Let s go international!

Transcription

1 Let s go international! Smart Strategies for Cross-border e-commerce Presented by: Julian Wallis Head of Sales julian.wallis@ingenico.com (0)

2 Facts and figures / Ingenico Group 5 CONTINENTS 125 COUNTRIES 80 SITES > Whatever the country, whatever the challenge, we support global businesses as well as local ones. 2

3 One group / empowering in-store, online and mobile Operating the widest range of terminals, and connected to more than 1,000 acquirers and banks, the Group s smart terminals offer more than 250 payment methods. Ingenico Payment Services turns complex financial transactions into seamless payment solutions. We leverage on historical position in Europe to set the ground for a global offer. The global reference in mobile acceptance today operates in 14 countries, serving 100,000 connected merchants and accounting for 70% of white label mobile solutions in the USA. 3

4 Ingenico Payment Services / local presence Netherlands Amsterdam EMPLOYEES UK London Germany Eschborn 7 EUROPEAN COUNTRIES Belgium Brussels HQ Austria Vienna France Paris Switzerland Fribourg 4

5 One voice to the merchant multi-channel strategy to reduce complexity 5

6 Changes in the payment landscape 6

7 Borders? What borders? I m already selling online... My site can be accessed from anywhere in the world hours a day... I accept international credit cards... English is the international language... The whole world is my market place! 7

8 But... Are you thinking the way local people think? Are you appealing to local markets overseas? Are you possibly excluding potential buyers? Are you really maximising your online sales opportunities? 8

9 Cart abandonment vs increasing conversions Consider the marketing effort and costs to get people to your site...? Not an after thought... All too often the payment process is completely overlooked 9

10 Consider this / 50% growth rates... in the past +16.3% GROWTH IN EUROPE +14.7% GROWTH IN EU28 1,376 AVERAGE SPEND PER ONLINE SHOPPER 10 Source: Ecommerce Europe

11 Ecommerce Spend in Europe Top mature countries Top emerging countries UK bn Russia 15.5 bn Germany 63.4 bn Spain 14.4 bn France 51.1 bn Italy 11.2 bn Austria 10.9 bn Poland 5.2 bn Netherlands 10.5 bn > UK, Germany and France account for 60% of total e-commerce sales in Europe. 11 Source: Ecommerce Europe

12 Some might say... the UK market is maturing. HOWEVER, ONLINE SALES SET TO CONTINUE TO GROW IN WESTERN CONTINENTAL EUROPE 12

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15 Want to take your business to the next level? EXPAND YOUR E-COMMERCE BUSINESS ACROSS BORDERS... THE WHOLE WORLD CAN BE YOUR MARKET PLACE 15

16 Local 1 payment methods

17 Only credit cards? / in the UK 2,466 AMOUNT SPENT 13.5% E-COMMERCE SHARE Bank transfer 9% Cash 3% Other 4% 0.758% FRAUD RATE PayPal 14% 14.4% MARKET GROWTH credit cards 70% 85.4% POPULATION ONLINE 17

18 Only credit cards? / in other countries France? Spain? Italy? Austria? Germany? Netherlands?...less than 76%...less than 65%...less than 59%...less than 33%...less than 22%...less than 15% > The use of debit and credit card is much lower in some countries 18

19 Fact 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. 19 Source: Study by European Commission on e-commerce for consumers

20 Think outside the credit card box France Netherlands Belgium Debit card 2% Bank tranfer 1% PayPal 15% Other 11% Credit cards 8% Bank transfer 7% Direct banking 18% Invoice 18% Debit card 19% Credit cards 40% Credit cards 82% ideal 56% PayPal 9% Bank transfer 14% 20

21 Think outside the credit card box Germany Switzerland Austria giropay 5% PayPal 4% EPS 5% Credit cards 22% Bank tranfer 12% Sofort 21% Direct debit 38% Sofort 6% PayPal 11% Bank tranfer 18% Credit cards 84% Bank tranfer 1% PayPal 9% Credit cards 64% 21

22 150+ payment methods / international local & alternative Credit Cards Debit Cards Online Banking e-wallets Pre-Paid, Gift cards Direct Debit Invoice Online Consumer Credit Purchasing Cards + India 22

23 Open Invoice process flow > Third party agents that provide guaranteed Open Invoice & Account payments x days Shown to increase sales by 30% Due date count starts after activation 3rd party sends out service mails and reminder purchase delivery reminder to pay the bill Due date for payment 100% guaranteed payout at the latest on due date 23

24 Payment methods mapping You need to decide on your international expansion strategy. What will be your target markets? 24

25 Ingenico Collect / more sales, less hassle Ingenico delivers collecting services using its own acquiring service. A single contract enables you to expand quickly and accept all these payment methods. Funds are collected on behalf of your business and paid out according to the agreed term & conditions. 25

26 2 Localised payment page

27 Payment page / localise it! Consider your target audience... Chinese Mandarin Danish Dutch English Flemish French German Italian Japanese Norwegian Polish Portuguese Russian Spanish Swedish Turkish etc. 27

28 Wiggle.de / International payment pages 28

29 Wiggle.de / German domain 29

30 Wiggle.de / German texts 30

31 Wiggle.de / German payment options 31

32 Wiggle.de / language options 32

33 Schuh.eu / International payment pages 33

34 Schuh.eu / EU domain 34

35 Schuh.eu / prompts for country specific sites 35

36 Schuh.eu / local and international payment methods 36

37 Multi-currency options... Local currencies for local markets... Accepting Euros = big advantage Dynamic Currency Conversion = extra revenue! Consider other currencies... but balance with the practical realities 37

38 3 Acquiring Options

39 Global acquiring coverage / 200+ partners worldwide One local and international acquiring connection or more Coverage by one international acquirer or more Accessible through existing processor 39

40 Global acquiring coverage / local vs international United Kingdom Other countries 40

41 Other considerations? Local vs international suppliers Cost Savings Consolidation of suppliers Local vs central reporting Currency fluctuations Pricing across borders Logistics / distribution / refunds Local taxes & VAT Economies of scale Accelerated expansion Greater market penetration Increased client base Reduced cart abandonment Increased conversions Increased revenues Management / staffing Grow your business... 41

42 7 Steps to Cross Border Ecommerce Success 1 Countries & Regions Consider which countries or regions you are looking to target? 2 Payment Methods 3 Collecting Services 4 Localisation 5 A Seamless Journey 6 Specialist Consultancy 7 Measure your Results The landscape offers a huge range of payment methods with different benefits...establish which ones are relevant for your market Consider 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 Consider your approach to local domains local language local acquirers and local currencies 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. Choose a payment service provider (PSP) that can provide consultancy. Specialist knowledge on local and international payment methods is an essential ingredient for success Always measure the results of your website changes and be prepared to adapt as needed so you can focus on what works best Cross-border e-commerce will lead towards increased revenues for UK online retailers and is the best strategy for success in 2016 and beyond 42 Julian Wallis Head of Sales julian.wallis@ingenico.com

43 Thank you! Any Questions? Come and meet the Ingenico team on Stand 420 Feel free to reach out and contact me directly: Julian Wallis Head of Sales