bull Distributors ndash existing agreements what do they say re sales using the internet
bull EU competition law - in EU canrsquot restrict passive sales to other exclusive territories including internet advertising or promotion
bull Website sales are generally considered a form of passive selling in principle every distributor must be allowed to use the internet to sell products
Commercial essentials ndash internet channels
bull What you canrsquot require distributor to dobull Prohibit customer outside territory viewing his
websitebull Compulsory re-routing of customers to your websitebull Pay a higher price for products to be re-sold via a
websitebull Impose ceiling on website salesbull Terminate customer enquiries if address is outside
his territory
Commercial essentials ndash internet channels
What you can dobullProhibit online advertisement specifically addressed to certain customers (active selling)bull Prohibit territory-based banners on third party websitesbullrequire quality standards for the operation of the distributorrsquos website
Commercial essentials ndash fulfilment
bull Essentials of a fulfilment service agreementbull effective efficient deliveries ndash drafting service levels
(SLAs)bull a high of deliveries are made at first attempt ndash
SLAs again plus service credits if the provider failsbull Visibility of delivery progress ndash maybe a tracking app
etc for your customersbull Efficient returns process ndashcompliance with EU
consumer rights law regarding returns and refunds
Commercial essentials ndash drop shipping
bull A form of fulfilment ndash allows inventory management you do not keep stock
bull Pass orders to wholesaler who ships to customerbull You still make retailerrsquos margin or wholesaler pays
you a commission (agency)bull ldquoprivate label shippingrdquo goods include customised
packing slip with retailers company name logo and contact information and return address to the retailer
Commercial essentials ndash affiliate marketing
bull Online distribution (online performance marketing OPM)
bull You agree to pay affiliate for sales of products to internet users who have clicked through from the affiliates website directly to your website
bull You will operate website and co-branded landing pages and effect links from the affiliate website to the landing pages
bull You will pay commission on transactions ndash revenue sharing or cost per sale CPS ndash rates banded and increased to incentivise performance
bull terms and conditionsbull commercial agreements
Thank you
These are presentation slides only and the information contained does not constitute definitive advice
Thrings is the trading style of Thrings LLP a limited liability partnership registered under NoOC342744 in England and Wales regulated by the Solicitors Regulation Authority A list of partners (members of Thrings LLP or employee or consultant with
equivalent standing and qualifications) is available at its registered office 6 Drakes Meadow Penny Lane Swindon SN3 3LL
A list of the members of the LLP is available for inspection at the registered office together with a list of those non members who are referred to as partners The word ldquopartnerrdquo is used to refer to a member of the LLP or an employee or consultant
with equivalent standing and qualifications
These are presentation slides only and the information contained does not constitute definitive advice
Thrings is the trading style of Thrings LLP a limited liability partnership registered under NoOC342744 in England and Wales regulated by the Solicitors Regulation Authority A list of partners (members of Thrings LLP or employee or consultant with
equivalent standing and qualifications) is available at its registered office 6 Drakes Meadow Penny Lane Swindon SN3 3LL
A list of the members of the LLP is available for inspection at the registered office together with a list of those non members who are referred to as partners The word ldquopartnerrdquo is used to refer to a member of the LLP or an employee or consultant
with equivalent standing and qualifications
Break
Online Payments Tips and tricks for selling in different
currencies
Deepak Goyal
Currencies Direct
Whorsquos talkingDeepak Goyal
Online Payments Handling sales and purchases in foreign currencies
Currencies Direct | All rights reserved 2014 copy 22
E-tailingLetrsquos
talk
TO HELP YOU
CREATEAND MAINTAIN AGILE
GROWTHINTERNATIONALLY
Reduce the cost of imported stock
Increase revenue compared to using international marketplaces
Efficient use of foreign exchange tools to protect your profit
Currencies Direct | All rights reserved 2014 copy 23
save up to 45but requires critical mass and isnrsquot always easy
Currencies Direct | All rights reserved 2014 copy 34
There is light at the end of the tunnel
E-tailingLetrsquos
talk
Currencies Direct | All rights reserved 2014 copy 35
E-tailingLetrsquos
talk
What happens when you are importing and then selling your product globally
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy
Buy stock for 150 USDGBP
$100 pound6666
Make sale for 120 EURGBP
euro150 pound12500
Profit made pound5833
36
E-tailingLetrsquos
talk
Increase your profits by 7
Profit increased
770
3 better
2 better
HOW IT WORKSUsing bank rates Using lsquowholesalersquo rates
1545 USDGBP
pound6472
1176 USDGBP
pound12755
pound6282
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Itrsquos more than just saving money
bull Gaining certainty over your cash flowsbull Managing currency risksbull Transparency of your fundsbull Expertise available when you need itbull Making informed decisionsbull Bespoke approach based on needs
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Efficient use of foreign exchange
Order placed
Payment made
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy 39
E-tailingLetrsquos
talk
httpyoutubeUHbQhRSV2-4
How it works
Currencies Direct | All rights reserved 2014 copy 40
E-tailingLetrsquos
talk
Top tips summaryENSURE YOU ACHIEVE THE BEST EXCHANGE RATE FOR OVERSEAS STOCK PURCHASES
Reduce your stock price
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
USE AN E-TAILER COLLECTION ACCOUNT TO RECEIVE MONEY FROM INTERNATIONAL MARKETPLACES
Increase profits from your international sales
Currencies Direct | All rights reserved 2014 copy 41
E-tailingLetrsquos
talk
TRUSTED BY OVER
150000 CLIENTS AND AUTHORISED BY THE FINANCIAL CONDUCT AUTHORITY
19 YEARS EXPERIENCEEstablished since 1996 market leader in foreign exchange services for online retailers
$3BN TURNOVERE-tailer overseas bank accounts in multiple countries and currencies
OVER 1800registered online sellers in every major financial centre
Currencies Direct | All rights reserved 2014 copy 42
Thank you for listeningwwwcurrenciesdirectcometailers
E-fulfilment How to optimise global E-fulfilment
Gary Rees
Seko Energy
Presentation byGary ReesBusiness Owner ndash Seko Synergygaryreessekosynergycoukwwwsekosynergycouk
Here
wwwsekosynergycouk
Slide Index
SEKO SYNERGY headline facts On demand logistics videoTech is the facilitator Multi-channel integrationsCouriers are mission critical Cross border fulfilment Key to success is in the On-Boarding process Choose your partner carefully
wwwsekosynergycouk
bull Northampton based fulfilment for late courier collectionsbull 250000 ftsup2 of fully bar-coded secure and clean warehousingbull 170 staff processing approximately 200000 items per daybull Tech and OnBoarding team of 8bull Always chasing the best tech in townbull Account management options ie full phone or ticketbull Clear courier service explanationsbull SEDEX auditedbull Owner run opportunity led business with a strong PampLbull Students of the fast moving e-commerce ecosystem
wwwsekosynergycouk
wwwsekosynergycouk
>
wwwsekosynergycouk
Tech is the facilitator
wwwsekosynergycouk
Your system
Your system
wwwsekosynergycouk
Couriers are mission critical
bull You get what you pay forbull Understand what exactly is on offerbull Read the courier contracts carefullybull Understand the fuel surchargebull Understand volumetric charging on Air shipmentsbull Pay more and delight your customers is our viewbull Align your website with your shipping promisesbull Couriers must be integrated with fulfilment so you have real-time information for your hard earned customersbull Give your fulfilment partner weights and dimensions and ask if they can support best courier choice by weight and territory
wwwsekosynergycouk
Cross border fulfilmentProduct labelling in local currency Export paperworkReturnsCustomer serviceNative websiteHazardous goods Local inventory fulfilmentAddress and order dataUnderstand your couriers offerings - tracking and POD
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
bull Distributors ndash existing agreements what do they say re sales using the internet
bull EU competition law - in EU canrsquot restrict passive sales to other exclusive territories including internet advertising or promotion
bull Website sales are generally considered a form of passive selling in principle every distributor must be allowed to use the internet to sell products
Commercial essentials ndash internet channels
bull What you canrsquot require distributor to dobull Prohibit customer outside territory viewing his
websitebull Compulsory re-routing of customers to your websitebull Pay a higher price for products to be re-sold via a
websitebull Impose ceiling on website salesbull Terminate customer enquiries if address is outside
his territory
Commercial essentials ndash internet channels
What you can dobullProhibit online advertisement specifically addressed to certain customers (active selling)bull Prohibit territory-based banners on third party websitesbullrequire quality standards for the operation of the distributorrsquos website
Commercial essentials ndash fulfilment
bull Essentials of a fulfilment service agreementbull effective efficient deliveries ndash drafting service levels
(SLAs)bull a high of deliveries are made at first attempt ndash
SLAs again plus service credits if the provider failsbull Visibility of delivery progress ndash maybe a tracking app
etc for your customersbull Efficient returns process ndashcompliance with EU
consumer rights law regarding returns and refunds
Commercial essentials ndash drop shipping
bull A form of fulfilment ndash allows inventory management you do not keep stock
bull Pass orders to wholesaler who ships to customerbull You still make retailerrsquos margin or wholesaler pays
you a commission (agency)bull ldquoprivate label shippingrdquo goods include customised
packing slip with retailers company name logo and contact information and return address to the retailer
Commercial essentials ndash affiliate marketing
bull Online distribution (online performance marketing OPM)
bull You agree to pay affiliate for sales of products to internet users who have clicked through from the affiliates website directly to your website
bull You will operate website and co-branded landing pages and effect links from the affiliate website to the landing pages
bull You will pay commission on transactions ndash revenue sharing or cost per sale CPS ndash rates banded and increased to incentivise performance
bull terms and conditionsbull commercial agreements
Thank you
These are presentation slides only and the information contained does not constitute definitive advice
Thrings is the trading style of Thrings LLP a limited liability partnership registered under NoOC342744 in England and Wales regulated by the Solicitors Regulation Authority A list of partners (members of Thrings LLP or employee or consultant with
equivalent standing and qualifications) is available at its registered office 6 Drakes Meadow Penny Lane Swindon SN3 3LL
A list of the members of the LLP is available for inspection at the registered office together with a list of those non members who are referred to as partners The word ldquopartnerrdquo is used to refer to a member of the LLP or an employee or consultant
with equivalent standing and qualifications
These are presentation slides only and the information contained does not constitute definitive advice
Thrings is the trading style of Thrings LLP a limited liability partnership registered under NoOC342744 in England and Wales regulated by the Solicitors Regulation Authority A list of partners (members of Thrings LLP or employee or consultant with
equivalent standing and qualifications) is available at its registered office 6 Drakes Meadow Penny Lane Swindon SN3 3LL
A list of the members of the LLP is available for inspection at the registered office together with a list of those non members who are referred to as partners The word ldquopartnerrdquo is used to refer to a member of the LLP or an employee or consultant
with equivalent standing and qualifications
Break
Online Payments Tips and tricks for selling in different
currencies
Deepak Goyal
Currencies Direct
Whorsquos talkingDeepak Goyal
Online Payments Handling sales and purchases in foreign currencies
Currencies Direct | All rights reserved 2014 copy 22
E-tailingLetrsquos
talk
TO HELP YOU
CREATEAND MAINTAIN AGILE
GROWTHINTERNATIONALLY
Reduce the cost of imported stock
Increase revenue compared to using international marketplaces
Efficient use of foreign exchange tools to protect your profit
Currencies Direct | All rights reserved 2014 copy 23
save up to 45but requires critical mass and isnrsquot always easy
Currencies Direct | All rights reserved 2014 copy 34
There is light at the end of the tunnel
E-tailingLetrsquos
talk
Currencies Direct | All rights reserved 2014 copy 35
E-tailingLetrsquos
talk
What happens when you are importing and then selling your product globally
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy
Buy stock for 150 USDGBP
$100 pound6666
Make sale for 120 EURGBP
euro150 pound12500
Profit made pound5833
36
E-tailingLetrsquos
talk
Increase your profits by 7
Profit increased
770
3 better
2 better
HOW IT WORKSUsing bank rates Using lsquowholesalersquo rates
1545 USDGBP
pound6472
1176 USDGBP
pound12755
pound6282
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Itrsquos more than just saving money
bull Gaining certainty over your cash flowsbull Managing currency risksbull Transparency of your fundsbull Expertise available when you need itbull Making informed decisionsbull Bespoke approach based on needs
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Efficient use of foreign exchange
Order placed
Payment made
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy 39
E-tailingLetrsquos
talk
httpyoutubeUHbQhRSV2-4
How it works
Currencies Direct | All rights reserved 2014 copy 40
E-tailingLetrsquos
talk
Top tips summaryENSURE YOU ACHIEVE THE BEST EXCHANGE RATE FOR OVERSEAS STOCK PURCHASES
Reduce your stock price
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
USE AN E-TAILER COLLECTION ACCOUNT TO RECEIVE MONEY FROM INTERNATIONAL MARKETPLACES
Increase profits from your international sales
Currencies Direct | All rights reserved 2014 copy 41
E-tailingLetrsquos
talk
TRUSTED BY OVER
150000 CLIENTS AND AUTHORISED BY THE FINANCIAL CONDUCT AUTHORITY
19 YEARS EXPERIENCEEstablished since 1996 market leader in foreign exchange services for online retailers
$3BN TURNOVERE-tailer overseas bank accounts in multiple countries and currencies
OVER 1800registered online sellers in every major financial centre
Currencies Direct | All rights reserved 2014 copy 42
Thank you for listeningwwwcurrenciesdirectcometailers
E-fulfilment How to optimise global E-fulfilment
Gary Rees
Seko Energy
Presentation byGary ReesBusiness Owner ndash Seko Synergygaryreessekosynergycoukwwwsekosynergycouk
Here
wwwsekosynergycouk
Slide Index
SEKO SYNERGY headline facts On demand logistics videoTech is the facilitator Multi-channel integrationsCouriers are mission critical Cross border fulfilment Key to success is in the On-Boarding process Choose your partner carefully
wwwsekosynergycouk
bull Northampton based fulfilment for late courier collectionsbull 250000 ftsup2 of fully bar-coded secure and clean warehousingbull 170 staff processing approximately 200000 items per daybull Tech and OnBoarding team of 8bull Always chasing the best tech in townbull Account management options ie full phone or ticketbull Clear courier service explanationsbull SEDEX auditedbull Owner run opportunity led business with a strong PampLbull Students of the fast moving e-commerce ecosystem
wwwsekosynergycouk
wwwsekosynergycouk
>
wwwsekosynergycouk
Tech is the facilitator
wwwsekosynergycouk
Your system
Your system
wwwsekosynergycouk
Couriers are mission critical
bull You get what you pay forbull Understand what exactly is on offerbull Read the courier contracts carefullybull Understand the fuel surchargebull Understand volumetric charging on Air shipmentsbull Pay more and delight your customers is our viewbull Align your website with your shipping promisesbull Couriers must be integrated with fulfilment so you have real-time information for your hard earned customersbull Give your fulfilment partner weights and dimensions and ask if they can support best courier choice by weight and territory
wwwsekosynergycouk
Cross border fulfilmentProduct labelling in local currency Export paperworkReturnsCustomer serviceNative websiteHazardous goods Local inventory fulfilmentAddress and order dataUnderstand your couriers offerings - tracking and POD
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
bull Distributors ndash existing agreements what do they say re sales using the internet
bull EU competition law - in EU canrsquot restrict passive sales to other exclusive territories including internet advertising or promotion
bull Website sales are generally considered a form of passive selling in principle every distributor must be allowed to use the internet to sell products
Commercial essentials ndash internet channels
bull What you canrsquot require distributor to dobull Prohibit customer outside territory viewing his
websitebull Compulsory re-routing of customers to your websitebull Pay a higher price for products to be re-sold via a
websitebull Impose ceiling on website salesbull Terminate customer enquiries if address is outside
his territory
Commercial essentials ndash internet channels
What you can dobullProhibit online advertisement specifically addressed to certain customers (active selling)bull Prohibit territory-based banners on third party websitesbullrequire quality standards for the operation of the distributorrsquos website
Commercial essentials ndash fulfilment
bull Essentials of a fulfilment service agreementbull effective efficient deliveries ndash drafting service levels
(SLAs)bull a high of deliveries are made at first attempt ndash
SLAs again plus service credits if the provider failsbull Visibility of delivery progress ndash maybe a tracking app
etc for your customersbull Efficient returns process ndashcompliance with EU
consumer rights law regarding returns and refunds
Commercial essentials ndash drop shipping
bull A form of fulfilment ndash allows inventory management you do not keep stock
bull Pass orders to wholesaler who ships to customerbull You still make retailerrsquos margin or wholesaler pays
you a commission (agency)bull ldquoprivate label shippingrdquo goods include customised
packing slip with retailers company name logo and contact information and return address to the retailer
Commercial essentials ndash affiliate marketing
bull Online distribution (online performance marketing OPM)
bull You agree to pay affiliate for sales of products to internet users who have clicked through from the affiliates website directly to your website
bull You will operate website and co-branded landing pages and effect links from the affiliate website to the landing pages
bull You will pay commission on transactions ndash revenue sharing or cost per sale CPS ndash rates banded and increased to incentivise performance
bull terms and conditionsbull commercial agreements
Thank you
These are presentation slides only and the information contained does not constitute definitive advice
Thrings is the trading style of Thrings LLP a limited liability partnership registered under NoOC342744 in England and Wales regulated by the Solicitors Regulation Authority A list of partners (members of Thrings LLP or employee or consultant with
equivalent standing and qualifications) is available at its registered office 6 Drakes Meadow Penny Lane Swindon SN3 3LL
A list of the members of the LLP is available for inspection at the registered office together with a list of those non members who are referred to as partners The word ldquopartnerrdquo is used to refer to a member of the LLP or an employee or consultant
with equivalent standing and qualifications
These are presentation slides only and the information contained does not constitute definitive advice
Thrings is the trading style of Thrings LLP a limited liability partnership registered under NoOC342744 in England and Wales regulated by the Solicitors Regulation Authority A list of partners (members of Thrings LLP or employee or consultant with
equivalent standing and qualifications) is available at its registered office 6 Drakes Meadow Penny Lane Swindon SN3 3LL
A list of the members of the LLP is available for inspection at the registered office together with a list of those non members who are referred to as partners The word ldquopartnerrdquo is used to refer to a member of the LLP or an employee or consultant
with equivalent standing and qualifications
Break
Online Payments Tips and tricks for selling in different
currencies
Deepak Goyal
Currencies Direct
Whorsquos talkingDeepak Goyal
Online Payments Handling sales and purchases in foreign currencies
Currencies Direct | All rights reserved 2014 copy 22
E-tailingLetrsquos
talk
TO HELP YOU
CREATEAND MAINTAIN AGILE
GROWTHINTERNATIONALLY
Reduce the cost of imported stock
Increase revenue compared to using international marketplaces
Efficient use of foreign exchange tools to protect your profit
Currencies Direct | All rights reserved 2014 copy 23
save up to 45but requires critical mass and isnrsquot always easy
Currencies Direct | All rights reserved 2014 copy 34
There is light at the end of the tunnel
E-tailingLetrsquos
talk
Currencies Direct | All rights reserved 2014 copy 35
E-tailingLetrsquos
talk
What happens when you are importing and then selling your product globally
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy
Buy stock for 150 USDGBP
$100 pound6666
Make sale for 120 EURGBP
euro150 pound12500
Profit made pound5833
36
E-tailingLetrsquos
talk
Increase your profits by 7
Profit increased
770
3 better
2 better
HOW IT WORKSUsing bank rates Using lsquowholesalersquo rates
1545 USDGBP
pound6472
1176 USDGBP
pound12755
pound6282
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Itrsquos more than just saving money
bull Gaining certainty over your cash flowsbull Managing currency risksbull Transparency of your fundsbull Expertise available when you need itbull Making informed decisionsbull Bespoke approach based on needs
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Efficient use of foreign exchange
Order placed
Payment made
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy 39
E-tailingLetrsquos
talk
httpyoutubeUHbQhRSV2-4
How it works
Currencies Direct | All rights reserved 2014 copy 40
E-tailingLetrsquos
talk
Top tips summaryENSURE YOU ACHIEVE THE BEST EXCHANGE RATE FOR OVERSEAS STOCK PURCHASES
Reduce your stock price
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
USE AN E-TAILER COLLECTION ACCOUNT TO RECEIVE MONEY FROM INTERNATIONAL MARKETPLACES
Increase profits from your international sales
Currencies Direct | All rights reserved 2014 copy 41
E-tailingLetrsquos
talk
TRUSTED BY OVER
150000 CLIENTS AND AUTHORISED BY THE FINANCIAL CONDUCT AUTHORITY
19 YEARS EXPERIENCEEstablished since 1996 market leader in foreign exchange services for online retailers
$3BN TURNOVERE-tailer overseas bank accounts in multiple countries and currencies
OVER 1800registered online sellers in every major financial centre
Currencies Direct | All rights reserved 2014 copy 42
Thank you for listeningwwwcurrenciesdirectcometailers
E-fulfilment How to optimise global E-fulfilment
Gary Rees
Seko Energy
Presentation byGary ReesBusiness Owner ndash Seko Synergygaryreessekosynergycoukwwwsekosynergycouk
Here
wwwsekosynergycouk
Slide Index
SEKO SYNERGY headline facts On demand logistics videoTech is the facilitator Multi-channel integrationsCouriers are mission critical Cross border fulfilment Key to success is in the On-Boarding process Choose your partner carefully
wwwsekosynergycouk
bull Northampton based fulfilment for late courier collectionsbull 250000 ftsup2 of fully bar-coded secure and clean warehousingbull 170 staff processing approximately 200000 items per daybull Tech and OnBoarding team of 8bull Always chasing the best tech in townbull Account management options ie full phone or ticketbull Clear courier service explanationsbull SEDEX auditedbull Owner run opportunity led business with a strong PampLbull Students of the fast moving e-commerce ecosystem
wwwsekosynergycouk
wwwsekosynergycouk
>
wwwsekosynergycouk
Tech is the facilitator
wwwsekosynergycouk
Your system
Your system
wwwsekosynergycouk
Couriers are mission critical
bull You get what you pay forbull Understand what exactly is on offerbull Read the courier contracts carefullybull Understand the fuel surchargebull Understand volumetric charging on Air shipmentsbull Pay more and delight your customers is our viewbull Align your website with your shipping promisesbull Couriers must be integrated with fulfilment so you have real-time information for your hard earned customersbull Give your fulfilment partner weights and dimensions and ask if they can support best courier choice by weight and territory
wwwsekosynergycouk
Cross border fulfilmentProduct labelling in local currency Export paperworkReturnsCustomer serviceNative websiteHazardous goods Local inventory fulfilmentAddress and order dataUnderstand your couriers offerings - tracking and POD
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
bull Distributors ndash existing agreements what do they say re sales using the internet
bull EU competition law - in EU canrsquot restrict passive sales to other exclusive territories including internet advertising or promotion
bull Website sales are generally considered a form of passive selling in principle every distributor must be allowed to use the internet to sell products
Commercial essentials ndash internet channels
bull What you canrsquot require distributor to dobull Prohibit customer outside territory viewing his
websitebull Compulsory re-routing of customers to your websitebull Pay a higher price for products to be re-sold via a
websitebull Impose ceiling on website salesbull Terminate customer enquiries if address is outside
his territory
Commercial essentials ndash internet channels
What you can dobullProhibit online advertisement specifically addressed to certain customers (active selling)bull Prohibit territory-based banners on third party websitesbullrequire quality standards for the operation of the distributorrsquos website
Commercial essentials ndash fulfilment
bull Essentials of a fulfilment service agreementbull effective efficient deliveries ndash drafting service levels
(SLAs)bull a high of deliveries are made at first attempt ndash
SLAs again plus service credits if the provider failsbull Visibility of delivery progress ndash maybe a tracking app
etc for your customersbull Efficient returns process ndashcompliance with EU
consumer rights law regarding returns and refunds
Commercial essentials ndash drop shipping
bull A form of fulfilment ndash allows inventory management you do not keep stock
bull Pass orders to wholesaler who ships to customerbull You still make retailerrsquos margin or wholesaler pays
you a commission (agency)bull ldquoprivate label shippingrdquo goods include customised
packing slip with retailers company name logo and contact information and return address to the retailer
Commercial essentials ndash affiliate marketing
bull Online distribution (online performance marketing OPM)
bull You agree to pay affiliate for sales of products to internet users who have clicked through from the affiliates website directly to your website
bull You will operate website and co-branded landing pages and effect links from the affiliate website to the landing pages
bull You will pay commission on transactions ndash revenue sharing or cost per sale CPS ndash rates banded and increased to incentivise performance
bull terms and conditionsbull commercial agreements
Thank you
These are presentation slides only and the information contained does not constitute definitive advice
Thrings is the trading style of Thrings LLP a limited liability partnership registered under NoOC342744 in England and Wales regulated by the Solicitors Regulation Authority A list of partners (members of Thrings LLP or employee or consultant with
equivalent standing and qualifications) is available at its registered office 6 Drakes Meadow Penny Lane Swindon SN3 3LL
A list of the members of the LLP is available for inspection at the registered office together with a list of those non members who are referred to as partners The word ldquopartnerrdquo is used to refer to a member of the LLP or an employee or consultant
with equivalent standing and qualifications
These are presentation slides only and the information contained does not constitute definitive advice
Thrings is the trading style of Thrings LLP a limited liability partnership registered under NoOC342744 in England and Wales regulated by the Solicitors Regulation Authority A list of partners (members of Thrings LLP or employee or consultant with
equivalent standing and qualifications) is available at its registered office 6 Drakes Meadow Penny Lane Swindon SN3 3LL
A list of the members of the LLP is available for inspection at the registered office together with a list of those non members who are referred to as partners The word ldquopartnerrdquo is used to refer to a member of the LLP or an employee or consultant
with equivalent standing and qualifications
Break
Online Payments Tips and tricks for selling in different
currencies
Deepak Goyal
Currencies Direct
Whorsquos talkingDeepak Goyal
Online Payments Handling sales and purchases in foreign currencies
Currencies Direct | All rights reserved 2014 copy 22
E-tailingLetrsquos
talk
TO HELP YOU
CREATEAND MAINTAIN AGILE
GROWTHINTERNATIONALLY
Reduce the cost of imported stock
Increase revenue compared to using international marketplaces
Efficient use of foreign exchange tools to protect your profit
Currencies Direct | All rights reserved 2014 copy 23
save up to 45but requires critical mass and isnrsquot always easy
Currencies Direct | All rights reserved 2014 copy 34
There is light at the end of the tunnel
E-tailingLetrsquos
talk
Currencies Direct | All rights reserved 2014 copy 35
E-tailingLetrsquos
talk
What happens when you are importing and then selling your product globally
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy
Buy stock for 150 USDGBP
$100 pound6666
Make sale for 120 EURGBP
euro150 pound12500
Profit made pound5833
36
E-tailingLetrsquos
talk
Increase your profits by 7
Profit increased
770
3 better
2 better
HOW IT WORKSUsing bank rates Using lsquowholesalersquo rates
1545 USDGBP
pound6472
1176 USDGBP
pound12755
pound6282
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Itrsquos more than just saving money
bull Gaining certainty over your cash flowsbull Managing currency risksbull Transparency of your fundsbull Expertise available when you need itbull Making informed decisionsbull Bespoke approach based on needs
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Efficient use of foreign exchange
Order placed
Payment made
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy 39
E-tailingLetrsquos
talk
httpyoutubeUHbQhRSV2-4
How it works
Currencies Direct | All rights reserved 2014 copy 40
E-tailingLetrsquos
talk
Top tips summaryENSURE YOU ACHIEVE THE BEST EXCHANGE RATE FOR OVERSEAS STOCK PURCHASES
Reduce your stock price
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
USE AN E-TAILER COLLECTION ACCOUNT TO RECEIVE MONEY FROM INTERNATIONAL MARKETPLACES
Increase profits from your international sales
Currencies Direct | All rights reserved 2014 copy 41
E-tailingLetrsquos
talk
TRUSTED BY OVER
150000 CLIENTS AND AUTHORISED BY THE FINANCIAL CONDUCT AUTHORITY
19 YEARS EXPERIENCEEstablished since 1996 market leader in foreign exchange services for online retailers
$3BN TURNOVERE-tailer overseas bank accounts in multiple countries and currencies
OVER 1800registered online sellers in every major financial centre
Currencies Direct | All rights reserved 2014 copy 42
Thank you for listeningwwwcurrenciesdirectcometailers
E-fulfilment How to optimise global E-fulfilment
Gary Rees
Seko Energy
Presentation byGary ReesBusiness Owner ndash Seko Synergygaryreessekosynergycoukwwwsekosynergycouk
Here
wwwsekosynergycouk
Slide Index
SEKO SYNERGY headline facts On demand logistics videoTech is the facilitator Multi-channel integrationsCouriers are mission critical Cross border fulfilment Key to success is in the On-Boarding process Choose your partner carefully
wwwsekosynergycouk
bull Northampton based fulfilment for late courier collectionsbull 250000 ftsup2 of fully bar-coded secure and clean warehousingbull 170 staff processing approximately 200000 items per daybull Tech and OnBoarding team of 8bull Always chasing the best tech in townbull Account management options ie full phone or ticketbull Clear courier service explanationsbull SEDEX auditedbull Owner run opportunity led business with a strong PampLbull Students of the fast moving e-commerce ecosystem
wwwsekosynergycouk
wwwsekosynergycouk
>
wwwsekosynergycouk
Tech is the facilitator
wwwsekosynergycouk
Your system
Your system
wwwsekosynergycouk
Couriers are mission critical
bull You get what you pay forbull Understand what exactly is on offerbull Read the courier contracts carefullybull Understand the fuel surchargebull Understand volumetric charging on Air shipmentsbull Pay more and delight your customers is our viewbull Align your website with your shipping promisesbull Couriers must be integrated with fulfilment so you have real-time information for your hard earned customersbull Give your fulfilment partner weights and dimensions and ask if they can support best courier choice by weight and territory
wwwsekosynergycouk
Cross border fulfilmentProduct labelling in local currency Export paperworkReturnsCustomer serviceNative websiteHazardous goods Local inventory fulfilmentAddress and order dataUnderstand your couriers offerings - tracking and POD
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
bull Distributors ndash existing agreements what do they say re sales using the internet
