33:I[3641,["5592","static/chunks/c15bf2b0-58a879671c4f0dc3.js","26","static/chunks/4b5b508e-5147c506d324f7c5.js","8500","static/chunks/8500-01a63dafd809e317.js","5156","static/chunks/5156-06e852fd8ac1ff13.js","8437","static/chunks/8437-45e1e23582862dc1.js","3287","static/chunks/3287-d21092bdd8057457.js","908","static/chunks/908-2ad52406450d2cd6.js","3634","static/chunks/3634-6d66cc3407b1790f.js","7204","static/chunks/7204-3581beb538c3ced0.js","8514","static/chunks/8514-2b79cf4bb624c18a.js","7107","static/chunks/app/(main)/blog/category/%5Bslug%5D/page-59c9b99723021131.js"],"default"] 31:T440,{"@context":"https://schema.org","@graph":[{"@type":"Blog","@id":"https://esw.com/resources/blog/#webpage","url":"https://esw.com/resources/blog/","name":"","description":"","isPartOf":{"@id":"https://esw.com/#website"},"about":{"@id":"https://esw.com/#organization"},"inLanguage":"en-IE","breadcrumb":{"@id":"https://esw.com/resources/blog/#breadcrumb"},"mainEntity":{"@type":"ItemList","name":"Recent Blog Posts","itemListElement":[{"@type":"ListItem","position":1,"url":"https://esw.com/blog/cross-border-ecommerce-in-latin-america-latam/","name":"Cross-Border Ecommerce in Latin America: What Brands Need to Know Before Entering."},{"@type":"ListItem","position":2,"url":"https://esw.com/blog/the-b2b2c-model-explained/","name":"The B2B2C Model: How ESW drives margin protection for retailers entering the US market."}]}},{"@type":"BreadcrumbList","@id":"https://esw.com/resources/blog/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https://esw.com/"},{"@type":"ListItem","position":2,"name":"Blog","item":"https://esw.com/resources/blog/"}]}]}34:T90c,

LATAM is one of the fastest-growing ecommerce regions in the world, and one of the most complex to enter. Shoppers across Latin America are spending more, discovering brands faster, and buying across borders at a pace that outstrips most Western markets. Brazil, Mexico, Colombia and Chile each behave differently, with distinct payment preferences, regulatory requirements and consumer expectations. Drawing on ESW Signals 2026 data on how Latin American shoppers actually buy, this article breaks down what makes each market distinct, and how ESW supports expansion across the region without rebuilding your operating model every time. Latin America isn’t a single market. It’s a set of distinct, high-growth markets, each with its own rules.

The LATAM Ecommerce Opportunity.

Latin America is one of the clearest signs that global ecommerce growth is no longer concentrated in the markets brands default to. For years, brands assumed Western markets would set the pace. That assumption no longer holds. Gen-Z shoppers across the region are pulling the global average up, spending more, and adopting new shopping behaviours faster than mature markets.

The ESW Signals 2026 sites, 61% of South & Central American shoppers have increased their discretionary spending compared to last year, well ahead of Europe at 44% and North America at just 30%. Only the Middle East, at 67%, runs higher. The LATAM driven by optimism and lifestyle, where consumer confidence and experiences outrank status as the top spending motivation. That momentum shows up in the basket. Clothing and travel lead spending in the highest-growth regions, and apparel is the wedge product for entering Latin American (LATAM) markets at scale. Cross-border demand is already embedded: shoppers reach across borders for better prices, wider choice, and access to brands not sold locally.

The takeaway is simple. The consumer demand exists, and LATAM shoppers are already browsing and purchasing in volume, with 17.2% of all ecommerce purchases being made coming from international vendors, and growing year-on-year. The question isn’t whether to enter Latin America. It’s whether your operation can convert the demand as it arrives.

35:T202c,

The Ecommerce Challenges Unique to Latin America.

