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How to Overcome Sales Tax Compliance Pressures

Regardless of the industry in which your clients operate, sales and use tax compliance is a complicated, complex and time-consuming process. Small- to medium-sized businesses (SMBs) especially feel the increasing sales tax pressures, as they often must balance those responsibilities along with other primary job functions.

But how can organizations overcome sales and use tax pressure? What must be done to find the right balance, ensuring that sales tax requirements are met but also that core business objectives are not overlooked? Here are key ways that you can ensure your clients can effectively face sales tax compliance challenges.

Create manageable processes with automated sales tax solutions

Sovos surveyed 250 individuals who have responsibility for sales tax compliance/management/administration at their organization, with 80% of respondents working at companies earning less than $10 million or between $10 million and $25 million in annual revenue.

Eighty-three percent of those surveyed said automating their organization’s tax management process would make them happier in their current role, and they would be more likely to stay with the company. However, just under two-thirds (62%) of respondents said their business adopted new technology or systems in the past two to three years to meet evolving sales and use tax requirements.

Manual processes might have been “how it’s been done,” but that doesn’t mean that it’s going to be enough for the continued complexity of sales tax. Economic nexus changes, expansion of e-commerce options and overall business growth can lead to long hours spent filing manually at the end of each month. Additionally, there can be limitations of tax calculation (e.g., jurisdictional granularity, customer/product taxability) through your ERP, accounting platform or e-commerce channel (e.g., NetSuite, QuickBooks Online, Shopify).

An automated sales tax solution can meet current business needs and be capable of scaling as necessary to handle future growth.

Understand and prepare for audit liability and risk

The Sovos survey also found that eight out of 10 respondents said that either triggering an audit or facing a financial penalty was their biggest fear if a mistake was made when remitting sales tax. Eighteen percent also said they worried about a manager losing confidence in them or even getting fired should they make a mistake.

Audit liability can stem from numerous areas. This can include improper tax calculation, such as misclassifying a candy bar as candy when it should be classified as food for a particular jurisdiction. Incorrect filing remittance (e.g., under or over-reporting), data transfer and reconciliation issues, and historical inaccuracies can also create a liability risk for businesses. For example, do you have a record dating back to all transactions, and what the tax was when you filed previously? Historically, a single source of record can help when an audit wants to look back three years. Additionally, jurisdictions can audit back up to six or seven years if an organization failed to submit sales tax returns.

This is why sales tax compliance is key. Your clients must understand sales tax calculation and filing requirements. For sales tax calculation, there are constant regulatory changes across jurisdictional levels and there can be a lack of granularity into local jurisdictions. There are also exempt sales to consider, along with sales tax holidays.

Sales tax filing requirements will involve constantly changing state and local tax forms, as well as complexities like negative returns and credits on hold. Businesses should also ensure accuracy in reporting, their historical accuracy and that overall visibility into the filing process is understood.

Find scalable options that continuously meet growing complexities

Sovos found that 35% of respondents said the growing complexity of sales tax distracts from core business priorities. Over half reported that their organization saw a strain on IT and other resources, with 13% noting a stressful workplace and even employee churn.

Your clients need to consider tax as early as possible to better understand how their business growth correlates with sales tax complexities. This includes expanding into new states and jurisdictions with unique tax rates and exemptions on certain products or for particular industries. If they don’t have the in-house resources to keep up with that rapid change, it can be a daunting undertaking and lead to greater audit liability.

The filing process itself can also be more complex as businesses grow or add more products. New states and jurisdictions will have different forms, with their own filing deadlines. Do your clients have a system to keep track of those form updates? Even the reporting and submission process (e.g., online v. paper mailed in) could be different.

The expansion or creation of an online marketplace can also have an impact. This is especially true with retailers that are working to keep pace with digital-only sellers. You might be based in one state, but if you’re selling online into another, there are going to be economic nexus considerations.

Sales tax pressures are not likely to disappear anytime soon, but there are necessary steps to ease the burden. Ensure your clients are properly leveraging their ERP or accounting platform for basic tax rates and rules for simple tax calculation. Additionally, implementing a third-party tax provider can provide greater protection and help automate their tax processes. Check out with our experts to learn more about increasing efficiency in your approach to sales tax.

