Go Global Webinar Series - Growing Your Global eCommerce Sales - Census Bureau
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Growing Your Global eCommerce World Trade Month
Sales Go Global
Webinar Series
Webinar #2: May 27, 2021
Go Global Webinar Series
We are here to help you Go Global.
Learn about the logistics of growing global eCommerce including tips for handling payment and
shipping in the electronic environment. The session will also include Federal support programs for
all your export needs.
Brought to you by your federal trade partners:
• U.S. Small Business Administration
• Export-Import Bank of the United States
• U.S. Census Bureau
• U.S. Commercial Service
Access more international trade resources on www.trade.gov/export-solutions.
Growing Your Global eCommerce Sales
Wendy Peebles
Lead Outreach Coordinator
U.S. Census Bureau
GO GLOBAL Webinar Series
KEY TAKEAWAYS Growing Your Global eCommerce Sales Actionable Insight on Shipment & Payment in a Virtual Environment How can the Federal Government help you grow your global business?
AGENDA
Growing Your Global eCommerce Sales
I. Introduction to Common Logistics Questions/Issues- James Bledsoe, U.S. Department of
Commerce
II. Key Insights on Shipment & Payment in a Virtual Environment – Tawnee Steinke, Zonos, Inc.
III. Next Level Resources for Expanding Sales- Federal Programs
o Department of Commerce- James Bledsoe, Director, eCommerce Innovation Lab
o Small Business Administration- Michele Schimpp, Acting Associate Administrator for
International Trade
o EXIM Bank- Steve Maroon, Director of Marketing
o U.S. Census Bureau- Wendy Peebles, Lead Outreach Coordinator
IV. Q&A – Moderated by Steve Maroon, EXIM
Introduction to Common Logistics Questions/Issues
James Bledsoe
Director, eCommerce Innovation Lab
U.S. Commercial Service
GO GLOBAL Webinar Series
Top eCommerce Business Issues We Can Help With
1. Lack of Business Digital Strategy & Knowhow
• Solutions: CS Digital Strategy Counselling
2. Lack of eCommerce Service Provider Awareness
• Solution: eCommerce Business Service Provider Referral
3. Help identifying non-tariff barriers
• Solution: Traditional Counselling
4. Shipping/Logistics Costs
• Solution: Traditional Counselling
5. Online Payment Solutions
• Solution: eCommerce Business Service Provider Referral
Source: Statista, eCommerce Worldwide Study
Slides- Insights on Shipments &
Payments in a Virtual Environment
Zonos Inc
St. George UT
Get your business ready
for international eCommerce
© 2021 All rights reserved
Tawnee Steinke
Director of Global Partnerships
tawnee@zonos.com
Tawnee is head of Global Partnerships at Zonos overseeing the
Business Development department. In her role, she is responsible for
helping to grow and expand the company by helping online merchants to
convert international shoppers into lifelong customers. Being a small
business owner herself with a focus on eCommerce she understands the
difficulties and rewards of online business.
Learning to navigate international ecommerce with Zonos for over 6
years has helped her to be successful in opening new markets and
adding growth to the company. Customer experience has been an
important part of her career and will continue to adapt to the changing
times.
© 2021 All rights reservedInternational Trends.
