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Innovative artwear creator, The Mountain, increases global online orders by 128%

Before partnering with Global-e, we sold internationally, but the challenges of selling cross-border prevented us from fully capitalising on our global potential and growing sales. Global-e has enabled us to overcome those challenges, optimise the shopping experience for our international customers, and achieve significant uplift. The platform provides us all that we need to meet our business goals, and Global-e’s in-depth knowledge of the cross-border ecommerce space, has been invaluable to enable us to maximise our growth.

Roger Doyon VP Digital Marketing and Sales, The Mountain

Within only 3 months of working with Global-e, conversion rates in the UK, one of the brand’s key international markets, rose by 162%

The Challenge

Known for their bold and unique styles, The Mountain’s eco-friendly apparel has gained a loyal worldwide following. While they had been selling internationally for several years, the brand had no localisation, and its existing ecommerce setup involved many friction points that hindered the shopping experience for its international customers. This prevented the brand from fully realising its global sales potential.

The Mountain only processed orders in USD, so shoppers had to guesstimate the price of their purchase in their local currency and were also susceptible to transaction fees and unknown international conversion rates.

Additionally, the brand only offered limited payment choices – credit cards and PayPal – while many popular local and alternative payment options were not offered.

The Mountain was unable to provide competitive shipping rates, creating an issue of expensive shipping options for global shoppers, negatively affecting its conversion rates. Also, the brand did not offer international customers any return policy. Furthermore, The Mountain had no solution to provide international shoppers with an accurate calculation of duty and taxes and was unable to offer prepayment of them at checkout. This created delivery delays and unexpected charges for the customer, and additional costs for the brand in case customers refused the product.

The brand looked for an ecommerce partner that would enable it to take advantage of the increasing global demand for its products and to overcome all the friction points that were preventing it from realising its full international potential and ultimately expanding its DTC sales worldwide.

The Mountain also required a cross-border solution that could seamlessly integrate with their ecommerce set-up built on the BigCommerce platform. The solution also needed to accommodate the complexities of the brand’s loyalty rewards programme, which awards points for purchases and increases sales through customer loyalty.

The Solution

To enhance the shopping experience for its international shoppers, address all the challenges hampering its cross-border growth, and increase global DTC sales, The Mountain chose to partner with Global-e, the world’s leading platform to enable and accelerate global, direct-to-consumer cross-border ecommerce.

Through Global-e’s dedicated BigCommerce app, The Mountain implemented Global-e’s end-to-end cross-border ecommerce platform to their online store. Following a single integration process, managed by the Global-e team, the brand can now offer customers in over 200 destinations worldwide a seamless localised shopping experience, tailored to the specific characteristics of each market and aligned with The Mountain’s business strategy. This includes:

  • Localised messaging – Customised messaging for each market to promote key marketing messages such as free delivery, easy returns, and a guarantee of no extra fees upon delivery. Supported in 30+ languages.
  • Local pricing in local currencies – Product pricing is set per market according to The Mountain’s business strategy and rounded according to the local market convention. 100+ currencies are supported.
  • Guaranteed landed cost – A flexible approach to handling duties and taxes based on best-practices per market and capabilities that offer:
    -Pricing inclusive of duties and taxes according to local market best practices informing customers that no additional fees will be added to their purchase at check out or upon delivery.
    -Prices inclusive of duties with taxes displayed and pre-paid at checkout
    -Calculation of all taxes and duties displayed at checkout and a pre-payment option for a guaranteed landing cost.
  • Competitive shipping offering – Competitive shipping rates, including free standard and express shipping above specified thresholds.
  • An extensive choice of local and alternative payment methods – Shoppers can opt to pay with local and alternative payment methods that are popular in their market. 150+ payment choices are supported.
  • Advanced international payment fraud management – Maximising international acceptance rates
  • Easy and transparent return process – At a fixed price.

The Mountain also implemented its Loyalty Lion rewards programme, enabling international customers to convert rewards to currency for use in the store.

Global-e’s dedicated client success team works closely with The Mountain to provide local market insights and data-backed best practice recommendations based on both the brand’s trading performance as well as big-data analysis within its e-commerce industry and vertical. The ongoing analyses, guidance, and support, combined with advanced localisation capabilities, allow The Mountain to easily tailor and continually optimise its proposition for each market. This enables the brand to meet its business KPIs, capitalise on growth potential, and maximise profitability. The Global-e team also ensures that any changes in market conditions, regulations, and compliance updates (like Brexit in the UK or IOSS in Europe) are immediately reflected in the brand’s offering, enabling a continuous seamless online ecommerce experience.

The Results

Within only 3 months of integrating Global-e’s cross-border platform, The Mountain saw international order numbers increase by 128% YoY and ecommerce conversion rates by 35% YoY. By offering international customers a seamless localised experience optimised to their market, the brand has seen significant growth across key international markets including the UK, Australia, and France. The Mountain also saw substantial growth across previously untapped markets, where the brand saw little or no sales before such as New Zealand, the Netherlands, Switzerland, and Israel. Some long-tail markets, like Malaysia, where the brand hadn’t seen sales before, have become one of The Mountain’s top-performing markets, generating new streams of revenue.