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Doing business in the USA



Ecommerce continues growing by leaps and bounds and now accounts for 15% of all retail sales in the US. Last year alone, US consumers spent $870 billion online.

However, as with all cross-border sales, selling into the US is not without its complexity. Sales tax compliance is key and navigating the ins and outs of sales tax is complex for even the savviest business owner. Failing to comply puts your business at high risk for audit, penalties, and you could even face fraud charges. If you get sales tax right, you’ll reap the rewards and potential profits of selling into this booming online retail market.

To support those ready to grow, here at Avalara, we are proud to announce a partnership with Blue Link Worldwide, to provide specialist tax advisory support for their upcoming webinar series: ‘Doing Business in the USA’.

Blue Link Worldwide, an independent business advisory firm offering support for organisations seeking to operate across the US, offers a range of services and support for those seeking to enter the US market. 

With sessions taking place between March and June 2022, whether you’re thinking of starting, developing, or already doing business in the USA, this event is essential viewing. With experts on cross-border and sales tax on hand, you’ll come away with practical learnings to help you increase your customerbase, drive revenue, and position your brand for the future.

The first session in partnership with the Department of International Trade was live on March 24th 2022 you can playback the conversation in full here

So, if you’re a business with dreams of significant growth or an established brand seeking to progress further, now is the time to be thinking about the American ecommerce dream.

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US Missouri to tax foreign sales and marketplaces

The US state of Missouri is to become the last state operating a sales tax regime to impose taxing obligations on foreign, ‘out-of-state’ sellers and marketplaces, from January 1, 2023….Continued

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US Kansas imposes sales tax registration threshold for foreign sellers

US Kansas imposes sales tax registration threshold for foreign sellers from July 1. Read more. …Continued

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Florida to impose sales tax obligations on foreign sellers?

Florida is edging closer to imposing sales tax collection obligations on foreign, or ‘remote’ sellers and facilitating marketplaces. Following the 2018 South Dakota vs Wayfair Supreme Court ruling, s…Continued

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US Maryland sales tax on foreign digital services

The US state of Maryland has imposed its sales tax on a wide range of digital services (‘digital products’ or ‘digital code’) from 14 March 2021. This includes non-resident providers and marketplaces …Continued

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US sales tax checklist for non-resident businesses

If you are selling from abroad to US businesses or consumers, then most of the states will expect you to be charging sales tax following the 2018 Wayfair Supreme Court ruling. …Continued

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Top 10 special territories for VAT purposes

VAT is generally levied around the globe at a federal/country level. However, there are many sovereign states, provinces, territories, regions and discreet areas that have special rules for VAT purposes. Here we have set out our top 10 special territories to look out for and pay careful attention to.

1. Northern Ireland

Northern Ireland is located in the northeast of the island of Ireland and shares a border to the south and west with the Republic of Ireland. It is part of the United Kingdom and within the scope of the UK’s VAT system. However, following Brexit and under the terms of the Northern Ireland Protocol, Northern Ireland is treated as part of the European Union (EU) for VAT and customs purposes solely in relation to goods. While the customs situation is quite complex and fluid, some of the key VAT implications are:

  • Sales of goods between Great Britain and Northern Ireland are subject to UK VAT (technically this is an export and “import VAT” is invoiced, but in practice UK VAT is charged and collected like any normal domestic sale)
  • Supplies of B2B goods between Northern Ireland and the 27 EU member states (and vice-versa) are treated as intra-community dispatches (subject to acquisition VAT  by the customer in its VAT return)
  • Supplies of B2C goods from Northern Ireland to consumers in the EU can be reported on the “One-Stop-Shop”
  • Supplies of low value goods shipped from outside of the EU (including Great Britain) sold to Northern Ireland consumers can be reported under the Import One Stop Shop (IOSS).

2. Vatican City

Vatican City is an independent city-state and enclave located within Rome, Italy. Also known simply as the Vatican, it is the smallest sovereign state in the world, became independent from Italy in 1929 and is a distinct territory under the ownership, authority and jurisdiction of the “Holy See”. The Vatican City is outside the scope of Italy and the EU for VAT and customs purposes. As such, Italian VAT is not applicable in Vatican City.