Ecommerce is growing Negative buyer experience
22%
in 2020! Up from
300bn in 2015! 20% of all shipments are being
stopped at the border 1
81% of people had a bad delivery
Global ecommerce reached experience in 2020 2
58% will stop buying from a retailer
after a bad experience
$4.5tn
of ecom will be cross- 3 fd
border by 2022
1. DPD and ParcelHero independent quotes. 2021
2. Metapack eCommerce Benchmark Report, 2020
3. BigCommerce, “Shipping, Delivered - Best Practices and expectations 2020
© 2021 All rights reservedLocalized Website Shipping
Simple Google search, no language barriers, and Customers are looking typically for free or flat rate
easy to use address fields shipping
The US
Imagecustomers
placeholder
graph or image goes
online buying
here
Payments No Surprises
experience You know the exact cost, with fast easy options Receive your product quickly and have a
for payments happy customer
© 2021 All rights reservedThe international buying
experience for shoppers
Shipping costs Delivery Duties & taxes
Shipping costs are unclear Vague delivery expectations Collection of duties and
with limited options taxes after the order upon
delivery
Payment fees Exchange rate Bad experience
Additional fees for an Foreign exchange rate is Nothing but surprises in a
international credit card, not a unknown difficult situation
lot of options
© 2021 All rights
© 2021 reserved
All rights reservedComplicated conversion
Higher abandon rate without
Multiple languages
More questions manually
The
localized experience touching orders in other
languages international
buying
experience
Multiple currencies Difficult process
for
Lorem ipsum dolor sit amet,
consectetur adipiscing elit,
Lorem ipsum dolor sit amet,
consectetur adipiscing elit,
merchants
© 2021 All rights reservedShoppers may abandon merchants as well
as carts
https://www.canadapost.ca/blogs/business/ecommerce/conversion-and-
abandonment-the-ingredients-you-need-to-maximize-your-checkout-experience/
© 2021 All rights reservedIn the past year international
fraud has increased by 46%
*transunion
Strict rules for Retailers restrict high Technologies not setup
international fraud risk countries for international
Payment companies have Online retailers will shut Address verification is difficult
stricter rules about the types countries off that have a higher with international orders
of orders they will accept with percentage of fraud
international orders,
© 2021 All rights reservedTotal Landed Cost
Image
© 2021 All rights reservedBrexit, UK VAT and EU VAT
The New Rules Effect
● Brexit - EU/ UK customs clearances ● EU ‘doubling-down’ on transport disruption
● UK VAT - mandatory HMRC registration for low-value goods ● “53% of cost is in the final mile of delivery” -BI Intelligence
● EU VAT - €22 de minimis removal ● Customs Delays resulting in bad delivery experiences
● Introduction of IOSS and end of distance selling thresholds ● Increased Merchant Responsibility
● Market places deemed supplier
81% of consumers had a bad 59% of consumers blame the
delivery experience last year! carrier!
© 2021 All rights reservedhttps://docs.zonos.com/guides
Zonos
guides
for cross
border
© 2021 All rights reservedZonos Hello
Zonos
Hello Free Duty & Tax Quotes for
Set International customers
Shoppers
expectations
The first step in improving the
international buying experience.
Plugins Shoppers get estimates duties and taxes
as they add items to their cart
JS
JSsites and
For custom
other platforms
For custom sites and
other platforms
© 2021 All rights reservedNext Level Federal Resources
James Bledsoe Michele Schimpp
Director, eCommerce Acting Associate Administrator for
Innovation Lab International Trade
U.S. Commercial Service U.S. Small Business Administration
Wendy Peebles
Stephen Maroon Lead Outreach
Director of Digital Marketing Coordinator
Export-Import Bank of the U.S. U.S. CensusNext Level Federal Resources- DOC
James Bledsoe
Director, eCommerce Innovation Lab
U.S. Commercial Service
GO GLOBAL Webinar SeriesThe world is open for your business.
Our global network of experienced trade professionals is located throughout the United States and in
U.S. Embassies and Consulates worldwide. Whether you’re looking to make your first export sale or
expand to additional markets, we offer the expertise you need to connect with lucrative opportunities
and increase your bottom line.
Let our global network work for you.
Our Services
Worldwide Recognition
As the U.S. government, we can open doors that no one else Export Counseling
can in markets around the world. • Develop effective market entry and sales strategies.
• Understand export documentation requirements and import regulations of foreign markets.
Global Network • Navigate U.S. government export controls, compliance and trade financing options.
Our unmatched global network with trade experts in more
than 80 countries can provide you with on-the-ground Market Intelligence
knowledge and connections.
• Analyze market potential and foreign competitors.
• Obtain useful information on best prospects, financing, laws, and cultural issues.
Results Driven • Conduct background checks on potential buyers and distributors.
Our expert, in-person counseling is unparalleled and designed
to help you succeed in global markets. Business Matchmaking
• Connect with pre-screened potential partners.
• Promote your product or service to prospective buyers at trade events worldwide.
• Meet with international industry and government decision makers in your target markets.
Commercial Diplomacy
• Overcome trade obstacles to successfully enter international markets.
