E-commerce Berlin Expo - InPost - Marcin Bosacki

Acquire European markets

with InPost Cross Border service

Going EASTChallenges and tips to enter new markets. Spotlight on Poland

Marcin BosackiGlobal Commercial Director

Robert Lewandowski and … e-commerce

GOING EAST. Challenges and tips to enter new markets. Spotlight on Poland

Internet shopping mall –fashion lead generator

Streetwear marketplace Mobile app for garage sale E-commerce platform (SAAS)

Games platforms

Investment in Protos VC specialising in internet projects, eg.:

About me

Not a professional football player

10 years experience in the postal & e-commerce industry

Since 2008 at InPost within sales and marketing roles

Global sales and business development of new products


About InPost

In Poland largest private postal operator offering

also courier services and the operator of parcel

locker network

Operator of a network of over 4600 self-service

pick-up lockers on 5 continents

~ 10 000 employees in different countries

> 16.000 e-shops within our network

>20 mln customers have used Parcel Lockers


Think global


Source: Addressing the Complexities of Global Ecommerce Expansion, Sarah Ward, Pitney Bowes

Challenges and tips to enter new markets

Carefully decide on geographies you want to enter

Consider expansion into more European markets with no

customs required

Consult and gather knowledge with Chambers of Commerce,

E-commerce associations and local partners

Use popular marketplace and platforms


Source: A Nation of Shopkeepers?, Chris Jones, in association with IMRG

Figure: Implementation paths towards internationalisation

Step by step approach in various areas

Shipping among top reasons for not buying from abroad

Start with international couriers or consider

specialised logistics consolidators

Search for local domestic couriers with value added

services

Offer returns options with local fulfilment center


Source: IMG Blackbay UK Consume Home Delivery Review, 2015

Figure: Reasons for not shopping from oversears sites

Poland … 6-10h drive from your depot to Poland with a delivery time within 2-3 days

E-commerce in Germany and Poland


Germany Category Poland

80.7 m Population 38 m

71.2bn EUR E-commerce turnover 6.5bn EUR

48.5 milion E-shoppers (excluding age 0-14) 10.6 milion

1468 EUR Average spending per e-shopper 618 EUR

SEPA Direct Debit (35%), Sofort / Giropay(17%), Open invoice (15%), Visa /

Mastercard (23%), PayPal (9%)Payments options

Online banking (45%), Visa / Mastercard (40%), Cash based methods (13%), PayPal

(2%)

Popular delivery methodsCourier – 61%Post – 21%Parcel Lockers – 11%

Source: Central Europe B2C E-commerce Report 2015

Still only 13% of Poles are buying from foreign e-shops


Polish online consumers are most likely to shop cross-

border from the US (32.2%) and Germany (32.1%).

Spotlight on Poland

Important factors when buying online:


Source: E-commerce in Poland 2015 - Gemius

Most popular product categories

promotions & special offers(29%)

attractive price(51%)

low delivery cost(44%)

positive experience(41%)

How to market ecommerce website?


Source: Country Factsheet POLAND – May 2015, Landmark Global, eCommerce Poland 2013 – Dotcom River

Majority of adverstising is digital. 54% of e-stores are pure-play ecommerce

5 steps to enter Poland

1. Learn more about market specifics

2. Analyze other German / foreign brands that enter Poland

and leaders within your segment

3. Use the opportunity and speak to local agencies present

at Ecommerce Berlin Expo

4. Use marketplace to enter the market – Allegro has got

around 50% of retail ecommerce in Poland

5. Analyze offering free delivery and free returns


„83% of Polish buyers would shop more online if cost of returns was free” (source: PayPal)

How can InPost help?

Not just a distribution but also various marketing initiatives

Joint marketing campaigns with e-retailers

Newsletter to over 530 000 customers


Market knowledge about ecommerceand contacts to various partners

Distribution services in Poland, Czech Republic, Slovakiabut also in the United Kingdom, France, Italy and Russia

Strong partner working with > 11 000 e-shops

Marketing campaigns

Advertising on over 1800 parcels lockers

Sampling

Let’s have WIN - WIN

Let us help meet your international challenges!

To find out more please get in touch with our global team

Tel: 0048 506 009 735

Email: [email protected]

Marcin Bosacki

E-commerce Berlin Expo - InPost - Marcin Bosacki

Retail

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