International selling expands your buyer pool from 330 million (US) to billions worldwide. But it comes with complexity: customs, duties, taxes, and shipping logistics. Here's how to do it profitably.
Should You Sell Internationally?
Pros
- Dramatically larger buyer pool
- Access to markets where your items are scarce
- Year-round sales (different holiday seasons)
- Often can command higher prices
Cons
- Shipping costs and complexity
- Customs/duties can surprise buyers
- Returns are difficult and expensive
- Currency conversion fees
- Longer delivery times = more "where's my item?" messages
eBay Global Shipping Program (GSP)
The easiest way to ship internationally. You ship to a US facility, eBay handles the rest.
How GSP Works
- Buyer purchases, pays international shipping + import charges upfront
- You ship to GSP center in Kentucky
- eBay repackages and ships internationally
- eBay handles customs forms and duties
GSP Pros
- Your liability ends at the Kentucky facility
- No customs forms to fill out
- No dealing with international returns (eBay handles)
- Protection against delivery issues
GSP Cons
- Higher total cost for buyers (may lose sales)
- GSP adds their own handling fee
- Limited to eBay platform only
- Some items restricted
💡 Strategy: Use GSP for expensive items where liability protection matters. Ship direct for lightweight, low-value items where cost savings help close sales.
Direct International Shipping
More work, but often cheaper for buyers and more profitable for you.
Carrier Options
| Carrier | Speed | Tracking | Best For |
|---|---|---|---|
| USPS First Class International | 7-21 days | Basic | Items under 4lbs, budget option |
| USPS Priority Mail International | 6-10 days | Good | Small packages, insurance needed |
| USPS Priority Mail Express Intl | 3-5 days | Excellent | Time-sensitive, high-value |
| UPS Worldwide | 1-5 days | Excellent | Heavy items, business buyers |
| FedEx International | 1-5 days | Excellent | Urgent, high-value |
| DHL eCommerce | 5-12 days | Good | Cost-effective medium weight |
Customs & Duties
Understanding Import Taxes
- Duties: Tax based on item category and declared value
- VAT (Value Added Tax): Consumption tax (15-25% in most countries)
- Handling fees: Carrier charges for customs clearance
Customs Forms
Required for all international shipments:
- CN22: For packages under $400 value
- CN23/CP72: For packages over $400 value
- Describe contents accurately - "Gift" is often fraud
- Declare actual value - under-declaring can result in seizure
⚠️ Never Under-Declare: Marking a $200 item as $20 to help buyer avoid duties is customs fraud. You and the buyer can face penalties, and you lose all seller protection if there's a dispute.
EU Selling: IOSS & VAT
Since July 2021, EU VAT rules changed significantly:
- IOSS (Import One-Stop Shop): Sellers can register to collect VAT at checkout, making delivery smoother for buyers
- Without IOSS, buyers pay VAT + carrier handling fees on delivery
- Packages valued under €150 need IOSS or buyer pays at delivery
- eBay, Etsy, and other platforms often handle IOSS collection for you
Restricted & Prohibited Items
Check restrictions for EVERY destination country:
- Food/supplements: Heavily restricted or banned in many countries
- Electronics: May need certification (CE mark for EU)
- Cosmetics: Ingredient restrictions vary by country
- Animal products: Leather, fur, ivory - often restricted
- Batteries: Lithium batteries have air shipping restrictions
- Knives/weapons: Banned in most countries
Countries to Consider
| Country | Market Size | Shipping Cost | Notes |
|---|---|---|---|
| Canada | Large | Low | Similar to US, easy entry point |
| UK | Large | Medium | Post-Brexit VAT complexity |
| Australia | Medium | High | Long transit, good for unique items |
| Germany | Large | Medium | Strong buyer protections |
| Japan | Large | Medium | High-end market, brand conscious |
Pricing for International
- Calculate all-in cost: item + shipping + packaging + fees
- Consider offering free shipping (built into price) for simplicity
- Factor in potential return costs (or no-return policy)
- Currency conversion: eBay/PayPal take ~2.5% on conversion
Returns Strategy
International returns are expensive. Options:
- No returns: Legal in many cases, reduces risk
- Buyer pays return shipping: Discourages frivolous returns
- Partial refund: Keep item, refund buyer (often cheaper)
- Local return address: If you have volume, partner with return service
Common Issues
"Item Lost in Customs"
Usually not lost - held for duty payment. Provide buyer with tracking and customs form copy. If truly lost, file carrier claim.
"Buyer Refused to Pay Duties"
Item returns to you (you pay return shipping) or gets destroyed. This is why GSP or IOSS (duties pre-collected) is safer.
"Package Taking Forever"
Set expectations in listing. 2-4 weeks is normal for economy international. Provide tracking updates proactively.
Scam Awareness
- Higher fraud rates from certain countries
- Be wary of new accounts with overseas addresses
- Never ship to address different from payment address
- Use signature confirmation on expensive items
- Consider blocking high-fraud countries if problems persist
Getting Started Checklist
- ☐ Enable international shipping on platform settings
- ☐ Start with GSP (lowest risk) to test demand
- ☐ Research top destination countries for your niche
- ☐ Calculate shipping costs for common package sizes
- ☐ Update listings with international shipping options
- ☐ Set appropriate handling time (international takes longer)
- ☐ Consider which countries to exclude (high risk, expensive shipping)