How to plan for exporting
- 1 Contact UK Trade and Investment to access the extensive range of advice and support they can offer.
- 2 Identify other sources of information (eg contacts already exporting to the market); consider visiting the country yourself.
- 3 Decide how much you will invest in researching and developing the new market; consider whether existing markets offer better opportunities.
- 4 Research the market: for example, customer requirements, competition and pricing levels; use British Embassy or High Commission guidance.
- 5 Consider how you will reach customers and promote your product.
- 6 Investigate local laws and regulations: for example, tariffs, product standards, product liability laws and labelling regulations.
- 7 Plan how you will handle delivery, packaging and transportation: investigate costs, timescales and documentation requirements.
- 8 Explore financing options and consider payment procedures; how will you assess creditworthiness and cope with fluctuating exchange rates?
- 9 Consider what after-sales support you need to provide, such as spare parts, customer advice or training.
- 10 Assess what personnel resources you need to support your exports; identify any training requirements.
- 11 Choose the best sales channel: for example, selling directly (eg via the internet) or to a distributor, using an agent or working with a partner.
- 12 Ensure that you have clear terms of trade, and procedures to handle export documentation.
- 13 Plan an export trial to test the market and your procedures without excessive investment.
- 14 Set up monitoring mechanisms; monitor the local business environment and exchange rates, as well as your export performance.
- take advantage of government support and information
- thoroughly research the market and potential problems
- choose the best sales channel
- agree clear terms of trade
- ensure that you understand financing and payment procedures
- assume local customer requirements will be the same as in the UK
- ignore the extra costs involved in exporting
- underestimate the importance of good procedures and documentation