Latin America carries a reputation for operational complexity, and it’s earned. Cross-border commerce breaks in predictable places across the region, and each one sits between the demand you’ve captured and the revenue you keep. Take a look at the top challenges ecommerce brands face entering the LATAM market:

Duties and taxes. Tax rules, duty rates, and import thresholds vary sharply by country. Calculate them wrong, and shoppers face surprise costs upon delivery. As a result, breaking trust and evaporating your margins, parcels get refused, and margin evaporates, and your marketing CAC is wasted.
Compliance and regulatory exposure. Selling across LATAM means answering to distinct legal and compliance regimes in every market. Customs documentation, import restrictions, and regulatory requirements shift with each unique market, and cannot be generalized across the LATAM region.
Payments. Payment behaviour in Latin America is intensely local. A checkout mix that converts in one market won’t convert in another, and missing the trusted local method kills the sale at the final step. Payment offerings from Parcelado, PIX, SPEI, and OXXO ensure that your consumers can purchase is a smooth and seamless way, that is local to their usual experience.
Fraud exposure. Fraud fear is high across the region, with 51% of Central and South American consumers actively worried about online fraud. Weak fraud controls cost you both the sale and the chargeback.
Local language and currency. A shopper served in an unfamiliar language, currency, or price format is a shopper who bounces. Localization isn’t cosmetic here; it’s the difference between converting and losing the customer.

Read these together and the pattern is clear. None of them are storefront problems. They’re operational problems sitting between your storefront and your shopper, exactly where an ecommerce retailer loses revenue after having generated demand with Latin American shoppers.

Key Market Nuances Across Brazil, Mexico, Colombia, and Chile.

Treating Latin America as one market is the fastest way to stall in it. Each country carries its own tax structure, payment rails, and regulatory demands. Here’s where the differences matter most for ecommerce brands:

Brazil. The region’s largest ecommerce market, and one of its most complex. Layered federal and state taxes, detailed customs documentation, and a payment landscape shaped by local rails and installment-based purchasing, all demand market-specific handling. Brands that underestimate Brazil’s regulatory depth pay for it in delays, refused shipments, and burned costs.
Mexico. A high-growth market with strong cross-border appetite, particularly towards brands not sold locally. Customs procedures, tax registration, and locally trusted payment methods require careful configuration, and proximity to the US corridor adds its own compliance considerations.
Colombia. A fast-emerging market where import rules, duty thresholds, and payment preferences differ meaningfully from its neighbours. Local payment behaviour and currency handling shape whether shoppers complete checkout or abandon their carts.
Chile. One of the region’s more digitally mature markets, with rising cross-border demand. Even here, tax obligations, customs execution, and payment localization must be handled market by market rather than assumed from a regional template.

What works in Brazil won’t automatically convert in Mexico, and what works in Chile won’t map cleanly onto Colombia. Each market multiplies your infrastructure requirements, unless you enter through a model built to absorb that variance.

What ESW Signals 2026 Reveals About LATAM Shoppers.

The ESW Signals 2026 research, drawn from 23,000 shoppers across 18 markets turns assumptions about Latin America into evidence. These key findings should shape how international ecommerce retailers enter the region and sell to local LATAM shoppers.

LATAM consumer spending momentum is strong and driven by optimism.

At 61%, South & Central American shoppers rank among the highest globally for increased discretionary spending. This isn’t status-driven consumption. It’s powered by lifestyle and experience, which means brands that speak to that motivation convert demand faster.

57% of South & Central American shoppers actively worry about online fraud.

It’s the second highest of any region globally. In this market, local pricing, familiar payment options, clear duties, and reliable delivery are a must. They’re the difference between high cart abandonment rates and conversion rate optimisation and customer LTV. Every trust signal at checkout carries outsized weight.

Payment preferences are local, and BNPL is a LATAM-specific regional play.

Cards carry most of the volume across international orders, but the local mix shifts sharply by market. Buy Now Pay Later adoption in South & Central America sits at 25%—higher than Europe’s 21%, but well below the Middle East’s 57%. Treat BNPL as a market-by-market decision, not a regional default. In some LATAM markets it’s expected at checkout; surfacing it in the wrong context can erode the very trust you need to build.

53% of South & Central American shoppers already trust AI to match products to their needs.

As AI-driven discovery grows, the region is more open to it than most Western markets, another reason to build for where LATAM commerce is heading, not just where it is.

What Ecommerce Brands Need to Get Right Before Entering LATAM.

