Making the Most of Your Cross-Border JourneyMarch 2016

Presenter: Mike GriffinAs the Vice President of Partner Development, Mike Griffin is leading Pitney Bowes’ efforts in international site optimization and helping to drive quality traffic and conversion to Pitney Bowes retail clients through a wide variety of partner programs. For the past five years Mike led Borderfree’s, now Pitney Bowes’, efforts in client strategy and operations, helping a wide variety of retailers grow their international businesses through Pitney Bowes’ BorderfreeRetail solutions. Mike’s current focus is on international site optimization.

Pitney Bowes is a $4B global technology company offering innovative products and solutions that enable commerce.

Location Intelligence

Customer Engagement

Shipping & Mailing

Global Ecommerce

Customer Information Management

Our end-to-end solution helps you implement your global expansion plans simply and effectively in over 220 countries & territories

About Pitney Bowes

• 95+ years of innovation• 15,000 employees internationally• Serving 90% of the Fortune 500• Supporting 1.5 million small

businesses

The Global Maturity PathKnowing where you are in relation to global maturity is important. It helps define the actions you take when moving forward.

Remember: Domestic expertise does not

directly translate to international know-how

There are many types of international consumers and offering a local experience is key

Marketplaces are opportunities to take advantage in country, without requiring large in country investment

Finding your customers

The message changes, but the channels remain:

Email marketing Flash sales Social media SEO (62% say they rely on search

engines!*) Localize your site experience and

promotional opportunities for each international audience

*Pitney Bowes Shopping Study

YOUR BRAND33% of shoppers have purchased products online from retailers in other

countries*

Which sales channel(s) are you investing heavily in this year?

a)Email marketingb)Flash salesc) Social mediad)SEO

Localization Matters.Executing a successful global ecommerce strategy takes more than just relocating your domestic operations. Understanding and responding to in-country nuances, expectations and trends is critical to building both your brand and customer loyalty.

Website Localization

A Welcome Mat drives a call to

action as soon as the consumer lands on your homepage

YOUR BRANDYOUR BRAND

YOUR BRAND

Prices set to match UK store prices

And UK retail pricing convention

Pricing Localization

Checkout: Payment and Shipping Options

Providing local payment and shipping options increases conversions and creates a positive shopping experience with customers.

Delivery Duty Unpaid vs. Delivery Duty Paid• One of the largest drivers for conversion in most regions is offering DDP to

customers—limiting surprises upon delivery and creating a positive customer experience

DDU DDP

Can impact conversion by more than 40% in

some regions

How important is providing fully-landed costs including duties, taxes & shipping fees (DDP) at checkout to your consumers?

a) Very Importantb) Somewhat Importantc) Not Important

Localized Shipping

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Partner with large carriers as well as local carriers to optimize tracking and delivery experience for customers

Key MarketsRecognize that each market is unique and will respond differently to tactics based on local culture and consumer behavior. Translation, payment methods, currency and restrictions are some examples of challenges retailers face when converting shoppers into buyers. Target key markets and implement strategies that meet your consumers where they are.

Alternative Payment Methods

Low Rate Express Shipping

Local Carriers

Fraud Acceptance

DDU & DDP

Currency Localization

Mobile Checkout

Translated Checkout

Restriction Optimization

Hazmat

Harmonized Pricing

Revenue Drivers (Hong Kong)

Low High

Alternative Payment Methods

Low Rate Express Shipping

Local Carriers

Fraud Acceptance

DDU & DDP

Currency Localization

Mobile Checkout

Translated Checkout

Restriction Optimization

Hazmat

Harmonized Pricing

Revenue Drivers (China)

Low High

Alternative Payment Methods

Low Rate Express Shipping

Local Carriers

Fraud Acceptance

DDU & DDP

Currency Localization

Mobile Checkout

Translated Checkout

Restriction Optimization

Hazmat

Harmonized Pricing

Revenue Drivers (Canada)

Low High

Alternative Payment Methods

Low Rate Express Shipping

Local Carriers

Fraud Acceptance

DDU & DDP

Currency Localization

Mobile Checkout

Translated Checkout

Restriction Optimization

Hazmat

Harmonized Pricing

Revenue Drivers (Australia)

Low High

Maturity is Defined Locally by Many Factors

Pricing Brand Recognition

Cultural Norms Shipping

FX Rates Currency Payment Options Logistics

Product Availability Sizing Language Duties

Questions?

Thank you!