bull EU competition law - in EU canrsquot restrict passive sales to other exclusive territories including internet advertising or promotion
bull Website sales are generally considered a form of passive selling in principle every distributor must be allowed to use the internet to sell products
Commercial essentials ndash internet channels
bull What you canrsquot require distributor to dobull Prohibit customer outside territory viewing his
websitebull Compulsory re-routing of customers to your websitebull Pay a higher price for products to be re-sold via a
websitebull Impose ceiling on website salesbull Terminate customer enquiries if address is outside
his territory
Commercial essentials ndash internet channels
What you can dobullProhibit online advertisement specifically addressed to certain customers (active selling)bull Prohibit territory-based banners on third party websitesbullrequire quality standards for the operation of the distributorrsquos website
Commercial essentials ndash fulfilment
bull Essentials of a fulfilment service agreementbull effective efficient deliveries ndash drafting service levels
(SLAs)bull a high of deliveries are made at first attempt ndash
SLAs again plus service credits if the provider failsbull Visibility of delivery progress ndash maybe a tracking app
etc for your customersbull Efficient returns process ndashcompliance with EU
consumer rights law regarding returns and refunds
Commercial essentials ndash drop shipping
bull A form of fulfilment ndash allows inventory management you do not keep stock
bull Pass orders to wholesaler who ships to customerbull You still make retailerrsquos margin or wholesaler pays
you a commission (agency)bull ldquoprivate label shippingrdquo goods include customised
packing slip with retailers company name logo and contact information and return address to the retailer
Commercial essentials ndash affiliate marketing
bull Online distribution (online performance marketing OPM)
bull You agree to pay affiliate for sales of products to internet users who have clicked through from the affiliates website directly to your website
bull You will operate website and co-branded landing pages and effect links from the affiliate website to the landing pages
bull You will pay commission on transactions ndash revenue sharing or cost per sale CPS ndash rates banded and increased to incentivise performance
bull terms and conditionsbull commercial agreements
Thank you
These are presentation slides only and the information contained does not constitute definitive advice
Thrings is the trading style of Thrings LLP a limited liability partnership registered under NoOC342744 in England and Wales regulated by the Solicitors Regulation Authority A list of partners (members of Thrings LLP or employee or consultant with
equivalent standing and qualifications) is available at its registered office 6 Drakes Meadow Penny Lane Swindon SN3 3LL
A list of the members of the LLP is available for inspection at the registered office together with a list of those non members who are referred to as partners The word ldquopartnerrdquo is used to refer to a member of the LLP or an employee or consultant
with equivalent standing and qualifications
These are presentation slides only and the information contained does not constitute definitive advice
Thrings is the trading style of Thrings LLP a limited liability partnership registered under NoOC342744 in England and Wales regulated by the Solicitors Regulation Authority A list of partners (members of Thrings LLP or employee or consultant with
equivalent standing and qualifications) is available at its registered office 6 Drakes Meadow Penny Lane Swindon SN3 3LL
A list of the members of the LLP is available for inspection at the registered office together with a list of those non members who are referred to as partners The word ldquopartnerrdquo is used to refer to a member of the LLP or an employee or consultant
with equivalent standing and qualifications
Break
Online Payments Tips and tricks for selling in different
currencies
Deepak Goyal
Currencies Direct
Whorsquos talkingDeepak Goyal
Online Payments Handling sales and purchases in foreign currencies
Currencies Direct | All rights reserved 2014 copy 22
E-tailingLetrsquos
talk
TO HELP YOU
CREATEAND MAINTAIN AGILE
GROWTHINTERNATIONALLY
Reduce the cost of imported stock
Increase revenue compared to using international marketplaces
Efficient use of foreign exchange tools to protect your profit
Currencies Direct | All rights reserved 2014 copy 23
save up to 45but requires critical mass and isnrsquot always easy
Currencies Direct | All rights reserved 2014 copy 34
There is light at the end of the tunnel
E-tailingLetrsquos
talk
Currencies Direct | All rights reserved 2014 copy 35
E-tailingLetrsquos
talk
What happens when you are importing and then selling your product globally
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy
Buy stock for 150 USDGBP
$100 pound6666
Make sale for 120 EURGBP
euro150 pound12500
Profit made pound5833
36
E-tailingLetrsquos
talk
Increase your profits by 7
Profit increased
770
3 better
2 better
HOW IT WORKSUsing bank rates Using lsquowholesalersquo rates
1545 USDGBP
pound6472
1176 USDGBP
pound12755
pound6282
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Itrsquos more than just saving money
bull Gaining certainty over your cash flowsbull Managing currency risksbull Transparency of your fundsbull Expertise available when you need itbull Making informed decisionsbull Bespoke approach based on needs
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Efficient use of foreign exchange
Order placed
Payment made
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy 39
E-tailingLetrsquos
talk
httpyoutubeUHbQhRSV2-4
How it works
Currencies Direct | All rights reserved 2014 copy 40
E-tailingLetrsquos
talk
Top tips summaryENSURE YOU ACHIEVE THE BEST EXCHANGE RATE FOR OVERSEAS STOCK PURCHASES
Reduce your stock price
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
USE AN E-TAILER COLLECTION ACCOUNT TO RECEIVE MONEY FROM INTERNATIONAL MARKETPLACES
Increase profits from your international sales
Currencies Direct | All rights reserved 2014 copy 41
E-tailingLetrsquos
talk
TRUSTED BY OVER
150000 CLIENTS AND AUTHORISED BY THE FINANCIAL CONDUCT AUTHORITY
19 YEARS EXPERIENCEEstablished since 1996 market leader in foreign exchange services for online retailers
$3BN TURNOVERE-tailer overseas bank accounts in multiple countries and currencies
OVER 1800registered online sellers in every major financial centre
Currencies Direct | All rights reserved 2014 copy 42
Thank you for listeningwwwcurrenciesdirectcometailers
E-fulfilment How to optimise global E-fulfilment
Gary Rees
Seko Energy
Presentation byGary ReesBusiness Owner ndash Seko Synergygaryreessekosynergycoukwwwsekosynergycouk
Here
wwwsekosynergycouk
Slide Index
SEKO SYNERGY headline facts On demand logistics videoTech is the facilitator Multi-channel integrationsCouriers are mission critical Cross border fulfilment Key to success is in the On-Boarding process Choose your partner carefully
wwwsekosynergycouk
bull Northampton based fulfilment for late courier collectionsbull 250000 ftsup2 of fully bar-coded secure and clean warehousingbull 170 staff processing approximately 200000 items per daybull Tech and OnBoarding team of 8bull Always chasing the best tech in townbull Account management options ie full phone or ticketbull Clear courier service explanationsbull SEDEX auditedbull Owner run opportunity led business with a strong PampLbull Students of the fast moving e-commerce ecosystem
wwwsekosynergycouk
wwwsekosynergycouk
>
wwwsekosynergycouk
Tech is the facilitator
wwwsekosynergycouk
Your system
Your system
wwwsekosynergycouk
Couriers are mission critical
bull You get what you pay forbull Understand what exactly is on offerbull Read the courier contracts carefullybull Understand the fuel surchargebull Understand volumetric charging on Air shipmentsbull Pay more and delight your customers is our viewbull Align your website with your shipping promisesbull Couriers must be integrated with fulfilment so you have real-time information for your hard earned customersbull Give your fulfilment partner weights and dimensions and ask if they can support best courier choice by weight and territory
wwwsekosynergycouk
Cross border fulfilmentProduct labelling in local currency Export paperworkReturnsCustomer serviceNative websiteHazardous goods Local inventory fulfilmentAddress and order dataUnderstand your couriers offerings - tracking and POD
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
bull Distributors ndash existing agreements what do they say re sales using the internet
bull EU competition law - in EU canrsquot restrict passive sales to other exclusive territories including internet advertising or promotion
bull Website sales are generally considered a form of passive selling in principle every distributor must be allowed to use the internet to sell products
Commercial essentials ndash internet channels
bull What you canrsquot require distributor to dobull Prohibit customer outside territory viewing his
websitebull Compulsory re-routing of customers to your websitebull Pay a higher price for products to be re-sold via a
websitebull Impose ceiling on website salesbull Terminate customer enquiries if address is outside
his territory
Commercial essentials ndash internet channels
What you can dobullProhibit online advertisement specifically addressed to certain customers (active selling)bull Prohibit territory-based banners on third party websitesbullrequire quality standards for the operation of the distributorrsquos website
Commercial essentials ndash fulfilment
bull Essentials of a fulfilment service agreementbull effective efficient deliveries ndash drafting service levels
(SLAs)bull a high of deliveries are made at first attempt ndash
SLAs again plus service credits if the provider failsbull Visibility of delivery progress ndash maybe a tracking app
etc for your customersbull Efficient returns process ndashcompliance with EU
consumer rights law regarding returns and refunds
Commercial essentials ndash drop shipping
bull A form of fulfilment ndash allows inventory management you do not keep stock
bull Pass orders to wholesaler who ships to customerbull You still make retailerrsquos margin or wholesaler pays
you a commission (agency)bull ldquoprivate label shippingrdquo goods include customised
packing slip with retailers company name logo and contact information and return address to the retailer
Commercial essentials ndash affiliate marketing
bull Online distribution (online performance marketing OPM)
bull You agree to pay affiliate for sales of products to internet users who have clicked through from the affiliates website directly to your website
bull You will operate website and co-branded landing pages and effect links from the affiliate website to the landing pages
bull You will pay commission on transactions ndash revenue sharing or cost per sale CPS ndash rates banded and increased to incentivise performance
bull terms and conditionsbull commercial agreements
Thank you
These are presentation slides only and the information contained does not constitute definitive advice
Thrings is the trading style of Thrings LLP a limited liability partnership registered under NoOC342744 in England and Wales regulated by the Solicitors Regulation Authority A list of partners (members of Thrings LLP or employee or consultant with
equivalent standing and qualifications) is available at its registered office 6 Drakes Meadow Penny Lane Swindon SN3 3LL
A list of the members of the LLP is available for inspection at the registered office together with a list of those non members who are referred to as partners The word ldquopartnerrdquo is used to refer to a member of the LLP or an employee or consultant
with equivalent standing and qualifications
These are presentation slides only and the information contained does not constitute definitive advice
Thrings is the trading style of Thrings LLP a limited liability partnership registered under NoOC342744 in England and Wales regulated by the Solicitors Regulation Authority A list of partners (members of Thrings LLP or employee or consultant with
equivalent standing and qualifications) is available at its registered office 6 Drakes Meadow Penny Lane Swindon SN3 3LL
A list of the members of the LLP is available for inspection at the registered office together with a list of those non members who are referred to as partners The word ldquopartnerrdquo is used to refer to a member of the LLP or an employee or consultant
with equivalent standing and qualifications
Break
Online Payments Tips and tricks for selling in different
currencies
Deepak Goyal
Currencies Direct
Whorsquos talkingDeepak Goyal
Online Payments Handling sales and purchases in foreign currencies
Currencies Direct | All rights reserved 2014 copy 22
E-tailingLetrsquos
talk
TO HELP YOU
CREATEAND MAINTAIN AGILE
GROWTHINTERNATIONALLY
Reduce the cost of imported stock
Increase revenue compared to using international marketplaces
Efficient use of foreign exchange tools to protect your profit
Currencies Direct | All rights reserved 2014 copy 23
save up to 45but requires critical mass and isnrsquot always easy
Currencies Direct | All rights reserved 2014 copy 34
There is light at the end of the tunnel
E-tailingLetrsquos
talk
Currencies Direct | All rights reserved 2014 copy 35
E-tailingLetrsquos
talk
What happens when you are importing and then selling your product globally
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy
Buy stock for 150 USDGBP
$100 pound6666
Make sale for 120 EURGBP
euro150 pound12500
Profit made pound5833
36
E-tailingLetrsquos
talk
Increase your profits by 7
Profit increased
770
3 better
2 better
HOW IT WORKSUsing bank rates Using lsquowholesalersquo rates
1545 USDGBP
pound6472
1176 USDGBP
pound12755
pound6282
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Itrsquos more than just saving money
bull Gaining certainty over your cash flowsbull Managing currency risksbull Transparency of your fundsbull Expertise available when you need itbull Making informed decisionsbull Bespoke approach based on needs
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Efficient use of foreign exchange
Order placed
Payment made
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy 39
E-tailingLetrsquos
talk
httpyoutubeUHbQhRSV2-4
How it works
Currencies Direct | All rights reserved 2014 copy 40
E-tailingLetrsquos
talk
Top tips summaryENSURE YOU ACHIEVE THE BEST EXCHANGE RATE FOR OVERSEAS STOCK PURCHASES
Reduce your stock price
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
USE AN E-TAILER COLLECTION ACCOUNT TO RECEIVE MONEY FROM INTERNATIONAL MARKETPLACES
Increase profits from your international sales
Currencies Direct | All rights reserved 2014 copy 41
E-tailingLetrsquos
talk
TRUSTED BY OVER
150000 CLIENTS AND AUTHORISED BY THE FINANCIAL CONDUCT AUTHORITY
19 YEARS EXPERIENCEEstablished since 1996 market leader in foreign exchange services for online retailers
$3BN TURNOVERE-tailer overseas bank accounts in multiple countries and currencies
OVER 1800registered online sellers in every major financial centre
Currencies Direct | All rights reserved 2014 copy 42
Thank you for listeningwwwcurrenciesdirectcometailers
E-fulfilment How to optimise global E-fulfilment
Gary Rees
Seko Energy
Presentation byGary ReesBusiness Owner ndash Seko Synergygaryreessekosynergycoukwwwsekosynergycouk
Here
wwwsekosynergycouk
Slide Index
SEKO SYNERGY headline facts On demand logistics videoTech is the facilitator Multi-channel integrationsCouriers are mission critical Cross border fulfilment Key to success is in the On-Boarding process Choose your partner carefully
wwwsekosynergycouk
bull Northampton based fulfilment for late courier collectionsbull 250000 ftsup2 of fully bar-coded secure and clean warehousingbull 170 staff processing approximately 200000 items per daybull Tech and OnBoarding team of 8bull Always chasing the best tech in townbull Account management options ie full phone or ticketbull Clear courier service explanationsbull SEDEX auditedbull Owner run opportunity led business with a strong PampLbull Students of the fast moving e-commerce ecosystem
wwwsekosynergycouk
wwwsekosynergycouk
>
wwwsekosynergycouk
Tech is the facilitator
wwwsekosynergycouk
Your system
Your system
wwwsekosynergycouk
Couriers are mission critical
bull You get what you pay forbull Understand what exactly is on offerbull Read the courier contracts carefullybull Understand the fuel surchargebull Understand volumetric charging on Air shipmentsbull Pay more and delight your customers is our viewbull Align your website with your shipping promisesbull Couriers must be integrated with fulfilment so you have real-time information for your hard earned customersbull Give your fulfilment partner weights and dimensions and ask if they can support best courier choice by weight and territory
wwwsekosynergycouk
Cross border fulfilmentProduct labelling in local currency Export paperworkReturnsCustomer serviceNative websiteHazardous goods Local inventory fulfilmentAddress and order dataUnderstand your couriers offerings - tracking and POD
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
bull Distributors ndash existing agreements what do they say re sales using the internet
bull EU competition law - in EU canrsquot restrict passive sales to other exclusive territories including internet advertising or promotion
bull Website sales are generally considered a form of passive selling in principle every distributor must be allowed to use the internet to sell products
Commercial essentials ndash internet channels
bull What you canrsquot require distributor to dobull Prohibit customer outside territory viewing his
websitebull Compulsory re-routing of customers to your websitebull Pay a higher price for products to be re-sold via a
websitebull Impose ceiling on website salesbull Terminate customer enquiries if address is outside
his territory
Commercial essentials ndash internet channels
What you can dobullProhibit online advertisement specifically addressed to certain customers (active selling)bull Prohibit territory-based banners on third party websitesbullrequire quality standards for the operation of the distributorrsquos website
Commercial essentials ndash fulfilment
bull Essentials of a fulfilment service agreementbull effective efficient deliveries ndash drafting service levels
(SLAs)bull a high of deliveries are made at first attempt ndash
SLAs again plus service credits if the provider failsbull Visibility of delivery progress ndash maybe a tracking app
etc for your customersbull Efficient returns process ndashcompliance with EU
consumer rights law regarding returns and refunds
Commercial essentials ndash drop shipping
bull A form of fulfilment ndash allows inventory management you do not keep stock
bull Pass orders to wholesaler who ships to customerbull You still make retailerrsquos margin or wholesaler pays
you a commission (agency)bull ldquoprivate label shippingrdquo goods include customised
packing slip with retailers company name logo and contact information and return address to the retailer
Commercial essentials ndash affiliate marketing
bull Online distribution (online performance marketing OPM)
bull You agree to pay affiliate for sales of products to internet users who have clicked through from the affiliates website directly to your website
bull You will operate website and co-branded landing pages and effect links from the affiliate website to the landing pages
bull You will pay commission on transactions ndash revenue sharing or cost per sale CPS ndash rates banded and increased to incentivise performance
bull terms and conditionsbull commercial agreements
Thank you
These are presentation slides only and the information contained does not constitute definitive advice
Thrings is the trading style of Thrings LLP a limited liability partnership registered under NoOC342744 in England and Wales regulated by the Solicitors Regulation Authority A list of partners (members of Thrings LLP or employee or consultant with
equivalent standing and qualifications) is available at its registered office 6 Drakes Meadow Penny Lane Swindon SN3 3LL
A list of the members of the LLP is available for inspection at the registered office together with a list of those non members who are referred to as partners The word ldquopartnerrdquo is used to refer to a member of the LLP or an employee or consultant
with equivalent standing and qualifications
These are presentation slides only and the information contained does not constitute definitive advice
Thrings is the trading style of Thrings LLP a limited liability partnership registered under NoOC342744 in England and Wales regulated by the Solicitors Regulation Authority A list of partners (members of Thrings LLP or employee or consultant with
equivalent standing and qualifications) is available at its registered office 6 Drakes Meadow Penny Lane Swindon SN3 3LL
A list of the members of the LLP is available for inspection at the registered office together with a list of those non members who are referred to as partners The word ldquopartnerrdquo is used to refer to a member of the LLP or an employee or consultant
with equivalent standing and qualifications
Break
Online Payments Tips and tricks for selling in different
currencies
Deepak Goyal
Currencies Direct
Whorsquos talkingDeepak Goyal
Online Payments Handling sales and purchases in foreign currencies
Currencies Direct | All rights reserved 2014 copy 22
E-tailingLetrsquos
talk
TO HELP YOU
CREATEAND MAINTAIN AGILE
GROWTHINTERNATIONALLY
Reduce the cost of imported stock
Increase revenue compared to using international marketplaces
Efficient use of foreign exchange tools to protect your profit
Currencies Direct | All rights reserved 2014 copy 23
save up to 45but requires critical mass and isnrsquot always easy
Currencies Direct | All rights reserved 2014 copy 34
There is light at the end of the tunnel
E-tailingLetrsquos
talk
Currencies Direct | All rights reserved 2014 copy 35
E-tailingLetrsquos
talk
What happens when you are importing and then selling your product globally
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy
Buy stock for 150 USDGBP
$100 pound6666
Make sale for 120 EURGBP
euro150 pound12500
Profit made pound5833
36
E-tailingLetrsquos
talk
Increase your profits by 7
Profit increased
770
3 better
2 better
HOW IT WORKSUsing bank rates Using lsquowholesalersquo rates
1545 USDGBP
pound6472
1176 USDGBP
pound12755
pound6282
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Itrsquos more than just saving money
bull Gaining certainty over your cash flowsbull Managing currency risksbull Transparency of your fundsbull Expertise available when you need itbull Making informed decisionsbull Bespoke approach based on needs
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Efficient use of foreign exchange
Order placed
Payment made
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy 39
E-tailingLetrsquos
talk
httpyoutubeUHbQhRSV2-4
How it works
Currencies Direct | All rights reserved 2014 copy 40
E-tailingLetrsquos
talk
Top tips summaryENSURE YOU ACHIEVE THE BEST EXCHANGE RATE FOR OVERSEAS STOCK PURCHASES
Reduce your stock price
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
USE AN E-TAILER COLLECTION ACCOUNT TO RECEIVE MONEY FROM INTERNATIONAL MARKETPLACES
Increase profits from your international sales
Currencies Direct | All rights reserved 2014 copy 41
E-tailingLetrsquos
talk
TRUSTED BY OVER
150000 CLIENTS AND AUTHORISED BY THE FINANCIAL CONDUCT AUTHORITY
19 YEARS EXPERIENCEEstablished since 1996 market leader in foreign exchange services for online retailers
$3BN TURNOVERE-tailer overseas bank accounts in multiple countries and currencies
OVER 1800registered online sellers in every major financial centre
Currencies Direct | All rights reserved 2014 copy 42
Thank you for listeningwwwcurrenciesdirectcometailers
E-fulfilment How to optimise global E-fulfilment
Gary Rees
Seko Energy
Presentation byGary ReesBusiness Owner ndash Seko Synergygaryreessekosynergycoukwwwsekosynergycouk
Here
wwwsekosynergycouk
Slide Index
SEKO SYNERGY headline facts On demand logistics videoTech is the facilitator Multi-channel integrationsCouriers are mission critical Cross border fulfilment Key to success is in the On-Boarding process Choose your partner carefully
wwwsekosynergycouk
bull Northampton based fulfilment for late courier collectionsbull 250000 ftsup2 of fully bar-coded secure and clean warehousingbull 170 staff processing approximately 200000 items per daybull Tech and OnBoarding team of 8bull Always chasing the best tech in townbull Account management options ie full phone or ticketbull Clear courier service explanationsbull SEDEX auditedbull Owner run opportunity led business with a strong PampLbull Students of the fast moving e-commerce ecosystem
wwwsekosynergycouk
wwwsekosynergycouk
>
wwwsekosynergycouk
Tech is the facilitator
wwwsekosynergycouk
Your system
Your system
wwwsekosynergycouk
Couriers are mission critical
bull You get what you pay forbull Understand what exactly is on offerbull Read the courier contracts carefullybull Understand the fuel surchargebull Understand volumetric charging on Air shipmentsbull Pay more and delight your customers is our viewbull Align your website with your shipping promisesbull Couriers must be integrated with fulfilment so you have real-time information for your hard earned customersbull Give your fulfilment partner weights and dimensions and ask if they can support best courier choice by weight and territory
wwwsekosynergycouk
Cross border fulfilmentProduct labelling in local currency Export paperworkReturnsCustomer serviceNative websiteHazardous goods Local inventory fulfilmentAddress and order dataUnderstand your couriers offerings - tracking and POD
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
bull Distributors ndash existing agreements what do they say re sales using the internet
bull EU competition law - in EU canrsquot restrict passive sales to other exclusive territories including internet advertising or promotion
bull Website sales are generally considered a form of passive selling in principle every distributor must be allowed to use the internet to sell products
Commercial essentials ndash internet channels
bull What you canrsquot require distributor to dobull Prohibit customer outside territory viewing his
websitebull Compulsory re-routing of customers to your websitebull Pay a higher price for products to be re-sold via a
websitebull Impose ceiling on website salesbull Terminate customer enquiries if address is outside
his territory
Commercial essentials ndash internet channels
What you can dobullProhibit online advertisement specifically addressed to certain customers (active selling)bull Prohibit territory-based banners on third party websitesbullrequire quality standards for the operation of the distributorrsquos website
Commercial essentials ndash fulfilment
bull Essentials of a fulfilment service agreementbull effective efficient deliveries ndash drafting service levels
(SLAs)bull a high of deliveries are made at first attempt ndash
SLAs again plus service credits if the provider failsbull Visibility of delivery progress ndash maybe a tracking app
etc for your customersbull Efficient returns process ndashcompliance with EU
consumer rights law regarding returns and refunds
Commercial essentials ndash drop shipping
bull A form of fulfilment ndash allows inventory management you do not keep stock
bull Pass orders to wholesaler who ships to customerbull You still make retailerrsquos margin or wholesaler pays
you a commission (agency)bull ldquoprivate label shippingrdquo goods include customised
packing slip with retailers company name logo and contact information and return address to the retailer
Commercial essentials ndash affiliate marketing
bull Online distribution (online performance marketing OPM)
bull You agree to pay affiliate for sales of products to internet users who have clicked through from the affiliates website directly to your website
bull You will operate website and co-branded landing pages and effect links from the affiliate website to the landing pages
bull You will pay commission on transactions ndash revenue sharing or cost per sale CPS ndash rates banded and increased to incentivise performance
bull terms and conditionsbull commercial agreements
Thank you
These are presentation slides only and the information contained does not constitute definitive advice
Thrings is the trading style of Thrings LLP a limited liability partnership registered under NoOC342744 in England and Wales regulated by the Solicitors Regulation Authority A list of partners (members of Thrings LLP or employee or consultant with
equivalent standing and qualifications) is available at its registered office 6 Drakes Meadow Penny Lane Swindon SN3 3LL
A list of the members of the LLP is available for inspection at the registered office together with a list of those non members who are referred to as partners The word ldquopartnerrdquo is used to refer to a member of the LLP or an employee or consultant
with equivalent standing and qualifications
These are presentation slides only and the information contained does not constitute definitive advice
Thrings is the trading style of Thrings LLP a limited liability partnership registered under NoOC342744 in England and Wales regulated by the Solicitors Regulation Authority A list of partners (members of Thrings LLP or employee or consultant with
equivalent standing and qualifications) is available at its registered office 6 Drakes Meadow Penny Lane Swindon SN3 3LL
A list of the members of the LLP is available for inspection at the registered office together with a list of those non members who are referred to as partners The word ldquopartnerrdquo is used to refer to a member of the LLP or an employee or consultant
with equivalent standing and qualifications
Break
Online Payments Tips and tricks for selling in different
currencies
Deepak Goyal
Currencies Direct
Whorsquos talkingDeepak Goyal
Online Payments Handling sales and purchases in foreign currencies
Currencies Direct | All rights reserved 2014 copy 22
E-tailingLetrsquos
talk
TO HELP YOU
CREATEAND MAINTAIN AGILE
GROWTHINTERNATIONALLY
Reduce the cost of imported stock
Increase revenue compared to using international marketplaces
Efficient use of foreign exchange tools to protect your profit
Currencies Direct | All rights reserved 2014 copy 23
save up to 45but requires critical mass and isnrsquot always easy
Currencies Direct | All rights reserved 2014 copy 34
There is light at the end of the tunnel
E-tailingLetrsquos
talk
Currencies Direct | All rights reserved 2014 copy 35
E-tailingLetrsquos
talk
What happens when you are importing and then selling your product globally
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy
Buy stock for 150 USDGBP
$100 pound6666
Make sale for 120 EURGBP
euro150 pound12500
Profit made pound5833
36
E-tailingLetrsquos
talk
Increase your profits by 7
Profit increased
770
3 better
2 better
HOW IT WORKSUsing bank rates Using lsquowholesalersquo rates
1545 USDGBP
pound6472
1176 USDGBP
pound12755
pound6282
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Itrsquos more than just saving money
bull Gaining certainty over your cash flowsbull Managing currency risksbull Transparency of your fundsbull Expertise available when you need itbull Making informed decisionsbull Bespoke approach based on needs
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Efficient use of foreign exchange
Order placed
Payment made
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy 39
E-tailingLetrsquos
talk
httpyoutubeUHbQhRSV2-4
How it works
Currencies Direct | All rights reserved 2014 copy 40
E-tailingLetrsquos
talk
Top tips summaryENSURE YOU ACHIEVE THE BEST EXCHANGE RATE FOR OVERSEAS STOCK PURCHASES
Reduce your stock price
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
USE AN E-TAILER COLLECTION ACCOUNT TO RECEIVE MONEY FROM INTERNATIONAL MARKETPLACES
Increase profits from your international sales
Currencies Direct | All rights reserved 2014 copy 41
E-tailingLetrsquos
talk
TRUSTED BY OVER
150000 CLIENTS AND AUTHORISED BY THE FINANCIAL CONDUCT AUTHORITY
19 YEARS EXPERIENCEEstablished since 1996 market leader in foreign exchange services for online retailers
$3BN TURNOVERE-tailer overseas bank accounts in multiple countries and currencies
OVER 1800registered online sellers in every major financial centre
Currencies Direct | All rights reserved 2014 copy 42
Thank you for listeningwwwcurrenciesdirectcometailers
E-fulfilment How to optimise global E-fulfilment
Gary Rees
Seko Energy
Presentation byGary ReesBusiness Owner ndash Seko Synergygaryreessekosynergycoukwwwsekosynergycouk
Here
wwwsekosynergycouk
Slide Index
SEKO SYNERGY headline facts On demand logistics videoTech is the facilitator Multi-channel integrationsCouriers are mission critical Cross border fulfilment Key to success is in the On-Boarding process Choose your partner carefully
wwwsekosynergycouk
bull Northampton based fulfilment for late courier collectionsbull 250000 ftsup2 of fully bar-coded secure and clean warehousingbull 170 staff processing approximately 200000 items per daybull Tech and OnBoarding team of 8bull Always chasing the best tech in townbull Account management options ie full phone or ticketbull Clear courier service explanationsbull SEDEX auditedbull Owner run opportunity led business with a strong PampLbull Students of the fast moving e-commerce ecosystem
wwwsekosynergycouk
wwwsekosynergycouk
>
wwwsekosynergycouk
Tech is the facilitator
wwwsekosynergycouk
Your system
Your system
wwwsekosynergycouk
Couriers are mission critical
bull You get what you pay forbull Understand what exactly is on offerbull Read the courier contracts carefullybull Understand the fuel surchargebull Understand volumetric charging on Air shipmentsbull Pay more and delight your customers is our viewbull Align your website with your shipping promisesbull Couriers must be integrated with fulfilment so you have real-time information for your hard earned customersbull Give your fulfilment partner weights and dimensions and ask if they can support best courier choice by weight and territory
wwwsekosynergycouk
Cross border fulfilmentProduct labelling in local currency Export paperworkReturnsCustomer serviceNative websiteHazardous goods Local inventory fulfilmentAddress and order dataUnderstand your couriers offerings - tracking and POD
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
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Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
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Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
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Slide 88
Slide 89
Slide 90
