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well, hello and welcome to the
e-commerce podcast with me, your host,

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Matt Edmundson, a show that is all
about helping you deliver e-commerce.

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Wow.

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Now I am excited as
always with today's guest.

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I am chatting with the legend.

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Uh, Andy Hooper from
global e-commerce experts.

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Uh, we're going to get into
conversations about basically how

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to do international expansion for
your e-commerce business because no

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man is an island and no e-commerce
business should just be in its own.

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Probably, if you are looking for some
international expansion, then do carry

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on listening, because this is a great
conversation with Andy, but before I get

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into it, one of the things I love to do
now, I've been doing this for a few weeks.

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Yeah.

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It's just giving a shout out to past
guests and episodes, uh, that are

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related to the topic that we're talking
about, which is how to make the most

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of your, your expansion strategy.

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So today here are a couple of
episodes that are worth listening

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to if you're new to the podcast and
haven't heard them yet or ready,

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uh, the first one is Jesse Wraggs.

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Should you sell on multiple online
marketplaces and for the keen eared

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amongst you, you will know that's
quite a recent episode . Oh, yes!, so

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you may well have heard that one, but
have you heard, uh, how the perfect

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warehouse could save you time and
money and make your life easier?

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My interview with Justin Smith, that
one is definitely also worth checking

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out but man I've never met anyone with
as much knowledge on how to set up

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a warehouse and sort of as this guy.

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So do check out my
conversation with Justin.

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Now this episode is brought to you by
the e-commerce cohort, which helps you

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deliver e-commerce well to your customers.

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If you don't know what
cohort is, stay tuned.

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Cause I'm about to tell you.

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Yes, it, eCommerce cohort is
a lightweight, uh, monthly

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guided coaching program.

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It's it's it's awesome.

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Uh, it's basically for those who have
been in e-commerce for a little while,

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and those who are just starting out.

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Right?

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Uh it's like I say, it's a lightweight
membership, it's a monthly thing.

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And we cycle through all the key areas
of e-commerce the sole purpose of what.

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It's to provide you with clear,
actionable jobs to be done.

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So you'll know what to work on.

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And more importantly, you'll
have the support to get it done.

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So whether, like I say, you're
starting out or whether like me

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you've been around for awhile.

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Can I encourage you to check
out e-commerce cohort.com?

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If you are in econ.

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At all.

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Uh, it's just definitely
worth checking out.

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Let me tell you it's gearing up
for its founding member launch.

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Uh, so do check out the incredible offers
they've got going on there at the moment.

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And if you've got any questions
about it, do email me directly

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at Matt@ecommercepodcast.net
with any questions before.

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Out of all the things that we've done,
this is the one I'm most proud of.

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We've done online courses.

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We've done all kinds of stuff in the
past, and we've taken all of that learning

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and put it together in the cohorts.

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Yes.

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So looking forward to this
thing, do come and join us in it.

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Andy, is an e-commerce guru.

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He's been successfully expanding, uh,
e-commerce brands into new markets

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for over 15 years, which in e-commerce
terms is a very, very long time.

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And he has worked with companies
around the world to provide

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comprehensive gateways and slowly.

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To new markets.

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Andy started his career from the
ground up in a sense, carved out

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a niche, uh, inspired by his own
experience and success in growing

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an organization's profits through
e-commerce with an infectious energy.

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And that actually sums Andy up very
well, infectious, infectious energy.

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Uh, he leads a team of professionals
in all aspects of e-commerce.

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His global e-commerce team provides.

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, I don't know what happened is, but they
provided, uh, and also hassle-free end to

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end solutions that have helped thousands
of sellers capitalize on the multi-billion

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dollar, UK and EU markets bottom line.

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And he knows his stuff and he
loves having fun while he does it.

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As you'll hear in the interview, one of
the things, uh, that you can find him

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do when he's not working, he enjoys.

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Cycling kayaking and just
hanging out with his friends and

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family on England, south coast.

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Yes.

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He's a fellow Brit.

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Yes.

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You're going to want to grab your
notebooks and pens because here's

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my conversation with Andy, Andy.

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Thanks for joining me here
on the e-commerce podcast.

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Uh, and you have a
quintessentially English accent.

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So you are in fact in England days.

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I definitely am.

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Yeah, like you could self, uh, I am based
in an hour, south of London in a place

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just outside a place called south Hampton.

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Does that mean you're a.

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No, I'm not, no, um, I'm an arsenal
fan because I grew up north London.

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So that's where, uh, yeah, my, my,
my loyalties lie, although to be

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quite honest, uh, I don't follow
anywhere near as much as I do.

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So given up the ghost, does that,
is that I see having Liverpool.

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Right.

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And I appreciate this as an e-commerce
podcast and we will start talking

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about e-commerce it's not a full
podcast, but I'm in Liverpool.

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And I came to Liverpool.

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Not many people know this.

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Actually I came to
Liverpool in 1992, 30 years.

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And the reason I moved here, um, for
the university, the reason I chose

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the university was because I was a
big Liverpool football club fan always

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have been my whole life and I just
wanted to be closer to Anfield field.

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Uh, and so, um, yeah, it's fascinating.

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Isn't it?

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How sort of football impacts your
life at certain points and yeah.

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And then there's periods where you
don't talk about it or think about it

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for a little while and obviously being
a Liverpool fan in the modern era.

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I am talking about it a lot
because it's the first chance

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I've had to do that for awhile.

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Yeah, I bet.

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Well, I mean, I remember when I was,
I was a kid, they were sort of, yeah,

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it was Devon Spurs at the time that
were really sort of leading then

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obviously it will change is over
and it all goes through periods.

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Doesn't it.

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It'll change again.

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Sorry, let's say that.

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So e-commerce.

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Um, now Andy, I said in the intro
that what you do is successfully

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expand brands into Europe.

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That's what your specialty is.

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You kind of help people get
set up into Europe, right?

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Um, how did you get started
in this whole thing?

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So I laugh and I'm sorry, 21 listening
while I laugh, because like most

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business owners, um, I think the
buzzwords entrepreneurs, but yeah, like

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most business owners, we all have a
varied path into things in most cases.

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So I was, I had the short one.

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I had a job and I love
doing what I was doing.

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My job was to get more people in sailing.

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You know, my job was to talk to
people about sailing all day.

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Like how difficult can that be?

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Right.

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I was just up here.

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Loved it.

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The front of me is whenever you
do a job that is truly epic.

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It normally doesn't pay very much
money and don't get me wrong.

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It was, it was.

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It was, it was a decent salary, but
the reality is I had expectations for

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you slightly better things in life.

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Let's say anyway, 2008, nine,
the financial crash happened.

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And basically I was a
little bit screwed for cash.

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And at that point I realized I
never wanted anyone else to be

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in control of my finances again.

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Uh, in metaphorically speaking, because
you know, when you've still got business,

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someone's still in control of some of
those things, because, but at least

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you've got the ability to go and try them.

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So that was really the catalyst.

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And then from there I did
a whole host of things.

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So we looked after dogs.

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When people went on holiday,
we, uh, flipped things on eBay.

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We sold stuff on Amazon.

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We went to car boot sales.

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I did wedding photography
and the list goes on and on.

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Um, yeah.

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So when I got to 2014, I just, well,
2012 was the Olympic games in London.

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And at that point I set myself a goal
that within the next two years I would

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leave employment and set up on my own.

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So I basically started saving the cash to.

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Um, sets up a business so that I
could pay for my currents then salary

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for the first year without working.

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So, uh, that's what happened.

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I actually left at the
beginning of 2015, um, because

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circumstances just led to that.

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So I had a year of salary in the bank,
so to speak and I was like, right.

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I gotta make this work.

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The reality is I probably needed
a bit more than a year salary

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because I hadn't really factored
in for advertising and funding and.

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Anyway, long story short is I
made it work and here we are now.

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But how I got into e-commerce boy
into this role specifically, was

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that I was doing some consultancy
and doing some management consultancy

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in the end, because I was trying
to earn more, a bit more cash.

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And I was doing some work.

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I was still selling stuff on Amazon.

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And I knew that in 2016, what was
going to happen was the rules were

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changing for sellers on Amazon.

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Specifically, the Amazon required
overseas sellers to be VAT registered

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and they needed to show that
they were VAT registered online.

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Anyway, I was doing some management
consulting for an accountant.

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We struck a really great relationship,
um, a spark and an idea was

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formed and, uh, NASA globally.

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Experts essentially started was by
solving the problem for overseas

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sellers, expanding into Europe based
on my experience of flipping stuff

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on eBay, selling stuff on Amazon.

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And.

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Sending stuff on Amazon for me was okay.

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I was earning, you know, a few
thousand out of it a month.

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It wasn't you, it wasn't, uh,
it wasn't my core interest.

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Let's say I don't really get
a buzz from selling stuff.

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I get a buzz from selling
services and serving people.

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Um, so there we go.

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That was a quick fire.

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Why wasn't that quick in the end?

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Was it for, there we go.

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But it was helpful.

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Yeah, it was helpful.

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So you you've you've since then,
uh, been helping people sort of.

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Um, established in Europe, right.

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And building their businesses in Europe.

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And one of the things that we talked
about on our pre-call as a result of

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this, you've got your success pathway.

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Haven't you you're say these sort
of seven steps that we're going to

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get into, uh, in, in this podcast.

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Um, and is this something that you,
uh, before we get into what they are,

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is this something that you saw quite
early on as a pattern emerging when you

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were helping people get established?

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Yeah, exactly that.

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So, yeah, I'm a, I'm a problem solver.

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I like to S I like to feel like we're,
we're making a difference and I'm a coach.

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My background is coaching people.

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Uh, you know, whether it
be businesses or people.

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That's what I really love
doing them because of that.

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I'm a bit of a problem solver.

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And what happened was when we first
died working with these clients for

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VAT specifically, there are a lot
more, I mean, I've expanded to Europe

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and the UK, and then they need, well,
I need someone to send them a returns

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or to receive some stock, so, okay.

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So we built out a warehouse and
then it was, then there was a

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next problem, the next problem.

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And, and, you know, Basically over
time, we basically built out all

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these different services, which
we, yeah, we'll, we'll go through.

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But what happened was is the more you
talk to your clients and the more you

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understand them, what happens is, is your
identifying ways to see what the problems.

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To solve.

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So the pathway essentially came out.

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We work with you around about 2000
clients that we've expanded and doing

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that across lots of different services,
whether it be compliance or logistics or

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account management, doesn't really matter.

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But the advantage is we see the data.

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So what we, what we've been
able to do is work out what

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actually does success look like?

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Number one, you know?

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And what does that, what
does that look like?

233
00:12:18,964 --> 00:12:23,585
But what are all the different components
that add up to making that work?

234
00:12:23,615 --> 00:12:24,065
Because.

235
00:12:25,030 --> 00:12:28,030
Whenever you're going into something new.

236
00:12:29,020 --> 00:12:31,180
You want someone that's
basically been there, done it

237
00:12:31,540 --> 00:12:32,890
and can speed up the process.

238
00:12:33,190 --> 00:12:35,260
You've either got time or you got cash.

239
00:12:35,530 --> 00:12:37,329
And if you haven't got the cash,
you've normally got the time.

240
00:12:37,329 --> 00:12:38,920
And if you've got the
time young got the cash.

241
00:12:39,129 --> 00:12:42,579
So there's two ways of looking
at it and we're all at different

242
00:12:42,579 --> 00:12:46,210
stages at that, depending on how
much something is to invest in.

243
00:12:47,829 --> 00:12:48,760
So there's always a balance.

244
00:12:48,760 --> 00:12:50,740
So that that's really how
we came up with this path.

245
00:12:51,784 --> 00:12:55,595
Looking at why successful clients were
doing, looking at what the data was

246
00:12:55,595 --> 00:13:00,784
telling us and looking at what the metrics
were saying was, okay, how does this work?

247
00:13:00,994 --> 00:13:02,254
Would this make sense?

248
00:13:02,464 --> 00:13:02,825
Okay.

249
00:13:03,244 --> 00:13:05,224
And let's bridge that gap to make it easy.

250
00:13:05,254 --> 00:13:05,375
Yeah.

