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Thought Leaders in E-Commerce: Eugene Laney, Head of International Trade Affairs at DHL Express (Part 1)

Posted on Monday, Nov 24th 2014

E-Commerce is a global phenomenon today, and over the next decade and more, it will become more so. Eugene talks about the trend from the perspective of one of the top logistics vendors.

Sramana Mitra: Welcome to the Thought Leaders in E-Commerce series. Why don’t you introduce yourself to our audience and tell us what you’re working on. We’ll take it from there.

Eugene Laney: I’m the Head of International Trade Affairs for DHL Express here in the US. I have two responsibilities. One is to represent DHL Express here in Washington DC before Congress as well as US embassies. The second part of my role is export promotion where I work with our sales, marketing, and media as well as operations team to develop products and services to help SMBs as well as large corporations to go global. That’s where I’ve worked with e-commerce companies in helping them go global.

Sramana Mitra: Let’s take that expertise and explore some of your interesting customer use cases where you’re seeing interesting and exciting trends vis-a-vis e-commerce.

Eugene Laney: I can give you a variety of different models that we’re seeing out there. You have your traditional model which is really exploding now. That’s where you have someone who has antiques or some sort of product that he has decided to sell out of his garage. While selling it locally, he then encounters a website or a tool that would allow him to sell his product globally. A lot of times, that type of business approaches a logistics company like DHL because they have access to 220 markets. We then assist them to sell that good via their website. That’s one model, which is the traditional model.

We also have the other customers that we work with that are your brick and mortar or traditional retailers that then turn to e-commerce. They sell a variety of products and services and are using DHL to sell in 220 different countries. We also have another way of doing business, which is new. That’s the intermediary service where you have that individual who’s in his garage and he doesn’t want to take on 220 different custom regulations, warehousing, and managing distribution in different countries. He hires an intermediary, which is like an e-commerce company that facilitates that transaction between the seller, who may be located in Arizona, and his final customers how could be in Dubai. That’s the other model.

This segment is part 1 in the series : Thought Leaders in E-Commerce: Eugene Laney, Head of International Trade Affairs at DHL Express
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