As VP of Business Development for International Acquiring @Payvision, I was invited to speak during the CNP Expo 2013 event, and share my experience and knowledge on international ecommerce, multi-currency processing and mobile payments. I also offered advice to merchants interested in entering the international ecommerce space, including how to choose the most suitable processing partner and what factors a merchant should consider when deciding to expand internationally and conduct successful cross-border ecommerce transactions. I believe that a merchant is facing great challenges when expanding his business internationally, which will play a major role in determining his success in new markets.
One of the main conclusions was that this marketplace is evolving; merchants are expanding their e-commerce presence rapidly, seeking to sell their products to new customer bases in different currencies, and benefitting from the opportunities offered by cross-border ecommerce. Merchants working with a reliable, experienced international ecommerce processor can avoid many of the pitfalls that may arise. Because the international ecommerce landscape is changing as it expands, mobile payments continue to evolve and trust has become an item of great importance to merchants. They need to engage with processors they can rely on as advisors and reliable partners, who can guide them in their international expansion process.
In order to make a successful match with a payment processor, the merchant must consider the following:
- Consider having payment professionals on staff – if you have in-house guidance on your needs you will be able to search for and maintain an ongoing relationship with a more experienced processor, ensuring that proper attention is given to the merchant’s true needs.
- Pay close attention to the processor and make sure it meets your needs and can give you the knowledge and education you need to thrive in the international marketplace. At the moment a merchant expands internationally, beyond his national borders, a whole new marketplace opens up: new territories with new legislation, new customers, and new traditions requiring adaptation. Read more here about international expansion barriers. Any merchant has to act locally, as people are used to transacting using familiar payment methods. Customers may be change-resistant, so a trusted processor can save a merchant a lot of time and expense by entering new markets with the right products and approach.
- Communicate with your processor and make sure you maintain an open dialog to ensure a proper understanding of your business, objectives and requirements.
Finally, merchants should understand their business objective when they expand internationally. There are different structures that fit different needs: from selling products globally and receiving other payment currencies in their home country, to having a presence in many different countries and operating locally in each market. Most merchants will benefit from working with a processor that can give them the ability to operate globally but with a domestic presence, offering a dedicated support team and technical infrastructure allowing the merchant to do everything he aims for on one single platform.