Slide 91
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Slide 95
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Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
e-commerce contracts
PRODUCT
BRAND
Channels
Distributors agents
B2B
Retail
Consumers
B2C
Marketplace
WEBSITE
Hosting
Affiliate marketing
Logistics Fulfilment drop
shipping
FULFILMENT
Commercial essentials ndash existing channels
bull Distributors ndash existing agreements what do they say re sales using the internet
bull EU competition law - in EU canrsquot restrict passive sales to other exclusive territories including internet advertising or promotion
bull Website sales are generally considered a form of passive selling in principle every distributor must be allowed to use the internet to sell products
Commercial essentials ndash internet channels
bull What you canrsquot require distributor to dobull Prohibit customer outside territory viewing his
websitebull Compulsory re-routing of customers to your websitebull Pay a higher price for products to be re-sold via a
websitebull Impose ceiling on website salesbull Terminate customer enquiries if address is outside
his territory
Commercial essentials ndash internet channels
What you can dobullProhibit online advertisement specifically addressed to certain customers (active selling)bull Prohibit territory-based banners on third party websitesbullrequire quality standards for the operation of the distributorrsquos website
Commercial essentials ndash fulfilment
bull Essentials of a fulfilment service agreementbull effective efficient deliveries ndash drafting service levels
(SLAs)bull a high of deliveries are made at first attempt ndash
SLAs again plus service credits if the provider failsbull Visibility of delivery progress ndash maybe a tracking app
etc for your customersbull Efficient returns process ndashcompliance with EU
consumer rights law regarding returns and refunds
Commercial essentials ndash drop shipping
bull A form of fulfilment ndash allows inventory management you do not keep stock
bull Pass orders to wholesaler who ships to customerbull You still make retailerrsquos margin or wholesaler pays
you a commission (agency)bull ldquoprivate label shippingrdquo goods include customised
packing slip with retailers company name logo and contact information and return address to the retailer
Commercial essentials ndash affiliate marketing
bull Online distribution (online performance marketing OPM)
bull You agree to pay affiliate for sales of products to internet users who have clicked through from the affiliates website directly to your website
bull You will operate website and co-branded landing pages and effect links from the affiliate website to the landing pages
bull You will pay commission on transactions ndash revenue sharing or cost per sale CPS ndash rates banded and increased to incentivise performance
bull terms and conditionsbull commercial agreements
Thank you
These are presentation slides only and the information contained does not constitute definitive advice
Thrings is the trading style of Thrings LLP a limited liability partnership registered under NoOC342744 in England and Wales regulated by the Solicitors Regulation Authority A list of partners (members of Thrings LLP or employee or consultant with
equivalent standing and qualifications) is available at its registered office 6 Drakes Meadow Penny Lane Swindon SN3 3LL
A list of the members of the LLP is available for inspection at the registered office together with a list of those non members who are referred to as partners The word ldquopartnerrdquo is used to refer to a member of the LLP or an employee or consultant
with equivalent standing and qualifications
These are presentation slides only and the information contained does not constitute definitive advice
Thrings is the trading style of Thrings LLP a limited liability partnership registered under NoOC342744 in England and Wales regulated by the Solicitors Regulation Authority A list of partners (members of Thrings LLP or employee or consultant with
equivalent standing and qualifications) is available at its registered office 6 Drakes Meadow Penny Lane Swindon SN3 3LL
A list of the members of the LLP is available for inspection at the registered office together with a list of those non members who are referred to as partners The word ldquopartnerrdquo is used to refer to a member of the LLP or an employee or consultant
with equivalent standing and qualifications
Break
Online Payments Tips and tricks for selling in different
currencies
Deepak Goyal
Currencies Direct
Whorsquos talkingDeepak Goyal
Online Payments Handling sales and purchases in foreign currencies
Currencies Direct | All rights reserved 2014 copy 22
E-tailingLetrsquos
talk
TO HELP YOU
CREATEAND MAINTAIN AGILE
GROWTHINTERNATIONALLY
Reduce the cost of imported stock
Increase revenue compared to using international marketplaces
Efficient use of foreign exchange tools to protect your profit
Currencies Direct | All rights reserved 2014 copy 23
save up to 45but requires critical mass and isnrsquot always easy
Currencies Direct | All rights reserved 2014 copy 34
There is light at the end of the tunnel
E-tailingLetrsquos
talk
Currencies Direct | All rights reserved 2014 copy 35
E-tailingLetrsquos
talk
What happens when you are importing and then selling your product globally
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy
Buy stock for 150 USDGBP
$100 pound6666
Make sale for 120 EURGBP
euro150 pound12500
Profit made pound5833
36
E-tailingLetrsquos
talk
Increase your profits by 7
Profit increased
770
3 better
2 better
HOW IT WORKSUsing bank rates Using lsquowholesalersquo rates
1545 USDGBP
pound6472
1176 USDGBP
pound12755
pound6282
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Itrsquos more than just saving money
bull Gaining certainty over your cash flowsbull Managing currency risksbull Transparency of your fundsbull Expertise available when you need itbull Making informed decisionsbull Bespoke approach based on needs
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Efficient use of foreign exchange
Order placed
Payment made
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy 39
E-tailingLetrsquos
talk
httpyoutubeUHbQhRSV2-4
How it works
Currencies Direct | All rights reserved 2014 copy 40
E-tailingLetrsquos
talk
Top tips summaryENSURE YOU ACHIEVE THE BEST EXCHANGE RATE FOR OVERSEAS STOCK PURCHASES
Reduce your stock price
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
USE AN E-TAILER COLLECTION ACCOUNT TO RECEIVE MONEY FROM INTERNATIONAL MARKETPLACES
Increase profits from your international sales
Currencies Direct | All rights reserved 2014 copy 41
E-tailingLetrsquos
talk
TRUSTED BY OVER
150000 CLIENTS AND AUTHORISED BY THE FINANCIAL CONDUCT AUTHORITY
19 YEARS EXPERIENCEEstablished since 1996 market leader in foreign exchange services for online retailers
$3BN TURNOVERE-tailer overseas bank accounts in multiple countries and currencies
OVER 1800registered online sellers in every major financial centre
Currencies Direct | All rights reserved 2014 copy 42
Thank you for listeningwwwcurrenciesdirectcometailers
E-fulfilment How to optimise global E-fulfilment
Gary Rees
Seko Energy
Presentation byGary ReesBusiness Owner ndash Seko Synergygaryreessekosynergycoukwwwsekosynergycouk
Here
wwwsekosynergycouk
Slide Index
SEKO SYNERGY headline facts On demand logistics videoTech is the facilitator Multi-channel integrationsCouriers are mission critical Cross border fulfilment Key to success is in the On-Boarding process Choose your partner carefully
wwwsekosynergycouk
bull Northampton based fulfilment for late courier collectionsbull 250000 ftsup2 of fully bar-coded secure and clean warehousingbull 170 staff processing approximately 200000 items per daybull Tech and OnBoarding team of 8bull Always chasing the best tech in townbull Account management options ie full phone or ticketbull Clear courier service explanationsbull SEDEX auditedbull Owner run opportunity led business with a strong PampLbull Students of the fast moving e-commerce ecosystem
wwwsekosynergycouk
wwwsekosynergycouk
>
wwwsekosynergycouk
Tech is the facilitator
wwwsekosynergycouk
Your system
Your system
wwwsekosynergycouk
Couriers are mission critical
bull You get what you pay forbull Understand what exactly is on offerbull Read the courier contracts carefullybull Understand the fuel surchargebull Understand volumetric charging on Air shipmentsbull Pay more and delight your customers is our viewbull Align your website with your shipping promisesbull Couriers must be integrated with fulfilment so you have real-time information for your hard earned customersbull Give your fulfilment partner weights and dimensions and ask if they can support best courier choice by weight and territory
wwwsekosynergycouk
Cross border fulfilmentProduct labelling in local currency Export paperworkReturnsCustomer serviceNative websiteHazardous goods Local inventory fulfilmentAddress and order dataUnderstand your couriers offerings - tracking and POD
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
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Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
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Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
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Slide 88
Slide 89
Slide 90
Slide 91
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Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
Commercial essentials ndash existing channels
bull Distributors ndash existing agreements what do they say re sales using the internet
bull EU competition law - in EU canrsquot restrict passive sales to other exclusive territories including internet advertising or promotion
bull Website sales are generally considered a form of passive selling in principle every distributor must be allowed to use the internet to sell products
Commercial essentials ndash internet channels
bull What you canrsquot require distributor to dobull Prohibit customer outside territory viewing his
websitebull Compulsory re-routing of customers to your websitebull Pay a higher price for products to be re-sold via a
websitebull Impose ceiling on website salesbull Terminate customer enquiries if address is outside
his territory
Commercial essentials ndash internet channels
What you can dobullProhibit online advertisement specifically addressed to certain customers (active selling)bull Prohibit territory-based banners on third party websitesbullrequire quality standards for the operation of the distributorrsquos website
Commercial essentials ndash fulfilment
bull Essentials of a fulfilment service agreementbull effective efficient deliveries ndash drafting service levels
(SLAs)bull a high of deliveries are made at first attempt ndash
SLAs again plus service credits if the provider failsbull Visibility of delivery progress ndash maybe a tracking app
etc for your customersbull Efficient returns process ndashcompliance with EU
consumer rights law regarding returns and refunds
Commercial essentials ndash drop shipping
bull A form of fulfilment ndash allows inventory management you do not keep stock
bull Pass orders to wholesaler who ships to customerbull You still make retailerrsquos margin or wholesaler pays
you a commission (agency)bull ldquoprivate label shippingrdquo goods include customised
packing slip with retailers company name logo and contact information and return address to the retailer
Commercial essentials ndash affiliate marketing
bull Online distribution (online performance marketing OPM)
bull You agree to pay affiliate for sales of products to internet users who have clicked through from the affiliates website directly to your website
bull You will operate website and co-branded landing pages and effect links from the affiliate website to the landing pages
bull You will pay commission on transactions ndash revenue sharing or cost per sale CPS ndash rates banded and increased to incentivise performance
bull terms and conditionsbull commercial agreements
Thank you
These are presentation slides only and the information contained does not constitute definitive advice
Thrings is the trading style of Thrings LLP a limited liability partnership registered under NoOC342744 in England and Wales regulated by the Solicitors Regulation Authority A list of partners (members of Thrings LLP or employee or consultant with
equivalent standing and qualifications) is available at its registered office 6 Drakes Meadow Penny Lane Swindon SN3 3LL
A list of the members of the LLP is available for inspection at the registered office together with a list of those non members who are referred to as partners The word ldquopartnerrdquo is used to refer to a member of the LLP or an employee or consultant
with equivalent standing and qualifications
These are presentation slides only and the information contained does not constitute definitive advice
Thrings is the trading style of Thrings LLP a limited liability partnership registered under NoOC342744 in England and Wales regulated by the Solicitors Regulation Authority A list of partners (members of Thrings LLP or employee or consultant with
equivalent standing and qualifications) is available at its registered office 6 Drakes Meadow Penny Lane Swindon SN3 3LL
A list of the members of the LLP is available for inspection at the registered office together with a list of those non members who are referred to as partners The word ldquopartnerrdquo is used to refer to a member of the LLP or an employee or consultant
with equivalent standing and qualifications
Break
Online Payments Tips and tricks for selling in different
currencies
Deepak Goyal
Currencies Direct
Whorsquos talkingDeepak Goyal
Online Payments Handling sales and purchases in foreign currencies
Currencies Direct | All rights reserved 2014 copy 22
E-tailingLetrsquos
talk
TO HELP YOU
CREATEAND MAINTAIN AGILE
GROWTHINTERNATIONALLY
Reduce the cost of imported stock
Increase revenue compared to using international marketplaces
Efficient use of foreign exchange tools to protect your profit
Currencies Direct | All rights reserved 2014 copy 23
save up to 45but requires critical mass and isnrsquot always easy
Currencies Direct | All rights reserved 2014 copy 34
There is light at the end of the tunnel
E-tailingLetrsquos
talk
Currencies Direct | All rights reserved 2014 copy 35
E-tailingLetrsquos
talk
What happens when you are importing and then selling your product globally
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy
Buy stock for 150 USDGBP
$100 pound6666
Make sale for 120 EURGBP
euro150 pound12500
Profit made pound5833
36
E-tailingLetrsquos
talk
Increase your profits by 7
Profit increased
770
3 better
2 better
HOW IT WORKSUsing bank rates Using lsquowholesalersquo rates
1545 USDGBP
pound6472
1176 USDGBP
pound12755
pound6282
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Itrsquos more than just saving money
bull Gaining certainty over your cash flowsbull Managing currency risksbull Transparency of your fundsbull Expertise available when you need itbull Making informed decisionsbull Bespoke approach based on needs
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Efficient use of foreign exchange
Order placed
Payment made
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy 39
E-tailingLetrsquos
talk
httpyoutubeUHbQhRSV2-4
How it works
Currencies Direct | All rights reserved 2014 copy 40
E-tailingLetrsquos
talk
Top tips summaryENSURE YOU ACHIEVE THE BEST EXCHANGE RATE FOR OVERSEAS STOCK PURCHASES
Reduce your stock price
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
USE AN E-TAILER COLLECTION ACCOUNT TO RECEIVE MONEY FROM INTERNATIONAL MARKETPLACES
Increase profits from your international sales
Currencies Direct | All rights reserved 2014 copy 41
E-tailingLetrsquos
talk
TRUSTED BY OVER
150000 CLIENTS AND AUTHORISED BY THE FINANCIAL CONDUCT AUTHORITY
19 YEARS EXPERIENCEEstablished since 1996 market leader in foreign exchange services for online retailers
$3BN TURNOVERE-tailer overseas bank accounts in multiple countries and currencies
OVER 1800registered online sellers in every major financial centre
Currencies Direct | All rights reserved 2014 copy 42
Thank you for listeningwwwcurrenciesdirectcometailers
E-fulfilment How to optimise global E-fulfilment
Gary Rees
Seko Energy
Presentation byGary ReesBusiness Owner ndash Seko Synergygaryreessekosynergycoukwwwsekosynergycouk
Here
wwwsekosynergycouk
Slide Index
SEKO SYNERGY headline facts On demand logistics videoTech is the facilitator Multi-channel integrationsCouriers are mission critical Cross border fulfilment Key to success is in the On-Boarding process Choose your partner carefully
wwwsekosynergycouk
bull Northampton based fulfilment for late courier collectionsbull 250000 ftsup2 of fully bar-coded secure and clean warehousingbull 170 staff processing approximately 200000 items per daybull Tech and OnBoarding team of 8bull Always chasing the best tech in townbull Account management options ie full phone or ticketbull Clear courier service explanationsbull SEDEX auditedbull Owner run opportunity led business with a strong PampLbull Students of the fast moving e-commerce ecosystem
wwwsekosynergycouk
wwwsekosynergycouk
>
wwwsekosynergycouk
Tech is the facilitator
wwwsekosynergycouk
Your system
Your system
wwwsekosynergycouk
Couriers are mission critical
bull You get what you pay forbull Understand what exactly is on offerbull Read the courier contracts carefullybull Understand the fuel surchargebull Understand volumetric charging on Air shipmentsbull Pay more and delight your customers is our viewbull Align your website with your shipping promisesbull Couriers must be integrated with fulfilment so you have real-time information for your hard earned customersbull Give your fulfilment partner weights and dimensions and ask if they can support best courier choice by weight and territory
wwwsekosynergycouk
Cross border fulfilmentProduct labelling in local currency Export paperworkReturnsCustomer serviceNative websiteHazardous goods Local inventory fulfilmentAddress and order dataUnderstand your couriers offerings - tracking and POD
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
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Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
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Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
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Slide 88
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Slide 90
Slide 91
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Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
Commercial essentials ndash internet channels
bull What you canrsquot require distributor to dobull Prohibit customer outside territory viewing his
websitebull Compulsory re-routing of customers to your websitebull Pay a higher price for products to be re-sold via a
websitebull Impose ceiling on website salesbull Terminate customer enquiries if address is outside
his territory
Commercial essentials ndash internet channels
What you can dobullProhibit online advertisement specifically addressed to certain customers (active selling)bull Prohibit territory-based banners on third party websitesbullrequire quality standards for the operation of the distributorrsquos website
Commercial essentials ndash fulfilment
bull Essentials of a fulfilment service agreementbull effective efficient deliveries ndash drafting service levels
(SLAs)bull a high of deliveries are made at first attempt ndash
SLAs again plus service credits if the provider failsbull Visibility of delivery progress ndash maybe a tracking app
etc for your customersbull Efficient returns process ndashcompliance with EU
consumer rights law regarding returns and refunds
Commercial essentials ndash drop shipping
bull A form of fulfilment ndash allows inventory management you do not keep stock
bull Pass orders to wholesaler who ships to customerbull You still make retailerrsquos margin or wholesaler pays
you a commission (agency)bull ldquoprivate label shippingrdquo goods include customised
packing slip with retailers company name logo and contact information and return address to the retailer
Commercial essentials ndash affiliate marketing
bull Online distribution (online performance marketing OPM)
bull You agree to pay affiliate for sales of products to internet users who have clicked through from the affiliates website directly to your website
bull You will operate website and co-branded landing pages and effect links from the affiliate website to the landing pages
bull You will pay commission on transactions ndash revenue sharing or cost per sale CPS ndash rates banded and increased to incentivise performance
bull terms and conditionsbull commercial agreements
Thank you
These are presentation slides only and the information contained does not constitute definitive advice
Thrings is the trading style of Thrings LLP a limited liability partnership registered under NoOC342744 in England and Wales regulated by the Solicitors Regulation Authority A list of partners (members of Thrings LLP or employee or consultant with
equivalent standing and qualifications) is available at its registered office 6 Drakes Meadow Penny Lane Swindon SN3 3LL
A list of the members of the LLP is available for inspection at the registered office together with a list of those non members who are referred to as partners The word ldquopartnerrdquo is used to refer to a member of the LLP or an employee or consultant
with equivalent standing and qualifications
These are presentation slides only and the information contained does not constitute definitive advice
Thrings is the trading style of Thrings LLP a limited liability partnership registered under NoOC342744 in England and Wales regulated by the Solicitors Regulation Authority A list of partners (members of Thrings LLP or employee or consultant with
equivalent standing and qualifications) is available at its registered office 6 Drakes Meadow Penny Lane Swindon SN3 3LL
A list of the members of the LLP is available for inspection at the registered office together with a list of those non members who are referred to as partners The word ldquopartnerrdquo is used to refer to a member of the LLP or an employee or consultant
with equivalent standing and qualifications
Break
Online Payments Tips and tricks for selling in different
currencies
Deepak Goyal
Currencies Direct
Whorsquos talkingDeepak Goyal
Online Payments Handling sales and purchases in foreign currencies
Currencies Direct | All rights reserved 2014 copy 22
E-tailingLetrsquos
talk
TO HELP YOU
CREATEAND MAINTAIN AGILE
GROWTHINTERNATIONALLY
Reduce the cost of imported stock
Increase revenue compared to using international marketplaces
Efficient use of foreign exchange tools to protect your profit
Currencies Direct | All rights reserved 2014 copy 23
save up to 45but requires critical mass and isnrsquot always easy
Currencies Direct | All rights reserved 2014 copy 34
There is light at the end of the tunnel
E-tailingLetrsquos
talk
Currencies Direct | All rights reserved 2014 copy 35
E-tailingLetrsquos
talk
What happens when you are importing and then selling your product globally
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy
Buy stock for 150 USDGBP
$100 pound6666
Make sale for 120 EURGBP
euro150 pound12500
Profit made pound5833
36
E-tailingLetrsquos
talk
Increase your profits by 7
Profit increased
770
3 better
2 better
HOW IT WORKSUsing bank rates Using lsquowholesalersquo rates
1545 USDGBP
pound6472
1176 USDGBP
pound12755
pound6282
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Itrsquos more than just saving money
bull Gaining certainty over your cash flowsbull Managing currency risksbull Transparency of your fundsbull Expertise available when you need itbull Making informed decisionsbull Bespoke approach based on needs
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Efficient use of foreign exchange
Order placed
Payment made
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy 39
E-tailingLetrsquos
talk
httpyoutubeUHbQhRSV2-4
How it works
Currencies Direct | All rights reserved 2014 copy 40
E-tailingLetrsquos
talk
Top tips summaryENSURE YOU ACHIEVE THE BEST EXCHANGE RATE FOR OVERSEAS STOCK PURCHASES
Reduce your stock price
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
USE AN E-TAILER COLLECTION ACCOUNT TO RECEIVE MONEY FROM INTERNATIONAL MARKETPLACES
Increase profits from your international sales
Currencies Direct | All rights reserved 2014 copy 41
E-tailingLetrsquos
talk
TRUSTED BY OVER
150000 CLIENTS AND AUTHORISED BY THE FINANCIAL CONDUCT AUTHORITY
19 YEARS EXPERIENCEEstablished since 1996 market leader in foreign exchange services for online retailers
$3BN TURNOVERE-tailer overseas bank accounts in multiple countries and currencies
OVER 1800registered online sellers in every major financial centre
Currencies Direct | All rights reserved 2014 copy 42
Thank you for listeningwwwcurrenciesdirectcometailers
E-fulfilment How to optimise global E-fulfilment
Gary Rees
Seko Energy
Presentation byGary ReesBusiness Owner ndash Seko Synergygaryreessekosynergycoukwwwsekosynergycouk
Here
wwwsekosynergycouk
Slide Index
SEKO SYNERGY headline facts On demand logistics videoTech is the facilitator Multi-channel integrationsCouriers are mission critical Cross border fulfilment Key to success is in the On-Boarding process Choose your partner carefully
wwwsekosynergycouk
bull Northampton based fulfilment for late courier collectionsbull 250000 ftsup2 of fully bar-coded secure and clean warehousingbull 170 staff processing approximately 200000 items per daybull Tech and OnBoarding team of 8bull Always chasing the best tech in townbull Account management options ie full phone or ticketbull Clear courier service explanationsbull SEDEX auditedbull Owner run opportunity led business with a strong PampLbull Students of the fast moving e-commerce ecosystem
wwwsekosynergycouk
wwwsekosynergycouk
>
wwwsekosynergycouk
Tech is the facilitator
wwwsekosynergycouk
Your system
Your system
wwwsekosynergycouk
Couriers are mission critical
bull You get what you pay forbull Understand what exactly is on offerbull Read the courier contracts carefullybull Understand the fuel surchargebull Understand volumetric charging on Air shipmentsbull Pay more and delight your customers is our viewbull Align your website with your shipping promisesbull Couriers must be integrated with fulfilment so you have real-time information for your hard earned customersbull Give your fulfilment partner weights and dimensions and ask if they can support best courier choice by weight and territory
wwwsekosynergycouk
Cross border fulfilmentProduct labelling in local currency Export paperworkReturnsCustomer serviceNative websiteHazardous goods Local inventory fulfilmentAddress and order dataUnderstand your couriers offerings - tracking and POD
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
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Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
Slide 81
Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
Slide 87
Slide 88
Slide 89
Slide 90
Slide 91
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Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
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Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
Commercial essentials ndash internet channels
What you can dobullProhibit online advertisement specifically addressed to certain customers (active selling)bull Prohibit territory-based banners on third party websitesbullrequire quality standards for the operation of the distributorrsquos website
Commercial essentials ndash fulfilment
bull Essentials of a fulfilment service agreementbull effective efficient deliveries ndash drafting service levels
(SLAs)bull a high of deliveries are made at first attempt ndash
SLAs again plus service credits if the provider failsbull Visibility of delivery progress ndash maybe a tracking app
etc for your customersbull Efficient returns process ndashcompliance with EU
consumer rights law regarding returns and refunds
Commercial essentials ndash drop shipping
bull A form of fulfilment ndash allows inventory management you do not keep stock
bull Pass orders to wholesaler who ships to customerbull You still make retailerrsquos margin or wholesaler pays
you a commission (agency)bull ldquoprivate label shippingrdquo goods include customised
packing slip with retailers company name logo and contact information and return address to the retailer
Commercial essentials ndash affiliate marketing
bull Online distribution (online performance marketing OPM)
bull You agree to pay affiliate for sales of products to internet users who have clicked through from the affiliates website directly to your website
bull You will operate website and co-branded landing pages and effect links from the affiliate website to the landing pages
bull You will pay commission on transactions ndash revenue sharing or cost per sale CPS ndash rates banded and increased to incentivise performance
bull terms and conditionsbull commercial agreements
Thank you
These are presentation slides only and the information contained does not constitute definitive advice
Thrings is the trading style of Thrings LLP a limited liability partnership registered under NoOC342744 in England and Wales regulated by the Solicitors Regulation Authority A list of partners (members of Thrings LLP or employee or consultant with
equivalent standing and qualifications) is available at its registered office 6 Drakes Meadow Penny Lane Swindon SN3 3LL
A list of the members of the LLP is available for inspection at the registered office together with a list of those non members who are referred to as partners The word ldquopartnerrdquo is used to refer to a member of the LLP or an employee or consultant
with equivalent standing and qualifications
These are presentation slides only and the information contained does not constitute definitive advice
Thrings is the trading style of Thrings LLP a limited liability partnership registered under NoOC342744 in England and Wales regulated by the Solicitors Regulation Authority A list of partners (members of Thrings LLP or employee or consultant with
equivalent standing and qualifications) is available at its registered office 6 Drakes Meadow Penny Lane Swindon SN3 3LL
A list of the members of the LLP is available for inspection at the registered office together with a list of those non members who are referred to as partners The word ldquopartnerrdquo is used to refer to a member of the LLP or an employee or consultant
with equivalent standing and qualifications
Break
Online Payments Tips and tricks for selling in different
currencies
Deepak Goyal
Currencies Direct
Whorsquos talkingDeepak Goyal
Online Payments Handling sales and purchases in foreign currencies
Currencies Direct | All rights reserved 2014 copy 22
E-tailingLetrsquos
talk
TO HELP YOU
CREATEAND MAINTAIN AGILE
GROWTHINTERNATIONALLY
Reduce the cost of imported stock
Increase revenue compared to using international marketplaces
Efficient use of foreign exchange tools to protect your profit
Currencies Direct | All rights reserved 2014 copy 23
save up to 45but requires critical mass and isnrsquot always easy
Currencies Direct | All rights reserved 2014 copy 34
There is light at the end of the tunnel
E-tailingLetrsquos
talk
Currencies Direct | All rights reserved 2014 copy 35
E-tailingLetrsquos
talk
What happens when you are importing and then selling your product globally
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy
Buy stock for 150 USDGBP
$100 pound6666
Make sale for 120 EURGBP
euro150 pound12500
Profit made pound5833
36
E-tailingLetrsquos
talk
Increase your profits by 7
Profit increased
770
3 better
2 better
HOW IT WORKSUsing bank rates Using lsquowholesalersquo rates
1545 USDGBP
pound6472
1176 USDGBP
pound12755
pound6282
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Itrsquos more than just saving money
bull Gaining certainty over your cash flowsbull Managing currency risksbull Transparency of your fundsbull Expertise available when you need itbull Making informed decisionsbull Bespoke approach based on needs
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Efficient use of foreign exchange
Order placed
Payment made
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy 39
E-tailingLetrsquos
talk
httpyoutubeUHbQhRSV2-4
How it works
Currencies Direct | All rights reserved 2014 copy 40
E-tailingLetrsquos
talk
Top tips summaryENSURE YOU ACHIEVE THE BEST EXCHANGE RATE FOR OVERSEAS STOCK PURCHASES
Reduce your stock price
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
USE AN E-TAILER COLLECTION ACCOUNT TO RECEIVE MONEY FROM INTERNATIONAL MARKETPLACES
Increase profits from your international sales
Currencies Direct | All rights reserved 2014 copy 41
E-tailingLetrsquos
talk
TRUSTED BY OVER
150000 CLIENTS AND AUTHORISED BY THE FINANCIAL CONDUCT AUTHORITY
19 YEARS EXPERIENCEEstablished since 1996 market leader in foreign exchange services for online retailers
$3BN TURNOVERE-tailer overseas bank accounts in multiple countries and currencies
OVER 1800registered online sellers in every major financial centre
Currencies Direct | All rights reserved 2014 copy 42
Thank you for listeningwwwcurrenciesdirectcometailers
E-fulfilment How to optimise global E-fulfilment
Gary Rees
Seko Energy
Presentation byGary ReesBusiness Owner ndash Seko Synergygaryreessekosynergycoukwwwsekosynergycouk
Here
wwwsekosynergycouk
Slide Index
SEKO SYNERGY headline facts On demand logistics videoTech is the facilitator Multi-channel integrationsCouriers are mission critical Cross border fulfilment Key to success is in the On-Boarding process Choose your partner carefully
wwwsekosynergycouk
bull Northampton based fulfilment for late courier collectionsbull 250000 ftsup2 of fully bar-coded secure and clean warehousingbull 170 staff processing approximately 200000 items per daybull Tech and OnBoarding team of 8bull Always chasing the best tech in townbull Account management options ie full phone or ticketbull Clear courier service explanationsbull SEDEX auditedbull Owner run opportunity led business with a strong PampLbull Students of the fast moving e-commerce ecosystem
wwwsekosynergycouk
wwwsekosynergycouk
>
wwwsekosynergycouk
Tech is the facilitator
wwwsekosynergycouk
Your system
Your system
wwwsekosynergycouk
Couriers are mission critical
bull You get what you pay forbull Understand what exactly is on offerbull Read the courier contracts carefullybull Understand the fuel surchargebull Understand volumetric charging on Air shipmentsbull Pay more and delight your customers is our viewbull Align your website with your shipping promisesbull Couriers must be integrated with fulfilment so you have real-time information for your hard earned customersbull Give your fulfilment partner weights and dimensions and ask if they can support best courier choice by weight and territory
