risk third party take the credit risk, so guarantee funds to merchant   (note: acceptance of customer payment is dependant on credit score  ‐ circa  50% ) 3 Seamless – Fully integrated into Ogone’s platform3.Seamless  – Fully integrated into Ogone s platform 4.Acceptance  – 65% of Germans state that pay by invoice / direct debit are  their preferred payment methods 5 C & i j t b it b k t d t il5.Consumer ease & convenience ‐ just submit bank account details  ‐ no  complex PIN or Post‐Ident procedure 
  • 18. Local payment methods Local languages ?? ??
  • 19. Multilingual / LocalisedMultilingual / Localised Payment Pages
  • 20. How many languages!How many languages! Chinese Mandarin Danish  Dutch Consider your payment pages... Who is your target market? English Flemish French GermanGerman Italian Japanese Norwegian Polish Portuguese Russian  SpanishSpanish Swedish Turkish etc…
  • 21. Multilingual payment pagesMultilingual payment pages UK Cardholder              English text UK acquirer
  • 22. Multilingual payment pagesMultilingual payment pages French cardholder        French text French acquirer
  • 23. Multilingual payment pagesMultilingual payment pages Dutch local  payment method Airline industry  payment methodpayment method payment method
  • 24. Multilingual payment pages German  local  paymentpayment  method German text
  • 25. Multilingual payment pages French local payment method
  • 26. International payment pagesInternational payment pages EU Domain Prompts for country  specific sites Local and  international  payment methodspayment methods
  • 27. Local payment methods Local languages Local currencies ??
  • 28. Multi currency optionsMulti-currency options... Local currencies for  local markets... Accepting Euros =  big advantagebig advantage Dynamic Currency  Conversion = extra revenue! Consider other currencies ... but balance with the  practical realitiespractical realities
  • 29. Dynamic currency conversionDynamic currency conversion M lti C DCCMulti‐Currency DCC Automatically offer your customers  the choice of paying in their own  www.global-blue.com currency and benefit from an  additional revenue stream Find a DCC partner Now seeing increasing trend in  merchants offering  on‐line  dynamic currency conversion www.fexco.com
  • 30. DCC – process flow $100 Conversion to consumer currency by DCC provider Selection of goods Pay with CC Query to DCC provider €75 $ 100,- $ 100,- € Customer opts for payment in € EU Customer EU Customer C dit d € 75 (DCC amount incl. margin) $100 (Merchant currency amount)Credit card statement € 75 EU CustomerEU Customer Bank Account/ Acq. Statement $100 Authorisation in € Transaction processing $100 US Merchant
  • 31. DCC – cardholder has choice
  • 32. Local payment methods Local languages Local currencies Acquiring options
  • 33. Local vs international United Local vs international United Kingdom Other countries
  • 34. Cross Border Ecommerce Summary Countries & Regions Payment Methods Countries & Regions Consider which countries or regions you are looking to target? y The landscape offers a huge range of payment methods with different benefits... Specialist Consultancy Choose a payment service provider (PSP) that can provide consultancy Specialist knowledge onChoose a payment service provider (PSP) that can provide consultancy. Specialist knowledge on local and international payment methods is an essential ingredient for success Collecting Services C id ki ith PSP th t ff ll ti i k lt ti d l l tConsider working with a PSP that offers collecting services on key alternative and local payment methods to make it easy for you via a single contract Localisation Consider your approach to local domains…local language…local acquirers and local currencies A Seamless JourneyA Seamless Journey Don't create unnecessary barriers in your checkout process. Providing a seamless journey will make the customer far more comfortable and give you a better chance of success. Successful Results?Successful Results? Cross-border e-commerce will lead towards increased revenues for UK online retailers and is the best strategy for success for UK companies in 2013.
  • 35. Other considerations? Local Vs international suppliers Consolidation of suppliers Cost Savings Economies of scale Consolidation of suppliers Local Vs central reporting Accelerated expansion Currency fluctuations Greater market penetration I d li t b Pricing across borders Increased client base Reduced cart abandonment Logistics  / distribution  Increased conversions Local taxes and VAT Management / staffing Increased revenues Grow your business... Julian Wallis | Head of Sales | jwa@ogone.com | 07884 005565 Management / staffing y