This document discusses the process of successfully expanding e-commerce sales internationally. It begins by noting that each foreign country has its own unique culture, laws, and shopping behaviors. It then recommends that companies looking to export first choose the right target country based on competitive analysis and a business case. Next, it emphasizes the importance of localizing the online store, including translations, payment options, and establishing trust. It stresses focusing on conversion rates and understanding local customer expectations. It outlines growing sales through localized marketing investments and continual process optimization. Finally, it notes that international expansion is a marathon, not a sprint, and offers assistance through services like market reports, translations, and online shop management.

2. Why and who should start export
Localisation process
The path to successful
international e-commerce

3. MakesYouLocal
• Established 2010, 100% focus on crossborder e-commerce
• Worked with more than 250 businesses from more than 10
different countries to more than 10 different countries
• Cover the Nordic and now also the Baltic countries with our own
e-commerce specialists
• Part of the Salesupply network with offices all over EU and in the US
Clients

4. Is it difficult to sell abroad?
- And what is needed to make it a success?
Yes, each country has its own culture, legislation
and e-commerce habits
508 million people
28 countries
24 languages
11 currencies
Various legislation
Implementation of EU law differs from country to country
Different marketing channels
Shopping habits differ
Many different payment methods

5. Be Baltic company instead
of Lithuanian
Take advantage of your knowledge of neighbors' culture and habits
Profitable plant; it is easier to keep costs down where your experience and
skills useful
Low risk; location costs are low and you can solve more things yourself

6. • Choose the right country
• The competitive situation
• Businesscase
• GTM strategy
• Localisation of the shop
• Build trust
• USP’s
• Focus on the conversion rate
• Understand the market
• Optimise processes
• Build volume through localised
marketing
• Marketing investment
• Optimise and re-negotiate
based on new volume
• Set new goals
Launch
Is it difficult to sell abroad?
- And what is needed to make it a success?

7. Choose the country and
get an overview of the project
Lancering
• How can I match the competition?
• How big is the investment in time and money?
Main online competitors in the new country
A benchmark of your competitors’ web shops
Price comparison of your most important products and
brands
Insights in the marketing environment, important channels
An estimate of the online marketing cost for promoting
your products
Input on customer expectations on delivery and return

8. Localization is all about the
customer to answer "yes"
Lancering
I am so confident in the store that I can think of to buy and pay for
products in it?
Translations
Product text translations
Legal package
Payment & trustmarks
Logistic
Local “Look & Feel”
Virtual office

9. When a customer is afraid to place an order, it is
because the answer to the following questions
are unsatisfying
• Do I trust the shop enough to buy and pay for the products?
• Am I satisfied with the delivery time and delivery terms?
• Do I trust that the shop will refund me, if i regret my purchase?
• Is the return proces convenient and fair?

10. Lancering
Understand the market and
get control of the operation
Focus on the conversions, the target is the same level
as in the domestic market!
Secure so your logistics and customer service process works!
Be sure that your first customers are satisfied

11. Lancering
Invest in marketing and
increase volume
Create volume through targeted
and localized marketing efforts.

12. Lancering
Optimize processes, reduce
costs and so on ....
Optimizing operations, better
agreements on logistics and payment.
The project was completed and
successful.

13. • Choose the right country
• The competitive situation
• Businesscase
• GTM strategy
• Localisation of the shop
• Build trust
• USP’s
• Focus on the conversion rate
• Understand the market
• Optimise processes
• Build volume through localised
marketing
• Marketing investment
• Optimise and re-negotiate
based on new volume
• Set new goals
Launch
What is your next step??

14. Market scan
Roadmap
Localisation
Growth plan
Site check
Market report
Manual Norge
Customer support
Online marketing
Shop management
Text translations
Launch
Where we can help you

15. Successful expansion abroad is
not a sprint, it's a marathon

16. What does it cost to operate a shop in a new market?
Business development
Newsletter and activities to existing
customers
Online marketing
Maintenance and operation of the
online shop
Customer Service, lectured on your
products and processes - and with
back-up in case of illness and
At a cost of an employee, we operate a webshop in
Baltics, Nordic or west Europe markets

17. donatas@makesyoulocal.com
linkedin.com/in/donatasgudelis
+37069337346
makesyoulocal.com/blog
twitter.com/makesyoulocal
Donatas Gudelis