wwwsekosynergycouk
Cross border fulfilmentProduct labelling in local currency Export paperworkReturnsCustomer serviceNative websiteHazardous goods Local inventory fulfilmentAddress and order dataUnderstand your couriers offerings - tracking and POD
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
bull terms and conditionsbull commercial agreements
Thank you
These are presentation slides only and the information contained does not constitute definitive advice
Thrings is the trading style of Thrings LLP a limited liability partnership registered under NoOC342744 in England and Wales regulated by the Solicitors Regulation Authority A list of partners (members of Thrings LLP or employee or consultant with
equivalent standing and qualifications) is available at its registered office 6 Drakes Meadow Penny Lane Swindon SN3 3LL
A list of the members of the LLP is available for inspection at the registered office together with a list of those non members who are referred to as partners The word ldquopartnerrdquo is used to refer to a member of the LLP or an employee or consultant
with equivalent standing and qualifications
These are presentation slides only and the information contained does not constitute definitive advice
Thrings is the trading style of Thrings LLP a limited liability partnership registered under NoOC342744 in England and Wales regulated by the Solicitors Regulation Authority A list of partners (members of Thrings LLP or employee or consultant with
equivalent standing and qualifications) is available at its registered office 6 Drakes Meadow Penny Lane Swindon SN3 3LL
A list of the members of the LLP is available for inspection at the registered office together with a list of those non members who are referred to as partners The word ldquopartnerrdquo is used to refer to a member of the LLP or an employee or consultant
with equivalent standing and qualifications
Break
Online Payments Tips and tricks for selling in different
currencies
Deepak Goyal
Currencies Direct
Whorsquos talkingDeepak Goyal
Online Payments Handling sales and purchases in foreign currencies
Currencies Direct | All rights reserved 2014 copy 22
E-tailingLetrsquos
talk
TO HELP YOU
CREATEAND MAINTAIN AGILE
GROWTHINTERNATIONALLY
Reduce the cost of imported stock
Increase revenue compared to using international marketplaces
Efficient use of foreign exchange tools to protect your profit
Currencies Direct | All rights reserved 2014 copy 23
save up to 45but requires critical mass and isnrsquot always easy
Currencies Direct | All rights reserved 2014 copy 34
There is light at the end of the tunnel
E-tailingLetrsquos
talk
Currencies Direct | All rights reserved 2014 copy 35
E-tailingLetrsquos
talk
What happens when you are importing and then selling your product globally
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy
Buy stock for 150 USDGBP
$100 pound6666
Make sale for 120 EURGBP
euro150 pound12500
Profit made pound5833
36
E-tailingLetrsquos
talk
Increase your profits by 7
Profit increased
770
3 better
2 better
HOW IT WORKSUsing bank rates Using lsquowholesalersquo rates
1545 USDGBP
pound6472
1176 USDGBP
pound12755
pound6282
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Itrsquos more than just saving money
bull Gaining certainty over your cash flowsbull Managing currency risksbull Transparency of your fundsbull Expertise available when you need itbull Making informed decisionsbull Bespoke approach based on needs
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Efficient use of foreign exchange
Order placed
Payment made
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy 39
E-tailingLetrsquos
talk
httpyoutubeUHbQhRSV2-4
How it works
Currencies Direct | All rights reserved 2014 copy 40
E-tailingLetrsquos
talk
Top tips summaryENSURE YOU ACHIEVE THE BEST EXCHANGE RATE FOR OVERSEAS STOCK PURCHASES
Reduce your stock price
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
USE AN E-TAILER COLLECTION ACCOUNT TO RECEIVE MONEY FROM INTERNATIONAL MARKETPLACES
Increase profits from your international sales
Currencies Direct | All rights reserved 2014 copy 41
E-tailingLetrsquos
talk
TRUSTED BY OVER
150000 CLIENTS AND AUTHORISED BY THE FINANCIAL CONDUCT AUTHORITY
19 YEARS EXPERIENCEEstablished since 1996 market leader in foreign exchange services for online retailers
$3BN TURNOVERE-tailer overseas bank accounts in multiple countries and currencies
OVER 1800registered online sellers in every major financial centre
Currencies Direct | All rights reserved 2014 copy 42
Thank you for listeningwwwcurrenciesdirectcometailers
E-fulfilment How to optimise global E-fulfilment
Gary Rees
Seko Energy
Presentation byGary ReesBusiness Owner ndash Seko Synergygaryreessekosynergycoukwwwsekosynergycouk
Here
wwwsekosynergycouk
Slide Index
SEKO SYNERGY headline facts On demand logistics videoTech is the facilitator Multi-channel integrationsCouriers are mission critical Cross border fulfilment Key to success is in the On-Boarding process Choose your partner carefully
wwwsekosynergycouk
bull Northampton based fulfilment for late courier collectionsbull 250000 ftsup2 of fully bar-coded secure and clean warehousingbull 170 staff processing approximately 200000 items per daybull Tech and OnBoarding team of 8bull Always chasing the best tech in townbull Account management options ie full phone or ticketbull Clear courier service explanationsbull SEDEX auditedbull Owner run opportunity led business with a strong PampLbull Students of the fast moving e-commerce ecosystem
wwwsekosynergycouk
wwwsekosynergycouk
>
wwwsekosynergycouk
Tech is the facilitator
wwwsekosynergycouk
Your system
Your system
wwwsekosynergycouk
Couriers are mission critical
bull You get what you pay forbull Understand what exactly is on offerbull Read the courier contracts carefullybull Understand the fuel surchargebull Understand volumetric charging on Air shipmentsbull Pay more and delight your customers is our viewbull Align your website with your shipping promisesbull Couriers must be integrated with fulfilment so you have real-time information for your hard earned customersbull Give your fulfilment partner weights and dimensions and ask if they can support best courier choice by weight and territory
wwwsekosynergycouk
Cross border fulfilmentProduct labelling in local currency Export paperworkReturnsCustomer serviceNative websiteHazardous goods Local inventory fulfilmentAddress and order dataUnderstand your couriers offerings - tracking and POD
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
bull terms and conditionsbull commercial agreements
Thank you
These are presentation slides only and the information contained does not constitute definitive advice
Thrings is the trading style of Thrings LLP a limited liability partnership registered under NoOC342744 in England and Wales regulated by the Solicitors Regulation Authority A list of partners (members of Thrings LLP or employee or consultant with
equivalent standing and qualifications) is available at its registered office 6 Drakes Meadow Penny Lane Swindon SN3 3LL
A list of the members of the LLP is available for inspection at the registered office together with a list of those non members who are referred to as partners The word ldquopartnerrdquo is used to refer to a member of the LLP or an employee or consultant
with equivalent standing and qualifications
These are presentation slides only and the information contained does not constitute definitive advice
Thrings is the trading style of Thrings LLP a limited liability partnership registered under NoOC342744 in England and Wales regulated by the Solicitors Regulation Authority A list of partners (members of Thrings LLP or employee or consultant with
equivalent standing and qualifications) is available at its registered office 6 Drakes Meadow Penny Lane Swindon SN3 3LL
A list of the members of the LLP is available for inspection at the registered office together with a list of those non members who are referred to as partners The word ldquopartnerrdquo is used to refer to a member of the LLP or an employee or consultant
with equivalent standing and qualifications
Break
Online Payments Tips and tricks for selling in different
currencies
Deepak Goyal
Currencies Direct
Whorsquos talkingDeepak Goyal
Online Payments Handling sales and purchases in foreign currencies
Currencies Direct | All rights reserved 2014 copy 22
E-tailingLetrsquos
talk
TO HELP YOU
CREATEAND MAINTAIN AGILE
GROWTHINTERNATIONALLY
Reduce the cost of imported stock
Increase revenue compared to using international marketplaces
Efficient use of foreign exchange tools to protect your profit
Currencies Direct | All rights reserved 2014 copy 23
save up to 45but requires critical mass and isnrsquot always easy
Currencies Direct | All rights reserved 2014 copy 34
There is light at the end of the tunnel
E-tailingLetrsquos
talk
Currencies Direct | All rights reserved 2014 copy 35
E-tailingLetrsquos
talk
What happens when you are importing and then selling your product globally
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy
Buy stock for 150 USDGBP
$100 pound6666
Make sale for 120 EURGBP
euro150 pound12500
Profit made pound5833
36
E-tailingLetrsquos
talk
Increase your profits by 7
Profit increased
770
3 better
2 better
HOW IT WORKSUsing bank rates Using lsquowholesalersquo rates
1545 USDGBP
pound6472
1176 USDGBP
pound12755
pound6282
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Itrsquos more than just saving money
bull Gaining certainty over your cash flowsbull Managing currency risksbull Transparency of your fundsbull Expertise available when you need itbull Making informed decisionsbull Bespoke approach based on needs
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Efficient use of foreign exchange
Order placed
Payment made
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy 39
E-tailingLetrsquos
talk
httpyoutubeUHbQhRSV2-4
How it works
Currencies Direct | All rights reserved 2014 copy 40
E-tailingLetrsquos
talk
Top tips summaryENSURE YOU ACHIEVE THE BEST EXCHANGE RATE FOR OVERSEAS STOCK PURCHASES
Reduce your stock price
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
USE AN E-TAILER COLLECTION ACCOUNT TO RECEIVE MONEY FROM INTERNATIONAL MARKETPLACES
Increase profits from your international sales
Currencies Direct | All rights reserved 2014 copy 41
E-tailingLetrsquos
talk
TRUSTED BY OVER
150000 CLIENTS AND AUTHORISED BY THE FINANCIAL CONDUCT AUTHORITY
19 YEARS EXPERIENCEEstablished since 1996 market leader in foreign exchange services for online retailers
$3BN TURNOVERE-tailer overseas bank accounts in multiple countries and currencies
OVER 1800registered online sellers in every major financial centre
Currencies Direct | All rights reserved 2014 copy 42
Thank you for listeningwwwcurrenciesdirectcometailers
E-fulfilment How to optimise global E-fulfilment
Gary Rees
Seko Energy
Presentation byGary ReesBusiness Owner ndash Seko Synergygaryreessekosynergycoukwwwsekosynergycouk
Here
wwwsekosynergycouk
Slide Index
SEKO SYNERGY headline facts On demand logistics videoTech is the facilitator Multi-channel integrationsCouriers are mission critical Cross border fulfilment Key to success is in the On-Boarding process Choose your partner carefully
wwwsekosynergycouk
bull Northampton based fulfilment for late courier collectionsbull 250000 ftsup2 of fully bar-coded secure and clean warehousingbull 170 staff processing approximately 200000 items per daybull Tech and OnBoarding team of 8bull Always chasing the best tech in townbull Account management options ie full phone or ticketbull Clear courier service explanationsbull SEDEX auditedbull Owner run opportunity led business with a strong PampLbull Students of the fast moving e-commerce ecosystem
wwwsekosynergycouk
wwwsekosynergycouk
>
wwwsekosynergycouk
Tech is the facilitator
wwwsekosynergycouk
Your system
Your system
wwwsekosynergycouk
Couriers are mission critical
bull You get what you pay forbull Understand what exactly is on offerbull Read the courier contracts carefullybull Understand the fuel surchargebull Understand volumetric charging on Air shipmentsbull Pay more and delight your customers is our viewbull Align your website with your shipping promisesbull Couriers must be integrated with fulfilment so you have real-time information for your hard earned customersbull Give your fulfilment partner weights and dimensions and ask if they can support best courier choice by weight and territory
wwwsekosynergycouk
Cross border fulfilmentProduct labelling in local currency Export paperworkReturnsCustomer serviceNative websiteHazardous goods Local inventory fulfilmentAddress and order dataUnderstand your couriers offerings - tracking and POD
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
bull terms and conditionsbull commercial agreements
Thank you
These are presentation slides only and the information contained does not constitute definitive advice
Thrings is the trading style of Thrings LLP a limited liability partnership registered under NoOC342744 in England and Wales regulated by the Solicitors Regulation Authority A list of partners (members of Thrings LLP or employee or consultant with
equivalent standing and qualifications) is available at its registered office 6 Drakes Meadow Penny Lane Swindon SN3 3LL
A list of the members of the LLP is available for inspection at the registered office together with a list of those non members who are referred to as partners The word ldquopartnerrdquo is used to refer to a member of the LLP or an employee or consultant
with equivalent standing and qualifications
These are presentation slides only and the information contained does not constitute definitive advice
Thrings is the trading style of Thrings LLP a limited liability partnership registered under NoOC342744 in England and Wales regulated by the Solicitors Regulation Authority A list of partners (members of Thrings LLP or employee or consultant with
equivalent standing and qualifications) is available at its registered office 6 Drakes Meadow Penny Lane Swindon SN3 3LL
A list of the members of the LLP is available for inspection at the registered office together with a list of those non members who are referred to as partners The word ldquopartnerrdquo is used to refer to a member of the LLP or an employee or consultant
with equivalent standing and qualifications
Break
Online Payments Tips and tricks for selling in different
currencies
Deepak Goyal
Currencies Direct
Whorsquos talkingDeepak Goyal
Online Payments Handling sales and purchases in foreign currencies
Currencies Direct | All rights reserved 2014 copy 22
E-tailingLetrsquos
talk
TO HELP YOU
CREATEAND MAINTAIN AGILE
GROWTHINTERNATIONALLY
Reduce the cost of imported stock
Increase revenue compared to using international marketplaces
Efficient use of foreign exchange tools to protect your profit
Currencies Direct | All rights reserved 2014 copy 23
save up to 45but requires critical mass and isnrsquot always easy
Currencies Direct | All rights reserved 2014 copy 34
There is light at the end of the tunnel
E-tailingLetrsquos
talk
Currencies Direct | All rights reserved 2014 copy 35
E-tailingLetrsquos
talk
What happens when you are importing and then selling your product globally
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy
Buy stock for 150 USDGBP
$100 pound6666
Make sale for 120 EURGBP
euro150 pound12500
Profit made pound5833
36
E-tailingLetrsquos
talk
Increase your profits by 7
Profit increased
770
3 better
2 better
HOW IT WORKSUsing bank rates Using lsquowholesalersquo rates
1545 USDGBP
pound6472
1176 USDGBP
pound12755
pound6282
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Itrsquos more than just saving money
bull Gaining certainty over your cash flowsbull Managing currency risksbull Transparency of your fundsbull Expertise available when you need itbull Making informed decisionsbull Bespoke approach based on needs
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Efficient use of foreign exchange
Order placed
Payment made
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy 39
E-tailingLetrsquos
talk
httpyoutubeUHbQhRSV2-4
How it works
Currencies Direct | All rights reserved 2014 copy 40
E-tailingLetrsquos
talk
Top tips summaryENSURE YOU ACHIEVE THE BEST EXCHANGE RATE FOR OVERSEAS STOCK PURCHASES
Reduce your stock price
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
USE AN E-TAILER COLLECTION ACCOUNT TO RECEIVE MONEY FROM INTERNATIONAL MARKETPLACES
Increase profits from your international sales
Currencies Direct | All rights reserved 2014 copy 41
E-tailingLetrsquos
talk
TRUSTED BY OVER
150000 CLIENTS AND AUTHORISED BY THE FINANCIAL CONDUCT AUTHORITY
19 YEARS EXPERIENCEEstablished since 1996 market leader in foreign exchange services for online retailers
$3BN TURNOVERE-tailer overseas bank accounts in multiple countries and currencies
OVER 1800registered online sellers in every major financial centre
Currencies Direct | All rights reserved 2014 copy 42
Thank you for listeningwwwcurrenciesdirectcometailers
E-fulfilment How to optimise global E-fulfilment
Gary Rees
Seko Energy
Presentation byGary ReesBusiness Owner ndash Seko Synergygaryreessekosynergycoukwwwsekosynergycouk
Here
wwwsekosynergycouk
Slide Index
SEKO SYNERGY headline facts On demand logistics videoTech is the facilitator Multi-channel integrationsCouriers are mission critical Cross border fulfilment Key to success is in the On-Boarding process Choose your partner carefully
wwwsekosynergycouk
bull Northampton based fulfilment for late courier collectionsbull 250000 ftsup2 of fully bar-coded secure and clean warehousingbull 170 staff processing approximately 200000 items per daybull Tech and OnBoarding team of 8bull Always chasing the best tech in townbull Account management options ie full phone or ticketbull Clear courier service explanationsbull SEDEX auditedbull Owner run opportunity led business with a strong PampLbull Students of the fast moving e-commerce ecosystem
wwwsekosynergycouk
wwwsekosynergycouk
>
wwwsekosynergycouk
Tech is the facilitator
wwwsekosynergycouk
Your system
Your system
wwwsekosynergycouk
Couriers are mission critical
bull You get what you pay forbull Understand what exactly is on offerbull Read the courier contracts carefullybull Understand the fuel surchargebull Understand volumetric charging on Air shipmentsbull Pay more and delight your customers is our viewbull Align your website with your shipping promisesbull Couriers must be integrated with fulfilment so you have real-time information for your hard earned customersbull Give your fulfilment partner weights and dimensions and ask if they can support best courier choice by weight and territory
wwwsekosynergycouk
Cross border fulfilmentProduct labelling in local currency Export paperworkReturnsCustomer serviceNative websiteHazardous goods Local inventory fulfilmentAddress and order dataUnderstand your couriers offerings - tracking and POD
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
bull terms and conditionsbull commercial agreements
Thank you
These are presentation slides only and the information contained does not constitute definitive advice
Thrings is the trading style of Thrings LLP a limited liability partnership registered under NoOC342744 in England and Wales regulated by the Solicitors Regulation Authority A list of partners (members of Thrings LLP or employee or consultant with
equivalent standing and qualifications) is available at its registered office 6 Drakes Meadow Penny Lane Swindon SN3 3LL
A list of the members of the LLP is available for inspection at the registered office together with a list of those non members who are referred to as partners The word ldquopartnerrdquo is used to refer to a member of the LLP or an employee or consultant
with equivalent standing and qualifications
These are presentation slides only and the information contained does not constitute definitive advice
Thrings is the trading style of Thrings LLP a limited liability partnership registered under NoOC342744 in England and Wales regulated by the Solicitors Regulation Authority A list of partners (members of Thrings LLP or employee or consultant with
equivalent standing and qualifications) is available at its registered office 6 Drakes Meadow Penny Lane Swindon SN3 3LL
A list of the members of the LLP is available for inspection at the registered office together with a list of those non members who are referred to as partners The word ldquopartnerrdquo is used to refer to a member of the LLP or an employee or consultant
with equivalent standing and qualifications
Break
Online Payments Tips and tricks for selling in different
currencies
Deepak Goyal
Currencies Direct
Whorsquos talkingDeepak Goyal
Online Payments Handling sales and purchases in foreign currencies
Currencies Direct | All rights reserved 2014 copy 22
E-tailingLetrsquos
talk
TO HELP YOU
CREATEAND MAINTAIN AGILE
GROWTHINTERNATIONALLY
Reduce the cost of imported stock
Increase revenue compared to using international marketplaces
Efficient use of foreign exchange tools to protect your profit
Currencies Direct | All rights reserved 2014 copy 23
save up to 45but requires critical mass and isnrsquot always easy
Currencies Direct | All rights reserved 2014 copy 34
There is light at the end of the tunnel
E-tailingLetrsquos
talk
Currencies Direct | All rights reserved 2014 copy 35
E-tailingLetrsquos
talk
What happens when you are importing and then selling your product globally
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy
Buy stock for 150 USDGBP
$100 pound6666
Make sale for 120 EURGBP
euro150 pound12500
Profit made pound5833
36
E-tailingLetrsquos
talk
Increase your profits by 7
Profit increased
770
3 better
2 better
HOW IT WORKSUsing bank rates Using lsquowholesalersquo rates
1545 USDGBP
pound6472
1176 USDGBP
pound12755
pound6282
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Itrsquos more than just saving money
bull Gaining certainty over your cash flowsbull Managing currency risksbull Transparency of your fundsbull Expertise available when you need itbull Making informed decisionsbull Bespoke approach based on needs
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Efficient use of foreign exchange
Order placed
Payment made
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy 39
E-tailingLetrsquos
talk
httpyoutubeUHbQhRSV2-4
How it works
Currencies Direct | All rights reserved 2014 copy 40
E-tailingLetrsquos
talk
Top tips summaryENSURE YOU ACHIEVE THE BEST EXCHANGE RATE FOR OVERSEAS STOCK PURCHASES
Reduce your stock price
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
USE AN E-TAILER COLLECTION ACCOUNT TO RECEIVE MONEY FROM INTERNATIONAL MARKETPLACES
Increase profits from your international sales
Currencies Direct | All rights reserved 2014 copy 41
E-tailingLetrsquos
talk
TRUSTED BY OVER
150000 CLIENTS AND AUTHORISED BY THE FINANCIAL CONDUCT AUTHORITY
19 YEARS EXPERIENCEEstablished since 1996 market leader in foreign exchange services for online retailers
$3BN TURNOVERE-tailer overseas bank accounts in multiple countries and currencies
OVER 1800registered online sellers in every major financial centre
Currencies Direct | All rights reserved 2014 copy 42
Thank you for listeningwwwcurrenciesdirectcometailers
E-fulfilment How to optimise global E-fulfilment
Gary Rees
Seko Energy
Presentation byGary ReesBusiness Owner ndash Seko Synergygaryreessekosynergycoukwwwsekosynergycouk
Here
wwwsekosynergycouk
Slide Index
SEKO SYNERGY headline facts On demand logistics videoTech is the facilitator Multi-channel integrationsCouriers are mission critical Cross border fulfilment Key to success is in the On-Boarding process Choose your partner carefully
wwwsekosynergycouk
bull Northampton based fulfilment for late courier collectionsbull 250000 ftsup2 of fully bar-coded secure and clean warehousingbull 170 staff processing approximately 200000 items per daybull Tech and OnBoarding team of 8bull Always chasing the best tech in townbull Account management options ie full phone or ticketbull Clear courier service explanationsbull SEDEX auditedbull Owner run opportunity led business with a strong PampLbull Students of the fast moving e-commerce ecosystem
wwwsekosynergycouk
wwwsekosynergycouk
>
wwwsekosynergycouk
Tech is the facilitator
wwwsekosynergycouk
Your system
Your system
wwwsekosynergycouk
Couriers are mission critical
bull You get what you pay forbull Understand what exactly is on offerbull Read the courier contracts carefullybull Understand the fuel surchargebull Understand volumetric charging on Air shipmentsbull Pay more and delight your customers is our viewbull Align your website with your shipping promisesbull Couriers must be integrated with fulfilment so you have real-time information for your hard earned customersbull Give your fulfilment partner weights and dimensions and ask if they can support best courier choice by weight and territory
wwwsekosynergycouk
Cross border fulfilmentProduct labelling in local currency Export paperworkReturnsCustomer serviceNative websiteHazardous goods Local inventory fulfilmentAddress and order dataUnderstand your couriers offerings - tracking and POD
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
Slide 81
Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
Slide 87
Slide 88
Slide 89
Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
Thank you
These are presentation slides only and the information contained does not constitute definitive advice
Thrings is the trading style of Thrings LLP a limited liability partnership registered under NoOC342744 in England and Wales regulated by the Solicitors Regulation Authority A list of partners (members of Thrings LLP or employee or consultant with
equivalent standing and qualifications) is available at its registered office 6 Drakes Meadow Penny Lane Swindon SN3 3LL
A list of the members of the LLP is available for inspection at the registered office together with a list of those non members who are referred to as partners The word ldquopartnerrdquo is used to refer to a member of the LLP or an employee or consultant
with equivalent standing and qualifications
These are presentation slides only and the information contained does not constitute definitive advice
Thrings is the trading style of Thrings LLP a limited liability partnership registered under NoOC342744 in England and Wales regulated by the Solicitors Regulation Authority A list of partners (members of Thrings LLP or employee or consultant with
equivalent standing and qualifications) is available at its registered office 6 Drakes Meadow Penny Lane Swindon SN3 3LL
A list of the members of the LLP is available for inspection at the registered office together with a list of those non members who are referred to as partners The word ldquopartnerrdquo is used to refer to a member of the LLP or an employee or consultant
with equivalent standing and qualifications
Break
Online Payments Tips and tricks for selling in different
currencies
Deepak Goyal
Currencies Direct
Whorsquos talkingDeepak Goyal
Online Payments Handling sales and purchases in foreign currencies
Currencies Direct | All rights reserved 2014 copy 22
E-tailingLetrsquos
talk
TO HELP YOU
CREATEAND MAINTAIN AGILE
GROWTHINTERNATIONALLY
Reduce the cost of imported stock
Increase revenue compared to using international marketplaces
Efficient use of foreign exchange tools to protect your profit
Currencies Direct | All rights reserved 2014 copy 23
save up to 45but requires critical mass and isnrsquot always easy
Currencies Direct | All rights reserved 2014 copy 34
There is light at the end of the tunnel
E-tailingLetrsquos
talk
Currencies Direct | All rights reserved 2014 copy 35
E-tailingLetrsquos
talk
What happens when you are importing and then selling your product globally
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy
Buy stock for 150 USDGBP
$100 pound6666
Make sale for 120 EURGBP
euro150 pound12500
Profit made pound5833
36
E-tailingLetrsquos
talk
Increase your profits by 7
Profit increased
770
3 better
2 better
HOW IT WORKSUsing bank rates Using lsquowholesalersquo rates
1545 USDGBP
pound6472
1176 USDGBP
pound12755
pound6282
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Itrsquos more than just saving money
bull Gaining certainty over your cash flowsbull Managing currency risksbull Transparency of your fundsbull Expertise available when you need itbull Making informed decisionsbull Bespoke approach based on needs
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Efficient use of foreign exchange
Order placed
Payment made
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy 39
E-tailingLetrsquos
talk
httpyoutubeUHbQhRSV2-4
How it works
Currencies Direct | All rights reserved 2014 copy 40
E-tailingLetrsquos
talk
Top tips summaryENSURE YOU ACHIEVE THE BEST EXCHANGE RATE FOR OVERSEAS STOCK PURCHASES
Reduce your stock price
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
USE AN E-TAILER COLLECTION ACCOUNT TO RECEIVE MONEY FROM INTERNATIONAL MARKETPLACES
Increase profits from your international sales
Currencies Direct | All rights reserved 2014 copy 41
E-tailingLetrsquos
talk
TRUSTED BY OVER
150000 CLIENTS AND AUTHORISED BY THE FINANCIAL CONDUCT AUTHORITY
19 YEARS EXPERIENCEEstablished since 1996 market leader in foreign exchange services for online retailers
$3BN TURNOVERE-tailer overseas bank accounts in multiple countries and currencies
OVER 1800registered online sellers in every major financial centre
Currencies Direct | All rights reserved 2014 copy 42
Thank you for listeningwwwcurrenciesdirectcometailers
E-fulfilment How to optimise global E-fulfilment
Gary Rees
Seko Energy
Presentation byGary ReesBusiness Owner ndash Seko Synergygaryreessekosynergycoukwwwsekosynergycouk
Here
wwwsekosynergycouk
Slide Index
SEKO SYNERGY headline facts On demand logistics videoTech is the facilitator Multi-channel integrationsCouriers are mission critical Cross border fulfilment Key to success is in the On-Boarding process Choose your partner carefully
wwwsekosynergycouk
bull Northampton based fulfilment for late courier collectionsbull 250000 ftsup2 of fully bar-coded secure and clean warehousingbull 170 staff processing approximately 200000 items per daybull Tech and OnBoarding team of 8bull Always chasing the best tech in townbull Account management options ie full phone or ticketbull Clear courier service explanationsbull SEDEX auditedbull Owner run opportunity led business with a strong PampLbull Students of the fast moving e-commerce ecosystem
wwwsekosynergycouk
wwwsekosynergycouk
>
wwwsekosynergycouk
Tech is the facilitator
wwwsekosynergycouk
Your system
Your system
wwwsekosynergycouk
Couriers are mission critical
bull You get what you pay forbull Understand what exactly is on offerbull Read the courier contracts carefullybull Understand the fuel surchargebull Understand volumetric charging on Air shipmentsbull Pay more and delight your customers is our viewbull Align your website with your shipping promisesbull Couriers must be integrated with fulfilment so you have real-time information for your hard earned customersbull Give your fulfilment partner weights and dimensions and ask if they can support best courier choice by weight and territory
wwwsekosynergycouk
Cross border fulfilmentProduct labelling in local currency Export paperworkReturnsCustomer serviceNative websiteHazardous goods Local inventory fulfilmentAddress and order dataUnderstand your couriers offerings - tracking and POD
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
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Slide 77
Slide 78
Slide 79
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Slide 81
Slide 82
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Slide 85
Slide 86
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Slide 89
Slide 90
Slide 91
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Slide 97
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Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
These are presentation slides only and the information contained does not constitute definitive advice
Thrings is the trading style of Thrings LLP a limited liability partnership registered under NoOC342744 in England and Wales regulated by the Solicitors Regulation Authority A list of partners (members of Thrings LLP or employee or consultant with
equivalent standing and qualifications) is available at its registered office 6 Drakes Meadow Penny Lane Swindon SN3 3LL
A list of the members of the LLP is available for inspection at the registered office together with a list of those non members who are referred to as partners The word ldquopartnerrdquo is used to refer to a member of the LLP or an employee or consultant
with equivalent standing and qualifications
Break
Online Payments Tips and tricks for selling in different
currencies
Deepak Goyal
Currencies Direct
Whorsquos talkingDeepak Goyal
Online Payments Handling sales and purchases in foreign currencies
Currencies Direct | All rights reserved 2014 copy 22
E-tailingLetrsquos
talk
TO HELP YOU
CREATEAND MAINTAIN AGILE
GROWTHINTERNATIONALLY
Reduce the cost of imported stock
Increase revenue compared to using international marketplaces
Efficient use of foreign exchange tools to protect your profit
Currencies Direct | All rights reserved 2014 copy 23
save up to 45but requires critical mass and isnrsquot always easy
Currencies Direct | All rights reserved 2014 copy 34
There is light at the end of the tunnel
E-tailingLetrsquos
talk
Currencies Direct | All rights reserved 2014 copy 35
E-tailingLetrsquos
talk
What happens when you are importing and then selling your product globally
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy
Buy stock for 150 USDGBP
$100 pound6666
Make sale for 120 EURGBP
euro150 pound12500
Profit made pound5833
36
E-tailingLetrsquos
talk
Increase your profits by 7
Profit increased
770
3 better
2 better
HOW IT WORKSUsing bank rates Using lsquowholesalersquo rates
1545 USDGBP
pound6472
1176 USDGBP
pound12755
pound6282
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Itrsquos more than just saving money
bull Gaining certainty over your cash flowsbull Managing currency risksbull Transparency of your fundsbull Expertise available when you need itbull Making informed decisionsbull Bespoke approach based on needs
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Efficient use of foreign exchange
Order placed
Payment made
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy 39
E-tailingLetrsquos
talk
httpyoutubeUHbQhRSV2-4
How it works
Currencies Direct | All rights reserved 2014 copy 40
E-tailingLetrsquos
talk
Top tips summaryENSURE YOU ACHIEVE THE BEST EXCHANGE RATE FOR OVERSEAS STOCK PURCHASES
Reduce your stock price
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