251
00:13:05,405 --> 00:13:05,554
Yeah.

252
00:13:05,615 --> 00:13:06,155
That's interesting.

253
00:13:06,395 --> 00:13:08,825
I like what you said that, although
it's not related to the topic

254
00:13:08,825 --> 00:13:11,375
necessarily at hand, how you would
talk to your customers and listen

255
00:13:11,375 --> 00:13:12,635
to them and you would find problems.

256
00:13:13,845 --> 00:13:16,454
Uh, and the more you talk to the
customers, the more you understood

257
00:13:16,454 --> 00:13:19,754
what those problems were, and you
could then increase your service

258
00:13:19,754 --> 00:13:21,345
range and offer services to them.

259
00:13:21,645 --> 00:13:24,704
I think this is such a
fundamental principle of business.

260
00:13:24,794 --> 00:13:28,454
Um, then we've almost forgotten it in
the world of e-commerce because you

261
00:13:28,454 --> 00:13:29,895
never have to talk to your customers.

262
00:13:30,254 --> 00:13:32,625
You know, you're just waxed off
on a website and away you go.

263
00:13:33,194 --> 00:13:33,464
And I think.

264
00:13:34,704 --> 00:13:38,574
I think actually, if you're going to,
my experience here is if you want to

265
00:13:38,574 --> 00:13:42,774
be successful in the longterm, if you
want longevity in e-commerce, you've

266
00:13:42,774 --> 00:13:44,574
got to do some of these old fashioned.

267
00:13:44,754 --> 00:13:47,574
I call them old fashioned to mean, but
these sort of old fashioned business

268
00:13:47,574 --> 00:13:51,625
principles, ideas where you go, actually,
no, I need to talk to my customers.

269
00:13:51,625 --> 00:13:53,665
I need to do a bit of research
here and find out how.

270
00:13:54,500 --> 00:13:57,589
How else I can help them, uh,
because you never know where

271
00:13:57,589 --> 00:13:58,520
that's going to lead, right?

272
00:13:59,599 --> 00:13:59,899
No.

273
00:13:59,899 --> 00:14:02,179
And so the, we, we based had one question.

274
00:14:02,179 --> 00:14:05,359
We asked everyone to talk to
you cause we're doing running,

275
00:14:05,419 --> 00:14:06,649
you know, we supply services.

276
00:14:06,649 --> 00:14:09,349
So, you know, it's not
like a product to a degree.

277
00:14:09,379 --> 00:14:09,619
Yeah.

278
00:14:09,649 --> 00:14:11,780
It's a slightly different model, isn't it?

279
00:14:11,780 --> 00:14:15,800
But the, you know, from a service point
of view, I wanted us to always be in

280
00:14:15,800 --> 00:14:20,089
contact with our clients and ask them to
ask the teams, always, just ask one quick.

281
00:14:21,155 --> 00:14:25,774
How's your expansion going or talk me
through how you, I mean, I would say, so

282
00:14:25,774 --> 00:14:27,034
tell me for how your expansions going.

283
00:14:28,145 --> 00:14:32,074
And that just opens up to
sometimes it's a yes, fine.

284
00:14:32,105 --> 00:14:32,734
No problems.

285
00:14:32,974 --> 00:14:35,885
Some people say, oh, it's going pretty
well, but we're struggling with this.

286
00:14:35,915 --> 00:14:38,165
Or we're looking to do this, or
we don't know how to do that.

287
00:14:38,885 --> 00:14:44,224
Um, that is literally where we found
out what those problems were because

288
00:14:44,224 --> 00:14:46,984
people were coming to us and saying,
well, I want to expand, but it's too

289
00:14:46,984 --> 00:14:49,804
difficult and I'm not, well, I'm just
going to remove the pain everywhere.

290
00:14:50,704 --> 00:14:52,175
Yeah, that's a really good point.

291
00:14:52,534 --> 00:14:55,655
I think it's such a valid thing to do,
you know, figure out that the, sort of the

292
00:14:55,655 --> 00:14:59,165
questions that your nurse, your customers,
and just that simple one question, you

293
00:14:59,165 --> 00:15:00,575
know, what, what is it for your business?

294
00:15:00,575 --> 00:15:01,805
What does it for your industry?

295
00:15:02,315 --> 00:15:04,355
Uh, makes an awful lot of sense.

296
00:15:04,355 --> 00:15:05,615
And just keep asking that same question.

297
00:15:05,645 --> 00:15:06,305
I like that.

298
00:15:06,454 --> 00:15:09,454
How did you, I mean, I guess
when I think about that question,

299
00:15:09,454 --> 00:15:10,474
how does the expansion go?

300
00:15:11,270 --> 00:15:12,230
That makes a lot of sense.

301
00:15:12,230 --> 00:15:14,660
Cause you're helping
people expand into Europe.

302
00:15:15,020 --> 00:15:17,900
It was this a question you thought
through or was it just something

303
00:15:17,900 --> 00:15:18,680
that just, you kind of went?

304
00:15:18,680 --> 00:15:19,579
No, this is your question.

305
00:15:19,579 --> 00:15:19,940
Makes sense.

306
00:15:19,940 --> 00:15:21,319
Let's just ask that and open the doors.

307
00:15:22,260 --> 00:15:26,460
I can't remember in all honesty, I think
because you know, at the beginning of,

308
00:15:26,510 --> 00:15:29,000
you know, anyone who's got a business
lunch stand, you know, you at the

309
00:15:29,000 --> 00:15:32,120
beginning, you're doing everything
and then slowly as you take on people,

310
00:15:32,120 --> 00:15:36,020
you're, you're, you're, you're moving
away from certain bits in different ways.

311
00:15:37,085 --> 00:15:40,535
And for me, the focus on the
customer is the critical part.

312
00:15:40,535 --> 00:15:42,964
We want to successfully expand clients.

313
00:15:43,355 --> 00:15:47,405
Well, the only way we can do that is by
understanding what the success looks like.

314
00:15:47,975 --> 00:15:50,704
I don't know whether it was something
that I kept on saying to people, you know,

315
00:15:50,735 --> 00:15:52,145
tell me for how your expansions going.

316
00:15:53,105 --> 00:15:56,735
And I think just the conversation
just kept on having, I don't think it

317
00:15:56,735 --> 00:15:58,925
was well, what question can we ask?

318
00:15:59,935 --> 00:16:00,835
Our clients.

319
00:16:01,494 --> 00:16:04,315
And I think, you know, we all go through
these well, let's do our business plan.

320
00:16:04,315 --> 00:16:05,214
Let's do the strategy.

321
00:16:05,214 --> 00:16:07,764
What, what strategic
questions should we ask her?

322
00:16:08,484 --> 00:16:12,805
I think some of the best things
happen, not by strategically

323
00:16:12,805 --> 00:16:14,714
thinking, but by just the happening.

324
00:16:15,264 --> 00:16:19,944
Um, and, and sometimes I think you modify
that and to be fair, you know, the team

325
00:16:19,944 --> 00:16:24,385
here, some, some of the team feel really
comfortable by saying to their client.

326
00:16:25,460 --> 00:16:28,250
Tell me three of your expansions going
and having a really good conversation.

327
00:16:28,700 --> 00:16:32,300
Some of them, especially our
data analysts, that the VAT,

328
00:16:32,600 --> 00:16:36,200
well, we've employed them cause
they're epic of doing VAT, right?

329
00:16:36,200 --> 00:16:38,839
We've employed them because the
epic data, we haven't employed

330
00:16:38,839 --> 00:16:41,420
them because they're epic of having
conversations with clients on the fund.

331
00:16:42,079 --> 00:16:46,780
So some of them find it more difficult
or in all honesty, but you know, I

332
00:16:46,790 --> 00:16:49,550
think it was just, it was an easy
you're talking to your client, just

333
00:16:49,550 --> 00:16:50,630
ask them how their expansions go.

334
00:16:51,050 --> 00:16:52,010
That's just great survey.

335
00:16:52,865 --> 00:16:53,585
That's exactly it.

336
00:16:53,585 --> 00:16:53,825
Right.

337
00:16:53,825 --> 00:16:55,805
And I like what you said,
what does success look like?

338
00:16:55,835 --> 00:16:57,514
What does success look
like for your customer?

339
00:16:58,024 --> 00:17:00,484
Uh, and I'm talking around
that I think is just so useful.

340
00:17:00,484 --> 00:17:02,435
Anyway, we've taken a slight rabbit trail.

341
00:17:02,435 --> 00:17:05,915
Is we always like to on these
great shows because the goal

342
00:17:05,915 --> 00:17:07,085
is always in the rabbit trails.

343
00:17:07,505 --> 00:17:11,194
Um, let's get into your pathway.

344
00:17:11,464 --> 00:17:13,775
Um, so the seven basic steps, right?

345
00:17:13,775 --> 00:17:14,464
And I've got them here.

346
00:17:14,464 --> 00:17:15,135
I'm gonna, I'm gonna read.

347
00:17:16,444 --> 00:17:18,935
Yeah, and then we're going to get
into, uh, we're going to get into

348
00:17:18,935 --> 00:17:22,325
the seven basic steps of your success
pathway on how to expand into Europe.

349
00:17:22,325 --> 00:17:27,004
So number one, market research, number
two, compliance number three, marketplace.

350
00:17:27,365 --> 00:17:30,935
Number four is three PL
number five, promote products.

351
00:17:31,265 --> 00:17:32,945
Number six, your website and number seven.

352
00:17:33,555 --> 00:17:35,205
Right or growth, but
where you call growth.

353
00:17:35,774 --> 00:17:37,485
And so I've, I got that.

354
00:17:37,485 --> 00:17:37,815
Right.

355
00:17:38,295 --> 00:17:43,605
And that's the main person, first
thing, mate, you got it all wrong.

356
00:17:43,635 --> 00:17:44,264
It's all backwards.

357
00:17:46,635 --> 00:17:47,445
Just one complete.

358
00:17:49,455 --> 00:17:52,365
So we are going to get into that,
but before we do, don't go anywhere

359
00:17:52,365 --> 00:17:56,055
because we are just going to take
a moment to hear from this week.

360
00:17:57,845 --> 00:18:01,235
Hey there are you a business
owner here at orient digital?

361
00:18:01,235 --> 00:18:04,085
We know firsthand that
running an e-commerce business

362
00:18:04,085 --> 00:18:05,495
can be really hard work.

363
00:18:06,005 --> 00:18:08,225
As the online space gets more competitive.

364
00:18:08,255 --> 00:18:11,285
It is becoming even more challenging
to stay ahead of the curve.

365
00:18:11,465 --> 00:18:12,635
We totally get it.

366
00:18:12,785 --> 00:18:16,775
So we want to help you succeed by
offering a wide range of services from

367
00:18:16,775 --> 00:18:20,795
fulfillment marketing, customer service,
and even coaching and consulting,

368
00:18:21,185 --> 00:18:22,855
just so that you can do what matters.

369
00:18:23,780 --> 00:18:27,889
Save yourself the time and the money
and let us handle the day to day tasks.

370
00:18:28,220 --> 00:18:31,760
This way you can run your business without
having to worry about the boring stuff.

371
00:18:32,179 --> 00:18:33,080
So what do you say?

372
00:18:33,139 --> 00:18:34,610
Are we a good fit for each other?

373
00:18:35,060 --> 00:18:38,179
Come check us out@oriendigital.com
and let us know what you.

374
00:18:47,945 --> 00:18:51,125
so Andy, uh, your seven basic steps.

375
00:18:51,155 --> 00:18:53,615
Let's, let's jump into them.

376
00:18:53,615 --> 00:18:55,565
The first one is market research.

377
00:18:56,580 --> 00:19:01,730
I smile when I say this, uh, because
every good framework I think starts

378
00:19:01,730 --> 00:19:05,870
off with market research, or it has
that as a component at the beginning.

379
00:19:06,170 --> 00:19:07,820
And if it doesn't, I'm always a bit wary.

380
00:19:08,060 --> 00:19:08,780
So why have you got.

381
00:19:11,014 --> 00:19:14,675
Um, so most of the clients that
we work with are expanding into

382
00:19:14,675 --> 00:19:16,955
a new continent or a new region.