Before you route another Latin American order past your store, your operation needs to clear a set of checks that closes a leak between demand and revenue.

Show landed cost upfront and confirm that duties, taxes, and total cost appear before the shopper commits, not as a surprise at the door. In a fraud-sensitive region, hidden cost is a trust-killer.
Assign the compliance burden, and decide who carries tax registration, customs documentation, and regulatory obligations in each market. If it sits with your internal team, it’s a liability that compounds with every country you add.
Localize payments market by market. Confirm shoppers can pay the way they trust in Brazil, Mexico, Colombia, and Chile. Each market has its own default. Configure payments around local behaviour, not a standard template for the entire LATAM market.
Pair local pricing, secure checkout, clear total cost, and reliable delivery to build the trust architecture. These are the signals that convert a fraud-wary shopper into a completed order.
Localize language and currency, with price formats shoppers recognize.
Route fulfilment and returns, and ensure orders reach a coordinated network with reliable delivery and a working returns path across the region.
Confirm you can activate each new market without rebuilding your stack, so that new market entry doesn’t double your costs.

Latin America is spending more, buying across borders. The question is whether your operation can convert that international demand, or whether duties, compliance, fragmented payments, and fraud keep diluting your marketing ROI and destroy the demand you’ve worked so hard to generate. The ecommerce market momentum is only accelerating, don’t hand the region to competitors who move first.

36:T5ffa,

The B2B2C model is ESW’s duty-mitigation structure for brands selling into the US after the removal of the de minimis threshold.

In a traditional DTC flow, duties are typically calculated on the full retail value of each shipment, which increases landed cost and puts more pressure on margin. In ESW’s B2B2C model, the retailer first makes a business-to-business sale to ESW. Title transfers to ESW when the goods are dispatched from the retailer’s country, and ESW then imports the goods into the US at wholesale value rather than retail value. Because duty is calculated on the lower wholesale value, the tariff impact is significantly reduced.

ESW acts as the Importer of Record in the US and manages customs clearance, compliance, and sales tax obligations. Once the goods are imported, ESW makes a domestic sale to the US shopper. The key advantage is that the customer experience does not change. Shoppers still get a normal ecommerce journey, while the backend mechanics shift to reduce duty exposure and operational complexity.

In short, B2B2C is not just a smarter duty calculation. It is a different transaction structure that helps brands sell to US consumers without needing their own US entity, while improving margin retention, reducing compliance burden, and enabling faster market entry.

The B2B2C Model: How ESW drives duty mitigation for retailers entering the US market.

The economics of cross-border selling are undergoing a structural shift. The rollback of de minimis exemptions in the US, tightening EU regulations, and the use of tariffs as a policy tool all point in the same direction: the cost of moving goods across borders is rising — and it won’t reverse.

Most brands respond by improving duty calculations, surfacing costs earlier in the checkout journey, or absorbing the hit to margin. But none of these adjustments change the fundamental nature of the transaction. Every consumer order still crosses the border at retail value, with full liability attached. And with every shipment, that exposure grows.

How does the B2B2C model work to drive margin retention for retailers?

ESW addresses the structural condition that exposes retailers to increased duties in the first place. Rather than working around retail-value imports, we replace them with an entirely different transaction model.

Your shopper notices nothing. Your brand experience remains consistent. The shift happens at the import layer, protecting your margins as the retailer.

This is not a smarter calculation. It is a different transaction entirely.

Transit to ESW.

Ship to the United States.

Customs Clearance. Deliver to Shopper.

B2B sale of goods from the retailer to ESW.

ESW collects the goods from the retailer, or the retailer delivers the goods to ESW.

Transfer of risk to ESW on collection or receipt of delivery of goods (through our carrier).

Retailer is EOR.

Transfer of Title from retailer to ESW on dispatch of goods from the retailer’s country.

ESW imports goods into USA at wholesale value on behalf of the retailer as the importer of record.

Whilst ESW acts as IOR, post-import ESW makes a domestic supply to the shopper in the US. ESW will manage and take care of US sales tax obligations.

Final delivery is straightforward, maintaining a normal ecommerce experience for the end customer.

Retailer’s country border: The retailer is the Exporter of Record. ESW will manage the export on behalf of the retailer.