USE AN E-TAILER COLLECTION ACCOUNT TO RECEIVE MONEY FROM INTERNATIONAL MARKETPLACES
Increase profits from your international sales
Currencies Direct | All rights reserved 2014 copy 41
E-tailingLetrsquos
talk
TRUSTED BY OVER
150000 CLIENTS AND AUTHORISED BY THE FINANCIAL CONDUCT AUTHORITY
19 YEARS EXPERIENCEEstablished since 1996 market leader in foreign exchange services for online retailers
$3BN TURNOVERE-tailer overseas bank accounts in multiple countries and currencies
OVER 1800registered online sellers in every major financial centre
Currencies Direct | All rights reserved 2014 copy 42
Thank you for listeningwwwcurrenciesdirectcometailers
E-fulfilment How to optimise global E-fulfilment
Gary Rees
Seko Energy
Presentation byGary ReesBusiness Owner ndash Seko Synergygaryreessekosynergycoukwwwsekosynergycouk
Here
wwwsekosynergycouk
Slide Index
SEKO SYNERGY headline facts On demand logistics videoTech is the facilitator Multi-channel integrationsCouriers are mission critical Cross border fulfilment Key to success is in the On-Boarding process Choose your partner carefully
wwwsekosynergycouk
bull Northampton based fulfilment for late courier collectionsbull 250000 ftsup2 of fully bar-coded secure and clean warehousingbull 170 staff processing approximately 200000 items per daybull Tech and OnBoarding team of 8bull Always chasing the best tech in townbull Account management options ie full phone or ticketbull Clear courier service explanationsbull SEDEX auditedbull Owner run opportunity led business with a strong PampLbull Students of the fast moving e-commerce ecosystem
wwwsekosynergycouk
wwwsekosynergycouk
>
wwwsekosynergycouk
Tech is the facilitator
wwwsekosynergycouk
Your system
Your system
wwwsekosynergycouk
Couriers are mission critical
bull You get what you pay forbull Understand what exactly is on offerbull Read the courier contracts carefullybull Understand the fuel surchargebull Understand volumetric charging on Air shipmentsbull Pay more and delight your customers is our viewbull Align your website with your shipping promisesbull Couriers must be integrated with fulfilment so you have real-time information for your hard earned customersbull Give your fulfilment partner weights and dimensions and ask if they can support best courier choice by weight and territory
wwwsekosynergycouk
Cross border fulfilmentProduct labelling in local currency Export paperworkReturnsCustomer serviceNative websiteHazardous goods Local inventory fulfilmentAddress and order dataUnderstand your couriers offerings - tracking and POD
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
save up to 45but requires critical mass and isnrsquot always easy
Currencies Direct | All rights reserved 2014 copy 34
There is light at the end of the tunnel
E-tailingLetrsquos
talk
Currencies Direct | All rights reserved 2014 copy 35
E-tailingLetrsquos
talk
What happens when you are importing and then selling your product globally
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy
Buy stock for 150 USDGBP
$100 pound6666
Make sale for 120 EURGBP
euro150 pound12500
Profit made pound5833
36
E-tailingLetrsquos
talk
Increase your profits by 7
Profit increased
770
3 better
2 better
HOW IT WORKSUsing bank rates Using lsquowholesalersquo rates
1545 USDGBP
pound6472
1176 USDGBP
pound12755
pound6282
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Itrsquos more than just saving money
bull Gaining certainty over your cash flowsbull Managing currency risksbull Transparency of your fundsbull Expertise available when you need itbull Making informed decisionsbull Bespoke approach based on needs
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Efficient use of foreign exchange
Order placed
Payment made
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy 39
E-tailingLetrsquos
talk
httpyoutubeUHbQhRSV2-4
How it works
Currencies Direct | All rights reserved 2014 copy 40
E-tailingLetrsquos
talk
Top tips summaryENSURE YOU ACHIEVE THE BEST EXCHANGE RATE FOR OVERSEAS STOCK PURCHASES
Reduce your stock price
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
USE AN E-TAILER COLLECTION ACCOUNT TO RECEIVE MONEY FROM INTERNATIONAL MARKETPLACES
Increase profits from your international sales
Currencies Direct | All rights reserved 2014 copy 41
E-tailingLetrsquos
talk
TRUSTED BY OVER
150000 CLIENTS AND AUTHORISED BY THE FINANCIAL CONDUCT AUTHORITY
19 YEARS EXPERIENCEEstablished since 1996 market leader in foreign exchange services for online retailers
$3BN TURNOVERE-tailer overseas bank accounts in multiple countries and currencies
OVER 1800registered online sellers in every major financial centre
Currencies Direct | All rights reserved 2014 copy 42
Thank you for listeningwwwcurrenciesdirectcometailers
E-fulfilment How to optimise global E-fulfilment
Gary Rees
Seko Energy
Presentation byGary ReesBusiness Owner ndash Seko Synergygaryreessekosynergycoukwwwsekosynergycouk
Here
wwwsekosynergycouk
Slide Index
SEKO SYNERGY headline facts On demand logistics videoTech is the facilitator Multi-channel integrationsCouriers are mission critical Cross border fulfilment Key to success is in the On-Boarding process Choose your partner carefully
wwwsekosynergycouk
bull Northampton based fulfilment for late courier collectionsbull 250000 ftsup2 of fully bar-coded secure and clean warehousingbull 170 staff processing approximately 200000 items per daybull Tech and OnBoarding team of 8bull Always chasing the best tech in townbull Account management options ie full phone or ticketbull Clear courier service explanationsbull SEDEX auditedbull Owner run opportunity led business with a strong PampLbull Students of the fast moving e-commerce ecosystem
wwwsekosynergycouk
wwwsekosynergycouk
>
wwwsekosynergycouk
Tech is the facilitator
wwwsekosynergycouk
Your system
Your system
wwwsekosynergycouk
Couriers are mission critical
bull You get what you pay forbull Understand what exactly is on offerbull Read the courier contracts carefullybull Understand the fuel surchargebull Understand volumetric charging on Air shipmentsbull Pay more and delight your customers is our viewbull Align your website with your shipping promisesbull Couriers must be integrated with fulfilment so you have real-time information for your hard earned customersbull Give your fulfilment partner weights and dimensions and ask if they can support best courier choice by weight and territory
wwwsekosynergycouk
Cross border fulfilmentProduct labelling in local currency Export paperworkReturnsCustomer serviceNative websiteHazardous goods Local inventory fulfilmentAddress and order dataUnderstand your couriers offerings - tracking and POD
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
save up to 45but requires critical mass and isnrsquot always easy
Currencies Direct | All rights reserved 2014 copy 34
There is light at the end of the tunnel
E-tailingLetrsquos
talk
Currencies Direct | All rights reserved 2014 copy 35
E-tailingLetrsquos
talk
What happens when you are importing and then selling your product globally
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy
Buy stock for 150 USDGBP
$100 pound6666
Make sale for 120 EURGBP
euro150 pound12500
Profit made pound5833
36
E-tailingLetrsquos
talk
Increase your profits by 7
Profit increased
770
3 better
2 better
HOW IT WORKSUsing bank rates Using lsquowholesalersquo rates
1545 USDGBP
pound6472
1176 USDGBP
pound12755
pound6282
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Itrsquos more than just saving money
bull Gaining certainty over your cash flowsbull Managing currency risksbull Transparency of your fundsbull Expertise available when you need itbull Making informed decisionsbull Bespoke approach based on needs
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Efficient use of foreign exchange
Order placed
Payment made
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy 39
E-tailingLetrsquos
talk
httpyoutubeUHbQhRSV2-4
How it works
Currencies Direct | All rights reserved 2014 copy 40
E-tailingLetrsquos
talk
Top tips summaryENSURE YOU ACHIEVE THE BEST EXCHANGE RATE FOR OVERSEAS STOCK PURCHASES
Reduce your stock price
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
USE AN E-TAILER COLLECTION ACCOUNT TO RECEIVE MONEY FROM INTERNATIONAL MARKETPLACES
Increase profits from your international sales
Currencies Direct | All rights reserved 2014 copy 41
E-tailingLetrsquos
talk
TRUSTED BY OVER
150000 CLIENTS AND AUTHORISED BY THE FINANCIAL CONDUCT AUTHORITY
19 YEARS EXPERIENCEEstablished since 1996 market leader in foreign exchange services for online retailers
$3BN TURNOVERE-tailer overseas bank accounts in multiple countries and currencies
OVER 1800registered online sellers in every major financial centre
Currencies Direct | All rights reserved 2014 copy 42
Thank you for listeningwwwcurrenciesdirectcometailers
E-fulfilment How to optimise global E-fulfilment
Gary Rees
Seko Energy
Presentation byGary ReesBusiness Owner ndash Seko Synergygaryreessekosynergycoukwwwsekosynergycouk
Here
wwwsekosynergycouk
Slide Index
SEKO SYNERGY headline facts On demand logistics videoTech is the facilitator Multi-channel integrationsCouriers are mission critical Cross border fulfilment Key to success is in the On-Boarding process Choose your partner carefully
wwwsekosynergycouk
bull Northampton based fulfilment for late courier collectionsbull 250000 ftsup2 of fully bar-coded secure and clean warehousingbull 170 staff processing approximately 200000 items per daybull Tech and OnBoarding team of 8bull Always chasing the best tech in townbull Account management options ie full phone or ticketbull Clear courier service explanationsbull SEDEX auditedbull Owner run opportunity led business with a strong PampLbull Students of the fast moving e-commerce ecosystem
wwwsekosynergycouk
wwwsekosynergycouk
>
wwwsekosynergycouk
Tech is the facilitator
wwwsekosynergycouk
Your system
Your system
wwwsekosynergycouk
Couriers are mission critical
bull You get what you pay forbull Understand what exactly is on offerbull Read the courier contracts carefullybull Understand the fuel surchargebull Understand volumetric charging on Air shipmentsbull Pay more and delight your customers is our viewbull Align your website with your shipping promisesbull Couriers must be integrated with fulfilment so you have real-time information for your hard earned customersbull Give your fulfilment partner weights and dimensions and ask if they can support best courier choice by weight and territory
wwwsekosynergycouk
Cross border fulfilmentProduct labelling in local currency Export paperworkReturnsCustomer serviceNative websiteHazardous goods Local inventory fulfilmentAddress and order dataUnderstand your couriers offerings - tracking and POD
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
save up to 45but requires critical mass and isnrsquot always easy
Currencies Direct | All rights reserved 2014 copy 34
There is light at the end of the tunnel
E-tailingLetrsquos
talk
Currencies Direct | All rights reserved 2014 copy 35
E-tailingLetrsquos
talk
What happens when you are importing and then selling your product globally
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy
Buy stock for 150 USDGBP
$100 pound6666
Make sale for 120 EURGBP
euro150 pound12500
Profit made pound5833
36
E-tailingLetrsquos
talk
Increase your profits by 7
Profit increased
770
3 better
2 better
HOW IT WORKSUsing bank rates Using lsquowholesalersquo rates
1545 USDGBP
pound6472
1176 USDGBP
pound12755
pound6282
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Itrsquos more than just saving money
bull Gaining certainty over your cash flowsbull Managing currency risksbull Transparency of your fundsbull Expertise available when you need itbull Making informed decisionsbull Bespoke approach based on needs
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Efficient use of foreign exchange
Order placed
Payment made
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy 39
E-tailingLetrsquos
talk
httpyoutubeUHbQhRSV2-4
How it works
Currencies Direct | All rights reserved 2014 copy 40
E-tailingLetrsquos
talk
Top tips summaryENSURE YOU ACHIEVE THE BEST EXCHANGE RATE FOR OVERSEAS STOCK PURCHASES
Reduce your stock price
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
USE AN E-TAILER COLLECTION ACCOUNT TO RECEIVE MONEY FROM INTERNATIONAL MARKETPLACES
Increase profits from your international sales
Currencies Direct | All rights reserved 2014 copy 41
E-tailingLetrsquos
talk
TRUSTED BY OVER
150000 CLIENTS AND AUTHORISED BY THE FINANCIAL CONDUCT AUTHORITY
19 YEARS EXPERIENCEEstablished since 1996 market leader in foreign exchange services for online retailers
$3BN TURNOVERE-tailer overseas bank accounts in multiple countries and currencies
OVER 1800registered online sellers in every major financial centre
Currencies Direct | All rights reserved 2014 copy 42
Thank you for listeningwwwcurrenciesdirectcometailers
E-fulfilment How to optimise global E-fulfilment
Gary Rees
Seko Energy
Presentation byGary ReesBusiness Owner ndash Seko Synergygaryreessekosynergycoukwwwsekosynergycouk
Here
wwwsekosynergycouk
Slide Index
SEKO SYNERGY headline facts On demand logistics videoTech is the facilitator Multi-channel integrationsCouriers are mission critical Cross border fulfilment Key to success is in the On-Boarding process Choose your partner carefully
wwwsekosynergycouk
bull Northampton based fulfilment for late courier collectionsbull 250000 ftsup2 of fully bar-coded secure and clean warehousingbull 170 staff processing approximately 200000 items per daybull Tech and OnBoarding team of 8bull Always chasing the best tech in townbull Account management options ie full phone or ticketbull Clear courier service explanationsbull SEDEX auditedbull Owner run opportunity led business with a strong PampLbull Students of the fast moving e-commerce ecosystem
wwwsekosynergycouk
wwwsekosynergycouk
>
wwwsekosynergycouk
Tech is the facilitator
wwwsekosynergycouk
Your system
Your system
wwwsekosynergycouk
Couriers are mission critical
bull You get what you pay forbull Understand what exactly is on offerbull Read the courier contracts carefullybull Understand the fuel surchargebull Understand volumetric charging on Air shipmentsbull Pay more and delight your customers is our viewbull Align your website with your shipping promisesbull Couriers must be integrated with fulfilment so you have real-time information for your hard earned customersbull Give your fulfilment partner weights and dimensions and ask if they can support best courier choice by weight and territory
wwwsekosynergycouk
Cross border fulfilmentProduct labelling in local currency Export paperworkReturnsCustomer serviceNative websiteHazardous goods Local inventory fulfilmentAddress and order dataUnderstand your couriers offerings - tracking and POD
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
save up to 45but requires critical mass and isnrsquot always easy
Currencies Direct | All rights reserved 2014 copy 34
There is light at the end of the tunnel
E-tailingLetrsquos
talk
Currencies Direct | All rights reserved 2014 copy 35
E-tailingLetrsquos
talk
What happens when you are importing and then selling your product globally
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy
Buy stock for 150 USDGBP
$100 pound6666
Make sale for 120 EURGBP
euro150 pound12500
Profit made pound5833
36
E-tailingLetrsquos
talk
Increase your profits by 7
Profit increased
770
3 better
2 better
HOW IT WORKSUsing bank rates Using lsquowholesalersquo rates
1545 USDGBP
pound6472
1176 USDGBP
pound12755
pound6282
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Itrsquos more than just saving money
bull Gaining certainty over your cash flowsbull Managing currency risksbull Transparency of your fundsbull Expertise available when you need itbull Making informed decisionsbull Bespoke approach based on needs
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Efficient use of foreign exchange
Order placed
Payment made
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy 39
E-tailingLetrsquos
talk
httpyoutubeUHbQhRSV2-4
How it works
Currencies Direct | All rights reserved 2014 copy 40
E-tailingLetrsquos
talk
Top tips summaryENSURE YOU ACHIEVE THE BEST EXCHANGE RATE FOR OVERSEAS STOCK PURCHASES
Reduce your stock price
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
USE AN E-TAILER COLLECTION ACCOUNT TO RECEIVE MONEY FROM INTERNATIONAL MARKETPLACES
Increase profits from your international sales
Currencies Direct | All rights reserved 2014 copy 41
E-tailingLetrsquos
talk
TRUSTED BY OVER
150000 CLIENTS AND AUTHORISED BY THE FINANCIAL CONDUCT AUTHORITY
19 YEARS EXPERIENCEEstablished since 1996 market leader in foreign exchange services for online retailers
$3BN TURNOVERE-tailer overseas bank accounts in multiple countries and currencies
OVER 1800registered online sellers in every major financial centre
Currencies Direct | All rights reserved 2014 copy 42
Thank you for listeningwwwcurrenciesdirectcometailers
E-fulfilment How to optimise global E-fulfilment
Gary Rees
Seko Energy
Presentation byGary ReesBusiness Owner ndash Seko Synergygaryreessekosynergycoukwwwsekosynergycouk
Here
wwwsekosynergycouk
Slide Index
SEKO SYNERGY headline facts On demand logistics videoTech is the facilitator Multi-channel integrationsCouriers are mission critical Cross border fulfilment Key to success is in the On-Boarding process Choose your partner carefully
wwwsekosynergycouk
bull Northampton based fulfilment for late courier collectionsbull 250000 ftsup2 of fully bar-coded secure and clean warehousingbull 170 staff processing approximately 200000 items per daybull Tech and OnBoarding team of 8bull Always chasing the best tech in townbull Account management options ie full phone or ticketbull Clear courier service explanationsbull SEDEX auditedbull Owner run opportunity led business with a strong PampLbull Students of the fast moving e-commerce ecosystem
wwwsekosynergycouk
wwwsekosynergycouk
>
wwwsekosynergycouk
Tech is the facilitator
wwwsekosynergycouk
Your system
Your system
wwwsekosynergycouk
Couriers are mission critical
bull You get what you pay forbull Understand what exactly is on offerbull Read the courier contracts carefullybull Understand the fuel surchargebull Understand volumetric charging on Air shipmentsbull Pay more and delight your customers is our viewbull Align your website with your shipping promisesbull Couriers must be integrated with fulfilment so you have real-time information for your hard earned customersbull Give your fulfilment partner weights and dimensions and ask if they can support best courier choice by weight and territory
wwwsekosynergycouk
Cross border fulfilmentProduct labelling in local currency Export paperworkReturnsCustomer serviceNative websiteHazardous goods Local inventory fulfilmentAddress and order dataUnderstand your couriers offerings - tracking and POD
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
save up to 45but requires critical mass and isnrsquot always easy
Currencies Direct | All rights reserved 2014 copy 34
There is light at the end of the tunnel
E-tailingLetrsquos
talk
Currencies Direct | All rights reserved 2014 copy 35
E-tailingLetrsquos
talk
What happens when you are importing and then selling your product globally
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy
Buy stock for 150 USDGBP
$100 pound6666
Make sale for 120 EURGBP
euro150 pound12500
Profit made pound5833
36
E-tailingLetrsquos
talk
Increase your profits by 7
Profit increased
770
3 better
2 better
HOW IT WORKSUsing bank rates Using lsquowholesalersquo rates
1545 USDGBP
pound6472
1176 USDGBP
pound12755
pound6282
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Itrsquos more than just saving money
bull Gaining certainty over your cash flowsbull Managing currency risksbull Transparency of your fundsbull Expertise available when you need itbull Making informed decisionsbull Bespoke approach based on needs
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Efficient use of foreign exchange
Order placed
Payment made
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy 39
E-tailingLetrsquos
talk
httpyoutubeUHbQhRSV2-4
How it works
Currencies Direct | All rights reserved 2014 copy 40
E-tailingLetrsquos
talk
Top tips summaryENSURE YOU ACHIEVE THE BEST EXCHANGE RATE FOR OVERSEAS STOCK PURCHASES
Reduce your stock price
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
USE AN E-TAILER COLLECTION ACCOUNT TO RECEIVE MONEY FROM INTERNATIONAL MARKETPLACES
Increase profits from your international sales
Currencies Direct | All rights reserved 2014 copy 41
E-tailingLetrsquos
talk
TRUSTED BY OVER
150000 CLIENTS AND AUTHORISED BY THE FINANCIAL CONDUCT AUTHORITY
19 YEARS EXPERIENCEEstablished since 1996 market leader in foreign exchange services for online retailers
$3BN TURNOVERE-tailer overseas bank accounts in multiple countries and currencies
OVER 1800registered online sellers in every major financial centre
Currencies Direct | All rights reserved 2014 copy 42
Thank you for listeningwwwcurrenciesdirectcometailers
E-fulfilment How to optimise global E-fulfilment
Gary Rees
Seko Energy
Presentation byGary ReesBusiness Owner ndash Seko Synergygaryreessekosynergycoukwwwsekosynergycouk
Here
wwwsekosynergycouk
Slide Index
SEKO SYNERGY headline facts On demand logistics videoTech is the facilitator Multi-channel integrationsCouriers are mission critical Cross border fulfilment Key to success is in the On-Boarding process Choose your partner carefully
wwwsekosynergycouk
bull Northampton based fulfilment for late courier collectionsbull 250000 ftsup2 of fully bar-coded secure and clean warehousingbull 170 staff processing approximately 200000 items per daybull Tech and OnBoarding team of 8bull Always chasing the best tech in townbull Account management options ie full phone or ticketbull Clear courier service explanationsbull SEDEX auditedbull Owner run opportunity led business with a strong PampLbull Students of the fast moving e-commerce ecosystem
wwwsekosynergycouk
wwwsekosynergycouk
>
wwwsekosynergycouk
Tech is the facilitator
wwwsekosynergycouk
Your system
Your system
wwwsekosynergycouk
Couriers are mission critical
bull You get what you pay forbull Understand what exactly is on offerbull Read the courier contracts carefullybull Understand the fuel surchargebull Understand volumetric charging on Air shipmentsbull Pay more and delight your customers is our viewbull Align your website with your shipping promisesbull Couriers must be integrated with fulfilment so you have real-time information for your hard earned customersbull Give your fulfilment partner weights and dimensions and ask if they can support best courier choice by weight and territory
wwwsekosynergycouk
Cross border fulfilmentProduct labelling in local currency Export paperworkReturnsCustomer serviceNative websiteHazardous goods Local inventory fulfilmentAddress and order dataUnderstand your couriers offerings - tracking and POD
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
save up to 45but requires critical mass and isnrsquot always easy
Currencies Direct | All rights reserved 2014 copy 34
There is light at the end of the tunnel
E-tailingLetrsquos
talk
Currencies Direct | All rights reserved 2014 copy 35
E-tailingLetrsquos
talk
What happens when you are importing and then selling your product globally
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy
Buy stock for 150 USDGBP
$100 pound6666
Make sale for 120 EURGBP
euro150 pound12500
Profit made pound5833
36
E-tailingLetrsquos
talk
Increase your profits by 7
Profit increased
770
3 better
2 better
HOW IT WORKSUsing bank rates Using lsquowholesalersquo rates
1545 USDGBP
pound6472
1176 USDGBP
pound12755
pound6282
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Itrsquos more than just saving money
bull Gaining certainty over your cash flowsbull Managing currency risksbull Transparency of your fundsbull Expertise available when you need itbull Making informed decisionsbull Bespoke approach based on needs
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Efficient use of foreign exchange
Order placed
Payment made
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy 39
E-tailingLetrsquos
talk
httpyoutubeUHbQhRSV2-4
How it works
Currencies Direct | All rights reserved 2014 copy 40
E-tailingLetrsquos
talk
Top tips summaryENSURE YOU ACHIEVE THE BEST EXCHANGE RATE FOR OVERSEAS STOCK PURCHASES
Reduce your stock price
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
USE AN E-TAILER COLLECTION ACCOUNT TO RECEIVE MONEY FROM INTERNATIONAL MARKETPLACES
Increase profits from your international sales
Currencies Direct | All rights reserved 2014 copy 41
E-tailingLetrsquos
talk
TRUSTED BY OVER
150000 CLIENTS AND AUTHORISED BY THE FINANCIAL CONDUCT AUTHORITY
19 YEARS EXPERIENCEEstablished since 1996 market leader in foreign exchange services for online retailers
$3BN TURNOVERE-tailer overseas bank accounts in multiple countries and currencies
OVER 1800registered online sellers in every major financial centre
Currencies Direct | All rights reserved 2014 copy 42
Thank you for listeningwwwcurrenciesdirectcometailers
E-fulfilment How to optimise global E-fulfilment
Gary Rees
Seko Energy
Presentation byGary ReesBusiness Owner ndash Seko Synergygaryreessekosynergycoukwwwsekosynergycouk
Here
wwwsekosynergycouk
Slide Index
SEKO SYNERGY headline facts On demand logistics videoTech is the facilitator Multi-channel integrationsCouriers are mission critical Cross border fulfilment Key to success is in the On-Boarding process Choose your partner carefully
wwwsekosynergycouk
bull Northampton based fulfilment for late courier collectionsbull 250000 ftsup2 of fully bar-coded secure and clean warehousingbull 170 staff processing approximately 200000 items per daybull Tech and OnBoarding team of 8bull Always chasing the best tech in townbull Account management options ie full phone or ticketbull Clear courier service explanationsbull SEDEX auditedbull Owner run opportunity led business with a strong PampLbull Students of the fast moving e-commerce ecosystem
wwwsekosynergycouk
wwwsekosynergycouk
>
wwwsekosynergycouk
Tech is the facilitator
wwwsekosynergycouk
Your system
Your system
wwwsekosynergycouk
Couriers are mission critical
bull You get what you pay forbull Understand what exactly is on offerbull Read the courier contracts carefullybull Understand the fuel surchargebull Understand volumetric charging on Air shipmentsbull Pay more and delight your customers is our viewbull Align your website with your shipping promisesbull Couriers must be integrated with fulfilment so you have real-time information for your hard earned customersbull Give your fulfilment partner weights and dimensions and ask if they can support best courier choice by weight and territory
wwwsekosynergycouk
Cross border fulfilmentProduct labelling in local currency Export paperworkReturnsCustomer serviceNative websiteHazardous goods Local inventory fulfilmentAddress and order dataUnderstand your couriers offerings - tracking and POD
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
save up to 45but requires critical mass and isnrsquot always easy
Currencies Direct | All rights reserved 2014 copy 34
There is light at the end of the tunnel
E-tailingLetrsquos
talk
Currencies Direct | All rights reserved 2014 copy 35
E-tailingLetrsquos
talk
What happens when you are importing and then selling your product globally
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy
Buy stock for 150 USDGBP
$100 pound6666
Make sale for 120 EURGBP
euro150 pound12500
Profit made pound5833
36
E-tailingLetrsquos
talk
Increase your profits by 7
Profit increased
770
3 better
2 better
HOW IT WORKSUsing bank rates Using lsquowholesalersquo rates
1545 USDGBP
pound6472
1176 USDGBP
pound12755
pound6282
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Itrsquos more than just saving money
bull Gaining certainty over your cash flowsbull Managing currency risksbull Transparency of your fundsbull Expertise available when you need itbull Making informed decisionsbull Bespoke approach based on needs
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Efficient use of foreign exchange
Order placed
Payment made
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy 39
E-tailingLetrsquos
talk
httpyoutubeUHbQhRSV2-4
How it works
Currencies Direct | All rights reserved 2014 copy 40
E-tailingLetrsquos
talk
Top tips summaryENSURE YOU ACHIEVE THE BEST EXCHANGE RATE FOR OVERSEAS STOCK PURCHASES
Reduce your stock price
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
USE AN E-TAILER COLLECTION ACCOUNT TO RECEIVE MONEY FROM INTERNATIONAL MARKETPLACES
Increase profits from your international sales
Currencies Direct | All rights reserved 2014 copy 41
E-tailingLetrsquos
talk
TRUSTED BY OVER
150000 CLIENTS AND AUTHORISED BY THE FINANCIAL CONDUCT AUTHORITY
19 YEARS EXPERIENCEEstablished since 1996 market leader in foreign exchange services for online retailers
$3BN TURNOVERE-tailer overseas bank accounts in multiple countries and currencies
OVER 1800registered online sellers in every major financial centre
Currencies Direct | All rights reserved 2014 copy 42
Thank you for listeningwwwcurrenciesdirectcometailers
E-fulfilment How to optimise global E-fulfilment
Gary Rees
Seko Energy
Presentation byGary ReesBusiness Owner ndash Seko Synergygaryreessekosynergycoukwwwsekosynergycouk
Here
wwwsekosynergycouk
Slide Index
SEKO SYNERGY headline facts On demand logistics videoTech is the facilitator Multi-channel integrationsCouriers are mission critical Cross border fulfilment Key to success is in the On-Boarding process Choose your partner carefully
wwwsekosynergycouk
bull Northampton based fulfilment for late courier collectionsbull 250000 ftsup2 of fully bar-coded secure and clean warehousingbull 170 staff processing approximately 200000 items per daybull Tech and OnBoarding team of 8bull Always chasing the best tech in townbull Account management options ie full phone or ticketbull Clear courier service explanationsbull SEDEX auditedbull Owner run opportunity led business with a strong PampLbull Students of the fast moving e-commerce ecosystem
wwwsekosynergycouk
wwwsekosynergycouk
>
wwwsekosynergycouk
Tech is the facilitator
wwwsekosynergycouk
Your system
Your system
wwwsekosynergycouk
Couriers are mission critical
bull You get what you pay forbull Understand what exactly is on offerbull Read the courier contracts carefullybull Understand the fuel surchargebull Understand volumetric charging on Air shipmentsbull Pay more and delight your customers is our viewbull Align your website with your shipping promisesbull Couriers must be integrated with fulfilment so you have real-time information for your hard earned customersbull Give your fulfilment partner weights and dimensions and ask if they can support best courier choice by weight and territory
wwwsekosynergycouk
Cross border fulfilmentProduct labelling in local currency Export paperworkReturnsCustomer serviceNative websiteHazardous goods Local inventory fulfilmentAddress and order dataUnderstand your couriers offerings - tracking and POD
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
save up to 45but requires critical mass and isnrsquot always easy
Currencies Direct | All rights reserved 2014 copy 34
There is light at the end of the tunnel
E-tailingLetrsquos
talk
Currencies Direct | All rights reserved 2014 copy 35
E-tailingLetrsquos
talk
What happens when you are importing and then selling your product globally
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy
Buy stock for 150 USDGBP
$100 pound6666
Make sale for 120 EURGBP
euro150 pound12500
Profit made pound5833
36
E-tailingLetrsquos
talk
Increase your profits by 7
Profit increased
770
3 better
2 better
HOW IT WORKSUsing bank rates Using lsquowholesalersquo rates
1545 USDGBP
pound6472
1176 USDGBP
pound12755
pound6282
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Itrsquos more than just saving money
bull Gaining certainty over your cash flowsbull Managing currency risksbull Transparency of your fundsbull Expertise available when you need itbull Making informed decisionsbull Bespoke approach based on needs
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Efficient use of foreign exchange
Order placed
Payment made
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy 39
E-tailingLetrsquos
talk
httpyoutubeUHbQhRSV2-4
How it works
Currencies Direct | All rights reserved 2014 copy 40
E-tailingLetrsquos
talk
Top tips summaryENSURE YOU ACHIEVE THE BEST EXCHANGE RATE FOR OVERSEAS STOCK PURCHASES
Reduce your stock price
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
USE AN E-TAILER COLLECTION ACCOUNT TO RECEIVE MONEY FROM INTERNATIONAL MARKETPLACES
Increase profits from your international sales
Currencies Direct | All rights reserved 2014 copy 41
E-tailingLetrsquos
talk
TRUSTED BY OVER
150000 CLIENTS AND AUTHORISED BY THE FINANCIAL CONDUCT AUTHORITY
19 YEARS EXPERIENCEEstablished since 1996 market leader in foreign exchange services for online retailers
$3BN TURNOVERE-tailer overseas bank accounts in multiple countries and currencies
OVER 1800registered online sellers in every major financial centre
Currencies Direct | All rights reserved 2014 copy 42
Thank you for listeningwwwcurrenciesdirectcometailers
E-fulfilment How to optimise global E-fulfilment
Gary Rees
Seko Energy
Presentation byGary ReesBusiness Owner ndash Seko Synergygaryreessekosynergycoukwwwsekosynergycouk
Here
wwwsekosynergycouk
Slide Index
SEKO SYNERGY headline facts On demand logistics videoTech is the facilitator Multi-channel integrationsCouriers are mission critical Cross border fulfilment Key to success is in the On-Boarding process Choose your partner carefully
wwwsekosynergycouk
bull Northampton based fulfilment for late courier collectionsbull 250000 ftsup2 of fully bar-coded secure and clean warehousingbull 170 staff processing approximately 200000 items per daybull Tech and OnBoarding team of 8bull Always chasing the best tech in townbull Account management options ie full phone or ticketbull Clear courier service explanationsbull SEDEX auditedbull Owner run opportunity led business with a strong PampLbull Students of the fast moving e-commerce ecosystem
wwwsekosynergycouk
wwwsekosynergycouk
>
wwwsekosynergycouk
Tech is the facilitator
wwwsekosynergycouk
Your system
Your system
wwwsekosynergycouk
Couriers are mission critical
bull You get what you pay forbull Understand what exactly is on offerbull Read the courier contracts carefullybull Understand the fuel surchargebull Understand volumetric charging on Air shipmentsbull Pay more and delight your customers is our viewbull Align your website with your shipping promisesbull Couriers must be integrated with fulfilment so you have real-time information for your hard earned customersbull Give your fulfilment partner weights and dimensions and ask if they can support best courier choice by weight and territory
wwwsekosynergycouk