383
00:19:16,955 --> 00:19:17,465
Certainly.

384
00:19:17,885 --> 00:19:21,605
So what happens is, is that they're
selling a, an epic little widget or

385
00:19:21,605 --> 00:19:24,995
product in, let's say the states, a
lot of our clients are selling in the

386
00:19:24,995 --> 00:19:29,794
states primarily, and they've got these
products and they want to expand it into.

387
00:19:30,440 --> 00:19:32,659
UK Germany, France, Italy, Spain.

388
00:19:33,620 --> 00:19:37,220
The main core stays of the
e-commerce landscaping in Europe.

389
00:19:37,250 --> 00:19:37,520
Right?

390
00:19:38,780 --> 00:19:42,350
The problem with that is, is that not
one, not every product is relevant

391
00:19:42,350 --> 00:19:46,550
for every market first off, and
secondly, different products sell

392
00:19:46,670 --> 00:19:48,320
better in some places than others.

393
00:19:48,649 --> 00:19:50,659
So something that sells really well.

394
00:19:51,365 --> 00:19:55,565
And I, cause we were just talking
about might sell really well in the

395
00:19:55,565 --> 00:19:59,975
south of France, Italy and Spain,
but be absolutely rubbish in the UK.

396
00:20:00,455 --> 00:20:04,865
Um, there might be products that
sell better in Northern parts of

397
00:20:04,895 --> 00:20:08,345
the states where they get a lot of
snow in other parts of, of Europe.

398
00:20:08,675 --> 00:20:11,045
So it's crucial to do two things.

399
00:20:11,550 --> 00:20:15,300
I understand the size of the
market and that your products are

400
00:20:15,300 --> 00:20:17,430
relevant to be sold in those areas.

401
00:20:17,970 --> 00:20:23,730
And what returns could you expect
based on your current market

402
00:20:23,970 --> 00:20:25,830
share that you've currently got?

403
00:20:25,919 --> 00:20:29,250
So if you know, you've got a 6% market
share in the states, for example,

404
00:20:29,580 --> 00:20:30,840
well, what does that market share?

405
00:20:30,840 --> 00:20:33,659
Look like if there was in
Europe and you can get a broad.

406
00:20:34,260 --> 00:20:38,340
And I I'm, I'm hesitant you a
very broad idea of why am I like?

407
00:20:39,330 --> 00:20:43,500
So the first thing is to do some
form of feasibility study to make

408
00:20:43,500 --> 00:20:45,270
sure that the product can be sold.

409
00:20:45,270 --> 00:20:48,660
And there's, there's a compliance piece
in there as well, because all your

410
00:20:48,660 --> 00:20:53,730
products and we're going to come on
to compliance specifically next, but

411
00:20:53,730 --> 00:20:56,700
you do need to consider you is your
product, you know, can you sell it?

412
00:20:57,575 --> 00:20:59,554
Animal, for example, it was a great one.

413
00:20:59,554 --> 00:21:01,504
It can be sold in some parts
of Europe and not in others.

414
00:21:01,715 --> 00:21:06,455
Like it's a great point to pick that up
at the market research, um, at that stage.

415
00:21:06,725 --> 00:21:09,905
And then the second part of market
research is product sourcing

416
00:21:11,075 --> 00:21:16,235
you with the current state of
getting shipping around the world.

417
00:21:16,900 --> 00:21:19,180
Could you source your products locally.

418
00:21:19,330 --> 00:21:21,580
So could you source the products
and get them made in Europe

419
00:21:21,580 --> 00:21:24,490
instead of getting them brought
in from other parts of the world?

420
00:21:25,090 --> 00:21:28,270
We can see now that actually,
I think that's becoming higher

421
00:21:28,270 --> 00:21:29,680
and higher on everyone's agenda.

422
00:21:30,100 --> 00:21:33,970
Uh, we've been talking about it for a
few years, but actually, can you look

423
00:21:33,970 --> 00:21:35,620
at sourcing your products locally?

424
00:21:35,620 --> 00:21:37,840
We've got one client did
is really successfully.

425
00:21:38,200 --> 00:21:39,160
They sell.

426
00:21:39,490 --> 00:21:42,430
Um, so basically you, you bypass.

427
00:21:43,045 --> 00:21:44,245
Carpooled faults.

428
00:21:44,395 --> 00:21:48,055
And you build them for your kids instead
of putting basically a chairs upside

429
00:21:48,055 --> 00:21:51,535
down and some, and some, and some
better, I guess, is what we've all done

430
00:21:52,225 --> 00:21:54,715
and what they did before they launched.

431
00:21:54,745 --> 00:21:58,495
They decided that in the states they
have somewhere in Mexico, I believe

432
00:21:58,495 --> 00:22:01,405
making the products before they launched,
they were going to find somewhere

433
00:22:01,405 --> 00:22:05,965
in Europe to do that, to reduce the
cost of sourcing, which reduced the

434
00:22:05,965 --> 00:22:10,105
costs of travel shipments on what a
winner that's proved to be this year

435
00:22:10,165 --> 00:22:11,625
or in the last 18 months, because.

436
00:22:12,515 --> 00:22:16,265
But all of a sudden, normally get
containers out of China and a decent rate.

437
00:22:16,925 --> 00:22:22,745
Um, so that, that there are two key parts
feasibility and sourcing the product.

438
00:22:22,865 --> 00:22:26,105
Um, and some people would do
more or less of, of over those.

439
00:22:26,585 --> 00:22:27,485
That's sort of interesting.

440
00:22:28,215 --> 00:22:29,405
I liked that.

441
00:22:29,405 --> 00:22:33,365
Um, I like that idea of trying to, can
you get the product made or manufactured

442
00:22:33,365 --> 00:22:34,625
local to where you're shipping it?

443
00:22:34,685 --> 00:22:37,145
Um, I think that's a
really clever question.

444
00:22:39,090 --> 00:22:42,210
Principally because of, for me, it's
just more of a sustainability thing,

445
00:22:42,390 --> 00:22:43,710
you know, it's much more sustainable.

446
00:22:44,130 --> 00:22:46,800
Where do you go Andy,
to do market research?

447
00:22:46,800 --> 00:22:47,820
What sort of things do you think.

448
00:22:50,035 --> 00:22:54,505
So things we're looking at is if you've
got a product that's coming in, I mean,

449
00:22:54,535 --> 00:22:57,655
you can normally get a pretty good
idea of a gut-feel based on what the

450
00:22:57,655 --> 00:23:00,085
product is, but really people want data.

451
00:23:00,415 --> 00:23:02,875
So we use a whole load of different tools.

452
00:23:02,905 --> 00:23:06,085
You know, some of the tools that you
know of like things like jungle scout,

453
00:23:06,115 --> 00:23:09,265
everyone's heard of jungle scout,
helium 10, we use software to help us.

454
00:23:09,625 --> 00:23:11,065
That's certainly the first place we go.

455
00:23:11,455 --> 00:23:13,465
We can get a broad understand of markets.

456
00:23:14,024 --> 00:23:16,814
In some of those softwares
by utilizing different tools.

457
00:23:17,264 --> 00:23:20,175
Um, and then, so you can get
an understanding of, is someone

458
00:23:20,185 --> 00:23:23,595
selling something similar and
what does that market look like if

459
00:23:23,595 --> 00:23:24,995
they're not selling that product?

460
00:23:25,790 --> 00:23:28,940
Is that product because there's no
market for the product or is it just

461
00:23:28,940 --> 00:23:30,620
a brand new, innovative product?

462
00:23:31,280 --> 00:23:32,780
There's a bit of research to doing that.

463
00:23:33,140 --> 00:23:38,510
And then second thing is where, what, what
areas of Europe will they sell well in?

464
00:23:38,870 --> 00:23:42,950
So, you know, will it
sell well in the Nordics?

465
00:23:42,950 --> 00:23:46,790
Will it sell well, when in the hotter
climbs, you know, wearing Europe will

466
00:23:46,800 --> 00:23:49,430
actually work better and then identify.

467
00:23:50,140 --> 00:23:53,170
Actually you says some different
marketplaces that might work best

468
00:23:53,500 --> 00:23:58,270
because quite often, a lot of our
clients sell on Amazon already by.

469
00:23:59,210 --> 00:24:01,790
Quite often, there's a whole lot of
other marketplaces that they should

470
00:24:01,790 --> 00:24:03,350
be selling on outside of that.

471
00:24:03,800 --> 00:24:06,860
But there's a process to do that and we'll
get all down to that marketplace launch,

472
00:24:06,860 --> 00:24:11,690
but it's identifying, you know, what a
product sale is there other people selling

473
00:24:11,690 --> 00:24:16,130
similar to that, what's a good price
point for this product, you know, and what

474
00:24:16,130 --> 00:24:17,930
sort of returns could they possibly get?

475
00:24:17,960 --> 00:24:20,270
So, you know, it's basically
using different pieces of

476
00:24:20,270 --> 00:24:23,600
software and intelligence from
the data we've already got.

477
00:24:24,185 --> 00:24:28,715
Uh, because we can put into our
software that internally we've basically

478
00:24:28,715 --> 00:24:32,465
got, essentially, you could call it
a massive spreadsheet that has got

479
00:24:32,465 --> 00:24:37,085
different sort of products in, and we
can identify a similar sort of product

480
00:24:37,445 --> 00:24:39,215
and what sort of routes that taken.

481
00:24:39,365 --> 00:24:41,225
Then we can look at what that looks like.

482
00:24:41,675 --> 00:24:44,705
Um, we've taken out all the client
data, so it's not new, there's

483
00:24:44,705 --> 00:24:46,385
no GDPR and issues like that.

484
00:24:46,715 --> 00:24:50,495
So we can then look at and say, well, how
long, how quickly did this product scale?

485
00:24:50,765 --> 00:24:53,225
You know how the problem with that.

486
00:24:53,800 --> 00:24:55,540
Everyone puts different
budgets behind things.

487
00:24:55,540 --> 00:24:58,780
So it's really hard to actually look
at that and go, oh, well, this one

488
00:24:58,780 --> 00:25:01,060
didn't sell very well, but it's because
they didn't put in budget behind it,

489
00:25:01,300 --> 00:25:05,080
like, or, or they didn't have any
stock for six months or, you know?

490
00:25:05,170 --> 00:25:05,410
Yeah.

491
00:25:06,100 --> 00:25:09,580
Yeah, no, that's all useful questions
to ask yourself very useful questions.

492
00:25:10,030 --> 00:25:11,890
So that's stage one, right?

493
00:25:11,890 --> 00:25:13,000
Is market research.

494
00:25:13,000 --> 00:25:14,830
Step two is compliance.

495
00:25:14,830 --> 00:25:18,190
And the thing that you said in
our pre-call about compliance,

496
00:25:18,280 --> 00:25:19,330
which I'm keen to get.

497
00:25:20,275 --> 00:25:23,875
Compliance is the piece that no
one wants to talk about and no one

498
00:25:23,875 --> 00:25:27,535
wants to pay for, but the reality
of it is everybody needs it.

499
00:25:27,535 --> 00:25:27,865
Right.

500
00:25:27,865 --> 00:25:31,465
And so, um, and compliance just
isn't sexy, uh, is probably

501
00:25:31,465 --> 00:25:32,935
how I would phrase that.

502
00:25:32,965 --> 00:25:36,895
So why is compliance in, I mean, I
know why compliance is in here, but

503
00:25:36,895 --> 00:25:38,385
you know, just give us a brief on.

504
00:25:40,745 --> 00:25:42,754
So there's two areas to compliance.

505
00:25:43,295 --> 00:25:44,645
First of all, there's the product.

506
00:25:44,975 --> 00:25:46,535
And secondly, there's the business.

507
00:25:47,105 --> 00:25:49,535
So first of all, you want to
get the product compliance.

508
00:25:49,535 --> 00:25:53,105
So if you're expanding the product from
another region leg, again, let's take

509
00:25:53,105 --> 00:25:58,445
the states or Australia or Canada or
Asia or wherever else that might be the

510
00:25:58,445 --> 00:26:00,455
product has been designed for that market.

