Introduction

When making the decision to import from or export products to other countries, it is important that businesses educate themselves about the legal and financial requirements involved in international trade. It is also important to develop an appreciation for cultural differences to assist in the building of successful business relationships. The goal is to make sure products make it to their destination safely and in a timely manner, while ensuring compliance with legal requirements of both countries involved. There are many aspects to explore when considering international trade opportunities. Information about specific topics is available through many libraries and online. Here are a few critical considerations:

• Choosing a geographic area of interest
• Drafting an export plan
• Exploring customer needs and the products’ compatibility to the need
• Identifying customers – who are they:
• Other businesses
• Competitors
• Will you market your product directly to consumers
• Manufacturing and marketing your product directly to customers and the issues a business will face establishing a presence there
• Performing a market and opportunity analysis
• Investigating regulations, requirements, licensing, and legal issues of the product or project
• Determining if export is allowed
• Identifying distributors; meet with them and inquire about:
• Customer needs
• Product capabilities
• Product compatibilities
• Legal issues
• Competition
• Financial transactions
• Detecting logistical issues related to product distribution analysis
• Learning about social and business etiquette of a different culture
• Visiting customers to gain better understanding of their needs
• Researching market opportunities and risks
• Developing a project timeline

This educational piece is intended to provide businesses considering global expansion an appreciation for the above issues, and is designed to be an introductory overview. The reader is encouraged to review other sources for additional details and situation specific information for a given country, product, or market. Click here for an overview of the logical steps for international trade considerations.

One of the first steps a company should take after making their decision to export is to identify a geographic area of interest to research. If after careful consideration of the following subjects the area you originally planned to target doesn’t seem to be a good fit for your product; you may consider another region if the product is better suited for it. For assistance to identify a region suitable for your project, you may contact a trade specialist at an export assistance center. You can locate a trade specialist by visiting www.export.gov/. Once a country has been identified, a company can then develop an export plan.

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