Cross border fulfilmentProduct labelling in local currency Export paperworkReturnsCustomer serviceNative websiteHazardous goods Local inventory fulfilmentAddress and order dataUnderstand your couriers offerings - tracking and POD
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
save up to 45but requires critical mass and isnrsquot always easy
Currencies Direct | All rights reserved 2014 copy 34
There is light at the end of the tunnel
E-tailingLetrsquos
talk
Currencies Direct | All rights reserved 2014 copy 35
E-tailingLetrsquos
talk
What happens when you are importing and then selling your product globally
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy
Buy stock for 150 USDGBP
$100 pound6666
Make sale for 120 EURGBP
euro150 pound12500
Profit made pound5833
36
E-tailingLetrsquos
talk
Increase your profits by 7
Profit increased
770
3 better
2 better
HOW IT WORKSUsing bank rates Using lsquowholesalersquo rates
1545 USDGBP
pound6472
1176 USDGBP
pound12755
pound6282
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Itrsquos more than just saving money
bull Gaining certainty over your cash flowsbull Managing currency risksbull Transparency of your fundsbull Expertise available when you need itbull Making informed decisionsbull Bespoke approach based on needs
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Efficient use of foreign exchange
Order placed
Payment made
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy 39
E-tailingLetrsquos
talk
httpyoutubeUHbQhRSV2-4
How it works
Currencies Direct | All rights reserved 2014 copy 40
E-tailingLetrsquos
talk
Top tips summaryENSURE YOU ACHIEVE THE BEST EXCHANGE RATE FOR OVERSEAS STOCK PURCHASES
Reduce your stock price
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
USE AN E-TAILER COLLECTION ACCOUNT TO RECEIVE MONEY FROM INTERNATIONAL MARKETPLACES
Increase profits from your international sales
Currencies Direct | All rights reserved 2014 copy 41
E-tailingLetrsquos
talk
TRUSTED BY OVER
150000 CLIENTS AND AUTHORISED BY THE FINANCIAL CONDUCT AUTHORITY
19 YEARS EXPERIENCEEstablished since 1996 market leader in foreign exchange services for online retailers
$3BN TURNOVERE-tailer overseas bank accounts in multiple countries and currencies
OVER 1800registered online sellers in every major financial centre
Currencies Direct | All rights reserved 2014 copy 42
Thank you for listeningwwwcurrenciesdirectcometailers
E-fulfilment How to optimise global E-fulfilment
Gary Rees
Seko Energy
Presentation byGary ReesBusiness Owner ndash Seko Synergygaryreessekosynergycoukwwwsekosynergycouk
Here
wwwsekosynergycouk
Slide Index
SEKO SYNERGY headline facts On demand logistics videoTech is the facilitator Multi-channel integrationsCouriers are mission critical Cross border fulfilment Key to success is in the On-Boarding process Choose your partner carefully
wwwsekosynergycouk
bull Northampton based fulfilment for late courier collectionsbull 250000 ftsup2 of fully bar-coded secure and clean warehousingbull 170 staff processing approximately 200000 items per daybull Tech and OnBoarding team of 8bull Always chasing the best tech in townbull Account management options ie full phone or ticketbull Clear courier service explanationsbull SEDEX auditedbull Owner run opportunity led business with a strong PampLbull Students of the fast moving e-commerce ecosystem
wwwsekosynergycouk
wwwsekosynergycouk
>
wwwsekosynergycouk
Tech is the facilitator
wwwsekosynergycouk
Your system
Your system
wwwsekosynergycouk
Couriers are mission critical
bull You get what you pay forbull Understand what exactly is on offerbull Read the courier contracts carefullybull Understand the fuel surchargebull Understand volumetric charging on Air shipmentsbull Pay more and delight your customers is our viewbull Align your website with your shipping promisesbull Couriers must be integrated with fulfilment so you have real-time information for your hard earned customersbull Give your fulfilment partner weights and dimensions and ask if they can support best courier choice by weight and territory
wwwsekosynergycouk
Cross border fulfilmentProduct labelling in local currency Export paperworkReturnsCustomer serviceNative websiteHazardous goods Local inventory fulfilmentAddress and order dataUnderstand your couriers offerings - tracking and POD
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
save up to 45but requires critical mass and isnrsquot always easy
Currencies Direct | All rights reserved 2014 copy 34
There is light at the end of the tunnel
E-tailingLetrsquos
talk
Currencies Direct | All rights reserved 2014 copy 35
E-tailingLetrsquos
talk
What happens when you are importing and then selling your product globally
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy
Buy stock for 150 USDGBP
$100 pound6666
Make sale for 120 EURGBP
euro150 pound12500
Profit made pound5833
36
E-tailingLetrsquos
talk
Increase your profits by 7
Profit increased
770
3 better
2 better
HOW IT WORKSUsing bank rates Using lsquowholesalersquo rates
1545 USDGBP
pound6472
1176 USDGBP
pound12755
pound6282
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Itrsquos more than just saving money
bull Gaining certainty over your cash flowsbull Managing currency risksbull Transparency of your fundsbull Expertise available when you need itbull Making informed decisionsbull Bespoke approach based on needs
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Efficient use of foreign exchange
Order placed
Payment made
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy 39
E-tailingLetrsquos
talk
httpyoutubeUHbQhRSV2-4
How it works
Currencies Direct | All rights reserved 2014 copy 40
E-tailingLetrsquos
talk
Top tips summaryENSURE YOU ACHIEVE THE BEST EXCHANGE RATE FOR OVERSEAS STOCK PURCHASES
Reduce your stock price
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
USE AN E-TAILER COLLECTION ACCOUNT TO RECEIVE MONEY FROM INTERNATIONAL MARKETPLACES
Increase profits from your international sales
Currencies Direct | All rights reserved 2014 copy 41
E-tailingLetrsquos
talk
TRUSTED BY OVER
150000 CLIENTS AND AUTHORISED BY THE FINANCIAL CONDUCT AUTHORITY
19 YEARS EXPERIENCEEstablished since 1996 market leader in foreign exchange services for online retailers
$3BN TURNOVERE-tailer overseas bank accounts in multiple countries and currencies
OVER 1800registered online sellers in every major financial centre
Currencies Direct | All rights reserved 2014 copy 42
Thank you for listeningwwwcurrenciesdirectcometailers
E-fulfilment How to optimise global E-fulfilment
Gary Rees
Seko Energy
Presentation byGary ReesBusiness Owner ndash Seko Synergygaryreessekosynergycoukwwwsekosynergycouk
Here
wwwsekosynergycouk
Slide Index
SEKO SYNERGY headline facts On demand logistics videoTech is the facilitator Multi-channel integrationsCouriers are mission critical Cross border fulfilment Key to success is in the On-Boarding process Choose your partner carefully
wwwsekosynergycouk
bull Northampton based fulfilment for late courier collectionsbull 250000 ftsup2 of fully bar-coded secure and clean warehousingbull 170 staff processing approximately 200000 items per daybull Tech and OnBoarding team of 8bull Always chasing the best tech in townbull Account management options ie full phone or ticketbull Clear courier service explanationsbull SEDEX auditedbull Owner run opportunity led business with a strong PampLbull Students of the fast moving e-commerce ecosystem
wwwsekosynergycouk
wwwsekosynergycouk
>
wwwsekosynergycouk
Tech is the facilitator
wwwsekosynergycouk
Your system
Your system
wwwsekosynergycouk
Couriers are mission critical
bull You get what you pay forbull Understand what exactly is on offerbull Read the courier contracts carefullybull Understand the fuel surchargebull Understand volumetric charging on Air shipmentsbull Pay more and delight your customers is our viewbull Align your website with your shipping promisesbull Couriers must be integrated with fulfilment so you have real-time information for your hard earned customersbull Give your fulfilment partner weights and dimensions and ask if they can support best courier choice by weight and territory
wwwsekosynergycouk
Cross border fulfilmentProduct labelling in local currency Export paperworkReturnsCustomer serviceNative websiteHazardous goods Local inventory fulfilmentAddress and order dataUnderstand your couriers offerings - tracking and POD
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
save up to 45but requires critical mass and isnrsquot always easy
Currencies Direct | All rights reserved 2014 copy 34
There is light at the end of the tunnel
E-tailingLetrsquos
talk
Currencies Direct | All rights reserved 2014 copy 35
E-tailingLetrsquos
talk
What happens when you are importing and then selling your product globally
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy
Buy stock for 150 USDGBP
$100 pound6666
Make sale for 120 EURGBP
euro150 pound12500
Profit made pound5833
36
E-tailingLetrsquos
talk
Increase your profits by 7
Profit increased
770
3 better
2 better
HOW IT WORKSUsing bank rates Using lsquowholesalersquo rates
1545 USDGBP
pound6472
1176 USDGBP
pound12755
pound6282
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Itrsquos more than just saving money
bull Gaining certainty over your cash flowsbull Managing currency risksbull Transparency of your fundsbull Expertise available when you need itbull Making informed decisionsbull Bespoke approach based on needs
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Efficient use of foreign exchange
Order placed
Payment made
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy 39
E-tailingLetrsquos
talk
httpyoutubeUHbQhRSV2-4
How it works
Currencies Direct | All rights reserved 2014 copy 40
E-tailingLetrsquos
talk
Top tips summaryENSURE YOU ACHIEVE THE BEST EXCHANGE RATE FOR OVERSEAS STOCK PURCHASES
Reduce your stock price
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
USE AN E-TAILER COLLECTION ACCOUNT TO RECEIVE MONEY FROM INTERNATIONAL MARKETPLACES
Increase profits from your international sales
Currencies Direct | All rights reserved 2014 copy 41
E-tailingLetrsquos
talk
TRUSTED BY OVER
150000 CLIENTS AND AUTHORISED BY THE FINANCIAL CONDUCT AUTHORITY
19 YEARS EXPERIENCEEstablished since 1996 market leader in foreign exchange services for online retailers
$3BN TURNOVERE-tailer overseas bank accounts in multiple countries and currencies
OVER 1800registered online sellers in every major financial centre
Currencies Direct | All rights reserved 2014 copy 42
Thank you for listeningwwwcurrenciesdirectcometailers
E-fulfilment How to optimise global E-fulfilment
Gary Rees
Seko Energy
Presentation byGary ReesBusiness Owner ndash Seko Synergygaryreessekosynergycoukwwwsekosynergycouk
Here
wwwsekosynergycouk
Slide Index
SEKO SYNERGY headline facts On demand logistics videoTech is the facilitator Multi-channel integrationsCouriers are mission critical Cross border fulfilment Key to success is in the On-Boarding process Choose your partner carefully
wwwsekosynergycouk
bull Northampton based fulfilment for late courier collectionsbull 250000 ftsup2 of fully bar-coded secure and clean warehousingbull 170 staff processing approximately 200000 items per daybull Tech and OnBoarding team of 8bull Always chasing the best tech in townbull Account management options ie full phone or ticketbull Clear courier service explanationsbull SEDEX auditedbull Owner run opportunity led business with a strong PampLbull Students of the fast moving e-commerce ecosystem
wwwsekosynergycouk
wwwsekosynergycouk
>
wwwsekosynergycouk
Tech is the facilitator
wwwsekosynergycouk
Your system
Your system
wwwsekosynergycouk
Couriers are mission critical
bull You get what you pay forbull Understand what exactly is on offerbull Read the courier contracts carefullybull Understand the fuel surchargebull Understand volumetric charging on Air shipmentsbull Pay more and delight your customers is our viewbull Align your website with your shipping promisesbull Couriers must be integrated with fulfilment so you have real-time information for your hard earned customersbull Give your fulfilment partner weights and dimensions and ask if they can support best courier choice by weight and territory
wwwsekosynergycouk
Cross border fulfilmentProduct labelling in local currency Export paperworkReturnsCustomer serviceNative websiteHazardous goods Local inventory fulfilmentAddress and order dataUnderstand your couriers offerings - tracking and POD
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
save up to 45but requires critical mass and isnrsquot always easy
Currencies Direct | All rights reserved 2014 copy 34
There is light at the end of the tunnel
E-tailingLetrsquos
talk
Currencies Direct | All rights reserved 2014 copy 35
E-tailingLetrsquos
talk
What happens when you are importing and then selling your product globally
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy
Buy stock for 150 USDGBP
$100 pound6666
Make sale for 120 EURGBP
euro150 pound12500
Profit made pound5833
36
E-tailingLetrsquos
talk
Increase your profits by 7
Profit increased
770
3 better
2 better
HOW IT WORKSUsing bank rates Using lsquowholesalersquo rates
1545 USDGBP
pound6472
1176 USDGBP
pound12755
pound6282
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Itrsquos more than just saving money
bull Gaining certainty over your cash flowsbull Managing currency risksbull Transparency of your fundsbull Expertise available when you need itbull Making informed decisionsbull Bespoke approach based on needs
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Efficient use of foreign exchange
Order placed
Payment made
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy 39
E-tailingLetrsquos
talk
httpyoutubeUHbQhRSV2-4
How it works
Currencies Direct | All rights reserved 2014 copy 40
E-tailingLetrsquos
talk
Top tips summaryENSURE YOU ACHIEVE THE BEST EXCHANGE RATE FOR OVERSEAS STOCK PURCHASES
Reduce your stock price
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
USE AN E-TAILER COLLECTION ACCOUNT TO RECEIVE MONEY FROM INTERNATIONAL MARKETPLACES
Increase profits from your international sales
Currencies Direct | All rights reserved 2014 copy 41
E-tailingLetrsquos
talk
TRUSTED BY OVER
150000 CLIENTS AND AUTHORISED BY THE FINANCIAL CONDUCT AUTHORITY
19 YEARS EXPERIENCEEstablished since 1996 market leader in foreign exchange services for online retailers
$3BN TURNOVERE-tailer overseas bank accounts in multiple countries and currencies
OVER 1800registered online sellers in every major financial centre
Currencies Direct | All rights reserved 2014 copy 42
Thank you for listeningwwwcurrenciesdirectcometailers
E-fulfilment How to optimise global E-fulfilment
Gary Rees
Seko Energy
Presentation byGary ReesBusiness Owner ndash Seko Synergygaryreessekosynergycoukwwwsekosynergycouk
Here
wwwsekosynergycouk
Slide Index
SEKO SYNERGY headline facts On demand logistics videoTech is the facilitator Multi-channel integrationsCouriers are mission critical Cross border fulfilment Key to success is in the On-Boarding process Choose your partner carefully
wwwsekosynergycouk
bull Northampton based fulfilment for late courier collectionsbull 250000 ftsup2 of fully bar-coded secure and clean warehousingbull 170 staff processing approximately 200000 items per daybull Tech and OnBoarding team of 8bull Always chasing the best tech in townbull Account management options ie full phone or ticketbull Clear courier service explanationsbull SEDEX auditedbull Owner run opportunity led business with a strong PampLbull Students of the fast moving e-commerce ecosystem
wwwsekosynergycouk
wwwsekosynergycouk
>
wwwsekosynergycouk
Tech is the facilitator
wwwsekosynergycouk
Your system
Your system
wwwsekosynergycouk
Couriers are mission critical
bull You get what you pay forbull Understand what exactly is on offerbull Read the courier contracts carefullybull Understand the fuel surchargebull Understand volumetric charging on Air shipmentsbull Pay more and delight your customers is our viewbull Align your website with your shipping promisesbull Couriers must be integrated with fulfilment so you have real-time information for your hard earned customersbull Give your fulfilment partner weights and dimensions and ask if they can support best courier choice by weight and territory
wwwsekosynergycouk
Cross border fulfilmentProduct labelling in local currency Export paperworkReturnsCustomer serviceNative websiteHazardous goods Local inventory fulfilmentAddress and order dataUnderstand your couriers offerings - tracking and POD
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
save up to 45but requires critical mass and isnrsquot always easy
Currencies Direct | All rights reserved 2014 copy 34
There is light at the end of the tunnel
E-tailingLetrsquos
talk
Currencies Direct | All rights reserved 2014 copy 35
E-tailingLetrsquos
talk
What happens when you are importing and then selling your product globally
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy
Buy stock for 150 USDGBP
$100 pound6666
Make sale for 120 EURGBP
euro150 pound12500
Profit made pound5833
36
E-tailingLetrsquos
talk
Increase your profits by 7
Profit increased
770
3 better
2 better
HOW IT WORKSUsing bank rates Using lsquowholesalersquo rates
1545 USDGBP
pound6472
1176 USDGBP
pound12755
pound6282
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Itrsquos more than just saving money
bull Gaining certainty over your cash flowsbull Managing currency risksbull Transparency of your fundsbull Expertise available when you need itbull Making informed decisionsbull Bespoke approach based on needs
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Efficient use of foreign exchange
Order placed
Payment made
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy 39
E-tailingLetrsquos
talk
httpyoutubeUHbQhRSV2-4
How it works
Currencies Direct | All rights reserved 2014 copy 40
E-tailingLetrsquos
talk
Top tips summaryENSURE YOU ACHIEVE THE BEST EXCHANGE RATE FOR OVERSEAS STOCK PURCHASES
Reduce your stock price
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
USE AN E-TAILER COLLECTION ACCOUNT TO RECEIVE MONEY FROM INTERNATIONAL MARKETPLACES
Increase profits from your international sales
Currencies Direct | All rights reserved 2014 copy 41
E-tailingLetrsquos
talk
TRUSTED BY OVER
150000 CLIENTS AND AUTHORISED BY THE FINANCIAL CONDUCT AUTHORITY
19 YEARS EXPERIENCEEstablished since 1996 market leader in foreign exchange services for online retailers
$3BN TURNOVERE-tailer overseas bank accounts in multiple countries and currencies
OVER 1800registered online sellers in every major financial centre
Currencies Direct | All rights reserved 2014 copy 42
Thank you for listeningwwwcurrenciesdirectcometailers
E-fulfilment How to optimise global E-fulfilment
Gary Rees
Seko Energy
Presentation byGary ReesBusiness Owner ndash Seko Synergygaryreessekosynergycoukwwwsekosynergycouk
Here
wwwsekosynergycouk
Slide Index
SEKO SYNERGY headline facts On demand logistics videoTech is the facilitator Multi-channel integrationsCouriers are mission critical Cross border fulfilment Key to success is in the On-Boarding process Choose your partner carefully
wwwsekosynergycouk
bull Northampton based fulfilment for late courier collectionsbull 250000 ftsup2 of fully bar-coded secure and clean warehousingbull 170 staff processing approximately 200000 items per daybull Tech and OnBoarding team of 8bull Always chasing the best tech in townbull Account management options ie full phone or ticketbull Clear courier service explanationsbull SEDEX auditedbull Owner run opportunity led business with a strong PampLbull Students of the fast moving e-commerce ecosystem
wwwsekosynergycouk
wwwsekosynergycouk
>
wwwsekosynergycouk
Tech is the facilitator
wwwsekosynergycouk
Your system
Your system
wwwsekosynergycouk
Couriers are mission critical
bull You get what you pay forbull Understand what exactly is on offerbull Read the courier contracts carefullybull Understand the fuel surchargebull Understand volumetric charging on Air shipmentsbull Pay more and delight your customers is our viewbull Align your website with your shipping promisesbull Couriers must be integrated with fulfilment so you have real-time information for your hard earned customersbull Give your fulfilment partner weights and dimensions and ask if they can support best courier choice by weight and territory
wwwsekosynergycouk
Cross border fulfilmentProduct labelling in local currency Export paperworkReturnsCustomer serviceNative websiteHazardous goods Local inventory fulfilmentAddress and order dataUnderstand your couriers offerings - tracking and POD
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
save up to 45but requires critical mass and isnrsquot always easy
Currencies Direct | All rights reserved 2014 copy 34
There is light at the end of the tunnel
E-tailingLetrsquos
talk
Currencies Direct | All rights reserved 2014 copy 35
E-tailingLetrsquos
talk
What happens when you are importing and then selling your product globally
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy
Buy stock for 150 USDGBP
$100 pound6666
Make sale for 120 EURGBP
euro150 pound12500
Profit made pound5833
36
E-tailingLetrsquos
talk
Increase your profits by 7
Profit increased
770
3 better
2 better
HOW IT WORKSUsing bank rates Using lsquowholesalersquo rates
1545 USDGBP
pound6472
1176 USDGBP
pound12755
pound6282
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Itrsquos more than just saving money
bull Gaining certainty over your cash flowsbull Managing currency risksbull Transparency of your fundsbull Expertise available when you need itbull Making informed decisionsbull Bespoke approach based on needs
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Efficient use of foreign exchange
Order placed
Payment made
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy 39
E-tailingLetrsquos
talk
httpyoutubeUHbQhRSV2-4
How it works
Currencies Direct | All rights reserved 2014 copy 40
E-tailingLetrsquos
talk
Top tips summaryENSURE YOU ACHIEVE THE BEST EXCHANGE RATE FOR OVERSEAS STOCK PURCHASES
Reduce your stock price
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
USE AN E-TAILER COLLECTION ACCOUNT TO RECEIVE MONEY FROM INTERNATIONAL MARKETPLACES
Increase profits from your international sales
Currencies Direct | All rights reserved 2014 copy 41
E-tailingLetrsquos
talk
TRUSTED BY OVER
150000 CLIENTS AND AUTHORISED BY THE FINANCIAL CONDUCT AUTHORITY
19 YEARS EXPERIENCEEstablished since 1996 market leader in foreign exchange services for online retailers
$3BN TURNOVERE-tailer overseas bank accounts in multiple countries and currencies
OVER 1800registered online sellers in every major financial centre
Currencies Direct | All rights reserved 2014 copy 42
Thank you for listeningwwwcurrenciesdirectcometailers
E-fulfilment How to optimise global E-fulfilment
Gary Rees
Seko Energy
Presentation byGary ReesBusiness Owner ndash Seko Synergygaryreessekosynergycoukwwwsekosynergycouk
Here
wwwsekosynergycouk
Slide Index
SEKO SYNERGY headline facts On demand logistics videoTech is the facilitator Multi-channel integrationsCouriers are mission critical Cross border fulfilment Key to success is in the On-Boarding process Choose your partner carefully
wwwsekosynergycouk
bull Northampton based fulfilment for late courier collectionsbull 250000 ftsup2 of fully bar-coded secure and clean warehousingbull 170 staff processing approximately 200000 items per daybull Tech and OnBoarding team of 8bull Always chasing the best tech in townbull Account management options ie full phone or ticketbull Clear courier service explanationsbull SEDEX auditedbull Owner run opportunity led business with a strong PampLbull Students of the fast moving e-commerce ecosystem
wwwsekosynergycouk
wwwsekosynergycouk
>
wwwsekosynergycouk
Tech is the facilitator
wwwsekosynergycouk
Your system
Your system
wwwsekosynergycouk
Couriers are mission critical
bull You get what you pay forbull Understand what exactly is on offerbull Read the courier contracts carefullybull Understand the fuel surchargebull Understand volumetric charging on Air shipmentsbull Pay more and delight your customers is our viewbull Align your website with your shipping promisesbull Couriers must be integrated with fulfilment so you have real-time information for your hard earned customersbull Give your fulfilment partner weights and dimensions and ask if they can support best courier choice by weight and territory
wwwsekosynergycouk
Cross border fulfilmentProduct labelling in local currency Export paperworkReturnsCustomer serviceNative websiteHazardous goods Local inventory fulfilmentAddress and order dataUnderstand your couriers offerings - tracking and POD
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
save up to 45but requires critical mass and isnrsquot always easy
Currencies Direct | All rights reserved 2014 copy 34
There is light at the end of the tunnel
E-tailingLetrsquos
talk
Currencies Direct | All rights reserved 2014 copy 35
E-tailingLetrsquos
talk
What happens when you are importing and then selling your product globally
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy
Buy stock for 150 USDGBP
$100 pound6666
Make sale for 120 EURGBP
euro150 pound12500
Profit made pound5833
36
E-tailingLetrsquos
talk
Increase your profits by 7
Profit increased
770
3 better
2 better
HOW IT WORKSUsing bank rates Using lsquowholesalersquo rates
1545 USDGBP
pound6472
1176 USDGBP
pound12755
pound6282
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Itrsquos more than just saving money
bull Gaining certainty over your cash flowsbull Managing currency risksbull Transparency of your fundsbull Expertise available when you need itbull Making informed decisionsbull Bespoke approach based on needs
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Efficient use of foreign exchange
Order placed
Payment made
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy 39
E-tailingLetrsquos
talk
httpyoutubeUHbQhRSV2-4
How it works
Currencies Direct | All rights reserved 2014 copy 40
E-tailingLetrsquos
talk
Top tips summaryENSURE YOU ACHIEVE THE BEST EXCHANGE RATE FOR OVERSEAS STOCK PURCHASES
Reduce your stock price
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
USE AN E-TAILER COLLECTION ACCOUNT TO RECEIVE MONEY FROM INTERNATIONAL MARKETPLACES
Increase profits from your international sales
Currencies Direct | All rights reserved 2014 copy 41
E-tailingLetrsquos
talk
TRUSTED BY OVER
150000 CLIENTS AND AUTHORISED BY THE FINANCIAL CONDUCT AUTHORITY
19 YEARS EXPERIENCEEstablished since 1996 market leader in foreign exchange services for online retailers
$3BN TURNOVERE-tailer overseas bank accounts in multiple countries and currencies
OVER 1800registered online sellers in every major financial centre
Currencies Direct | All rights reserved 2014 copy 42
Thank you for listeningwwwcurrenciesdirectcometailers
E-fulfilment How to optimise global E-fulfilment
Gary Rees
Seko Energy
Presentation byGary ReesBusiness Owner ndash Seko Synergygaryreessekosynergycoukwwwsekosynergycouk
Here
wwwsekosynergycouk
Slide Index
SEKO SYNERGY headline facts On demand logistics videoTech is the facilitator Multi-channel integrationsCouriers are mission critical Cross border fulfilment Key to success is in the On-Boarding process Choose your partner carefully
wwwsekosynergycouk
bull Northampton based fulfilment for late courier collectionsbull 250000 ftsup2 of fully bar-coded secure and clean warehousingbull 170 staff processing approximately 200000 items per daybull Tech and OnBoarding team of 8bull Always chasing the best tech in townbull Account management options ie full phone or ticketbull Clear courier service explanationsbull SEDEX auditedbull Owner run opportunity led business with a strong PampLbull Students of the fast moving e-commerce ecosystem
wwwsekosynergycouk
wwwsekosynergycouk
>
wwwsekosynergycouk
Tech is the facilitator
wwwsekosynergycouk
Your system
Your system
wwwsekosynergycouk
Couriers are mission critical
bull You get what you pay forbull Understand what exactly is on offerbull Read the courier contracts carefullybull Understand the fuel surchargebull Understand volumetric charging on Air shipmentsbull Pay more and delight your customers is our viewbull Align your website with your shipping promisesbull Couriers must be integrated with fulfilment so you have real-time information for your hard earned customersbull Give your fulfilment partner weights and dimensions and ask if they can support best courier choice by weight and territory
wwwsekosynergycouk
Cross border fulfilmentProduct labelling in local currency Export paperworkReturnsCustomer serviceNative websiteHazardous goods Local inventory fulfilmentAddress and order dataUnderstand your couriers offerings - tracking and POD
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
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Slide 91
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Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
Currencies Direct | All rights reserved 2014 copy 34
There is light at the end of the tunnel
E-tailingLetrsquos
talk
Currencies Direct | All rights reserved 2014 copy 35
E-tailingLetrsquos
talk
What happens when you are importing and then selling your product globally
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy
Buy stock for 150 USDGBP
$100 pound6666
Make sale for 120 EURGBP
euro150 pound12500
Profit made pound5833
36
E-tailingLetrsquos
talk
Increase your profits by 7
Profit increased
770
3 better
2 better
HOW IT WORKSUsing bank rates Using lsquowholesalersquo rates
1545 USDGBP
pound6472
1176 USDGBP
pound12755
pound6282
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Itrsquos more than just saving money
bull Gaining certainty over your cash flowsbull Managing currency risksbull Transparency of your fundsbull Expertise available when you need itbull Making informed decisionsbull Bespoke approach based on needs
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Efficient use of foreign exchange
Order placed
Payment made
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy 39
E-tailingLetrsquos
talk
httpyoutubeUHbQhRSV2-4
How it works
Currencies Direct | All rights reserved 2014 copy 40
E-tailingLetrsquos
talk
Top tips summaryENSURE YOU ACHIEVE THE BEST EXCHANGE RATE FOR OVERSEAS STOCK PURCHASES
Reduce your stock price
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
USE AN E-TAILER COLLECTION ACCOUNT TO RECEIVE MONEY FROM INTERNATIONAL MARKETPLACES
Increase profits from your international sales
Currencies Direct | All rights reserved 2014 copy 41
E-tailingLetrsquos
talk
TRUSTED BY OVER
150000 CLIENTS AND AUTHORISED BY THE FINANCIAL CONDUCT AUTHORITY
19 YEARS EXPERIENCEEstablished since 1996 market leader in foreign exchange services for online retailers
$3BN TURNOVERE-tailer overseas bank accounts in multiple countries and currencies
OVER 1800registered online sellers in every major financial centre
Currencies Direct | All rights reserved 2014 copy 42
Thank you for listeningwwwcurrenciesdirectcometailers
E-fulfilment How to optimise global E-fulfilment
Gary Rees
Seko Energy
Presentation byGary ReesBusiness Owner ndash Seko Synergygaryreessekosynergycoukwwwsekosynergycouk
Here
wwwsekosynergycouk
Slide Index
SEKO SYNERGY headline facts On demand logistics videoTech is the facilitator Multi-channel integrationsCouriers are mission critical Cross border fulfilment Key to success is in the On-Boarding process Choose your partner carefully
wwwsekosynergycouk
bull Northampton based fulfilment for late courier collectionsbull 250000 ftsup2 of fully bar-coded secure and clean warehousingbull 170 staff processing approximately 200000 items per daybull Tech and OnBoarding team of 8bull Always chasing the best tech in townbull Account management options ie full phone or ticketbull Clear courier service explanationsbull SEDEX auditedbull Owner run opportunity led business with a strong PampLbull Students of the fast moving e-commerce ecosystem
wwwsekosynergycouk
wwwsekosynergycouk
>
wwwsekosynergycouk
Tech is the facilitator
wwwsekosynergycouk
Your system
Your system
wwwsekosynergycouk
Couriers are mission critical
bull You get what you pay forbull Understand what exactly is on offerbull Read the courier contracts carefullybull Understand the fuel surchargebull Understand volumetric charging on Air shipmentsbull Pay more and delight your customers is our viewbull Align your website with your shipping promisesbull Couriers must be integrated with fulfilment so you have real-time information for your hard earned customersbull Give your fulfilment partner weights and dimensions and ask if they can support best courier choice by weight and territory
wwwsekosynergycouk
Cross border fulfilmentProduct labelling in local currency Export paperworkReturnsCustomer serviceNative websiteHazardous goods Local inventory fulfilmentAddress and order dataUnderstand your couriers offerings - tracking and POD
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
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Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
Currencies Direct | All rights reserved 2014 copy 35
E-tailingLetrsquos
talk
What happens when you are importing and then selling your product globally
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy
Buy stock for 150 USDGBP
$100 pound6666
Make sale for 120 EURGBP
euro150 pound12500
Profit made pound5833
36
E-tailingLetrsquos
talk
Increase your profits by 7
Profit increased
770
3 better
2 better
HOW IT WORKSUsing bank rates Using lsquowholesalersquo rates
1545 USDGBP
pound6472
1176 USDGBP
pound12755
pound6282
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Itrsquos more than just saving money
bull Gaining certainty over your cash flowsbull Managing currency risksbull Transparency of your fundsbull Expertise available when you need itbull Making informed decisionsbull Bespoke approach based on needs
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Efficient use of foreign exchange
Order placed
Payment made
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy 39
E-tailingLetrsquos
talk
httpyoutubeUHbQhRSV2-4
How it works
Currencies Direct | All rights reserved 2014 copy 40
E-tailingLetrsquos
talk
Top tips summaryENSURE YOU ACHIEVE THE BEST EXCHANGE RATE FOR OVERSEAS STOCK PURCHASES
Reduce your stock price
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
USE AN E-TAILER COLLECTION ACCOUNT TO RECEIVE MONEY FROM INTERNATIONAL MARKETPLACES
Increase profits from your international sales
Currencies Direct | All rights reserved 2014 copy 41
E-tailingLetrsquos
talk
TRUSTED BY OVER
150000 CLIENTS AND AUTHORISED BY THE FINANCIAL CONDUCT AUTHORITY
19 YEARS EXPERIENCEEstablished since 1996 market leader in foreign exchange services for online retailers
$3BN TURNOVERE-tailer overseas bank accounts in multiple countries and currencies
OVER 1800registered online sellers in every major financial centre