511
00:26:00,935 --> 00:26:03,845
So the regulations in that
market are different to the

512
00:26:03,845 --> 00:26:05,465
regulations here in the UK.

513
00:26:05,995 --> 00:26:07,284
Or in the European union.

514
00:26:07,585 --> 00:26:10,465
So the regulations could
be slightly different.

515
00:26:10,465 --> 00:26:14,365
So when you're looking at the product
of the current compliant, the product

516
00:26:14,635 --> 00:26:16,495
of, sorry, let me start that again.

517
00:26:16,615 --> 00:26:20,065
The compliance of the product,
easy for me to say, there's

518
00:26:20,065 --> 00:26:21,835
three things you need to consider

519
00:26:25,345 --> 00:26:25,705
the first.

520
00:26:26,720 --> 00:26:29,270
You know, what are the regulations,
the product falls under?

521
00:26:29,870 --> 00:26:32,450
So you need to identify
what that regulation is.

522
00:26:32,840 --> 00:26:36,380
You then need to make sure that the
product is compliant with that regulation

523
00:26:36,590 --> 00:26:40,610
and has the relevant certificates
to make sure that it says so.

524
00:26:41,150 --> 00:26:44,630
And in thirdly, that the label
on the product is compliant

525
00:26:44,630 --> 00:26:45,680
with the regulations also.

526
00:26:46,160 --> 00:26:49,880
So, you know, and to be honest, this path.

527
00:26:50,975 --> 00:26:53,585
It could be done in any, I mean, there
are the three things you need to identify,

528
00:26:53,735 --> 00:26:58,325
whether you're going into the UK, Europe,
us, Asia, India, Australia, wherever

529
00:26:58,535 --> 00:27:02,014
it's the same three things you need to
identify, but there are the things you

530
00:27:02,014 --> 00:27:03,635
need to identify in that compliance piece.

531
00:27:03,635 --> 00:27:06,875
And no one wants to go through
that process because it's like,

532
00:27:06,875 --> 00:27:07,865
well, I've already got the product.

533
00:27:07,865 --> 00:27:08,825
Just send it over.

534
00:27:08,825 --> 00:27:09,695
It will be fine.

535
00:27:10,730 --> 00:27:15,139
The problem with that is that the
regulators are putting more and

536
00:27:15,139 --> 00:27:18,830
more emphasis on the marketplaces
to make sure that's correct.

537
00:27:19,280 --> 00:27:22,820
So what happens is you might send the
product in, but if it doesn't get held up

538
00:27:22,820 --> 00:27:27,860
at customs, which it could do, it's most
likely to get pulled up on a marketplace.

539
00:27:28,460 --> 00:27:31,460
At some point that doesn't mean
to say that you won't be able to

540
00:27:31,460 --> 00:27:32,720
send it in and start selling it.

541
00:27:33,230 --> 00:27:38,120
But what you don't want to do is
build this epic you a product, get it

542
00:27:38,120 --> 00:27:42,409
selling, great, get grout, great sales,
velocity, start selling the product.

543
00:27:42,440 --> 00:27:44,540
Then only for it to be taken
down because he's not compliant.

544
00:27:45,020 --> 00:27:48,679
Um, with a short piece of compliance
beforehand shakes, you can

545
00:27:48,679 --> 00:27:50,270
basically solve those problems.

546
00:27:50,510 --> 00:27:53,540
You know, it's, it's a little bit
of headache at the beginning to

547
00:27:53,540 --> 00:27:56,929
basically just tick the boxes to a
much bigger headache, further down.

548
00:27:57,665 --> 00:28:02,315
Um, so that's the product compliance
space and there's a whole load of

549
00:28:02,315 --> 00:28:03,605
different things in there around that.

550
00:28:04,055 --> 00:28:06,425
Then you've got business compliance.

551
00:28:06,784 --> 00:28:10,055
Now the business compliance takes a whole
load of different, different formats.

552
00:28:10,385 --> 00:28:15,215
Let's do this cover the first big
piece, which is VAT or GST in some

553
00:28:15,215 --> 00:28:16,895
places or sales tax in others.

554
00:28:17,135 --> 00:28:19,925
But for Europe is VAT value added tax.

555
00:28:20,615 --> 00:28:22,475
The bottom line is if you're selling.

556
00:28:23,180 --> 00:28:26,180
In a country, the government
wants some cash in return

557
00:28:26,180 --> 00:28:27,170
for you selling the product.

558
00:28:27,590 --> 00:28:30,320
Like let's be reasonable about this.

559
00:28:30,530 --> 00:28:32,660
If you're selling something in
someone's region, give them a

560
00:28:32,660 --> 00:28:34,310
little bit of cash for doing that.

561
00:28:34,370 --> 00:28:36,140
That really is the bottom line.

562
00:28:36,470 --> 00:28:40,940
And you know, in, in most, in all
European countries, they have VAT,

563
00:28:40,940 --> 00:28:43,040
they have import VAT and Sal's VAT.

564
00:28:43,520 --> 00:28:46,640
Um, you need to make sure
that your business is able to.

565
00:28:47,750 --> 00:28:53,840
Pay import VAT and collect it back and
pay for sales VAT when you sell a product.

566
00:28:54,320 --> 00:28:59,000
And there's a lot of who's where's
if what's a maybes in both of

567
00:28:59,000 --> 00:29:03,440
those, the bottom line is if you're
selling products from within a

568
00:29:03,440 --> 00:29:06,740
country and you're fulfilling in
a country, you need to pay VAT.

569
00:29:06,980 --> 00:29:08,360
And if you're sending a shed load of.

570
00:29:09,150 --> 00:29:12,330
To a country from another
country, you need to pay VAT.

571
00:29:12,870 --> 00:29:18,030
Um, now there's a whole lot of thresholds
and numbers in there, but yeah, that's

572
00:29:18,030 --> 00:29:22,230
where, that's where you need to start
thinking about is if you're you're selling

573
00:29:22,230 --> 00:29:24,390
a product somewhere, you need to pay VAT.

574
00:29:24,720 --> 00:29:25,350
That's the bottom line.

575
00:29:25,440 --> 00:29:26,910
So that's, that's the second part.

576
00:29:27,120 --> 00:29:29,190
And there's two other parts
to business compliance.

577
00:29:29,190 --> 00:29:30,180
You need to be aware of.

578
00:29:30,450 --> 00:29:31,440
One is trademarks.

579
00:29:31,440 --> 00:29:35,670
I'm not going to go into deeply, but
if you want to build a solid e-commerce

580
00:29:35,670 --> 00:29:37,290
brand, you need to be trademarked.

581
00:29:37,950 --> 00:29:41,160
I'm just going to leave that there as
a compliance piece and coming in at

582
00:29:41,160 --> 00:29:45,450
the moment, there's a lot of things
called EPR, which is a recycling tax

583
00:29:45,660 --> 00:29:47,460
specifically in France and Germany.

584
00:29:47,670 --> 00:29:47,840
But.

585
00:29:48,620 --> 00:29:51,470
Once it's a success there there'll
be put in everywhere else in Europe.

586
00:29:51,650 --> 00:29:55,520
So basically what that is, is it
very simply as a tax on recycling?

587
00:29:55,520 --> 00:29:59,690
So if you send a product into a country,
they're going to basically charge you

588
00:29:59,690 --> 00:30:04,070
a little bit of tax to recycle the
product and they're the pieces and

589
00:30:04,070 --> 00:30:05,720
that's why compliance is important.

590
00:30:05,990 --> 00:30:08,690
You need to make sure you've got all
these pieces solved at the beginning,

591
00:30:09,260 --> 00:30:12,650
because it's much easier to do now
when you're not selling anything

592
00:30:12,860 --> 00:30:15,560
than it is further down the line when
you're unraveling a lot of string.

593
00:30:17,150 --> 00:30:17,990
That's a fair point.

594
00:30:17,990 --> 00:30:19,890
And I, I get that and, and.

595
00:30:21,005 --> 00:30:25,025
And I can see why actually,
um, people will contact you.

596
00:30:25,025 --> 00:30:30,245
And the, um, because complaints is
just one of those minefields, isn't it?

597
00:30:30,245 --> 00:30:35,975
It's just, it's not sexy people avoid
it because it becomes like, you know,

598
00:30:36,185 --> 00:30:37,595
the Alice in Wonderland, doesn't it.

599
00:30:37,595 --> 00:30:38,945
How deep does this hole go?

600
00:30:39,005 --> 00:30:39,515
Really?

601
00:30:39,965 --> 00:30:43,895
And you just get sucked into this whole
thing, which is an absolute nightmare.

602
00:30:43,895 --> 00:30:45,485
So compliance is on your list.

603
00:30:46,500 --> 00:30:50,100
Marketplace, you briefly touched on this
a second ago, but let's dig into that.

604
00:30:51,660 --> 00:30:51,840
Yeah.

605
00:30:51,840 --> 00:30:54,720
So I think the next thing is doing, and
some of this will be come out of your

606
00:30:54,720 --> 00:30:59,460
market research, but what you really want
to identify is what's the best marketplace

607
00:30:59,460 --> 00:31:03,930
for you to launch on, you know, and
this is launching this isn't succession.

608
00:31:03,930 --> 00:31:06,930
This isn't thinking in a year's
time, I won't be on 20 different

609
00:31:06,930 --> 00:31:08,370
platforms in 20 different countries.

610
00:31:08,370 --> 00:31:11,040
This is your marketplace launch.

611
00:31:11,370 --> 00:31:12,720
What is the best place?

612
00:31:13,280 --> 00:31:15,680
Bang for buck for you to
launch your product and your

613
00:31:15,680 --> 00:31:17,750
business in, in, in Europe.

614
00:31:18,440 --> 00:31:22,070
So depending on where you're selling
beforehand is going to depend on that.

615
00:31:22,730 --> 00:31:26,720
If you are a, if you've got your
own website and let's say Shopify,

616
00:31:26,720 --> 00:31:30,980
or either you are selling on that,
well, clearly you probably not

617
00:31:30,980 --> 00:31:32,000
going to launch on the marketplace.

618
00:31:32,000 --> 00:31:33,290
You're going to launch
on your own website.

619
00:31:33,290 --> 00:31:36,590
And I get that because that's
what you're used to basically

620
00:31:36,590 --> 00:31:37,880
stick to what you're used to.

621
00:31:38,120 --> 00:31:40,850
If you're selling mainly
on Amazon in the U S.

622
00:31:42,080 --> 00:31:45,470
Just transfer that to Amazon in Europe,
because it's really straightforward

623
00:31:45,470 --> 00:31:50,540
to do the majority of the tools
and functionality and the design of

624
00:31:50,540 --> 00:31:53,270
the platform is exactly the same.

625
00:31:53,420 --> 00:31:54,170
It makes no difference.

626
00:31:54,500 --> 00:31:58,910
So stick with what I didn't say, stick
with what you're used to start off with.

627
00:32:00,064 --> 00:32:04,175
Are there are some other battery better
platforms that might work better in those

628
00:32:04,175 --> 00:32:10,774
regions more than likely is the honest
answer, but don't necessarily go around

629
00:32:10,774 --> 00:32:15,064
to do that straight off the bat, stick
with what you're used to that works.

630
00:32:15,485 --> 00:32:19,445
And then you've got to think about
which countries am I going to do first.

631
00:32:19,804 --> 00:32:23,764
So broadens day, I'm going to take
Amazon as a great example because

632
00:32:24,095 --> 00:32:27,814
it accounts for a lot of, a lot of
sellers that listen to e-commerce.

633
00:32:28,770 --> 00:32:29,310
Podcasts.

634
00:32:29,310 --> 00:32:34,290
So in a nutshell, the UK and
Germany account for two thirds of

635
00:32:34,320 --> 00:32:36,690
all cells across Europe, on Amazon.

636
00:32:37,140 --> 00:32:41,100
So if you talk about a launch
strategy, where would you launch?

637
00:32:41,160 --> 00:32:44,130
Well, the UK Germany, and I'm
going to put in Netherlands and

638
00:32:44,130 --> 00:32:45,090
we'll come on to Netherlands.

639
00:32:45,090 --> 00:32:45,390
Why?