In the UK, for example, where the brand now presents prices inclusive of the local VAT, 100% of shoppers chose to pay in their local currency (GBP). 59% of consumers opted to pay with alternative methods including Klarna’s BNPL, Amazon Pay, Apple Pay, and PayPal, and conversion rates have increased by 162% within only 3 months of implementing Global-e’s solution.

Driving global traffic and conversion rates with localised digital marketing

After localising its website and the significant uplift in international conversion rates and sales, The Mountain’s next goal was to find ways to scale-up international traffic, expand its worldwide customer base, raise brand awareness, and further increase DTC global revenues.

The Mountain chose Global-e’s digital marketing services as a natural expansion of the existing partnership. Global-e’s dedicated team of digital marketing experts worked with The Mountain to analyse the brand’s international growth potential and business goals. Based on Global-e’s recommendations taken from the analysis of the brand’s specific needs, as well as data insights and digital market trend insights across each market, The Mountain decided to launch localised digital campaigns in Canada, the UK, and Australia. Global-e’s digital marketing team research, plan, execute, and manage multi-channel campaigns for The Mountain, and continuously monitor and optimise them for the best return on investment.

Within 8 months of launching the campaigns, The Mountain saw an impressive 419% return on advertising spend (ROAS) on the total sales from these markets. Following the success of the targeted activity, the brand decided to launch additional localised campaigns in Germany and France, markets identified with the Global-e team as having strong growth potential.

 

We didn’t realise the impact that Global-e's client success team would have on our business results until we started working together. Their deep understanding of our specific needs along with extensive knowledge of the cross-border ecommerce landscape, helped us build a strategy where we see worldwide growth both in the short and long term. Global-e’s expertise is also reflected in our international digital marketing strategy. Based on their recommendations and their understanding of our needs, they helped us launch effective campaigns and further drive our international online business. Their cross-border know-how and capabilities truly cover all aspects of global ecommerce, making Global-e the ideal partner to take our brand to the next level of international expansion.

Roger Doyon, VP Digital Marketing and Sales, The Mountain

The Mountain

The Mountain has been making cool eco-friendly apparel and accessories for over 20 years. On a mission to ensure every piece is a powerful vehicle of personal expression, The Mountain offers hand-dyed apparel with 1000s of bold designs and popular themes. The Mountain was among the first to define itself as an environment-first manufacturer, implementing energy-efficient processes, recycling, avoiding harmful chemicals, and using water-based inks, and organic dyes in its production.

Within only 3 months of working with Global-e, conversion rates in the UK, one of the brand’s key international markets, rose by 162%

The Mountain

The Mountain has been making cool eco-friendly apparel and accessories for over 20 years. On a mission to ensure every piece is a powerful vehicle of personal expression, The Mountain offers hand-dyed apparel with 1000s of bold designs and popular themes. The Mountain was among the first to define itself as an environment-first manufacturer, implementing energy-efficient processes, recycling, avoiding harmful chemicals, and using water-based inks, and organic dyes in its production.

The Challenge

Known for their bold and unique styles, The Mountain’s eco-friendly apparel has gained a loyal worldwide following. While they had been selling internationally for several years, the brand had no localisation, and its existing ecommerce setup involved many friction points that hindered the shopping experience for its international customers. This prevented the brand from fully realising its global sales potential.

The Mountain only processed orders in USD, so shoppers had to guesstimate the price of their purchase in their local currency and were also susceptible to transaction fees and unknown international conversion rates.

Additionally, the brand only offered limited payment choices – credit cards and PayPal – while many popular local and alternative payment options were not offered.

The Mountain was unable to provide competitive shipping rates, creating an issue of expensive shipping options for global shoppers, negatively affecting its conversion rates. Also, the brand did not offer international customers any return policy. Furthermore, The Mountain had no solution to provide international shoppers with an accurate calculation of duty and taxes and was unable to offer prepayment of them at checkout. This created delivery delays and unexpected charges for the customer, and additional costs for the brand in case customers refused the product.

The brand looked for an ecommerce partner that would enable it to take advantage of the increasing global demand for its products and to overcome all the friction points that were preventing it from realising its full international potential and ultimately expanding its DTC sales worldwide.

The Mountain also required a cross-border solution that could seamlessly integrate with their ecommerce set-up built on the BigCommerce platform. The solution also needed to accommodate the complexities of the brand’s loyalty rewards programme, which awards points for purchases and increases sales through customer loyalty.

The Solution

To enhance the shopping experience for its international shoppers, address all the challenges hampering its cross-border growth, and increase global DTC sales, The Mountain chose to partner with Global-e, the world’s leading platform to enable and accelerate global, direct-to-consumer cross-border ecommerce.