3. Monaco

The Principality of Monaco is a sovereign city-state on the French Riviera. Monaco uses the Euro as its sole currency but is not a member of the EU. Monaco is treated as being part of the territory of France for VAT and customs and excise purposes. As such, VAT is levied in Monaco on the same basis and at the same rate as in France.

4. San-Marino

The Republic of San Marino is a small county in Southern Europe enclaved by Italy. It is treated as within the territory of Italy for customs and excise purposes but outside the scope of Italy and the EU for VAT purposes. San Marino has its own “import tax or single-stage tax”  on goods and related services imported to San Marino by businesses – this is chargeable at 17%. Starting from July 1, 2022, it will be mandatory for Italian taxpayers to issue electronic invoices to customers in San Marino via the SDI platform.

5. The Canary Islands

The Canary Islands or “the Canaries”, as they are known informally, are a Spanish archipelago in the Atlantic Ocean. The eight main islands are Tenerife, Fuerteventura, Gran Canaria, Lanzarote, La Palma, La Gomera, El Hierro and La Graciosa. They are autonomous communities of Spain. However, while the Canary Islands are part of the EU for customs purposes, they are outside of Spain and the EU for VAT purposes. Instead of applying Spanish VAT, there is a local Sales Tax called “Impuesto General Indirecto Canario” (IGIC) in the Canaries with a standard rate of 7%, a higher rate of 13.5%, and a reduced tax rate of 3% (with a zero rate for certain basic need products and services). The Canary Islands also recently introduced IGIC real-time invoice reporting requirements under the Suministro Inmediato de Informacion (‘SII’).

6. Lake Lugano

Lake Lugano is a glacial lake situated on the border between southern Switzerland and northern Italy. The lake is named after the city of Lugano and is between Lake Como and Lago Maggiore. With effect, January 1, 2020, the Italian municipality of Campione d’Italia and the Italian waters of Lake Lugano are now included in the EU customs territory. However, Campione d’Italia remains outside the scope of Italian VAT and the EU VAT area. As such, Italy and Switzerland have agreed to introduce a local consumption tax in Campione d’Italia that is aligned with the Swiss VAT rates to ensure a level playing field.

7. The Channel Islands

The Channel Islands are an archipelago in the English Channel, off the French coast of Normandy. The Channel Islands include two Crown Dependencies, Jersey and Guernsey. They are not part of the UK but the UK is responsible for the islands’ defense and international relations. The Channel Islands are outside the scope of UK VAT but Jersey has a GST which is chargeable at 5%. Guernsey currently has no VAT system but has recently proposed the introduction of a GST in the future.

8. Faroe Islands

The Faroe Islands just the “Faroes” are a North Atlantic archipelago located north-northwest of Scotland and halfway between Norway and Iceland. Like Greenland, it is an autonomous territory of Denmark but outside the scope of Danish VAT. The Faroe Island does however have its own local VAT, which in Faroese is called “Meirvirðirgjald” (MVG).

9. Isle of Man

The Isle of Man is an island in the Irish Sea, off the coast of Great Britain. It is an internally self-governing dependency of the British Crown and its people are British citizens. However, the Isle of Man is not, and never has been, part of the UK nor is it part of the EU. There is a common tax area between the two countries resulting from an agreement between the UK and the IOM governments. The spirit of the agreement between the UK and the IOM is that IOM legislation will continue to generally mirror UK legislation and procedures, so maintaining a customs union and common indirect tax area. Isle of Man Customs & Excise administer VAT locally, although they are required to follow and implement UK policy and practices.

10. Lichtenstein

The Principality of Liechtenstein is a German-speaking microstate located in the Alps between Austria and Switzerland. It has a customs and monetary union with Switzerland and is part of Switzerland for VAT purposes. As such, Swiss VAT is levied on goods and services in Lichtenstein, but the tax is administered locally.

Businesses that have customers in the above territories should ensure that they are correctly accounting for the right rate of VAT on sales. This may involve setting up custom tax calculation policies in their ERP, ecommerce platform or tax engine based on more granular address data.

Speak to one of our experts to discuss how Horizon Solutions can assist with correct tax rate determination

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