With UK retail growth tightening and the US no longer offering the “easy win” it once did, retailers are increasingly exploring new international markets – but where should they be looking, and how do they make this work? These were the key questions answered in InternetRetailing’s latest webinar, Where’s Left to Grow? How Retailers Can Win in New Global Markets.
The panel featured Bobbie Ttoulis, group marketing director at GFS, and Steve Pennistone, owner of High Street Brands 4 Less, who shared their perspectives on both the opportunities and the challenges of expanding overseas. Both highlighted how shifting global demand, fewer trade barriers and improved delivery infrastructure are making emerging markets increasingly attractive for UK brands.
Australia shows the appetite for UK brands
Pennistone noted that Australia has become a strong growth market for High Street Brands 4 Less, driven by rising cross‑border demand and the company’s value‑focused product range. GFS has supported that expansion through its managed multi‑carrier delivery solutions, giving retailers access to more than 1,000 carrier services and the operational backbone needed to scale efficiently in new regions.
Industry data backs up the panel’s views. Cross‑border ecommerce now accounts for 20–25% of global online sales, and more than 50% of online shoppers have bought from an overseas retailer. This demonstrates that there’s an appetite for international consumers to look overseas for products and brands that interest them – perhaps those they’ve experienced through social media, or that can be bought more cheaply from a British retailer than in their own home country.
Challenges persist, but they can be overcome
Despite this clear opportunity for British brands and retailers, barriers persist. Operational and logistical challenges can be daunting; nearly half of shoppers abandon online baskets due to unexpected costs such as duties and fees, while retailers venturing overseas without the right delivery strategy risk operational inefficiencies that erode margins.
Both panelists were clear that success in new markets relies on strategy rather than scale, noting the importance of starting with high‑growth regions, using global marketplaces to test demand, and simplifying logistics through unified, multi‑carrier delivery flows. High Street Brands 4 Less demonstrates how this low‑risk, high‑efficiency model can pave the way for rapid, sustainable expansion.
As the panel wrapped up, the webinar’s message was encouraging: international growth is there for the taking – but it has to be strategic. With thoughtful market selection, friction‑free fulfilment and a streamlined operational setup, retailers of all sizes can find room to grow globally. In a year where many are searching for new momentum, the right overseas market might just be the opportunity that unlocks it.
Find out more
Watch the webinar Where’s Left to Grow? How Retailers Can Win in New Global Markets.
