Intersoft, in collaboration with Starlinks Global, has enabled small British manufacturer Equafleece to reclaim its EU export business after they had almost completely stopped trading in Europe post-Brexit.
Equafleece is the perfect example of British entrepreneurship. Based near Okehampton in Devon, the company designs, manufactures and markets a unique range of warm, waterproof fleeces for dogs. Established in 2000, its founders wanted to create a garment that would withstand the rainfall in Dartmoor, one of the UK’s wettest and most windswept parts. Two years and several prototypes later, the first Polartec dog fleeces were launched. As the company grew, they introduced a complete range of coats for different dogs and seasons.
Domestic and international success
Equafleece had been going great guns, enjoying both domestic and international success, and in 2020 it began working with Intersoft to speed up label production and fix barcode issues it had experienced with its previous carrier management systems provider.
Integrating its order management system with Intersoft’s Intelligent Shipper API, Equafleece was able to provide its customers with a fast and affordable delivery service. Orders were picked from its warehouse in Devon and labels were generated automatically via direct access to Intersoft’s API.
Brexit and the demise of EU business
However, all that changed in 2021 when the UK withdrew from the EU. Equafleece customers outside of the UK who had been able to simply choose a delivery service and payment method were now faced with customs charges, which they had to pay before their parcel was delivered. On top of that, problems were arising at the borders and deliveries were taking much longer. Although this was partly resolved by switching to a ‘postal duty paid’ service and collecting customs charges upfront, it was only available for a few countries and some parcels were being delivered as ‘duty unpaid’ meaning the customer had to pay again.
With a very high volume of sales across Europe, Germany in particular, the cost and complexities of the new VAT regulations and other EU duties made it virtually impossible for Equafleece to continue shipping to Europe.
Being a relatively small business, Equafleece lacked the resources to negotiate better carrier rates directly and they simply couldn’t charge customers the true shipping costs. Volumes fell dramatically and EU sales came to a virtual halt.
Intersoft and Starlinks Global offer a solution
Fortunately, Intersoft was able to step in and help. It used its industry knowledge and relationships with carriers and third-party providers to set up an introduction to cross-border logistics company Starlinks Global.
Starlinks Global are on a mission to help online retailers through a seamless cross-border delivery experience. They excel in first-class customer service with innovative technology to help e-commerce brands and retailers deliver their products to all global markets, even the countries and regions which are typically complex to reach.
The successful way to re-enter an EU market
Due to the seasonal aspect of its business, Equafleece can find itself shipping 3,000 parcels a day in the winter and as few as 20 a day in the summer. International shipping is therefore a must if the company is to maintain sales throughout the year.
Starlinks Global’s cross-border technology integrates seamlessly with Equafleece and Intersoft to generate the most cost-effective parcel delivery service for each order and boasts an impressive network of local trusted carrier partners all over the world. This allowed Equafleece to quickly rebuild their sales to international customers through reliable delivery channels ahead of peak.
Lee McRae, Strategic Account Manager for Starlinks Global, highlights the importance of a collaborative relationship in remedying Equafleece’s cross-border challenges. “Starlinks Global has been built by an impressive team of industry experts dedicated to making cross-border trade more seamless. We are relationship builders, not just service providers, so I enjoy working collaboratively with Equafleece as an extension of their team.
“This consultative approach allows us to share our expertise, recommend additional services or facilitate referrals to third-parties to support our clients growth. This means that we have been able to quickly support Equafleece resume trading to all 27 EU countries again, plus see volumes surpassing pre-Brexit levels.”
— Lee McRae, Strategic Account Manager, Starlinks Global
Running a successful business means constantly looking for new opportunities and embracing change to make sure every part of the jigsaw is complete. Equafleece is always grateful to companies like Starlinks Global and Intersoft for suggesting new markets, products and services.
Future possibilities
Chris Wright, eCommerce Developer at Equafleece says: “We are really happy with how things are going and we’re now looking at the next market where we can increase volumes. While summer is a quiet time for us here in the northern hemisphere, it’s winter in the south. Fortunately, Starlinks Global has experience working with carriers in Australia and New Zealand. And there are several tax incentives for UK companies when exporting to these countries. So, we’ll be looking to expand our business down there.”
Aiming to grow your eCommerce in new countries? Intersoft can help your business navigate logistical challenges and scale your shipping internationally.
Contact us to find out more about our solutions.