The Smarter Way for Global Brands to Enter the US Market With Kevin Dunne

Here’s a glimpse of what you’ll learn:

• [2:01] Kevin Dunne explains how Valet Seller helps global brands sell in the US
• [3:07] What a Seller of Record does for international companies
• [5:17] Removing the operational friction of entering the US market
• [12:13] Connecting brands with major US retailers through technology and fulfillment
• [18:04] Using retailer insights and forecasts to guide US expansion
• [23:59] What global brands should prioritize before entering the US market

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In this episode:

Expanding into the US can open enormous opportunities for global brands, but the operational demands often create costly delays and unnecessary risk. From customs compliance and warehousing to retailer onboarding and order management, how can international companies build a smoother path into the American market?

According to Kevin Dunne, a seasoned e-commerce entrepreneur with firsthand experience building multichannel retail infrastructure, global brands can simplify US expansion by using an established partner that combines importing, fulfillment, and marketplace access. He highlights the importance of Seller of Record services, which allow international companies to sell through major retailers without immediately creating their own US entity, tax infrastructure, or warehouse network. This integrated approach reduces operational friction and enables brands to focus more closely on their products, customers, and growth strategy. Kevin also recommends confirming demand and securing interest from retailers before committing significant resources to expansion. Once that demand is established, brands should prioritize trustworthy importing and logistics partners that can protect inventory, manage compliance, and support reliable fulfillment.

In this episode of America: Open for Business, host Cameron Heffernan sits down with Kevin Dunne, Co-founder and CEO of Valet Seller, to discuss a smarter path for global brands entering the US market. They explore Seller of Record services, importing and fulfillment, and retail marketplace integrations. Kevin also shares advice on validating demand and choosing reliable logistics partners.

Resources mentioned in this episode:

• Cameron Heffernan on LinkedIn
• Beyond Borders Marketing 
• Kevin Dunne on LinkedIn
• Valet Seller
• Jamie Siminoff on LinkedIn
• Ring

Related episodes:

• “The Story of UGG: Birthing a Billion-Dollar Global Brand With Brian Smith” on America: Open for Business
• “Zero to $21 Million in 7 Years With Ben Tietje” on America: Open for Business

Quotable moments:

• “It pieced together those three components, which really are the three most important parts of entering the US market.”
• “Within our system, we have those direct integrations. So first we would bring in your product data.”
• “There is a lot of white space. I mean, anyone can do this.”
• “Get a few retailers or online channels or physical B2B channels to accept your product first and approve it.”
• “The broker you're working with is properly valuing the goods, paying any duties, customs fees.”

Action Steps:

1. Validate US demand before expanding: Securing retailer interest or channel approval first helps confirm market potential before committing significant resources.
2. Choose a reliable importer of record: Proper customs valuation, duties, and compliance reduce the risk of costly delays or regulatory issues.
3. Partner with an experienced fulfillment provider: A dependable logistics partner protects inventory and ensures orders and returns are handled efficiently.
4. Use a Seller of Record solution: This allows international brands to access major US retailers without immediately establishing their own legal entity or infrastructure.
5. Centralize retail integrations and order management: Connecting product data, inventory, and orders through one system makes multichannel growth more scalable and manageable.