640
00:32:45,660 --> 00:32:49,980
When we get to logistics later, is that
you launched by launching in UK Germany.

641
00:32:49,980 --> 00:32:52,290
You've got two thirds of
all opportunities in Europe.

642
00:32:52,470 --> 00:32:56,040
So actually your marketplace strategy
is launching those two first.

643
00:32:56,780 --> 00:33:01,490
Because you can tackle the majority
of, of Amazon from there and

644
00:33:01,490 --> 00:33:02,420
other things that come in there.

645
00:33:02,420 --> 00:33:07,070
So things to consider is you need to
consider, uh, listings and translations,

646
00:33:07,280 --> 00:33:10,460
make sure your lap, your listings
are translated in relevant country.

647
00:33:10,730 --> 00:33:12,139
And you've got some key words in there.

648
00:33:12,774 --> 00:33:13,495
Translation.

649
00:33:14,245 --> 00:33:17,905
You need to make sure you've got a
payment system set up because if you

650
00:33:17,905 --> 00:33:21,655
just get Amazon, for example, to pay
you directly into your bank account,

651
00:33:22,225 --> 00:33:26,245
if it's in a different currency, Amazon
stings you for the interest charge.

652
00:33:26,514 --> 00:33:29,845
So you want to make sure you've got
decent payment gateway to make that.

653
00:33:30,950 --> 00:33:33,950
You then need to make sure you've
got someone that can ship your

654
00:33:33,950 --> 00:33:35,840
products to where you need to get to.

655
00:33:36,200 --> 00:33:38,240
So within this, it was marketplace launch.

656
00:33:38,390 --> 00:33:41,300
This could come into three PO next,
I guess, but you need to make sure

657
00:33:41,300 --> 00:33:45,650
you've got a way of shipping products
into the marketplace or into a three

658
00:33:45,650 --> 00:33:46,940
PL which we'll come on to next.

659
00:33:47,300 --> 00:33:50,480
And your customs is all sorted
and you want to have that set up.

660
00:33:50,690 --> 00:33:55,220
So it's ready to go when you're launching
on that marketplace to get products

661
00:33:55,550 --> 00:33:57,380
into region as quickly as possible.

662
00:33:57,770 --> 00:33:59,360
So decide on the market.

663
00:34:00,115 --> 00:34:03,595
Get a payment gateway, get the
listings and translated sorted and

664
00:34:03,595 --> 00:34:07,735
shipping and customs and wide say
on listings and translations is

665
00:34:07,735 --> 00:34:09,324
crucial that you get those done.

666
00:34:11,359 --> 00:34:14,120
And here's the, but is
have an 80, 20 rule.

667
00:34:14,420 --> 00:34:16,159
You're never going to get it
to a hundred percent correct.

668
00:34:16,189 --> 00:34:17,090
Because you're just launching.

669
00:34:17,120 --> 00:34:18,229
It's never going to be right.

670
00:34:18,649 --> 00:34:23,059
If you stagnate and think or procrastinate
would probably be a better word about

671
00:34:23,359 --> 00:34:26,300
you are, well, I'm not going to get
that done yet, so I won't launch it.

672
00:34:26,659 --> 00:34:27,620
It won't ever happen.

673
00:34:27,859 --> 00:34:31,069
Get the majority of it done and
then tweak it after, because

674
00:34:31,069 --> 00:34:31,970
it will never be perfect.

675
00:34:31,970 --> 00:34:33,739
Anyway, chip top tip.

676
00:34:34,069 --> 00:34:37,699
And why did you, um, I'm curious to
understand why you mentioned the new.

677
00:34:39,694 --> 00:34:39,995
Yeah.

678
00:34:39,995 --> 00:34:42,814
So the reason for the Netherlands
is coming into Europe.

679
00:34:43,205 --> 00:34:47,495
The Netherlands is the gateway into
Europe from a logistics point of

680
00:34:47,495 --> 00:34:52,024
view, because basically shipping
into lots of European countries.

681
00:34:52,444 --> 00:34:54,665
They just make it really quite difficult.

682
00:34:54,814 --> 00:34:59,705
The Germans are renounced for making
sure that the paperwork for example

683
00:35:00,095 --> 00:35:04,715
is a hundred percent correct, and also
making your life really, really good.

684
00:35:05,779 --> 00:35:10,490
Fact you speak to go to any e-commerce
forum and say shipping to Germany.

685
00:35:11,149 --> 00:35:14,599
I can attest to this fact and
I'm preaching to the converted,

686
00:35:14,599 --> 00:35:16,210
but so, yeah, I'm, I'm, I'm not.

687
00:35:17,450 --> 00:35:21,320
So, I suppose the Dutch are more
like Connie and guys let's have some

688
00:35:21,320 --> 00:35:27,410
fun and that's why we, so we have a
warehouse in the Netherlands for that

689
00:35:27,410 --> 00:35:32,000
very reason, because it's a gateway
in and you can ship to all over Europe

690
00:35:32,000 --> 00:35:36,020
from the Netherlands, no problems,
relatively straightforward and easy.

691
00:35:36,200 --> 00:35:40,130
You can even use something called
limited fiscal representation going

692
00:35:40,130 --> 00:35:42,380
through the Netherlands into Germany.

693
00:35:42,380 --> 00:35:43,700
So you don't even need to be VAT.

694
00:35:44,660 --> 00:35:47,510
In Germany, sorry, in
Netherlands to get to Germany.

695
00:35:47,930 --> 00:35:49,240
So you can ship your products.

696
00:35:49,260 --> 00:35:53,240
Let's say from the UK through the
Netherlands, into Germany, but because

697
00:35:53,240 --> 00:35:56,600
the end destination is Germany, you
can use something called limited

698
00:35:56,600 --> 00:35:59,660
fiscal representation, which means
you don't need to be VAT registered.

699
00:35:59,660 --> 00:35:59,840
There.

700
00:36:00,050 --> 00:36:03,649
It's a, it's an easy fix.

701
00:36:03,710 --> 00:36:05,390
If you want to do it on the odd occasion.

702
00:36:06,529 --> 00:36:07,760
It's not a solution.

703
00:36:07,790 --> 00:36:08,960
If you want to ship lots of products.

704
00:36:08,990 --> 00:36:09,140
Right.

705
00:36:09,380 --> 00:36:13,400
But it does help to unlock an
initial transaction, for example.

706
00:36:13,430 --> 00:36:13,670
Okay.

707
00:36:14,510 --> 00:36:15,380
Top tips there.

708
00:36:15,380 --> 00:36:15,710
Okay.

709
00:36:15,710 --> 00:36:16,640
So 3:00 PM.

710
00:36:16,670 --> 00:36:17,900
What'd you mean by 3:00 PM?

711
00:36:19,490 --> 00:36:25,430
So you need to have a third party
logistics operation in some form knit

712
00:36:25,610 --> 00:36:28,069
or in the region that you want to sell.

713
00:36:28,340 --> 00:36:32,779
So if you're in the UK, you need some form
of operation that can do store your goods,

714
00:36:32,779 --> 00:36:37,520
fulfill your goods, rework your goods,
or do returns exactly the same in Europe.

715
00:36:37,520 --> 00:36:39,260
And the reason for that is that.

716
00:36:40,415 --> 00:36:44,035
One getting stuck in through the
logistics network is really, really tough.

717
00:36:44,434 --> 00:36:46,385
So getting stuck out China's difficult.

718
00:36:46,595 --> 00:36:49,625
So you need to make sure you've
got buffer stock in region.

719
00:36:49,805 --> 00:36:53,795
Now, whether that be your garage or
somebody else's warehouse doesn't

720
00:36:53,795 --> 00:36:58,865
really matter, but you need to have
the ability to fulfill into, to top up.

721
00:36:58,904 --> 00:36:59,944
So you don't run out of stock.

722
00:37:00,950 --> 00:37:04,790
An operation that, you know,
can solve those problems.

723
00:37:05,090 --> 00:37:09,980
Now, when you are not in that region,
it makes it really difficult to do that.

724
00:37:10,279 --> 00:37:14,029
So you need to find some form of
third party logistics that can

725
00:37:14,120 --> 00:37:16,520
help prove will solve those issues.

726
00:37:17,120 --> 00:37:20,630
So a typical client of ours would
send a container into one of our

727
00:37:20,630 --> 00:37:24,470
warehouses over UK or Europe sent,
let's say half of it into Amazon,

728
00:37:24,920 --> 00:37:26,690
uh, into FBA and keep the other half.

729
00:37:27,319 --> 00:37:28,130
Now when the other.

730
00:37:28,970 --> 00:37:32,029
In the warehouse, you
can do several things.

731
00:37:32,059 --> 00:37:33,590
One, you could just leave
it there if you want it.

732
00:37:33,800 --> 00:37:36,319
And then just top it up into
Amazon when they run out of stock.

733
00:37:36,439 --> 00:37:36,740
Great.

734
00:37:36,740 --> 00:37:37,790
No problems with that whatsoever.

735
00:37:38,420 --> 00:37:41,479
You can have the returns come there
and they can be reworked, either be

736
00:37:41,479 --> 00:37:44,660
sold back on Amazon or ponds where
you bay or destroyed, whatever it

737
00:37:44,660 --> 00:37:46,130
needs, needs to happen to that.

738
00:37:47,205 --> 00:37:50,475
You know, if something comes in from
China and it needs reworking because

739
00:37:50,564 --> 00:37:53,774
I say China, because a lot of sellers
have stock coming in from China.

740
00:37:53,955 --> 00:37:55,394
Other locations are available.

741
00:37:55,755 --> 00:37:59,805
Uh, you can basically have that stock
coming and we've all had it where

742
00:37:59,865 --> 00:38:02,354
the stocks come in and we realized
the wrong barcodes on something.

743
00:38:02,564 --> 00:38:04,875
So the ability to put new barcodes on.

744
00:38:05,144 --> 00:38:06,465
So you might need that problem.

745
00:38:06,795 --> 00:38:09,705
Um, or what you might do is
say, well, we've put the other

746
00:38:09,705 --> 00:38:11,175
half in there into Amazon.

747
00:38:11,354 --> 00:38:12,705
We've got half sat in the way.

748
00:38:13,559 --> 00:38:18,710
Why don't we make that work for
us while it's there and launched

749
00:38:18,710 --> 00:38:22,290
that on other marketplaces, our own
website, and then just fulfill direct

750
00:38:22,290 --> 00:38:23,970
to the consumer from, from there.

751
00:38:24,269 --> 00:38:28,410
Because even if you sell 10 products
a day, which might not be very much.

752
00:38:29,415 --> 00:38:33,765
But actually, if it takes you three
months, you, 90 days, that's 900 products.

753
00:38:33,765 --> 00:38:36,734
You've got less in the warehouse
that you, that you didn't have.

754
00:38:37,005 --> 00:38:39,075
So all of a sudden you've
cited 900 products.

755
00:38:39,225 --> 00:38:41,505
You're then not paying
storage on those 900 products.

756
00:38:41,745 --> 00:38:44,115
Like that's gotta be a,
when you've sold those.

757
00:38:44,705 --> 00:38:48,095
And the way that you win in e-commerce
is by selling your products as quickly

758
00:38:48,095 --> 00:38:52,385
as possible to get the cash in the bank,
to get more products, to get more stock

759
00:38:52,385 --> 00:38:54,234
out the door, as quickly as you can.

760
00:38:54,394 --> 00:38:58,175
It's all about stock rotation, a
minimum amount of stock on the shelf

761
00:38:58,325 --> 00:39:00,845
while it's on a shelf, it costs you
money and you don't want it on the

762
00:39:00,845 --> 00:39:02,404
shelf you want in people's hands.

763
00:39:02,644 --> 00:39:04,505
So the more you can do around that.

764
00:39:04,505 --> 00:39:09,575
And that's why three PL works really
well, especially since, you know,

765
00:39:09,785 --> 00:39:12,035
let's say COVID was a great example.

766
00:39:13,670 --> 00:39:15,740
Amazon shuts his doors
and you can't sell it.