Shopper’s country border: ESW is the Importer of Record and manages the import and subsequent sale to the shopper under the authority attained at checkout.

Benefits of ESW’s B2B2C Model vs. Traditional DTC Import.

The checkout experience stays identical for shoppers. Behind it, the transaction mechanics change entirely, and so does the reduced duty liability for the retailer.

B2B2C Model:

Traditional DTC Import:

Duties calculated on wholesale value, significantly reducing tariff impact.

Lower landed costs and improved margin retention.

ESW acts as Importer of Record, handling all customs, compliance, and logistics.

Can enable up to 60% duty savings compared to standard DTC flows.

No change to front-end shopper experience, pricing and delivery remain consistent.

Allows rapid deployment (weeks, not months) to respond to tariff changes.

Supports strategic fulfilment optimisation (in-region storage, cross-border balancing).

Proven model used by global brands in apparel, beauty, luxury and consumer electronics.

Duties calculated on full retail value of each shipment.

Higher landed costs, especially post–de minimis removal.

Retailer is responsible for all customs clearance, compliance, and documentation.

More risk of margin erosion due to higher duty exposure.

Longer customs clearance times in some cases, impacting delivery speed.

Limited flexibility to optimise fulfilment or sourcing strategies for duty reduction.

Potential for inconsistent shopper experience if unexpected duties are charged.

Irrespective of who is EOR, from a legal POV, ESW’s solution includes managing all elements of the export.

Sell to US Consumers without the Border Complexity.

The US market doesn’t have to stay locked behind a wall of customs forms and duty bills. The B2B2C model hands the operational and compliance burden to a partner built to carry it, so your brand reaches American shoppers fast, compliant, and duty-optimized.

Stop treating cross-border complexity as the cost of growth. Start treating it as a problem someone else solves. To map out how a B2B2C model could open the US market for your brand, talk to the ESW team about a fulfilment and duty strategy built for your products.

Want to discover more? Talk to Us and let’s discuss how to reduce duty and tariff risk for you and your consumers.

37:T4df,

Because ESW already owns the local US entity, launch timelines drop from the multiple quarters a self-built operation requires, to a matter of weeks. The exact timeline depends on your product catalog and integration needs.

18:[["$","script",null,{"type":"application/ld+json","dangerouslySetInnerHTML":{"__html":"$31"}}],"$L32",["$","section",null,{"className":"Page_posts-list__5dmSb","children":["$","$L33",null,{"items":[{"__typename":"Post","databaseId":2311,"title":"Cross-Border Ecommerce in Latin America: What Brands Need to Know Before Entering.","slug":"cross-border-ecommerce-in-latin-america-latam","uri":"/blog/cross-border-ecommerce-in-latin-america-latam/","date":"2026-08-18T17:15:16","excerpt":"","content":null,"seo":{"metaDesc":"Planning LATAM ecommerce expansion? See what US brands must get right on payments, tax, and fraud before entering Brazil, Mexico, Colombia, and Chile.","breadcrumbs":[{"url":"https://esw.com/","text":"Home"},{"url":"https://esw.com/blog/cross-border-ecommerce-in-latin-america-latam/","text":"Cross-Border Ecommerce in Latin America: What Brands Need to Know Before Entering."}]},"postfields":{"tldr":[{"listItem":"Latin America is one of the fastest-growing ecommerce regions in the world, and 61% of South & Central American shoppers have increased their discretionary spending versus last year (ESW Signals 2026)."},{"listItem":"Fraud fear runs high: 57% of South & Central American shoppers actively worry about online fraud, the second-highest of any global region. Trust is the gatekeeper to conversion."},{"listItem":"17.2% of all ecommerce purchases made in South America were made with international vendors. This continues to grow annually, highlighting the local demand for access to international ecommerce brands."},{"listItem":"Payment behaviour is local, not regional. Cards dominate, wallets are rising, and BNPL sits at 25% in South & Central America, lower than the Middle East, higher than Europe."},{"listItem":"Emerging markets such as Brazil, Mexico, Colombia, and Chile each carry their own tax regimes, payment rails, and regulatory demands. The LATAM region remains one of the most high-growth regions in terms of consumer spending, up 61% year-on-year."}],"openContent":[{"__typename":"PostfieldsOpenContentTextPanelLayout","content":"$34","callToAction":null},{"__typename":"PostfieldsOpenContentQuoteLayout","quote":"“Prioritize markets where confidence is rising, then convert demand through localized checkout, trusted payments, clear duties and delivery, adapting market by market without rebuilding the model every time.” — Tonia Luykx, Chief Revenue Officer, ESW."},{"__typename":"PostfieldsOpenContentTextPanelLayout","content":"$35","callToAction":null},{"__typename":"PostfieldsOpenContentAccordionPanelLayout","title":"Frequently Asked Questions (FAQs):","accordionItems":[{"content":"

