Perspective: Challenges and Opportunities of Cross-Border eCommerce
The outlook for the global eCommerce market is optimistic for 2010 and according to a survey by global delivery and logistics provider UPS , small-business owners who engage in international trade were more likely to project that their business would be in a better economic position in a year than those who did not.
But until recently, many merchants have relied on a single Web site to serve customers around the world. While many companies still rely on this model, the one-size-fits-all approach is increasingly being displaced by cross-border eCommerce.
Merchants have learned that country-specific sites work better to attract and serve customers in those countries. Why?
- More convenient for customers
- More attractive localized product offerings
- Better, more persuasive communication in local language
- Less expensive shipping options for customers
- Higher rankings on search engines and greater ability to attract customers
- Ease of payment options for the customer
Cross-border eCommerce presents a host of challenges as well.
- Local language
- Local product differentiation/inventory issues
- Complex distribution/shipping costs/timing
- Local competition/pricing
- Customer service
Additionally, merchants must deal with a host of payment-related issues, including increased fraud risk, currency conversion, merchant banking relationships and regulatory requirements. This involves creating a complex network of acquiring banks and payment processors and making sure your customers have a wide variety of payment options. Most importantly, this network has to be secure and trustworthy.
I’ll address the challenges and risks of cross-border eCommerce expansion—as well as the benefits of a new model for cross-border payments—in a future post.