Currencies Direct | All rights reserved 2014 copy 42
Thank you for listeningwwwcurrenciesdirectcometailers
E-fulfilment How to optimise global E-fulfilment
Gary Rees
Seko Energy
Presentation byGary ReesBusiness Owner ndash Seko Synergygaryreessekosynergycoukwwwsekosynergycouk
Here
wwwsekosynergycouk
Slide Index
SEKO SYNERGY headline facts On demand logistics videoTech is the facilitator Multi-channel integrationsCouriers are mission critical Cross border fulfilment Key to success is in the On-Boarding process Choose your partner carefully
wwwsekosynergycouk
bull Northampton based fulfilment for late courier collectionsbull 250000 ftsup2 of fully bar-coded secure and clean warehousingbull 170 staff processing approximately 200000 items per daybull Tech and OnBoarding team of 8bull Always chasing the best tech in townbull Account management options ie full phone or ticketbull Clear courier service explanationsbull SEDEX auditedbull Owner run opportunity led business with a strong PampLbull Students of the fast moving e-commerce ecosystem
wwwsekosynergycouk
wwwsekosynergycouk
>
wwwsekosynergycouk
Tech is the facilitator
wwwsekosynergycouk
Your system
Your system
wwwsekosynergycouk
Couriers are mission critical
bull You get what you pay forbull Understand what exactly is on offerbull Read the courier contracts carefullybull Understand the fuel surchargebull Understand volumetric charging on Air shipmentsbull Pay more and delight your customers is our viewbull Align your website with your shipping promisesbull Couriers must be integrated with fulfilment so you have real-time information for your hard earned customersbull Give your fulfilment partner weights and dimensions and ask if they can support best courier choice by weight and territory
wwwsekosynergycouk
Cross border fulfilmentProduct labelling in local currency Export paperworkReturnsCustomer serviceNative websiteHazardous goods Local inventory fulfilmentAddress and order dataUnderstand your couriers offerings - tracking and POD
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
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Slide 77
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Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
Currencies Direct | All rights reserved 2014 copy
Buy stock for 150 USDGBP
$100 pound6666
Make sale for 120 EURGBP
euro150 pound12500
Profit made pound5833
36
E-tailingLetrsquos
talk
Increase your profits by 7
Profit increased
770
3 better
2 better
HOW IT WORKSUsing bank rates Using lsquowholesalersquo rates
1545 USDGBP
pound6472
1176 USDGBP
pound12755
pound6282
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Itrsquos more than just saving money
bull Gaining certainty over your cash flowsbull Managing currency risksbull Transparency of your fundsbull Expertise available when you need itbull Making informed decisionsbull Bespoke approach based on needs
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Efficient use of foreign exchange
Order placed
Payment made
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy 39
E-tailingLetrsquos
talk
httpyoutubeUHbQhRSV2-4
How it works
Currencies Direct | All rights reserved 2014 copy 40
E-tailingLetrsquos
talk
Top tips summaryENSURE YOU ACHIEVE THE BEST EXCHANGE RATE FOR OVERSEAS STOCK PURCHASES
Reduce your stock price
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
USE AN E-TAILER COLLECTION ACCOUNT TO RECEIVE MONEY FROM INTERNATIONAL MARKETPLACES
Increase profits from your international sales
Currencies Direct | All rights reserved 2014 copy 41
E-tailingLetrsquos
talk
TRUSTED BY OVER
150000 CLIENTS AND AUTHORISED BY THE FINANCIAL CONDUCT AUTHORITY
19 YEARS EXPERIENCEEstablished since 1996 market leader in foreign exchange services for online retailers
$3BN TURNOVERE-tailer overseas bank accounts in multiple countries and currencies
OVER 1800registered online sellers in every major financial centre
Currencies Direct | All rights reserved 2014 copy 42
Thank you for listeningwwwcurrenciesdirectcometailers
E-fulfilment How to optimise global E-fulfilment
Gary Rees
Seko Energy
Presentation byGary ReesBusiness Owner ndash Seko Synergygaryreessekosynergycoukwwwsekosynergycouk
Here
wwwsekosynergycouk
Slide Index
SEKO SYNERGY headline facts On demand logistics videoTech is the facilitator Multi-channel integrationsCouriers are mission critical Cross border fulfilment Key to success is in the On-Boarding process Choose your partner carefully
wwwsekosynergycouk
bull Northampton based fulfilment for late courier collectionsbull 250000 ftsup2 of fully bar-coded secure and clean warehousingbull 170 staff processing approximately 200000 items per daybull Tech and OnBoarding team of 8bull Always chasing the best tech in townbull Account management options ie full phone or ticketbull Clear courier service explanationsbull SEDEX auditedbull Owner run opportunity led business with a strong PampLbull Students of the fast moving e-commerce ecosystem
wwwsekosynergycouk
wwwsekosynergycouk
>
wwwsekosynergycouk
Tech is the facilitator
wwwsekosynergycouk
Your system
Your system
wwwsekosynergycouk
Couriers are mission critical
bull You get what you pay forbull Understand what exactly is on offerbull Read the courier contracts carefullybull Understand the fuel surchargebull Understand volumetric charging on Air shipmentsbull Pay more and delight your customers is our viewbull Align your website with your shipping promisesbull Couriers must be integrated with fulfilment so you have real-time information for your hard earned customersbull Give your fulfilment partner weights and dimensions and ask if they can support best courier choice by weight and territory
wwwsekosynergycouk
Cross border fulfilmentProduct labelling in local currency Export paperworkReturnsCustomer serviceNative websiteHazardous goods Local inventory fulfilmentAddress and order dataUnderstand your couriers offerings - tracking and POD
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
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Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Itrsquos more than just saving money
bull Gaining certainty over your cash flowsbull Managing currency risksbull Transparency of your fundsbull Expertise available when you need itbull Making informed decisionsbull Bespoke approach based on needs
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Efficient use of foreign exchange
Order placed
Payment made
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy 39
E-tailingLetrsquos
talk
httpyoutubeUHbQhRSV2-4
How it works
Currencies Direct | All rights reserved 2014 copy 40
E-tailingLetrsquos
talk
Top tips summaryENSURE YOU ACHIEVE THE BEST EXCHANGE RATE FOR OVERSEAS STOCK PURCHASES
Reduce your stock price
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
USE AN E-TAILER COLLECTION ACCOUNT TO RECEIVE MONEY FROM INTERNATIONAL MARKETPLACES
Increase profits from your international sales
Currencies Direct | All rights reserved 2014 copy 41
E-tailingLetrsquos
talk
TRUSTED BY OVER
150000 CLIENTS AND AUTHORISED BY THE FINANCIAL CONDUCT AUTHORITY
19 YEARS EXPERIENCEEstablished since 1996 market leader in foreign exchange services for online retailers
$3BN TURNOVERE-tailer overseas bank accounts in multiple countries and currencies
OVER 1800registered online sellers in every major financial centre
Currencies Direct | All rights reserved 2014 copy 42
Thank you for listeningwwwcurrenciesdirectcometailers
E-fulfilment How to optimise global E-fulfilment
Gary Rees
Seko Energy
Presentation byGary ReesBusiness Owner ndash Seko Synergygaryreessekosynergycoukwwwsekosynergycouk
Here
wwwsekosynergycouk
Slide Index
SEKO SYNERGY headline facts On demand logistics videoTech is the facilitator Multi-channel integrationsCouriers are mission critical Cross border fulfilment Key to success is in the On-Boarding process Choose your partner carefully
wwwsekosynergycouk
bull Northampton based fulfilment for late courier collectionsbull 250000 ftsup2 of fully bar-coded secure and clean warehousingbull 170 staff processing approximately 200000 items per daybull Tech and OnBoarding team of 8bull Always chasing the best tech in townbull Account management options ie full phone or ticketbull Clear courier service explanationsbull SEDEX auditedbull Owner run opportunity led business with a strong PampLbull Students of the fast moving e-commerce ecosystem
wwwsekosynergycouk
wwwsekosynergycouk
>
wwwsekosynergycouk
Tech is the facilitator
wwwsekosynergycouk
Your system
Your system
wwwsekosynergycouk
Couriers are mission critical
bull You get what you pay forbull Understand what exactly is on offerbull Read the courier contracts carefullybull Understand the fuel surchargebull Understand volumetric charging on Air shipmentsbull Pay more and delight your customers is our viewbull Align your website with your shipping promisesbull Couriers must be integrated with fulfilment so you have real-time information for your hard earned customersbull Give your fulfilment partner weights and dimensions and ask if they can support best courier choice by weight and territory
wwwsekosynergycouk
Cross border fulfilmentProduct labelling in local currency Export paperworkReturnsCustomer serviceNative websiteHazardous goods Local inventory fulfilmentAddress and order dataUnderstand your couriers offerings - tracking and POD
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
Slide 81
Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
Slide 87
Slide 88
Slide 89
Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
Currencies Direct | All rights reserved 2014 copy
E-tailingLetrsquos
talk
Efficient use of foreign exchange
Order placed
Payment made
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
Currencies Direct | All rights reserved 2014 copy 39
E-tailingLetrsquos
talk
httpyoutubeUHbQhRSV2-4
How it works
Currencies Direct | All rights reserved 2014 copy 40
E-tailingLetrsquos
talk
Top tips summaryENSURE YOU ACHIEVE THE BEST EXCHANGE RATE FOR OVERSEAS STOCK PURCHASES
Reduce your stock price
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
USE AN E-TAILER COLLECTION ACCOUNT TO RECEIVE MONEY FROM INTERNATIONAL MARKETPLACES
Increase profits from your international sales
Currencies Direct | All rights reserved 2014 copy 41
E-tailingLetrsquos
talk
TRUSTED BY OVER
150000 CLIENTS AND AUTHORISED BY THE FINANCIAL CONDUCT AUTHORITY
19 YEARS EXPERIENCEEstablished since 1996 market leader in foreign exchange services for online retailers
$3BN TURNOVERE-tailer overseas bank accounts in multiple countries and currencies
OVER 1800registered online sellers in every major financial centre
Currencies Direct | All rights reserved 2014 copy 42
Thank you for listeningwwwcurrenciesdirectcometailers
E-fulfilment How to optimise global E-fulfilment
Gary Rees
Seko Energy
Presentation byGary ReesBusiness Owner ndash Seko Synergygaryreessekosynergycoukwwwsekosynergycouk
Here
wwwsekosynergycouk
Slide Index
SEKO SYNERGY headline facts On demand logistics videoTech is the facilitator Multi-channel integrationsCouriers are mission critical Cross border fulfilment Key to success is in the On-Boarding process Choose your partner carefully
wwwsekosynergycouk
bull Northampton based fulfilment for late courier collectionsbull 250000 ftsup2 of fully bar-coded secure and clean warehousingbull 170 staff processing approximately 200000 items per daybull Tech and OnBoarding team of 8bull Always chasing the best tech in townbull Account management options ie full phone or ticketbull Clear courier service explanationsbull SEDEX auditedbull Owner run opportunity led business with a strong PampLbull Students of the fast moving e-commerce ecosystem
wwwsekosynergycouk
wwwsekosynergycouk
>
wwwsekosynergycouk
Tech is the facilitator
wwwsekosynergycouk
Your system
Your system
wwwsekosynergycouk
Couriers are mission critical
bull You get what you pay forbull Understand what exactly is on offerbull Read the courier contracts carefullybull Understand the fuel surchargebull Understand volumetric charging on Air shipmentsbull Pay more and delight your customers is our viewbull Align your website with your shipping promisesbull Couriers must be integrated with fulfilment so you have real-time information for your hard earned customersbull Give your fulfilment partner weights and dimensions and ask if they can support best courier choice by weight and territory
wwwsekosynergycouk
Cross border fulfilmentProduct labelling in local currency Export paperworkReturnsCustomer serviceNative websiteHazardous goods Local inventory fulfilmentAddress and order dataUnderstand your couriers offerings - tracking and POD
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
Slide 81
Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
Slide 87
Slide 88
Slide 89
Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
Currencies Direct | All rights reserved 2014 copy 39
E-tailingLetrsquos
talk
httpyoutubeUHbQhRSV2-4
How it works
Currencies Direct | All rights reserved 2014 copy 40
E-tailingLetrsquos
talk
Top tips summaryENSURE YOU ACHIEVE THE BEST EXCHANGE RATE FOR OVERSEAS STOCK PURCHASES
Reduce your stock price
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
USE AN E-TAILER COLLECTION ACCOUNT TO RECEIVE MONEY FROM INTERNATIONAL MARKETPLACES
Increase profits from your international sales
Currencies Direct | All rights reserved 2014 copy 41
E-tailingLetrsquos
talk
TRUSTED BY OVER
150000 CLIENTS AND AUTHORISED BY THE FINANCIAL CONDUCT AUTHORITY
19 YEARS EXPERIENCEEstablished since 1996 market leader in foreign exchange services for online retailers
$3BN TURNOVERE-tailer overseas bank accounts in multiple countries and currencies
OVER 1800registered online sellers in every major financial centre
Currencies Direct | All rights reserved 2014 copy 42
Thank you for listeningwwwcurrenciesdirectcometailers
E-fulfilment How to optimise global E-fulfilment
Gary Rees
Seko Energy
Presentation byGary ReesBusiness Owner ndash Seko Synergygaryreessekosynergycoukwwwsekosynergycouk
Here
wwwsekosynergycouk
Slide Index
SEKO SYNERGY headline facts On demand logistics videoTech is the facilitator Multi-channel integrationsCouriers are mission critical Cross border fulfilment Key to success is in the On-Boarding process Choose your partner carefully
wwwsekosynergycouk
bull Northampton based fulfilment for late courier collectionsbull 250000 ftsup2 of fully bar-coded secure and clean warehousingbull 170 staff processing approximately 200000 items per daybull Tech and OnBoarding team of 8bull Always chasing the best tech in townbull Account management options ie full phone or ticketbull Clear courier service explanationsbull SEDEX auditedbull Owner run opportunity led business with a strong PampLbull Students of the fast moving e-commerce ecosystem
wwwsekosynergycouk
wwwsekosynergycouk
>
wwwsekosynergycouk
Tech is the facilitator
wwwsekosynergycouk
Your system
Your system
wwwsekosynergycouk
Couriers are mission critical
bull You get what you pay forbull Understand what exactly is on offerbull Read the courier contracts carefullybull Understand the fuel surchargebull Understand volumetric charging on Air shipmentsbull Pay more and delight your customers is our viewbull Align your website with your shipping promisesbull Couriers must be integrated with fulfilment so you have real-time information for your hard earned customersbull Give your fulfilment partner weights and dimensions and ask if they can support best courier choice by weight and territory
wwwsekosynergycouk
Cross border fulfilmentProduct labelling in local currency Export paperworkReturnsCustomer serviceNative websiteHazardous goods Local inventory fulfilmentAddress and order dataUnderstand your couriers offerings - tracking and POD
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
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Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
Slide 81
Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
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Slide 88
Slide 89
Slide 90
Slide 91
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Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
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Slide 99
Slide 100
Slide 101
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Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
Currencies Direct | All rights reserved 2014 copy 40
E-tailingLetrsquos
talk
Top tips summaryENSURE YOU ACHIEVE THE BEST EXCHANGE RATE FOR OVERSEAS STOCK PURCHASES
Reduce your stock price
USE A SPECIALIST SERVICE AND TOOLS TO PROTECT YOURSELF FROM MOVING EXCHANGE RATES
Keep more of your sales profit
USE AN E-TAILER COLLECTION ACCOUNT TO RECEIVE MONEY FROM INTERNATIONAL MARKETPLACES
Increase profits from your international sales
Currencies Direct | All rights reserved 2014 copy 41
E-tailingLetrsquos
talk
TRUSTED BY OVER
150000 CLIENTS AND AUTHORISED BY THE FINANCIAL CONDUCT AUTHORITY
19 YEARS EXPERIENCEEstablished since 1996 market leader in foreign exchange services for online retailers
$3BN TURNOVERE-tailer overseas bank accounts in multiple countries and currencies
OVER 1800registered online sellers in every major financial centre
Currencies Direct | All rights reserved 2014 copy 42
Thank you for listeningwwwcurrenciesdirectcometailers
E-fulfilment How to optimise global E-fulfilment
Gary Rees
Seko Energy
Presentation byGary ReesBusiness Owner ndash Seko Synergygaryreessekosynergycoukwwwsekosynergycouk
Here
wwwsekosynergycouk
Slide Index
SEKO SYNERGY headline facts On demand logistics videoTech is the facilitator Multi-channel integrationsCouriers are mission critical Cross border fulfilment Key to success is in the On-Boarding process Choose your partner carefully
wwwsekosynergycouk
bull Northampton based fulfilment for late courier collectionsbull 250000 ftsup2 of fully bar-coded secure and clean warehousingbull 170 staff processing approximately 200000 items per daybull Tech and OnBoarding team of 8bull Always chasing the best tech in townbull Account management options ie full phone or ticketbull Clear courier service explanationsbull SEDEX auditedbull Owner run opportunity led business with a strong PampLbull Students of the fast moving e-commerce ecosystem
wwwsekosynergycouk
wwwsekosynergycouk
>
wwwsekosynergycouk
Tech is the facilitator
wwwsekosynergycouk
Your system
Your system
wwwsekosynergycouk
Couriers are mission critical
bull You get what you pay forbull Understand what exactly is on offerbull Read the courier contracts carefullybull Understand the fuel surchargebull Understand volumetric charging on Air shipmentsbull Pay more and delight your customers is our viewbull Align your website with your shipping promisesbull Couriers must be integrated with fulfilment so you have real-time information for your hard earned customersbull Give your fulfilment partner weights and dimensions and ask if they can support best courier choice by weight and territory
wwwsekosynergycouk
Cross border fulfilmentProduct labelling in local currency Export paperworkReturnsCustomer serviceNative websiteHazardous goods Local inventory fulfilmentAddress and order dataUnderstand your couriers offerings - tracking and POD
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
Slide 81
Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
Slide 87
Slide 88
Slide 89
Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
Currencies Direct | All rights reserved 2014 copy 41
E-tailingLetrsquos
talk
TRUSTED BY OVER
150000 CLIENTS AND AUTHORISED BY THE FINANCIAL CONDUCT AUTHORITY
19 YEARS EXPERIENCEEstablished since 1996 market leader in foreign exchange services for online retailers
$3BN TURNOVERE-tailer overseas bank accounts in multiple countries and currencies
OVER 1800registered online sellers in every major financial centre
Currencies Direct | All rights reserved 2014 copy 42
Thank you for listeningwwwcurrenciesdirectcometailers
E-fulfilment How to optimise global E-fulfilment
Gary Rees
Seko Energy
Presentation byGary ReesBusiness Owner ndash Seko Synergygaryreessekosynergycoukwwwsekosynergycouk
Here
wwwsekosynergycouk
Slide Index
SEKO SYNERGY headline facts On demand logistics videoTech is the facilitator Multi-channel integrationsCouriers are mission critical Cross border fulfilment Key to success is in the On-Boarding process Choose your partner carefully
wwwsekosynergycouk
bull Northampton based fulfilment for late courier collectionsbull 250000 ftsup2 of fully bar-coded secure and clean warehousingbull 170 staff processing approximately 200000 items per daybull Tech and OnBoarding team of 8bull Always chasing the best tech in townbull Account management options ie full phone or ticketbull Clear courier service explanationsbull SEDEX auditedbull Owner run opportunity led business with a strong PampLbull Students of the fast moving e-commerce ecosystem
wwwsekosynergycouk
wwwsekosynergycouk
>
wwwsekosynergycouk
Tech is the facilitator
wwwsekosynergycouk
Your system
Your system
wwwsekosynergycouk
Couriers are mission critical
bull You get what you pay forbull Understand what exactly is on offerbull Read the courier contracts carefullybull Understand the fuel surchargebull Understand volumetric charging on Air shipmentsbull Pay more and delight your customers is our viewbull Align your website with your shipping promisesbull Couriers must be integrated with fulfilment so you have real-time information for your hard earned customersbull Give your fulfilment partner weights and dimensions and ask if they can support best courier choice by weight and territory
wwwsekosynergycouk
Cross border fulfilmentProduct labelling in local currency Export paperworkReturnsCustomer serviceNative websiteHazardous goods Local inventory fulfilmentAddress and order dataUnderstand your couriers offerings - tracking and POD
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
Slide 81
Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
Slide 87
Slide 88
Slide 89
Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
Currencies Direct | All rights reserved 2014 copy 42
Thank you for listeningwwwcurrenciesdirectcometailers
E-fulfilment How to optimise global E-fulfilment
Gary Rees
Seko Energy
Presentation byGary ReesBusiness Owner ndash Seko Synergygaryreessekosynergycoukwwwsekosynergycouk
Here
wwwsekosynergycouk
Slide Index
SEKO SYNERGY headline facts On demand logistics videoTech is the facilitator Multi-channel integrationsCouriers are mission critical Cross border fulfilment Key to success is in the On-Boarding process Choose your partner carefully
wwwsekosynergycouk
bull Northampton based fulfilment for late courier collectionsbull 250000 ftsup2 of fully bar-coded secure and clean warehousingbull 170 staff processing approximately 200000 items per daybull Tech and OnBoarding team of 8bull Always chasing the best tech in townbull Account management options ie full phone or ticketbull Clear courier service explanationsbull SEDEX auditedbull Owner run opportunity led business with a strong PampLbull Students of the fast moving e-commerce ecosystem
wwwsekosynergycouk
wwwsekosynergycouk
>
wwwsekosynergycouk
Tech is the facilitator
wwwsekosynergycouk
Your system
Your system
wwwsekosynergycouk
Couriers are mission critical
bull You get what you pay forbull Understand what exactly is on offerbull Read the courier contracts carefullybull Understand the fuel surchargebull Understand volumetric charging on Air shipmentsbull Pay more and delight your customers is our viewbull Align your website with your shipping promisesbull Couriers must be integrated with fulfilment so you have real-time information for your hard earned customersbull Give your fulfilment partner weights and dimensions and ask if they can support best courier choice by weight and territory
wwwsekosynergycouk
Cross border fulfilmentProduct labelling in local currency Export paperworkReturnsCustomer serviceNative websiteHazardous goods Local inventory fulfilmentAddress and order dataUnderstand your couriers offerings - tracking and POD
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
Slide 81
Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
Slide 87
Slide 88
Slide 89
Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
E-fulfilment How to optimise global E-fulfilment
Gary Rees
Seko Energy
Presentation byGary ReesBusiness Owner ndash Seko Synergygaryreessekosynergycoukwwwsekosynergycouk
Here
wwwsekosynergycouk
Slide Index
SEKO SYNERGY headline facts On demand logistics videoTech is the facilitator Multi-channel integrationsCouriers are mission critical Cross border fulfilment Key to success is in the On-Boarding process Choose your partner carefully
wwwsekosynergycouk
bull Northampton based fulfilment for late courier collectionsbull 250000 ftsup2 of fully bar-coded secure and clean warehousingbull 170 staff processing approximately 200000 items per daybull Tech and OnBoarding team of 8bull Always chasing the best tech in townbull Account management options ie full phone or ticketbull Clear courier service explanationsbull SEDEX auditedbull Owner run opportunity led business with a strong PampLbull Students of the fast moving e-commerce ecosystem
wwwsekosynergycouk
wwwsekosynergycouk
>
wwwsekosynergycouk
Tech is the facilitator
wwwsekosynergycouk
Your system
Your system
wwwsekosynergycouk
Couriers are mission critical
bull You get what you pay forbull Understand what exactly is on offerbull Read the courier contracts carefullybull Understand the fuel surchargebull Understand volumetric charging on Air shipmentsbull Pay more and delight your customers is our viewbull Align your website with your shipping promisesbull Couriers must be integrated with fulfilment so you have real-time information for your hard earned customersbull Give your fulfilment partner weights and dimensions and ask if they can support best courier choice by weight and territory
wwwsekosynergycouk
Cross border fulfilmentProduct labelling in local currency Export paperworkReturnsCustomer serviceNative websiteHazardous goods Local inventory fulfilmentAddress and order dataUnderstand your couriers offerings - tracking and POD
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
Slide 81
Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
Slide 87
Slide 88
Slide 89
Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
Presentation byGary ReesBusiness Owner ndash Seko Synergygaryreessekosynergycoukwwwsekosynergycouk
Here
wwwsekosynergycouk
Slide Index
SEKO SYNERGY headline facts On demand logistics videoTech is the facilitator Multi-channel integrationsCouriers are mission critical Cross border fulfilment Key to success is in the On-Boarding process Choose your partner carefully
wwwsekosynergycouk
bull Northampton based fulfilment for late courier collectionsbull 250000 ftsup2 of fully bar-coded secure and clean warehousingbull 170 staff processing approximately 200000 items per daybull Tech and OnBoarding team of 8bull Always chasing the best tech in townbull Account management options ie full phone or ticketbull Clear courier service explanationsbull SEDEX auditedbull Owner run opportunity led business with a strong PampLbull Students of the fast moving e-commerce ecosystem
wwwsekosynergycouk
wwwsekosynergycouk
>
wwwsekosynergycouk
Tech is the facilitator
wwwsekosynergycouk
Your system
Your system
wwwsekosynergycouk
Couriers are mission critical
bull You get what you pay forbull Understand what exactly is on offerbull Read the courier contracts carefullybull Understand the fuel surchargebull Understand volumetric charging on Air shipmentsbull Pay more and delight your customers is our viewbull Align your website with your shipping promisesbull Couriers must be integrated with fulfilment so you have real-time information for your hard earned customersbull Give your fulfilment partner weights and dimensions and ask if they can support best courier choice by weight and territory
wwwsekosynergycouk
Cross border fulfilmentProduct labelling in local currency Export paperworkReturnsCustomer serviceNative websiteHazardous goods Local inventory fulfilmentAddress and order dataUnderstand your couriers offerings - tracking and POD
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
Slide 81
Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
Slide 87
Slide 88
Slide 89
Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
wwwsekosynergycouk
Slide Index
SEKO SYNERGY headline facts On demand logistics videoTech is the facilitator Multi-channel integrationsCouriers are mission critical Cross border fulfilment Key to success is in the On-Boarding process Choose your partner carefully
wwwsekosynergycouk
bull Northampton based fulfilment for late courier collectionsbull 250000 ftsup2 of fully bar-coded secure and clean warehousingbull 170 staff processing approximately 200000 items per daybull Tech and OnBoarding team of 8bull Always chasing the best tech in townbull Account management options ie full phone or ticketbull Clear courier service explanationsbull SEDEX auditedbull Owner run opportunity led business with a strong PampLbull Students of the fast moving e-commerce ecosystem
wwwsekosynergycouk
wwwsekosynergycouk
>
wwwsekosynergycouk
Tech is the facilitator
wwwsekosynergycouk
Your system
Your system
wwwsekosynergycouk
Couriers are mission critical
bull You get what you pay forbull Understand what exactly is on offerbull Read the courier contracts carefullybull Understand the fuel surchargebull Understand volumetric charging on Air shipmentsbull Pay more and delight your customers is our viewbull Align your website with your shipping promisesbull Couriers must be integrated with fulfilment so you have real-time information for your hard earned customersbull Give your fulfilment partner weights and dimensions and ask if they can support best courier choice by weight and territory
wwwsekosynergycouk
Cross border fulfilmentProduct labelling in local currency Export paperworkReturnsCustomer serviceNative websiteHazardous goods Local inventory fulfilmentAddress and order dataUnderstand your couriers offerings - tracking and POD
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
Slide 81
Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
Slide 87
Slide 88
Slide 89
Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
wwwsekosynergycouk
bull Northampton based fulfilment for late courier collectionsbull 250000 ftsup2 of fully bar-coded secure and clean warehousingbull 170 staff processing approximately 200000 items per daybull Tech and OnBoarding team of 8bull Always chasing the best tech in townbull Account management options ie full phone or ticketbull Clear courier service explanationsbull SEDEX auditedbull Owner run opportunity led business with a strong PampLbull Students of the fast moving e-commerce ecosystem
wwwsekosynergycouk
wwwsekosynergycouk
>
wwwsekosynergycouk
Tech is the facilitator
wwwsekosynergycouk
Your system
Your system
wwwsekosynergycouk
Couriers are mission critical
bull You get what you pay forbull Understand what exactly is on offerbull Read the courier contracts carefullybull Understand the fuel surchargebull Understand volumetric charging on Air shipmentsbull Pay more and delight your customers is our viewbull Align your website with your shipping promisesbull Couriers must be integrated with fulfilment so you have real-time information for your hard earned customersbull Give your fulfilment partner weights and dimensions and ask if they can support best courier choice by weight and territory
wwwsekosynergycouk
Cross border fulfilmentProduct labelling in local currency Export paperworkReturnsCustomer serviceNative websiteHazardous goods Local inventory fulfilmentAddress and order dataUnderstand your couriers offerings - tracking and POD
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
Slide 81
Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
Slide 87
Slide 88
Slide 89
Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
wwwsekosynergycouk
wwwsekosynergycouk
>
wwwsekosynergycouk
Tech is the facilitator
wwwsekosynergycouk
Your system
Your system
wwwsekosynergycouk
Couriers are mission critical
bull You get what you pay forbull Understand what exactly is on offerbull Read the courier contracts carefullybull Understand the fuel surchargebull Understand volumetric charging on Air shipmentsbull Pay more and delight your customers is our viewbull Align your website with your shipping promisesbull Couriers must be integrated with fulfilment so you have real-time information for your hard earned customersbull Give your fulfilment partner weights and dimensions and ask if they can support best courier choice by weight and territory
wwwsekosynergycouk
Cross border fulfilmentProduct labelling in local currency Export paperworkReturnsCustomer serviceNative websiteHazardous goods Local inventory fulfilmentAddress and order dataUnderstand your couriers offerings - tracking and POD
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
Slide 78
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Slide 81
Slide 82
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Slide 85
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Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
wwwsekosynergycouk
>
wwwsekosynergycouk
Tech is the facilitator
wwwsekosynergycouk
Your system
Your system
wwwsekosynergycouk
Couriers are mission critical
bull You get what you pay forbull Understand what exactly is on offerbull Read the courier contracts carefullybull Understand the fuel surchargebull Understand volumetric charging on Air shipmentsbull Pay more and delight your customers is our viewbull Align your website with your shipping promisesbull Couriers must be integrated with fulfilment so you have real-time information for your hard earned customersbull Give your fulfilment partner weights and dimensions and ask if they can support best courier choice by weight and territory
wwwsekosynergycouk
Cross border fulfilmentProduct labelling in local currency Export paperworkReturnsCustomer serviceNative websiteHazardous goods Local inventory fulfilmentAddress and order dataUnderstand your couriers offerings - tracking and POD
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
Slide 81
Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
Slide 87
Slide 88
Slide 89
Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
wwwsekosynergycouk
Tech is the facilitator
wwwsekosynergycouk
Your system
Your system
wwwsekosynergycouk
Couriers are mission critical
bull You get what you pay forbull Understand what exactly is on offerbull Read the courier contracts carefullybull Understand the fuel surchargebull Understand volumetric charging on Air shipmentsbull Pay more and delight your customers is our viewbull Align your website with your shipping promisesbull Couriers must be integrated with fulfilment so you have real-time information for your hard earned customersbull Give your fulfilment partner weights and dimensions and ask if they can support best courier choice by weight and territory