Latin America is one of the fastest-growing ecommerce regions in the world, driven by younger, faster-growing populations adopting new shopping behaviours quickly. ESW Signals 2026 found that 61% of South & Central American shoppers have increased their discretionary spending versus last year, well ahead of Europe (44%) and North America (30%).

Spending in the region is powered by optimism and lifestyle, with clothing and travel leading the basket, and cross-border demand is already embedded as shoppers reach abroad for better prices, wider choice, and brands not sold locally.

\n","title":"Why is Latin America such a strong ecommerce opportunity right now?"},{"content":"

Fraud fear is especially significant: ESW Signals 2026 found that 57% of South & Central American shoppers actively worry about online fraud, the second highest of any region. That makes local pricing, familiar payments, clear duties, and reliable delivery essential trust signals for conversion.

\n","title":"What are the biggest challenges of cross-border ecommerce in Latin America?"},{"content":"

Latin American shoppers pay in ways that vary sharply by market. Credit and debit cards dominate, but so do instalment payments (Brazil’s Parcelado), where buyers split a purchase across monthly payments. Digital wallets and real-time transfers are surging, led by Brazil’s Pix and Mexico’s SPEI. Cash-based vouchers like Boleto Bancário and OXXO still matter for the unbanked. Miss these local methods, and your checkout fails at the final step. To convert LATAM demand, you need each market’s preferred payment mix built into a localized checkout.

\n","title":"What payment methods do consumers in Latin America use for online shopping?"},{"content":"

Start with Brazil and Mexico. Together they anchor the region’s ecommerce volume, giving you the largest, fastest-growing bases to build on. Brazil rewards installment payments and Pix; Mexico rewards SPEI and OXXO cash vouchers. Next, look to Argentina, Chile, and Colombia as strong second-wave markets with rising digital adoption. Prioritise the markets where demand is highest, and allow an ecommerce solutions partner like ESW absorb the cross-border complexity with a localized model that handles tax, compliance, and payments market by market, so that expansion scales instead of stalling.