767
00:39:15,740 --> 00:39:19,400
You can't get your product into Amazon
because it's, you know, it's only,

768
00:39:19,790 --> 00:39:22,819
you know, um, you know, products
for COVID or whatever, and face

769
00:39:22,819 --> 00:39:24,290
masks or whatever happens to be.

770
00:39:24,620 --> 00:39:28,610
So you need seller fulfilled prime enabled
potentially in those regions as well.

771
00:39:29,120 --> 00:39:33,050
Um, so that's why three PL can be
really, really useful in those areas.

772
00:39:33,710 --> 00:39:39,500
So, um, I guess one question
here is how do you find.

773
00:39:40,895 --> 00:39:45,275
Um, a good three, PL I mean, what are some
of the things that you need to look for?

774
00:39:47,195 --> 00:39:53,705
So the key things I would suggest is
one, they used to work in any commerce.

775
00:39:53,975 --> 00:39:56,285
They understand e-commerce
like they understand that it's

776
00:39:56,285 --> 00:39:57,185
all gotta be done tomorrow.

777
00:39:58,265 --> 00:40:02,675
Um, so what you're looking for there is,
is how long does it take goods to come in

778
00:40:02,675 --> 00:40:06,165
versus goods going out quite quite often?

779
00:40:06,375 --> 00:40:08,705
So what we do is we basically
solve all the problems on the.

780
00:40:09,965 --> 00:40:15,184
'cause he wants to go out tomorrow or
that day, whether it be to FBA or direct

781
00:40:15,184 --> 00:40:16,604
to the consumer, it needs to go today.

782
00:40:16,604 --> 00:40:16,805
Yeah.

783
00:40:17,135 --> 00:40:20,615
So, uh, you need to be able to make
sure that they're geared up for

784
00:40:20,615 --> 00:40:24,095
solving the problems on the way
in so that it can go out quickly.

785
00:40:24,125 --> 00:40:27,604
So there's the first thing they need
to be able to send directly into Amazon

786
00:40:28,024 --> 00:40:30,064
or the, or whatever you're shipping to.

787
00:40:30,064 --> 00:40:32,135
They need to understand the
requirements for doing that.

788
00:40:32,675 --> 00:40:34,345
They need to have the
ability to do direct.

789
00:40:35,269 --> 00:40:39,260
In our experience, you wanted someone
that can do both, uh, and you also want

790
00:40:39,260 --> 00:40:41,149
them to be able to do reworks and returns.

791
00:40:41,269 --> 00:40:45,200
So your returns coming in, you need to
be able to process and either destroy

792
00:40:45,229 --> 00:40:49,550
quickly or put back to stock quickly,
coming back to the point of you need to

793
00:40:49,550 --> 00:40:51,349
rotate your stock as quickly as possible.

794
00:40:51,889 --> 00:40:56,630
You know, even if you, if, even if
you make a minor loss on that product

795
00:40:56,660 --> 00:40:59,729
of a pound, that's better than
destroying the product and losing.

796
00:41:00,510 --> 00:41:01,830
Like it doesn't matter.

797
00:41:02,010 --> 00:41:04,860
You need to recoup and you want
to, you want people that can

798
00:41:04,860 --> 00:41:05,670
be able to do that for you.

799
00:41:05,670 --> 00:41:09,779
So there, I think some of the keys,
some of the things we're seeing at the

800
00:41:09,779 --> 00:41:14,610
moment is that there's not many, three
pills or warehouses and storage files.

801
00:41:14,610 --> 00:41:15,360
They want to do both.

802
00:41:15,390 --> 00:41:20,069
They don't want to do direct
to consumer and to FBA, right.

803
00:41:20,220 --> 00:41:21,300
They want to do one or the other.

804
00:41:22,560 --> 00:41:26,310
I think that's because, you know, when
you start looking at really fast pick

805
00:41:26,310 --> 00:41:33,545
and pack, Sending cartons and pallets
into Amazon is a real bull like, um, and

806
00:41:34,115 --> 00:41:40,055
you know, it's, it's a really difficult
operation to have both, and there's

807
00:41:40,055 --> 00:41:41,465
not very many people that can do that.

808
00:41:41,735 --> 00:41:43,265
So it depends on what you're looking for.

809
00:41:43,265 --> 00:41:48,335
If you're looking for, um, the DTC
operation, then you might be better

810
00:41:48,335 --> 00:41:50,165
off going to a D only someone that's.

811
00:41:51,035 --> 00:41:57,095
Direct to consumer that's solely focused
on that because they will be a hundred

812
00:41:57,095 --> 00:42:02,854
percent slicker doing that, um, than
someone that does both or just does FBA.

813
00:42:03,304 --> 00:42:03,965
We do both.

814
00:42:04,295 --> 00:42:07,654
Uh, the problem with that is that
we have to split stock on the way

815
00:42:07,654 --> 00:42:09,845
in for it to go to the countries.

816
00:42:10,420 --> 00:42:11,410
Or to go to FBA.

817
00:42:11,410 --> 00:42:12,370
Yeah, they problem.

818
00:42:12,609 --> 00:42:15,729
The downside is that it takes a
little bit longer for gas stocking.

819
00:42:15,729 --> 00:42:18,700
You know, it takes 48 hours
to do that instead of 24 hours

820
00:42:18,700 --> 00:42:22,569
sometimes like for some people
that doesn't make much difference.

821
00:42:22,990 --> 00:42:27,010
Um, and if you're well-organized
seller that won't make any difference.

822
00:42:27,220 --> 00:42:27,310
Yeah.

823
00:42:27,340 --> 00:42:27,550
Yeah.

824
00:42:28,269 --> 00:42:28,930
Top tips.

825
00:42:29,019 --> 00:42:29,830
Uh, very good.

826
00:42:29,890 --> 00:42:30,460
Top tips.

827
00:42:30,970 --> 00:42:35,620
So market research compliance, uh,
marketplace launched three PL three

828
00:42:35,620 --> 00:42:37,689
party, a third-party logistics, and then.

829
00:42:38,394 --> 00:42:40,854
Promote products was your FA fifth one.

830
00:42:40,854 --> 00:42:42,654
So what this is, yeah.

831
00:42:43,835 --> 00:42:44,615
Exactly that.

832
00:42:44,885 --> 00:42:47,615
So if you think that you're going
to be able to launch your product,

833
00:42:47,615 --> 00:42:51,484
stick it on our website and not do any
promotion, you may as well go home now.

834
00:42:51,545 --> 00:42:51,724
Yeah.

835
00:42:52,354 --> 00:42:56,104
So this bit is about basically telling
people you need to promote your product.

836
00:42:56,495 --> 00:43:00,305
And there's a whole load of different
ways in which you can do that.

837
00:43:00,515 --> 00:43:02,885
And all of those ways
are constantly changing.

838
00:43:03,125 --> 00:43:04,115
So what we first saw.

839
00:43:04,764 --> 00:43:08,845
There were longer works because the
market is adapted and changed and the

840
00:43:08,845 --> 00:43:12,385
policies have changed or the software has
changed for lots of different reasons.

841
00:43:12,684 --> 00:43:12,865
You know?

842
00:43:12,865 --> 00:43:18,234
So it's about finding what's the right
way to promote your product today.

843
00:43:18,865 --> 00:43:21,955
Um, rather than what happens
yesterday, because it's constantly

844
00:43:21,955 --> 00:43:23,694
changing, but let's be honest.

845
00:43:23,724 --> 00:43:25,404
There's some pretty
standard ways of doing that.

846
00:43:25,675 --> 00:43:27,505
You know, you're going
to have to pay someone.

847
00:43:29,085 --> 00:43:31,305
To drive traffic to said products.

848
00:43:31,605 --> 00:43:35,145
That doesn't matter whether
it's on a marketplace or whether

849
00:43:35,145 --> 00:43:36,375
it's on your own website.

850
00:43:36,585 --> 00:43:40,064
And you're you bring in socially,
you know, either way you need to

851
00:43:40,064 --> 00:43:44,984
generate traffic in one form or another
in order to promote your product.

852
00:43:45,435 --> 00:43:48,675
And quite honestly, there's a whole
load of different ways you do that.

853
00:43:49,095 --> 00:43:53,355
But, but the bottom line is, is you need
to generate traffic of some description.

854
00:43:54,125 --> 00:43:54,845
Yeah, no.

855
00:43:55,234 --> 00:43:57,154
And I said, I, I, I appreciate it.

856
00:43:58,354 --> 00:44:00,575
People might be listening to, well,
that's an obvious thing to say, and it

857
00:44:00,575 --> 00:44:03,514
is, but there are still people out there
to think if you build it, they will come.

858
00:44:03,965 --> 00:44:07,444
And you know, and it's
no, it's not true anymore.

859
00:44:07,444 --> 00:44:09,845
You've got to actually have a
really good marketing strategy

860
00:44:10,085 --> 00:44:11,555
and that marketing strategy.

861
00:44:11,675 --> 00:44:11,764
Yes.

862
00:44:12,365 --> 00:44:15,814
As got to work for the area
that you're going into.

863
00:44:15,814 --> 00:44:16,055
Right.

864
00:44:16,055 --> 00:44:21,365
So what works for us here in the UK might
not make sense for, um, a marketplace

865
00:44:21,365 --> 00:44:23,104
based in the Netherlands, for example.

866
00:44:23,104 --> 00:44:26,165
And so, you know, this, again comes back
down to your market research, doesn't it.

867
00:44:26,165 --> 00:44:29,165
And find that what strategies work
in that, in that space, which is

868
00:44:29,165 --> 00:44:31,234
why you're going to have to pay
somebody to help you because.

869
00:44:32,189 --> 00:44:33,059
You're not going to know.

870
00:44:33,240 --> 00:44:33,479
Right.

871
00:44:33,479 --> 00:44:34,740
You just, you're not.

872
00:44:35,040 --> 00:44:37,950
And so find someone that can,
that can help you in that area.

873
00:44:38,309 --> 00:44:38,670
Okay.

874
00:44:38,670 --> 00:44:42,660
So a six number six on the list website.

875
00:44:42,689 --> 00:44:44,970
We, we've not, we've not touched
this yet in some respects.

876
00:44:44,970 --> 00:44:46,139
So why is this so far down?

877
00:44:48,005 --> 00:44:51,875
So the majority of the sellers that
we work with come from a marketplace.

878
00:44:52,925 --> 00:44:57,095
So because they come from marketplaces,
what happens is, is that they're

879
00:44:57,115 --> 00:44:58,835
really focused on marketplaces.

880
00:44:59,404 --> 00:45:03,125
So for us, the website piece
comes much further down the line

881
00:45:03,335 --> 00:45:04,835
once they're settled in region.

882
00:45:05,015 --> 00:45:07,295
So once they're in the region
and they they've, they've selling

883
00:45:07,295 --> 00:45:08,795
products, they've proven the model.

884
00:45:09,245 --> 00:45:11,465
Then what they can do is they
can then create their own web.

885
00:45:12,285 --> 00:45:15,885
Or hopefully, hopefully they're
already selling on their own

886
00:45:15,885 --> 00:45:17,685
website in their own country.

887
00:45:18,015 --> 00:45:18,345
Yeah.

888
00:45:18,465 --> 00:45:23,895
They can just add a new domain.co.uk
dot D E D I T E S whatever

889
00:45:23,895 --> 00:45:25,515
it happens to be into that.

890
00:45:25,875 --> 00:45:30,045
Um, so it's that onto that platform
and they can start carry on selling.

891
00:45:30,075 --> 00:45:30,195
Mm.

892
00:45:31,099 --> 00:45:36,380
Yeah, we see now that the brands, again,
that are winning are those that have an

893
00:45:36,380 --> 00:45:40,340
omni-channel approach, those that have
an ability to create their own list.

894
00:45:40,609 --> 00:45:44,990
So by creating their own list, when they
bring out a new product, they can market

895
00:45:44,990 --> 00:45:49,160
their products back to the same customers
like that works really, really well.

896
00:45:49,160 --> 00:45:50,149
That's really sensible.

897
00:45:50,359 --> 00:45:53,540
And I know that some of the marketplaces
are actually catching onto this and

898
00:45:53,540 --> 00:45:56,389
starting to give you the ability to
start doing some of this as well,

899
00:45:56,389 --> 00:45:57,559
which is really, really encouraging.