• Benefit from coordinated U.S. government engagement with foreign governments to
protect U.S. business interests.We are where you are, and where you want to be Light green - Open Office(virtual services with limited delays) Grey - Vacant / Unstaffed Yellow - Open (virtual services with significant delays) White - Other / No data Red – Closed
Resources- Online Market Research
Trade.gov/eCommerce
Explore eCommerce Resources
U.S. Department of Commerce | International Trade Administration | U.S. Commercial ServiceNext Level Federal Resources- SBA
Michel Schimpp
Acting Associate Administrator for International Trade
SBA Office of International Trade
GO GLOBAL Webinar SeriesThe SBA Can Keep You Competitive
Business Intelligence Grants to Reach Financing for Your
for Changing Times International Buyers International & Supply
Chain Sales
Get advice on exploring See if your state/territory Contact your local export
export markets at offers grants at finance manager at
sba.gov/tradetools sba.gov/international sba.gov/internationalSBA’s Trade Tools for International Sales
One-Stop Website for Information on Exporting and Importing for
Small Businesses. Learn about:
• Developing an export plan
• Federal and local resources available to help small businesses
• Identifying markets, including information about U.S. trade
agreements, such as USMCA, and the opportunities created for
small businesses.
• Laws and Regulations that impact trade, including customs, tariffs,
intellectual property, and e-commerce.
Want to learn more?
• Visit www.sba.gov/tradetools.
• Information is available in English and Spanish.
28Business Intelligence for Changing Times
SBA’s Fast Track Service
• Meet privately with SBA senior trade and technical staff to discuss
unique needs
• Quickly access to accurate information, guidance on eligibility
requirements
• Receive introductions and professional referrals to Federal, State or
local resource partners
How to Schedule Fast Track Service and SBA’s International
Trade Hotline?
• Call SBA toll free at (855) 722-4877 or send an email to
international@sba.gov
29Grants to Help You Reach
International Buyers
The State Trade Expansion Program or STEP
provides grants to U.S. states/territories to
help small businesses to go international.
• Eligible Uses of Funds include:
− Training workshops
− In-person and Virtual trade missions
− Services to support foreign market entry
− International Partner Search
− Website optimization for global sales
− Translate websites to attract foreign buyers
− Designing marketing media and more
Visit sba.gov/STEP to find out if your
state/territory is participating in STEP.Overcome Financing Challenges SBA can work with your lender to help you overcome financing challenges such as: • Canceled or reduced buyer credit insurance coverage • Reduction in lines of credit or working capital financing • Demand by foreign buyers for performance guarantees on advanced payments • Supply chain issues: extended payment terms from OEMs
Financing Your
International & Supply Chain Sales
Loan options for direct and indirect exporters (i.e. supply chain):
• Export Express for business development
− $500,000 limit
• Export Working Capital to fulfill your international & supply chain
orders
− $5 million limit
• International Trade Loan for expanding your production capacity,
re-financing debt, and reshoring
− $5 million limit
Export Finance Managers at www.sba.gov/internationalGet International Trade Support From SBA • For assistance with trade barriers and SBA Fast Track Service call SBA toll free (855) 722-4877 or Email international@sba.gov • For a list of State Trade Expansion Program (STEP) with grants visit www.sba.gov/STEP • For export finance questions and help navigating SBA resources, locate and connect with one of our Export Finance Managers at www.sba.gov/international • Explore Opportunities at www.sba.gov/tradetools (Spanish version available.) • Stay Informed with SBA’s OIT’s Newsletter and Webinars: sba.gov/newsroom
Next Level Federal Resources- EXIM
Stephen Maroon
Director of Marketing
Export-Import Bank of
the United States GO GLOBAL Webinar SeriesExport-Import Bank of the United States (EXIM)
EXIM’s Products Help U.S. Companies Grow Sales
• Export Credit Insurance
• Allows exporters to protect against buyer
nonpayment
• Enables exporter to extend open account credit
terms to buyers
• Medium- and Long-Term Insurance and Loan Guarantee
• Assists international buyers in obtaining lender loans
to purchase U.S. capital goods and services.
• Typically one to seven year terms and longer for
large projects, aircraft, etc.Next Level Federal Resources- Census
Wendy Peebles
Lead Outreach Coordinator
U.S. Census Bureau
GO GLOBAL Webinar SeriesCensus Resources
• Census COVID-19 Data Hub
• Census Business Builder
• Global Market Finder
37Census Resources
• Schedule B Search Engine
• Webinars and Training
• International Trade API
38Contact Information
• International Trade Help Line 800-549-0595
• Automated Export System, Option 1
• Schedule B Commodity Classification, Option 2
• Foreign Trade Regulations and Export Filing Requirements, Option 3
• Trade Data Productions, Option 4
• Outreach Activities, Option 5
Census Academy www.census.gov/academy
39Questions?
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