\n","title":"Which LATAM Markets should ecommerce brands prioritise first?"}]}]},"featuredImage":{"node":{"altText":"","sourceUrl":"https://esw1.wpenginepowered.com/wp-content/uploads/2026/05/improve-customer-experience-1024x683-1.jpg","srcSet":"https://esw1.wpenginepowered.com/wp-content/uploads/2026/05/improve-customer-experience-1024x683-1-250x167.jpg 250w, https://esw1.wpenginepowered.com/wp-content/uploads/2026/05/improve-customer-experience-1024x683-1-700x467.jpg 700w, https://esw1.wpenginepowered.com/wp-content/uploads/2026/05/improve-customer-experience-1024x683-1-768x512.jpg 768w, https://esw1.wpenginepowered.com/wp-content/uploads/2026/05/improve-customer-experience-1024x683-1-120x80.jpg 120w, https://esw1.wpenginepowered.com/wp-content/uploads/2026/05/improve-customer-experience-1024x683-1.jpg 1024w","databaseId":893,"mediaDetails":{"height":683,"width":1024}}},"author":{"node":{"name":"Michael Hubacher","slug":"mhubacher","description":"Michael is a Senior Sales Director at ESW, helping US and North American brands scale their ecommerce operations globally to deliver growth and localized experiences for consumers. Michael's experience spans across start-up, scale-up, and enterprise SaaS companies, across ecommerce and payments industries.","avatar":{"url":"https://secure.gravatar.com/avatar/f37d8070392a206b717e2478d6fa7da069ef36d47c22671199242fb9100b4dea?s=120&d=blank&r=g"},"authorCustomFields":{"linkedinUrl":"https://www.linkedin.com/in/michael-hubacher-saasvpsales/","jobRole":"Senior Sales Director, United States","authorImage":{"node":{"altText":"","sourceUrl":"https://esw1.wpenginepowered.com/wp-content/uploads/2026/08/1777578122051.png","srcSet":"https://esw1.wpenginepowered.com/wp-content/uploads/2026/08/1777578122051-250x250.png 250w, https://esw1.wpenginepowered.com/wp-content/uploads/2026/08/1777578122051-700x700.png 700w, https://esw1.wpenginepowered.com/wp-content/uploads/2026/08/1777578122051-150x150.png 150w, https://esw1.wpenginepowered.com/wp-content/uploads/2026/08/1777578122051-768x768.png 768w, https://esw1.wpenginepowered.com/wp-content/uploads/2026/08/1777578122051-120x120.png 120w, https://esw1.wpenginepowered.com/wp-content/uploads/2026/08/1777578122051.png 800w","databaseId":2318,"mediaDetails":{"height":800,"width":800}}}}}},"categories":{"edges":[{"node":{"name":"Guides","databaseId":19,"posts":{"edges":[{"node":{"databaseId":2311,"title":"Cross-Border Ecommerce in Latin America: What Brands Need to Know Before Entering.","slug":"cross-border-ecommerce-in-latin-america-latam","uri":"/blog/cross-border-ecommerce-in-latin-america-latam/","date":"2026-08-18T17:15:16","excerpt":"","content":null,"featuredImage":{"node":{"altText":"","sourceUrl":"https://esw1.wpenginepowered.com/wp-content/uploads/2026/05/improve-customer-experience-1024x683-1.jpg","srcSet":"https://esw1.wpenginepowered.com/wp-content/uploads/2026/05/improve-customer-experience-1024x683-1-250x167.jpg 250w, https://esw1.wpenginepowered.com/wp-content/uploads/2026/05/improve-customer-experience-1024x683-1-700x467.jpg 