Through Global-e’s dedicated BigCommerce app, The Mountain implemented Global-e’s end-to-end cross-border ecommerce platform to their online store. Following a single integration process, managed by the Global-e team, the brand can now offer customers in over 200 destinations worldwide a seamless localised shopping experience, tailored to the specific characteristics of each market and aligned with The Mountain’s business strategy. This includes:

  • Localised messaging – Customised messaging for each market to promote key marketing messages such as free delivery, easy returns, and a guarantee of no extra fees upon delivery. Supported in 30+ languages.
  • Local pricing in local currencies – Product pricing is set per market according to The Mountain’s business strategy and rounded according to the local market convention. 100+ currencies are supported.
  • Guaranteed landed cost – A flexible approach to handling duties and taxes based on best-practices per market and capabilities that offer:
    -Pricing inclusive of duties and taxes according to local market best practices informing customers that no additional fees will be added to their purchase at check out or upon delivery.
    -Prices inclusive of duties with taxes displayed and pre-paid at checkout
    -Calculation of all taxes and duties displayed at checkout and a pre-payment option for a guaranteed landing cost.
  • Competitive shipping offering – Competitive shipping rates, including free standard and express shipping above specified thresholds.
  • An extensive choice of local and alternative payment methods – Shoppers can opt to pay with local and alternative payment methods that are popular in their market. 150+ payment choices are supported.
  • Advanced international payment fraud management – Maximising international acceptance rates
  • Easy and transparent return process – At a fixed price.

The Mountain also implemented its Loyalty Lion rewards programme, enabling international customers to convert rewards to currency for use in the store.

Global-e’s dedicated client success team works closely with The Mountain to provide local market insights and data-backed best practice recommendations based on both the brand’s trading performance as well as big-data analysis within its e-commerce industry and vertical. The ongoing analyses, guidance, and support, combined with advanced localisation capabilities, allow The Mountain to easily tailor and continually optimise its proposition for each market. This enables the brand to meet its business KPIs, capitalise on growth potential, and maximise profitability. The Global-e team also ensures that any changes in market conditions, regulations, and compliance updates (like Brexit in the UK or IOSS in Europe) are immediately reflected in the brand’s offering, enabling a continuous seamless online ecommerce experience.

We didn’t realise the impact that Global-e's client success team would have on our business results until we started working together. Their deep understanding of our specific needs along with extensive knowledge of the cross-border ecommerce landscape, helped us build a strategy where we see worldwide growth both in the short and long term. Global-e’s expertise is also reflected in our international digital marketing strategy. Based on their recommendations and their understanding of our needs, they helped us launch effective campaigns and further drive our international online business. Their cross-border know-how and capabilities truly cover all aspects of global ecommerce, making Global-e the ideal partner to take our brand to the next level of international expansion.

Roger Doyon, VP Digital Marketing and Sales, The Mountain

The Results

Within only 3 months of integrating Global-e’s cross-border platform, The Mountain saw international order numbers increase by 128% YoY and ecommerce conversion rates by 35% YoY. By offering international customers a seamless localised experience optimised to their market, the brand has seen significant growth across key international markets including the UK, Australia, and France. The Mountain also saw substantial growth across previously untapped markets, where the brand saw little or no sales before such as New Zealand, the Netherlands, Switzerland, and Israel. Some long-tail markets, like Malaysia, where the brand hadn’t seen sales before, have become one of The Mountain’s top-performing markets, generating new streams of revenue.

In the UK, for example, where the brand now presents prices inclusive of the local VAT, 100% of shoppers chose to pay in their local currency (GBP). 59% of consumers opted to pay with alternative methods including Klarna’s BNPL, Amazon Pay, Apple Pay, and PayPal, and conversion rates have increased by 162% within only 3 months of implementing Global-e’s solution.

Driving global traffic and conversion rates with localised digital marketing

After localising its website and the significant uplift in international conversion rates and sales, The Mountain’s next goal was to find ways to scale-up international traffic, expand its worldwide customer base, raise brand awareness, and further increase DTC global revenues.

The Mountain chose Global-e’s digital marketing services as a natural expansion of the existing partnership. Global-e’s dedicated team of digital marketing experts worked with The Mountain to analyse the brand’s international growth potential and business goals. Based on Global-e’s recommendations taken from the analysis of the brand’s specific needs, as well as data insights and digital market trend insights across each market, The Mountain decided to launch localised digital campaigns in Canada, the UK, and Australia. Global-e’s digital marketing team research, plan, execute, and manage multi-channel campaigns for The Mountain, and continuously monitor and optimise them for the best return on investment.

Within 8 months of launching the campaigns, The Mountain saw an impressive 419% return on advertising spend (ROAS) on the total sales from these markets. Following the success of the targeted activity, the brand decided to launch additional localised campaigns in Germany and France, markets identified with the Global-e team as having strong growth potential.

 

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