- Decide where to sell
Research is essential! Identify the market with a little desk research. Find the consumption/import figures for products similar to yours and the potential economic growth of the new market. Look at demographics, cultural and religious practices, and your potential competition. - Create a plan
Your export plan must include following.
Your people: Can someone from your team run this program or do you need to recruit?
Your capacity: Do you have sufficient capacity to meet the demands of the new market? Do you need to build capacity?
Your packaging: Does your packaging design appeal to your market? Is there a legal requirement to label things differently or do you need to translate your labels?
Your Information: Visit your potential new market. Present your products at fairs and make new contacts. - Choose a route to the market
You can choose one of four options:
a. Sell Direct
b. Use a Distributor
c. Use a Sales Representative
d. Create a Joint Venture.
Whichever option you choose, you must ensure clarity of responsibility in matters such as delivery and payment, and ALWAYS remember to protect your intellectual property. - Find opportunities
Trade fairs are one of the best ways to find opportunities around the world. Meet buyers and create new business. Find out about the grants available to cover exhibition costs or if you can share the costs of the fair with another company. - Start Marketing
Ads can help you gain exposure, but they can be expensive. Consider target audience and cost and return on investment. Another option is to create a website with content translated for your target market. Global social media sites like Linkedin, Facebook and Twitter can also help you promote your message quickly and for free. Although they cost nothing to install, they take time to update. Whatever you use, make sure all your marketing materials include up-to-date contact information for your company and the person responsible for export sales. - Understanding the Manager
The manager has certain responsibilities that must be right from the start. Embassy of the destination country can help you explain customs registration, forms and payment requirements.
Export is the core of documentation, without it there is no contract, no transport and no payment. Requirements vary from country to country. - Documentation
When the orders start coming in, be ready.
Export documents: Get the right documents to enter the market.
Written quotations: A written quotation must include details of your product, including size and packaging formats, and any additional export labels and packaging charges you may require from the customer. Determining price and delivery terms, expected delivery date and payment terms are crucial to avoid later disputes. Late or non-payment of invoices is a risk and insurance should be considered. All new customers applying for business credit need credit information. We recommend an irrevocable letter of credit that guarantees payments according to the credit terms and according to the agreed interest rate. Make sure you are insured for your goods in transit. - Legal Considerations
Understanding the legal and regulatory environment in each country to which you wish to export is very important.
Things to consider:
Are your product’s certificates of conformity and liability insurance valid abroad?
Check your intellectual property rights and registered trademarks. - Transport logistics
Now you have made the deal and agreed to the terms, you must bring the goods to the location with your insurance, your obligations and customs, to the necessary packages and the necessary transport methods or shippers. - Success!
Good luck. Now you have become a successful international exporter. The work does not end there. Now you need to increase your chances of repeat business and become a reliable international exporter with a solid brand.
Top Tips:
Keep in touch with your customers regularly and get feedback to improve your offer.
Deliver on time and don’t keep people waiting. If delays are unavoidable, communicate with your customers early and often and keep them informed of progress.
Don’t rest on your laurels. Keep track of other potential customers to increase your sales. Continue your sales promotion activities and visit trade fairs.