700w, https://esw1.wpenginepowered.com/wp-content/uploads/2026/05/improve-customer-experience-1024x683-1-768x512.jpg 768w, https://esw1.wpenginepowered.com/wp-content/uploads/2026/05/improve-customer-experience-1024x683-1-120x80.jpg 120w, https://esw1.wpenginepowered.com/wp-content/uploads/2026/05/improve-customer-experience-1024x683-1.jpg 1024w","databaseId":893,"mediaDetails":{"height":683,"width":1024}}},"author":{"node":{"name":"Michael Hubacher"}}}},{"node":{"databaseId":1735,"title":"The B2B2C Model: How ESW drives margin protection for retailers entering the US market.","slug":"the-b2b2c-model-explained","uri":"/blog/the-b2b2c-model-explained/","date":"2026-07-15T15:11:27","excerpt":"","content":null,"featuredImage":{"node":{"altText":"","sourceUrl":"https://esw1.wpenginepowered.com/wp-content/uploads/2026/05/6A1A2793.jpg","srcSet":"https://esw1.wpenginepowered.com/wp-content/uploads/2026/05/6A1A2793-250x167.jpg 250w, https://esw1.wpenginepowered.com/wp-content/uploads/2026/05/6A1A2793-700x467.jpg 700w, https://esw1.wpenginepowered.com/wp-content/uploads/2026/05/6A1A2793-768x512.jpg 768w, https://esw1.wpenginepowered.com/wp-content/uploads/2026/05/6A1A2793-1536x1024.jpg 1536w, https://esw1.wpenginepowered.com/wp-content/uploads/2026/05/6A1A2793-120x80.jpg 120w, https://esw1.wpenginepowered.com/wp-content/uploads/2026/05/6A1A2793.jpg 1800w","databaseId":1116,"mediaDetails":{"height":1200,"width":1800}}},"author":{"node":{"name":"Giulio Cancelli"}}}}]}}}]}},{"__typename":"Post","databaseId":1735,"title":"The B2B2C Model: How ESW drives margin protection for retailers entering the US market.","slug":"the-b2b2c-model-explained","uri":"/blog/the-b2b2c-model-explained/","date":"2026-07-15T15:11:27","excerpt":"","content":null,"seo":{"metaDesc":"ESW enables retailers to import to the US at wholesale value, not retail value, to sell to consumers, reducing their US tariff impact and protecting margins.","breadcrumbs":[{"url":"https://esw.com/","text":"Home"},{"url":"https://esw.com/blog/the-b2b2c-model-explained/","text":"The B2B2C Model: How ESW drives margin protection for retailers entering the US market."}]},"postfields":{"tldr":[{"listItem":"The US de minimis threshold, which allowed US consumers to import products into the US with a value of below USD $800 without incurring duty, has been removed. "},{"listItem":"To mitigate the impact, we’re helping pivot retailers to ESW's B2B2C wholesale business model. "},{"listItem":"We use our local entity to help import goods into the US at a wholesale value, reducing the amount of import duty payable. You do not need a local US entity to sell to US consumers at scale. "},{"listItem":"This approach maintains the same experience for shoppers while changing the backend mechanics to drive duty mitigation. "}],"openContent":[{"__typename":"PostfieldsOpenContentTextPanelLayout","content":"$36","callToAction":null},{"__typename":"PostfieldsOpenContentAccordionPanelLayout","title":"Frequently Asked Questions","accordionItems":[{"content":"