900
00:45:57,979 --> 00:46:03,019
Um, The bottom line is, is that you
need, if you get switched off from a

901
00:46:03,019 --> 00:46:07,130
marketplace, you need to be able to
sell your product somewhere and you need

902
00:46:07,130 --> 00:46:08,930
to have your own website to do that.

903
00:46:09,200 --> 00:46:16,189
You know, this is by far the, the, the
sort of the next strategy in your process.

904
00:46:16,220 --> 00:46:19,519
Now for some sellers, actually
the website or marketplace.

905
00:46:20,305 --> 00:46:21,745
Pieces might swap over.

906
00:46:21,925 --> 00:46:24,654
So instead of this being sick,
they might be third and marketplace

907
00:46:24,654 --> 00:46:25,975
might be sick instead of third.

908
00:46:26,245 --> 00:46:30,715
So depends on you as a seller on what
you, and how you currently do it.

909
00:46:30,894 --> 00:46:32,575
You might actually swap these over again.

910
00:46:32,575 --> 00:46:33,505
There's no problem with that.

911
00:46:33,715 --> 00:46:36,625
You know, he's designed to be
slightly adaptable according to.

912
00:46:37,564 --> 00:46:39,005
Like a, you know, you as a brand.

913
00:46:39,425 --> 00:46:42,484
Um, so that, that, there's three
core things to think about when

914
00:46:42,484 --> 00:46:43,325
you got to build the store.

915
00:46:43,354 --> 00:46:44,285
Makes perfect sense.

916
00:46:44,615 --> 00:46:47,495
So you want to build a list
and third we've pawn here

917
00:46:47,495 --> 00:46:49,475
while we classes the dream 100.

918
00:46:49,894 --> 00:46:54,305
So you don't really want to be selling
to your top a hundred sellers where

919
00:46:54,305 --> 00:46:55,295
you want to be doing is create.

920
00:46:55,990 --> 00:47:00,220
Top hundred influences, for example,
who w who are already in contact

921
00:47:00,220 --> 00:47:01,720
with a hundred clients each.

922
00:47:01,990 --> 00:47:04,600
So a hundred times a hundred
is a lot better than just 100.

923
00:47:04,960 --> 00:47:10,149
Like you've got to have the ability
to adapt that and adapt differently.

924
00:47:10,149 --> 00:47:13,689
So don't think Rob build a website and
I'll just sell to people individually.

925
00:47:13,899 --> 00:47:14,380
No, no, no.

926
00:47:15,010 --> 00:47:16,950
Think about how you can build a website.

927
00:47:17,855 --> 00:47:18,785
Build a following.

928
00:47:18,785 --> 00:47:19,265
Yes.

929
00:47:19,325 --> 00:47:20,375
Social, the rest of it.

930
00:47:20,375 --> 00:47:23,645
We've talked about social and promote,
you know, you need a social interaction,

931
00:47:23,645 --> 00:47:26,555
but you create the top hundred influences.

932
00:47:26,555 --> 00:47:27,305
Don't really talk about.

933
00:47:28,040 --> 00:47:31,310
Like I'd actually from a business
point of view, whatever you do,

934
00:47:31,460 --> 00:47:32,630
this is a great thing to do.

935
00:47:32,870 --> 00:47:36,350
Who are the top hundred partners you
can work with that can elevate your

936
00:47:36,350 --> 00:47:37,910
brand in any way, shape or form.

937
00:47:38,240 --> 00:47:40,520
And actually, it doesn't actually
matter if that's on Amazon either.

938
00:47:40,760 --> 00:47:44,810
You know, you can have someone doing
an unboxing video on YouTube and

939
00:47:44,810 --> 00:47:46,609
send them to your Amazon listing.

940
00:47:46,670 --> 00:47:47,359
No dramas.

941
00:47:47,720 --> 00:47:49,880
Um, actually that's great for ranking.

942
00:47:50,180 --> 00:47:51,800
Um, so then we go to that.

943
00:47:51,830 --> 00:47:52,700
That's the website piece.

944
00:47:52,880 --> 00:47:53,210
Yeah.

945
00:47:53,689 --> 00:47:55,100
And finally growth.

946
00:47:57,434 --> 00:47:57,705
Yeah.

947
00:47:57,705 --> 00:48:00,495
I mean, the, this is, I mean,
for me, we were unsure whether

948
00:48:00,495 --> 00:48:01,934
it's called this growth or scale.

949
00:48:02,295 --> 00:48:05,175
Once you've got all of these pieces
in, you're constantly scaling, you're

950
00:48:05,175 --> 00:48:10,425
constantly growing, but at this point you
really are looking to you really, really

951
00:48:10,724 --> 00:48:14,654
capital up to capitalize on everything
you're doing to take it to the next level.

952
00:48:15,135 --> 00:48:19,125
And there's three areas in here
that you should be considering.

953
00:48:19,125 --> 00:48:19,514
One is.

954
00:48:20,300 --> 00:48:20,480
Yeah.

955
00:48:20,510 --> 00:48:22,730
What digital marketplaces
do you need to be on?

956
00:48:23,150 --> 00:48:26,270
And how would you build on the
marketplaces you're already on?

957
00:48:26,450 --> 00:48:29,120
So let's say you're on, we talked
about being on Amazon in the

958
00:48:29,120 --> 00:48:30,620
UK and Germany, for example.

959
00:48:30,620 --> 00:48:35,780
Well, how'd you get on, on Italy,
Spain, France, Czech, Poland,

960
00:48:35,840 --> 00:48:39,710
Sweden, Netherlands, and the others
don't come shortly, you know?

961
00:48:39,890 --> 00:48:43,130
So you should be getting on those,
but what other marketplaces are there?

962
00:48:44,075 --> 00:48:47,615
Let's talk about, you know, the
UK eBay really straightforward and

963
00:48:47,615 --> 00:48:52,295
easy on by straightforward and easy,
Frugo straightforward and easy, and

964
00:48:52,295 --> 00:48:56,465
a whole load of others that could be
put into contention, Etsy, Wayfair,

965
00:48:56,675 --> 00:48:59,585
you know, there, there are ones in
there that you could easily work with.

966
00:48:59,615 --> 00:49:03,694
You know, we've just wish, you know,
wishes as a massive transformation over

967
00:49:03,694 --> 00:49:07,444
the last six months and could be an
amazing opportunity for a lot of sellers.

968
00:49:07,745 --> 00:49:10,104
So, you know, but then you
get into other countries.

969
00:49:10,835 --> 00:49:13,445
Netherlands you have, Amazon
is in the biggest marketplace

970
00:49:13,445 --> 00:49:14,915
in the Netherlands polies.

971
00:49:15,275 --> 00:49:16,625
Like you want to be on bold.com.

972
00:49:16,625 --> 00:49:18,875
You don't be on Amazon re I mean,
you want to be on Amazon, but.

973
00:49:20,045 --> 00:49:21,245
paul.com is much better.

974
00:49:21,425 --> 00:49:22,625
And then you get into Allegro.

975
00:49:22,625 --> 00:49:26,615
You going to auto CD discount, real
auto in all those other countries.

976
00:49:27,725 --> 00:49:29,885
What other marketplaces should you be on?

977
00:49:30,335 --> 00:49:34,654
And if you're working with a decent
agency or service provider, well, they're

978
00:49:34,654 --> 00:49:37,984
going to be able to do is they're going
to be able to connect you from their

979
00:49:37,984 --> 00:49:39,935
warehouse into all these other platforms.

980
00:49:40,325 --> 00:49:44,575
And then they can just, if you get one
order a day from 20 platform, Great.

981
00:49:45,145 --> 00:49:45,625
Does it matter?

982
00:49:45,805 --> 00:49:49,075
It's still reducing your stock
by 20 or 20 products a day.

983
00:49:49,705 --> 00:49:53,484
The sat in the warehouse anyway,
like it makes perfect sense.

984
00:49:53,785 --> 00:49:57,085
Um, so, so that's, that's the
first thing is to adapt and

985
00:49:57,085 --> 00:49:59,545
evolve into further marketplaces.

986
00:49:59,785 --> 00:50:01,345
The next one is by getting into retail.

987
00:50:01,795 --> 00:50:03,745
What retail can you get into?

988
00:50:03,984 --> 00:50:07,194
Can you work with distributors
that can help get your products

989
00:50:07,225 --> 00:50:09,625
into boots or department stores?

990
00:50:10,189 --> 00:50:11,359
Other local shops.

991
00:50:11,990 --> 00:50:13,220
Um, so that's the next thing.

992
00:50:13,220 --> 00:50:19,850
And that's relatively complicated to do
unless you know, different distributors.

993
00:50:19,850 --> 00:50:24,500
So we were really trying to build out
different distributors in different niches

994
00:50:24,740 --> 00:50:28,640
to say, well, here's the distributor
in the baby section, go talk to these.

995
00:50:28,649 --> 00:50:29,630
Here's one in toys.

996
00:50:29,809 --> 00:50:30,859
Here's one in food.

997
00:50:30,859 --> 00:50:31,819
He's wanting supplements.

998
00:50:31,819 --> 00:50:35,120
He's wanting whatever else that
comes with that, because if we

999
00:50:35,120 --> 00:50:36,559
can help focus you into that.

1000
00:50:37,404 --> 00:50:38,455
That really, really works.

1001
00:50:38,665 --> 00:50:41,935
And then the last thing, because it's
really popular right now is exit.

1002
00:50:42,115 --> 00:50:44,694
Like how would you exit your brands
and what does that look like?

1003
00:50:44,725 --> 00:50:46,705
And I'm not going to go into that
because there's a million, one, people

1004
00:50:46,705 --> 00:50:50,605
talking about it right now, but you
know, it's about that growth piece.

1005
00:50:50,605 --> 00:50:54,625
And if you're thinking about you get to
this point and what does success look like

1006
00:50:54,625 --> 00:50:58,525
we talked about right at the beginning
is typically our sellers that that's

1007
00:50:58,525 --> 00:51:03,745
selling in the U S their target should
be 80% of their us sales here in Europe.

1008
00:51:04,075 --> 00:51:05,694
That's what success is the measurement.

1009
00:51:06,725 --> 00:51:07,385
For us.

1010
00:51:07,445 --> 00:51:07,745
Okay.

1011
00:51:07,775 --> 00:51:13,865
So basically that's where we aim
to get our clients to, um, when

1012
00:51:13,865 --> 00:51:15,245
they expand through this pathway.

1013
00:51:15,245 --> 00:51:18,245
So client comes in and says, Hey,
Andy, I want to successfully expand.

1014
00:51:19,040 --> 00:51:19,850
What does that look like?

1015
00:51:19,850 --> 00:51:22,279
Well, by the time they get to the
growth piece, when they're working

1016
00:51:22,279 --> 00:51:26,359
with our growth managers throughout
the growth managers, target is

1017
00:51:26,359 --> 00:51:28,010
to get them to 80% of the USL.

1018
00:51:28,010 --> 00:51:31,370
So we're going to adapt that
soon and hopefully we're going to

1019
00:51:31,370 --> 00:51:34,580
get to a hundred percent by, by
just adapting that to globally.

1020
00:51:34,819 --> 00:51:37,460
So it might be Japan and
Australia and stuff like that.

1021
00:51:37,460 --> 00:51:40,640
So I didn't, but that will come in
time today, we're focused on the

1022
00:51:40,640 --> 00:51:42,529
Europe and it's 80% of the U S.

1023
00:51:43,520 --> 00:51:45,530
That's a really good metric straight up.

1024
00:51:45,630 --> 00:51:46,430
I so good.

1025
00:51:46,430 --> 00:51:47,060
I've written it down.

1026
00:51:47,540 --> 00:51:51,230
Um, I'm curious to know what, um,
some of my sites actually sales

1027
00:51:51,230 --> 00:51:52,430
are in relation to those figures.

1028
00:51:52,430 --> 00:51:57,680
So I'm going to go and check, uh, Andy,
listen, there is so much value that

1029
00:51:57,680 --> 00:52:00,800
you've given and I, um, I get that.