wwwsekosynergycouk
Cross border fulfilmentProduct labelling in local currency Export paperworkReturnsCustomer serviceNative websiteHazardous goods Local inventory fulfilmentAddress and order dataUnderstand your couriers offerings - tracking and POD
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
Slide 81
Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
Slide 87
Slide 88
Slide 89
Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
wwwsekosynergycouk
Your system
Your system
wwwsekosynergycouk
Couriers are mission critical
bull You get what you pay forbull Understand what exactly is on offerbull Read the courier contracts carefullybull Understand the fuel surchargebull Understand volumetric charging on Air shipmentsbull Pay more and delight your customers is our viewbull Align your website with your shipping promisesbull Couriers must be integrated with fulfilment so you have real-time information for your hard earned customersbull Give your fulfilment partner weights and dimensions and ask if they can support best courier choice by weight and territory
wwwsekosynergycouk
Cross border fulfilmentProduct labelling in local currency Export paperworkReturnsCustomer serviceNative websiteHazardous goods Local inventory fulfilmentAddress and order dataUnderstand your couriers offerings - tracking and POD
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
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Slide 77
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Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
wwwsekosynergycouk
Couriers are mission critical
bull You get what you pay forbull Understand what exactly is on offerbull Read the courier contracts carefullybull Understand the fuel surchargebull Understand volumetric charging on Air shipmentsbull Pay more and delight your customers is our viewbull Align your website with your shipping promisesbull Couriers must be integrated with fulfilment so you have real-time information for your hard earned customersbull Give your fulfilment partner weights and dimensions and ask if they can support best courier choice by weight and territory
wwwsekosynergycouk
Cross border fulfilmentProduct labelling in local currency Export paperworkReturnsCustomer serviceNative websiteHazardous goods Local inventory fulfilmentAddress and order dataUnderstand your couriers offerings - tracking and POD
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
Slide 81
Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
Slide 87
Slide 88
Slide 89
Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
wwwsekosynergycouk
Cross border fulfilmentProduct labelling in local currency Export paperworkReturnsCustomer serviceNative websiteHazardous goods Local inventory fulfilmentAddress and order dataUnderstand your couriers offerings - tracking and POD
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
Slide 81
Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
Slide 87
Slide 88
Slide 89
Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
wwwsekosynergycouk
Key to success is in the On-Boarding process
It takes us approximately 5060 hours to onboard a client this is a mission of discovery and if fully embraced the project will succeed There are unfortunately no shortcuts if something feels wrong or you hope it will bealright on the night - The fact is it wont After go live its very hard to un-drown yourself so both sides need to look under every stone for potential issues or quirks in each others operation Our team and CRM tool will steer you methodically through the process with good discussion and a comprehensive testing process go-live will be smooth
wwwsekosynergycouk
Choose your partner carefully
How diligent is their OnBoarding processDo they understand your products and vision
Can their people facilities and tech support your growthIs there a method to store and pick-pack your products logically
Do they have a robust audit trailCan their systems cope with drop-ship date and batch control full integrations etc
Have they got comprehensive courier knowledge and full integrationsDo they wish to be a true partner in every sense and not just a supplier
wwwsekosynergycouk
Will your fulfilment provider add true and sustainable value
Lunch
How to Increase International Sales from Search Engine
Visitors (SEO)
Danny Richman
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW TO GET INTERNATIONAL SALES FROM SEARCH VISITORS
ISEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
12 TRILLION GOOGLE SEARCHES PER YEAR WORLDWIDE
Source Google Zeitgeist
WWWSEOTRAININGLONDONORGDANNYRICHMAN
97 OF PEOPLE USE A SEARCH ENGINE BEFORE SHOPPING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEARCH MARKETING = PULL MARKETING
Source HubSpot
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHERE DO YOU CLICK
90 ignore paid ads
Organic Results
Source Richman SEO TrainingCINT 2013
65More
trustworthy
72 More relevant
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 The site with the most visitors
2 The site with the most clicks-throughs
3 The site that pays the most money to Google
4 The site that looks the most relevant to Google
5 The site with the most TweetsLikesShares
6 The site with the most links from other sites
X
X
X
25
5 but growing
70
WHAT MAKES A SITE RANK HIGHER ON GOOGLE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
POGO-STICKING
WWWSEOTRAININGLONDONORGDANNYRICHMAN
1 Relevancy
2 Links from other sites
3 Engaged search visitors
WHAT MAKES A WEBSITE RANK HIGHER ON GOOGLE
SEO MYTHS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 1 ndash SEO IS A DARK ART
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 2 ndash SEO IS EXPENSIVE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 3 ndash SEO TAKES A LONG TIME
WWWSEOTRAININGLONDONORGDANNYRICHMAN
MYTH 4 ndash SEO KEEPS CHANGING
INTERNATIONAL SEO
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLES GLOBAL MARKET SHARE
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 26 share in Russia
RUSSIA
61
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google is banned in China
CHINA
62
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SOUTH KOREA
72
WWWSEOTRAININGLONDONORGDANNYRICHMAN Google has a 40 share in Japan
JAPAN
53
WHAT MAKES A WEBSITE RANK HIGHER IN ANOTHER COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
A TOP LEVEL DOMAIN (TLD) FOR THE RELEVANT COUNTRY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE WEBMASTER TOOLS
Configure the relevant country and language settings
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE CONTENT IN THE NATIVE LANGUAGE
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET LINKS FROM SITES IN THE TARGET COUNTRY
WHICH SEARCH TERMS ARE INTERNATIONAL VISITORS USING
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
Slide 81
Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
Slide 87
Slide 88
Slide 89
Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
HOW DO WE GET LINKS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE A BLOG
but donrsquot make it boring or self-promotional
WWWSEOTRAININGLONDONORGDANNYRICHMAN
KEYWORD RESEARCHER
CleverGizmoscom
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH CONTENT WAS SHARED THE MOST
buzzsumocom
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
Slide 81
Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
Slide 87
Slide 88
Slide 89
Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CREATE A BLOG
but donrsquot make it boring or self-promotional
WWWSEOTRAININGLONDONORGDANNYRICHMAN
KEYWORD RESEARCHER
CleverGizmoscom
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH CONTENT WAS SHARED THE MOST
buzzsumocom
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
Slide 81
Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
Slide 87
Slide 88
Slide 89
Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
WWWSEOTRAININGLONDONORGDANNYRICHMAN
KEYWORD RESEARCHER
CleverGizmoscom
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH CONTENT WAS SHARED THE MOST
buzzsumocom
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
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Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH CONTENT WAS SHARED THE MOST
buzzsumocom
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
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Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
WWWSEOTRAININGLONDONORGDANNYRICHMAN 17m views of this video 252m views across channel
LINKBAIT
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
Slide 81
Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
Slide 87
Slide 88
Slide 89
Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DONrsquoT TRY TO CHEAT THE SYSTEM
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
Slide 81
Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
Slide 87
Slide 88
Slide 89
Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
HOW TO KEEP ONLINE VISITORS HAPPY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
Slide 81
Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
Slide 87
Slide 88
Slide 89
Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
WWWSEOTRAININGLONDONORGDANNYRICHMAN
OPTIMIZELYCOM
>
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
Slide 81
Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
Slide 87
Slide 88
Slide 89
Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
HOW TO RESEARCH INTERNATIONAL MARKETS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
Slide 81
Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
Slide 87
Slide 88
Slide 89
Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
WWWSEOTRAININGLONDONORGDANNYRICHMAN
SEO GLOBAL ndash FREE CHROME EXTENSION
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
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Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
WWWSEOTRAININGLONDONORGDANNYRICHMAN
HOW MUCH TRAFFIC DO THEIR COMPETITORS GET FROM SEARCH
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
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Slide 77
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Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
Slide 87
Slide 88
Slide 89
Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
WWWSEOTRAININGLONDONORGDANNYRICHMAN
WHICH SEARCH TERMS DRIVE THEIR TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
Slide 81
Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
Slide 87
Slide 88
Slide 89
Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FROM WHICH COUNTRIES DO THEY GET THE MOST TRAFFIC
similarwebcom
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
Slide 81
Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
Slide 87
Slide 88
Slide 89
Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE GLOBAL MARKET FINDER
>
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
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Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
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Slide 97
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Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GOOGLE TRENDS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
Slide 81
Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
Slide 87
Slide 88
Slide 89
Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
WWWSEOTRAININGLONDONORGDANNYRICHMAN
COMPARE GOOGLE TRENDS
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
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Slide 66
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Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
DOES IT WORK
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
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Slide 91
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Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
Slide 81
Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
Slide 87
Slide 88
Slide 89
Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
WWWSEOTRAININGLONDONORGDANNYRICHMAN
CASE STUDY
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
Slide 81
Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
Slide 87
Slide 88
Slide 89
Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
WWWSEOTRAININGLONDONORGDANNYRICHMAN
BRIDAL HEADDRESSES
bull 1600 UK searches per month
bull 8 links for a No1 position on Google
bull brought 720 new visitors per month
bull resulting in 45 new customers per month
bull 45 new customers spent pound75 average sale
bull pound40500 pa just from one keyword
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
Slide 81
Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
Slide 87
Slide 88
Slide 89
Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
NEXT STEPS
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
Slide 81
Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
Slide 87
Slide 88
Slide 89
Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
WWWSEOTRAININGLONDONORGDANNYRICHMAN
EDUCATE YOUR MARKETING TEAM IN SEO
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
Slide 81
Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
Slide 87
Slide 88
Slide 89
Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
WWWSEOTRAININGLONDONORGDANNYRICHMAN
GET AN SEO AUDIT OF THE WEBSITE
cost approx pound500
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
Slide 81
Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
Slide 87
Slide 88
Slide 89
Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PRODUCE SOME SHAREABLE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
Slide 81
Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
Slide 87
Slide 88
Slide 89
Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
WWWSEOTRAININGLONDONORGDANNYRICHMAN
PROMOTE THE CONTENT
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
Slide 81
Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
Slide 87
Slide 88
Slide 89
Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
WWWSEOTRAININGLONDONORGDANNYRICHMAN
TEST TEST TEST AND NEVER EVER REST
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
Slide 81
Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
Slide 87
Slide 88
Slide 89
Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
WWWSEOTRAININGLONDONORGDANNYRICHMAN
FOLLOW A PLAN
seotraininglondonorg
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
Slide 81
Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
Slide 87
Slide 88
Slide 89
Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
WWWSEOTRAININGLONDONORGDANNYRICHMAN
DANNY RICHMANbull E dannyrichmanseocouk
bull W seotraininglondonorg
bull M 07966 229490
bull Twitter DannyRichman
bull Linkedin Linkedincomindannyrichman
bull Slides available at httpwwwseotraininglondonorgukti-presentation
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
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Slide 75
Slide 76
Slide 77
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Slide 85
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Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
ISEO
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
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Slide 27
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Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
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Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
International VAT ndash The Essential Guide
Claire Taylor
Simply VAT
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
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Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
UKTI Gloucester13th May 2015
Claire Taylor CEO simplyVATcom
International VAT The Essential Guide
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
Slide 81
Slide 82
Slide 83
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Slide 85
Slide 86
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Slide 90
Slide 91
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Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
bull Global online sales - pound14 trillion in 2015bull UK online sales gt16 - pound52 billion 2015bull UK cross-border trade - approx 10bull 27 of all UK traders sell into EU
mainland (Source ndash Centre of Retail Research)
hellip a BIG opportunity for the majority of retailers of all types for further growth
The eCommerce Explosion
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
Slide 81
Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
Slide 87
Slide 88
Slide 89
Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
46 Increase Year On Year
Since 2010
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
Slide 81
Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
Slide 87
Slide 88
Slide 89
Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
Issues Trading Abroad
Pricing
languagecost
Local VAT laws
Payments process
documentation
VAT Recovery
VAT Returns (country variations)
Intrastat
currency
fulfilment
cultureWHAT TO THINK ABOUT
VAT RegistrationsSecurity
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
Slide 81
Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
Slide 87
Slide 88
Slide 89
Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
International VAT Obligations
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
Slide 81
Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
Slide 87
Slide 88
Slide 89
Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
What Who amp Where
bull What Am I SellingGoods Or Services
EU or Non-EU
Businesses Or Consumersbull Whom Am I Selling It To
bull hellipAnd Where Are They
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
Slide 81
Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
Slide 87
Slide 88
Slide 89
Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
Customer accounts for VAT and there is no obligation for the supplier to VAT register in another EU country ifbull Your customer is a VAT registered business with a valid VAT
numberbull Retain proof that the goods left the UK and went to EU customerbull Show the valid VAT number on the invoice along with obligatory
phrase ldquoIntra EU despatch of goods ndash Customer liable to account for the VATrdquo
EU
Goods
Selling Goods To EU B2B
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
Slide 81
Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
Slide 87
Slide 88
Slide 89
Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
Treated differently to goods for VAT purposes
bull The Place of Supply of services is critical bull General Rule ndash Service is taxable where customer isbull However some supplies may need to register in the country of
supply eg Land related services eventsconferences
Services
EU
Selling Services To EU B2B
bull Distance Selling Rules - Selling goods to private individuals in other EU countries
bull Applies to anyone ndash registered business or notbull Also applies when selling through the online market places eg eBay or
Amazon ndash Ebay and Amazon are not responsible for collecting or paying VAT on your behalf
bull Different rules apply when selling to private customers in non-EU countries (Export of Goods)
Selling Goods To EU B2C
EU Private CustomerUK Company Sells to
The Distance Selling Rulesbull Charge local VAT until the VAT sales threshold is exceeded in
any other EU member country where your goods are sold per calendar year
bull Thresholds arendash euro35000 (or equivalent) in every other EU countryndash euro100000 (or equivalent) in France Germany Netherlands
Luxembourg UK
bull Failure to register could result in significant penalties and interest on late payments
Ignorance Is No Defencebull Mutual Co-operation set up in 2012 specifically to
combat lost VAT revenuebull Specialist sections within EU tax authorities are
actively pursuing e-tailers and asking questionshellip
Non Registration and Non Payment of VAT from online sales in EU countries is NOT a safe option
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
UNDER VAT THRESHOLD eg IN HUNGARY
OVER VAT THRESHOLD eg IN HUNGARYThis will require you to have to register for a VAT account and undertake local filing in Hungary
GBP
Net price 2000Delivery 400UK VAT 20 480
Total Price 2880
GBP
Net price 1868
Delivery 400
Hungarian VAT 27 612
Total Price 2880
Example Any UK Company With Sales to Consumers in Europe
bull RED indicates above VAT Threshold in EU country therefore VAT registration is required
bull When NOT above threshold UK VAT will apply until the particular country threshold is reached
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
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Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
E-Exporting Programme
Stephen Hope
UK Trade amp Investment
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
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Slide 83
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Slide 85
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Slide 87
Slide 88
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Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
Steven Hope Senior Digital Trade AdviserGloucester Growth Hub May 2015
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
Slide 81
Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
Slide 87
Slide 88
Slide 89
Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
Core Message to Online Business
ldquoPut The Customer at the Centre of Everything you do and Data at the Centre of Why you Do itrdquo
142
R E S E A R C H
T O U C H P O I N T S
I N S I G H T S
A N A L Y T I C S
K E Y W O R D S
S E G M E N T A T I O N
M A R K E T I N G
R E P O R T I N G
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
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Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
The e-exporting programme
To encourage and empower companies to expand international online salesbull Current Focus B2C e-marketplaces Newegg Xiucom LASO
Tmall Amazon Japan Vipcom bull Own Websitesbull FlashPrivate sale sitesbull B2B e-marketplaces Alibabacom
143
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
Slide 81
Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
Slide 87
Slide 88
Slide 89
Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
Engagement with ITArsquos
bull Client contact request sheetbull Assistance in client meetingsbull Regional visits to team meetingsbull Regional client 1-2-1 clinicsbull Webinars to offer updates on the programmebull Away Days to up skill and enable digital conversationsbull Day to day email contact dealing with queriesbull Fortnightly update telephone callsbull 3 Pagers on marketplace opportunities
144
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
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Slide 85
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Slide 100
Slide 101
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Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
Enhancing UKTI services
bull ITA client meetingsbull ECR EMRS OMIS bull Workshops
Web Optimisation MasterclassesWeb Optimisation and introduction to social mediaE-commerce for international Trade
Digital advisors are here to supplement and not replace these existing services and relationships
145
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
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Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
E-routes to market ndash client opportunities
bull Own Website bull eMarketplaces ndash B2C current focus of e-exporting programme bull Membersrsquo flash sale sitesbull Voucher sites eg grouponbull Drop Shipping partners ndash similar to eMarketplaces bull Evolution of kickstarter and hybrids promotional offers to
enter a segment bull TV Shopping Channels variation on traditional advertising
146
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
Slide 81
Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
Slide 87
Slide 88
Slide 89
Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
ITA Client meetings ndash a strategy
bull Evaluate with research e-export potential- and select target market ndash follow up with more detailed research
bull Develop a plan to access that market ndash one size does not fit all
bull Modify their product or service to align with foreign marketsbull Research the legal issues around their offering in the local
marketbull Leverage your website to assist selling abroadbull Ship your productsbull Get Paid
147
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
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Slide 79
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Slide 85
Slide 86
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Slide 88
Slide 89
Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
Headline topics to think about
bull Are clients excellent in the home market Order fulfilment and customer service
bull Can the product travel ie worldwide demand modifybull Are clients willing to modify their products and deal with
different culturesbull Sufficient resources human and financial bull Costs of transportation prohibitive to success
Research and research size of market appetite for their product barriers to entry labelling customs distribution channels realistic marketing budget study competitors and morehelliphellip
148
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
Slide 81
Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
Slide 87
Slide 88
Slide 89
Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
What is the e-route to market - website
Having been through the process with the client bull Selecting a target marketbull Researching the marketbull Researching the consumer in the marketbull Study local competitors in marketbull Determine an online strategybull Choose the ecommerce platform bull Localise and translate contentbull Select local payment bull Look at localising ndash hosting contact details geo-targeting
local language keywords local inbound links etc
149
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
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Slide 79
Slide 80
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Slide 91
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Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
Evaluate with Researchhellip some considerations
eCommerce penetration maturity and scaleAdoption of smart phonesPopulation characteristicsRegulations and TaxesLanguage Cultural fitPayment preferencesCompetitive Environment ndash learn from competitorsLogistics Fulfilment - returnsCustomer Spend on your productserviceDisposable incomeAcceptance of foreign retailersGuarantees customer support pricing political situation etc
150
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
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Slide 85
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Slide 89
Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
Frequent Company Mistakes
bull Not enough personnel to handle the extra businessbull Insufficient knowledge of the legal and regulatory issues
related to exporting in other countriesbull Neglecting new overseas customers when domestic is
boomingbull Not modifying productsbull Not offering sales blurb and guarantees in foreign language
151
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
Slide 81
Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
Slide 87
Slide 88
Slide 89
Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
Research Research and Research your market
Google AnalyticsGoogle Consumer BarometerGoogle global Market finderSocial listeningSimilarweb for competitor analysisAnd morehellip
152
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
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Slide 100
Slide 101
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Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
Digital Advisor Client topics
E-exporting programmebull How to research what to research where to researchbull Local culture logistics taxes search and social mediabull Website strategy structure and deploymentbull Market and country reports on ad hoc basisbull Social listening and influencer engagement
153
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
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Slide 82
Slide 83
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Slide 85
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Slide 98
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Slide 100
Slide 101
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Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
eMarketplaces ndash on the shoulders of Giants
There are hundreds of eMarketplaces around the world now Pick the ones that work best for your clients their product and companyrsquos resources
bull Why eMarketplacesbull How do they operate ndash do you hold stockbull How will you use them in your business modelbull Will this sales route damage the brandbull Who are they ndash a few of the larger players
154
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
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Slide 83
Slide 84
Slide 85
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Slide 89
Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
Why eMartketplaces
bull Access to customers in a trusted environmentbull You keep control of the brand and brand imagebull Fully integrated IT and stock control management systems
with full reporting already set upbull You keep control of pricing bull Full retail price less listing and transaction fees ( which vary
eM to eM)bull Excellent way to test the local demand for your productsbull Build valuable research into customer behaviourbull Counter seasonal in antipodean markets
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
Slide 71
Slide 72
Slide 73
Slide 74
Slide 75
Slide 76
Slide 77
Slide 78
Slide 79
Slide 80
Slide 81
Slide 82
Slide 83
Slide 84
Slide 85
Slide 86
Slide 87
Slide 88
Slide 89
Slide 90
Slide 91
Slide 92
Slide 93
Slide 94
Slide 95
Slide 96
Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
Memberrsquos Flash Sale Sites
bull How do they operatebull Damage the Brand or Raise Awarenessbull Part of Overall Strategybull Some International Members flash sale sites
161
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
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Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
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Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
Aggregator example162
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
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Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
International Memberrsquos Flash sale Sites
APAC Sale Group Australia Singapore Malaysia Thailand New Zealand- Deliver to Northamptonshire DCMarkaVIP UAE Saudi Arabia Bahrain Kuwait Omar Lebanon Jordan Qatar shipments go to DubaiVente-Privee- France Spain Germany Italy UK Austria Belgium Holland ndash 20 Million membersSecretsales Achica Brand alley Zulily Sarenza Tucci cocosa theoutnet showroomprivee bestsecret ndash UK Belleandclive (bluefly) Gilt Groupe janecom hautelook (nordstrom) editorscloset ideel(groupon) myhabit (amazon) beyondtherack smartbargains jackthreads ( and drop ship) ndash USA
163
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
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Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
Facebook - storytellingInstagram ndash be artisiticTwitter - listen like a cocktail party trend jacking promotional tweetsTumblr ndash get animatedPinterest ndash you are a dope if you are not on pinterest -LinkedInGoogle +VineSnapchat
164
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
Creating your Roadmap to Global E-commerce Success Susan Roe
E-Legal Setting the Scene Graeme Fearon amp Andy Braithwaite
E-commerce for international business
Slide 5
e-commerce contracts
Slide 7
Slide 8
Slide 9
Slide 10
Slide 11
Slide 12
Slide 13
Slide 14
Slide 15
Slide 16
Slide 17
Slide 18
Break
Online Payments Tips and tricks for selling in different curre
Slide 22
Slide 23
Slide 24
Slide 25
Slide 26
Slide 27
Slide 28
Slide 29
Slide 30
Slide 31
Slide 32
Slide 33
Slide 34
Slide 35
Slide 36
Slide 37
Slide 38
Slide 39
Slide 40
Slide 41
Thank you for listening
E-fulfilment How to optimise global E-fulfilment Gary Rees
Slide 44
Slide 45
Slide 46
Slide 47
Slide 48
Slide 49
Slide 50
Slide 51
Slide 52
Slide 53
Slide 54
Slide 55
Lunch
How to Increase International Sales from Search Engine Visitors
Slide 58
Slide 59
Slide 60
Slide 61
Slide 62
Slide 63
Slide 64
Slide 65
Slide 66
Slide 67
Slide 68
Slide 69
Slide 70
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Slide 97
Slide 98
Slide 99
Slide 100
Slide 101
Slide 102
Slide 103
Slide 104
Slide 105
Slide 106
Slide 107
Slide 108
Slide 109
Slide 110
Slide 111
Slide 112
Slide 113
Slide 114
Slide 115
International VAT ndash The Essential Guide Claire Taylor Simply
International VAT The Essential Guide
Slide 118
Slide 119
Issues Trading Abroad
International VAT Obligations
What Who amp Where
Slide 123
Slide 124
Selling Goods To EU B2C
The Distance Selling Rules
Ignorance Is No Defence
Slide 128
Slide 129
Slide 130
Example Any UK Company With Sales to Consumers in Europe
Slide 132
Using Fulfilment Centres
Slide 134
Selling Goods To Non-EU Countries
Slide 136
Donrsquot Let VAT Be a Barrier
What We Do
Slide 139
E-Exporting Programme Stephen Hope UK Trade amp Investment
Slide 141
Core Message to Online Business
The e-exporting programme
Engagement with ITArsquos
Enhancing UKTI services
E-routes to market ndash client opportunities
ITA Client meetings ndash a strategy
Headline topics to think about
What is the e-route to market - website
Evaluate with Researchhellip some considerations
Frequent Company Mistakes
Research Research and Research your market
Digital Advisor Client topics
eMarketplaces ndash on the shoulders of Giants
Why eMartketplaces
North America
Europe
APAC Market Places
LATAM
Fast evolving and growing global e-marketplaces
Memberrsquos Flash Sale Sites
Aggregator example
International Memberrsquos Flash sale Sites
Talking Social ndash letrsquos go native
E - bits lsquonrsquo pieces
Key Takeaway
Slide 167
Thank you
E - bits lsquonrsquo pieces
bull One size does not fit all ndash localise and translate ndash everythingbull Customer service product selection return policies local
holidays web navigation payment methods local tax refund dates Diwali valentines singles day mothers day etc etc
bull Study local competitors in local market- digital and physicalbull Prioritise gaining trust in local developing marketsbull Local SEO how does your target market search locallybull Use of social media in each country bull Average worldwide cart abandonment is 68 considerations