In a direct-to-consumer (DTC) export, your brand ships to the customer and the customer becomes the importer, facing the duties and customs themselves, unexpectedly. In a B2B2C model, an enablement partner like ESW becomes the seller and importer of record, handling duties and compliance so the shopper enjoys a fully local experience.

\n","title":"What is the difference between B2B2C and DTC for cross-border retail?"},{"content":"

Yes. ESW uses legitimate, established mechanisms, and operates within US Customs and Border Protection rules and takes legal responsibility as importer of record.

\n","title":"Is duty mitigation through the B2B2C model legal? "},{"content":"

No. The core advantage of the B2B2C model is that ESW already holds the US entity, tax registrations, and customs capabilities. Your brand sells to American shoppers without forming a US company or building local infrastructure.

\n","title":"Do I need a US legal entity to sell to American consumers? "},{"content":"$37","title":"How fast can a retailer launch in the US using B2B2C? "}]}]},"featuredImage":{"node":{"altText":"","sourceUrl":"https://esw1.wpenginepowered.com/wp-content/uploads/2026/05/6A1A2793.jpg","srcSet":"https://esw1.wpenginepowered.com/wp-content/uploads/2026/05/6A1A2793-250x167.jpg 250w, https://esw1.wpenginepowered.com/wp-content/uploads/2026/05/6A1A2793-700x467.jpg 700w, https://esw1.wpenginepowered.com/wp-content/uploads/2026/05/6A1A2793-768x512.jpg 768w, https://esw1.wpenginepowered.com/wp-content/uploads/2026/05/6A1A2793-1536x1024.jpg 1536w, https://esw1.wpenginepowered.com/wp-content/uploads/2026/05/6A1A2793-120x80.jpg 120w, https://esw1.wpenginepowered.com/wp-content/uploads/2026/05/6A1A2793.jpg 1800w","databaseId":1116,"mediaDetails":{"height":1200,"width":1800}}},"author":{"node":{"name":"Giulio Cancelli","slug":"giullio-cancelli","description":"Giulio Cancelli is the Senior Sales Director, Italy at ESW. Giulio has extensive experience in the ecommerce and fintech payments industries, with deep knowledge in cross-border ecommerce growth and expansion across multiple verticals.","avatar":{"url":"https://secure.gravatar.com/avatar/ecf8871c0b84d9ceeb51f1d427a1cfea34914aef1142d55d4a33a6424b7f5b9b?s=120&d=blank&r=g"},"authorCustomFields":{"linkedinUrl":"https://www.linkedin.com/in/giulio-cancelli-70a274130/","jobRole":"Senior Sales Director, Italy","authorImage":{"node":{"altText":"","sourceUrl":"https://esw1.wpenginepowered.com/wp-content/uploads/2026/07/giulio.jpg","srcSet":"https://esw1.wpenginepowered.com/wp-content/uploads/2026/07/giulio-250x250.jpg 250w, https://esw1.wpenginepowered.com/wp-content/uploads/2026/07/giulio-700x700.jpg 700w, https://esw1.wpenginepowered.com/wp-content/uploads/2026/07/giulio-150x150.jpg 150w, https://esw1.wpenginepowered.com/wp-content/uploads/2026/07/giulio-768x768.jpg 768w, https://esw1.wpenginepowered.com/wp-content/uploads/2026/07/giulio-120x120.jpg 120w, https://esw1.wpenginepowered.com/wp-content/uploads/2026/07/giulio.jpg 800w","databaseId":1895,"mediaDetails":{"height":800,"width":800}}}}}},"categories":{"edges":[{"node":{"name":"Guides","databaseId":19,"posts":{"edges":[{"node":{"databaseId":2311,"title":"Cross-Border Ecommerce in Latin America: What Brands Need to Know Before Entering.","slug":"cross-border-ecommerce-in-latin-america-latam","uri":"/blog/cross-border-ecommerce-in-latin-america-latam/","date":"2026-08-18T17:15:16","excerpt":"","content":null,"featuredImage":{"node":{"altText":"","sourceUrl":"https://esw1.wpenginepowered.com/wp-content/uploads/2026/05/improve-customer-experience-1024x683-1.jpg","srcSet":"https://esw1.wpenginepowered.com/wp-content/uploads/2026/05/improve-customer-experience-1024x683-1-250x167.jpg 250w, https://esw1.wpenginepowered.com/wp-content/uploads/2026/05/improve-customer-experience-1024x683-1-700x467.jpg 700w, https://esw1.wpenginepowered.com/wp-content/uploads/2026/05/improve-customer-experience-1024x683-1-768x512.jpg 768w, https://esw1.wpenginepowered.com/wp-content/uploads/2026/05/improve-customer-experience-1024x683-1-120x80.jpg 120w, https://esw1.wpenginepowered.com/wp-content/uploads/2026/05/improve-customer-experience-1024x683-1.jpg 1024w","databaseId":893,"mediaDetails":{"height":683,"width":1024}}},"author":{"node":{"name":"Michael Hubacher"}}}},{"node":{"databaseId":1735,"title":"The B2B2C Model: How ESW drives margin protection for retailers entering the US market.","slug":"the-b2b2c-model-explained","uri":"/blog/the-b2b2c-model-explained/","date":"2026-07-15T15:11:27","excerpt":"","content":null,"featuredImage":{"node":{"altText":"","sourceUrl":"https://esw1.wpenginepowered.com/wp-content/uploads/2026/05/6A1A2793.jpg","srcSet":"https://esw1.wpenginepowered.com/wp-content/uploads/2026/05/6A1A2793-250x167.jpg 250w, https://esw1.wpenginepowered.com/wp-content/uploads/2026/05/6A1A2793-700x467.jpg 700w, https://esw1.wpenginepowered.com/wp-content/uploads/2026/05/6A1A2793-768x512.jpg 768w, https://esw1.wpenginepowered.com/wp-content/uploads/2026/05/6A1A2793-1536x1024.jpg 1536w, https://esw1.wpenginepowered.com/wp-content/uploads/2026/05/6A1A2793-120x80.jpg 120w, https://esw1.wpenginepowered.com/wp-content/uploads/2026/05/6A1A2793.jpg 1800w","databaseId":1116,"mediaDetails":{"height":1200,"width":1800}}},"author":{"node":{"name":"Giulio Cancelli"}}}}]}}}]}}],"categories":[{"name":"Announcements","slug":"announcements","databaseId":49,"count":null},{"name":"Guides","slug":"guides","databaseId":19,"count":2},{"name":"Insights","slug":"insights","databaseId":17,"count":23},{"name":"Research","slug":"research","databaseId":18,"count":null}],"featuredPost":"$undefined","activeCategory":"/guides/"}]}]]

Blog

Categories

Cross-Border Ecommerce in Latin America: What Brands Need to Know Before Entering.

The B2B2C Model: How ESW drives margin protection for retailers entering the US market.