1030
00:52:02,090 --> 00:52:04,250
Uh, you you've covered a lot, right?

1031
00:52:04,250 --> 00:52:05,210
So this is a couple of things.

1032
00:52:05,210 --> 00:52:06,980
One you've covered a lot,
and I think we will put

1033
00:52:06,980 --> 00:52:08,420
comprehensive show notes together.

1034
00:52:08,420 --> 00:52:11,300
So people can sort of get ahold of
this information because I think

1035
00:52:11,300 --> 00:52:12,500
we all want to go over it again.

1036
00:52:13,100 --> 00:52:16,520
But I, I appreciate like, since
Brexit, for example, there's

1037
00:52:16,520 --> 00:52:18,950
a lot change for people with
distribute from the UK to Europe.

1038
00:52:18,980 --> 00:52:21,950
And there's a whole bunch of things
that have gone on in questions

1039
00:52:21,950 --> 00:52:22,880
that people are going to have.

1040
00:52:23,480 --> 00:52:25,580
So if people want to get hold
of you, if they want to reach

1041
00:52:25,580 --> 00:52:26,780
out to you, how do they do.

1042
00:52:29,075 --> 00:52:29,255
Yeah.

1043
00:52:29,285 --> 00:52:29,495
Great.

1044
00:52:29,495 --> 00:52:29,825
Thanks.

1045
00:52:29,854 --> 00:52:34,055
So I think, um, I think the UK
Brexit, thing's a big thing.

1046
00:52:34,234 --> 00:52:35,194
Just pick up on that.

1047
00:52:35,194 --> 00:52:37,925
We've not talked about that, that
whole Brexit, you know, UK to

1048
00:52:37,925 --> 00:52:39,934
Europe, Europe to UK is really easy.

1049
00:52:40,175 --> 00:52:42,325
People are over complicated right
now and they should just think.

1050
00:52:43,100 --> 00:52:44,450
It's easy because it is.

1051
00:52:44,930 --> 00:52:48,740
Um, so if people wanna get in contact
with us really, really straightforward,

1052
00:52:48,830 --> 00:52:50,060
there's several things you can do.

1053
00:52:50,660 --> 00:52:54,529
You can either Google globally
commerce experts and we're

1054
00:52:54,529 --> 00:52:55,670
hopefully fingers crossed.

1055
00:52:55,700 --> 00:52:56,330
We're going to come up.

1056
00:52:56,870 --> 00:52:57,470
We should do.

1057
00:52:59,630 --> 00:52:59,870
Yeah.

1058
00:52:59,870 --> 00:53:00,170
Yeah.

1059
00:53:00,320 --> 00:53:05,810
We, you can contact us on all the social
platforms, wherever works best for you.

1060
00:53:06,050 --> 00:53:09,050
You know, I don't think we're
particularly heavy on Tik TOK, um,

1061
00:53:09,260 --> 00:53:11,330
because, uh, that's not me right now.

1062
00:53:11,330 --> 00:53:13,790
Although I, new marketing
person is convinced that I'm

1063
00:53:13,790 --> 00:53:14,870
going there very, very soon.

1064
00:53:15,380 --> 00:53:17,630
Um, but real wasn't Tik TOK videos.

1065
00:53:18,425 --> 00:53:19,235
Exactly that.

1066
00:53:19,265 --> 00:53:22,985
So, but really realistically
the easiest way is to go to

1067
00:53:22,985 --> 00:53:24,965
LinkedIn and go Andy Hooper.

1068
00:53:25,385 --> 00:53:28,925
And you're going to find me on
LinkedIn, and then I'm going to bow.

1069
00:53:28,985 --> 00:53:33,335
You can ask me any questions you like
fire away, and then I'll direct you

1070
00:53:33,335 --> 00:53:37,115
to the most relevant person within
the team that can support you if you

1071
00:53:37,115 --> 00:53:42,305
want our, um, six step, sorry, our
seven step guide downloadable PDF.

1072
00:53:42,880 --> 00:53:47,109
Send me or connect with me on LinkedIn
and ask for it and I'll get it sent over.

1073
00:53:47,109 --> 00:53:52,600
And it's an ebook that people can get from
us on how to expand, basically expanding

1074
00:53:52,600 --> 00:53:56,500
a bit more detail in what we talked with
Matt today, about how they can do it.

1075
00:53:57,460 --> 00:53:58,870
And then you've got some
notes on that as well.

1076
00:53:59,109 --> 00:53:59,620
Fantastic.

1077
00:53:59,620 --> 00:54:02,800
And we will put a link to Andy
and everybody, uh, in the show

1078
00:54:02,800 --> 00:54:06,220
notes, like I say, so, uh, before
we end though, Andy, I'm curious,

1079
00:54:06,399 --> 00:54:08,740
uh, UK to Europe, post-Brexit.

1080
00:54:09,855 --> 00:54:13,005
Uh, I know a lot of people that are
gonna argue with you on this one.

1081
00:54:13,005 --> 00:54:21,705
So why would you say, uh, so before,
before Brexit, 98% of our business

1082
00:54:21,705 --> 00:54:26,145
was all focused with sellers based
in the states, expanding into Europe.

1083
00:54:26,835 --> 00:54:29,505
And it doesn't matter whether
they're expanding into the UK or to

1084
00:54:29,505 --> 00:54:33,885
Germany as the two biggest markets
we've been doing it for years.

1085
00:54:35,510 --> 00:54:38,029
American centers have
been doing this for years.

1086
00:54:38,779 --> 00:54:43,519
And what's happened is, is that the
typical Brits, typical Brits and some

1087
00:54:43,519 --> 00:54:49,130
Europeans is that when something changes
it, everything goes in the too difficult

1088
00:54:49,130 --> 00:54:51,620
pole because we don't understand it.

1089
00:54:52,250 --> 00:54:54,590
And what happens is because
the regulations change.

1090
00:54:54,830 --> 00:54:58,325
No, one's actually said to us,
Here's what you need to do.

1091
00:54:58,415 --> 00:55:00,904
Step-by-step to make sure that's solvable.

1092
00:55:01,415 --> 00:55:04,745
Well, the good news is for anyone
listening today, you can take these seven

1093
00:55:04,745 --> 00:55:08,795
steps and you can utilize these and you
can go through these seven steps and

1094
00:55:08,795 --> 00:55:10,865
that's how to expand back into Europe.

1095
00:55:11,135 --> 00:55:14,825
Now there's a few complications
that have arisen since.

1096
00:55:15,300 --> 00:55:16,260
Do you need an NCD?

1097
00:55:16,260 --> 00:55:17,370
Do you not need an entity?

1098
00:55:17,580 --> 00:55:20,610
How do you ship things into
Europe and how easy is that?

1099
00:55:20,610 --> 00:55:23,790
And the biggest problem we all had
was shipping things into Europe.

1100
00:55:23,970 --> 00:55:25,920
It was the biggest
problem, the biggest pain.

1101
00:55:26,400 --> 00:55:28,230
So we've got ways around that.

1102
00:55:28,260 --> 00:55:30,150
We can solve those things for you.

1103
00:55:30,390 --> 00:55:31,200
Most of those.

1104
00:55:31,760 --> 00:55:36,410
Engage with the UK, Netherlands
and Germany strategy in one form or

1105
00:55:36,410 --> 00:55:40,970
another, by having VAT registration
in the Netherlands or limited fiscal

1106
00:55:40,970 --> 00:55:44,060
representation in the Netherlands,
you ship stuff into the Netherlands

1107
00:55:44,300 --> 00:55:45,560
and you're back into Europe.

1108
00:55:45,650 --> 00:55:46,760
Literally overnight.

1109
00:55:47,210 --> 00:55:50,779
Most people will probably already
have still have VAT in most of the

1110
00:55:50,779 --> 00:55:53,930
European countries, unless you've
really thrown your toys out the pram

1111
00:55:54,170 --> 00:55:55,970
and got rid of your VAT numbers as well.

1112
00:55:56,300 --> 00:55:57,380
And I know things change.

1113
00:55:58,190 --> 00:55:59,779
Because life changes.

1114
00:55:59,840 --> 00:56:05,450
That's what happens as business owners
what's going to happen is Brexit has

1115
00:56:05,690 --> 00:56:09,920
thrown everything out the out of the
box, and you've got Reaper the box back

1116
00:56:09,920 --> 00:56:11,660
together and understand how to do that.

1117
00:56:11,660 --> 00:56:12,980
The jigsaw or whatever
you want to call it.

1118
00:56:14,150 --> 00:56:15,830
Well in three months time,
there'll be something else.

1119
00:56:16,400 --> 00:56:20,180
And, you know, as a business
owner, your role is to solve

1120
00:56:20,210 --> 00:56:22,430
problems and to make things happen.

1121
00:56:23,030 --> 00:56:26,660
And if you are unsure on those,
we've got to find experts that

1122
00:56:26,660 --> 00:56:28,250
are available that can do that.

1123
00:56:29,000 --> 00:56:31,279
And some of that is just about
finding who those people are.

1124
00:56:31,279 --> 00:56:32,570
Who's already done this.

1125
00:56:32,840 --> 00:56:34,190
Who's made it a success.

1126
00:56:34,610 --> 00:56:35,180
Obviously.

1127
00:56:35,480 --> 00:56:36,380
We'd love to talk to you.

1128
00:56:36,380 --> 00:56:39,110
We can do that for you, but I'm
sure there's other people that

1129
00:56:39,110 --> 00:56:42,080
have done that now that can make
that happen as well, that you may

1130
00:56:42,080 --> 00:56:44,390
know, you know, it's, there's a.

1131
00:56:45,024 --> 00:56:47,365
The rural big has been ripped
up and we got to start getting,

1132
00:56:47,394 --> 00:56:48,444
okay, who's got the rule book.

1133
00:56:48,625 --> 00:56:49,465
How do I change that?

1134
00:56:49,825 --> 00:56:52,705
Because in a years time, it won't
be, Brexit will be something else.

1135
00:56:52,734 --> 00:56:52,854
Yeah.

1136
00:56:53,545 --> 00:56:57,234
Um, I like that, uh, Brexit is easy.

1137
00:56:57,234 --> 00:57:00,894
So, uh, that, that's a really good
quote, which we'll put on social media.

1138
00:57:00,925 --> 00:57:01,524
I've no doubt.

1139
00:57:04,495 --> 00:57:05,095
And he listened to.

1140
00:57:05,600 --> 00:57:08,720
So much for your time, but it has been
an absolute treat and privilege to,

1141
00:57:08,720 --> 00:57:10,490
uh, to converse with your good self.

1142
00:57:10,880 --> 00:57:12,110
Um, I've got lots of notes.

1143
00:57:12,140 --> 00:57:13,190
Uh, I've enjoyed it.

1144
00:57:13,400 --> 00:57:14,480
Um, so yeah.

1145
00:57:14,510 --> 00:57:14,840
Brilliant.

1146
00:57:14,870 --> 00:57:16,940
Thank you, Matt.

1147
00:57:16,940 --> 00:57:17,840
Thanks very much for your time.

1148
00:57:19,564 --> 00:57:23,375
So there you have it, another
fantastic conversation.

1149
00:57:23,495 --> 00:57:24,814
And again, huge.

1150
00:57:24,845 --> 00:57:28,835
Thanks to Andy for joining
me on the podcast today.

1151
00:57:29,225 --> 00:57:32,045
Now don't forget if you're new to
the show, you can check out our

1152
00:57:32,045 --> 00:57:36,904
complete back catalog over on our
newly revamped website, which you

1153
00:57:36,904 --> 00:57:39,875
can reach at e-commerce podcast.net.

1154
00:57:40,295 --> 00:57:44,734
Don't forget to subscribe wherever you
get your podcasts from, because as always,

1155
00:57:44,734 --> 00:57:47,855
we've got some more great content lined
up and I don't want you to miss out.

1156
00:57:48,340 --> 00:57:52,689
No, I don't more great people like
Andy are coming very, very soon.

1157
00:57:52,689 --> 00:57:54,160
So do subscribe to the show.

1158
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Thanks for listening.

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And in case no one has told you
today, you, my friend are awesome.