- Contact UK Trade & Investment (UKTI) or your local business support organisation to access the extensive range of advice and support they can offer.
- Identify other sources of information (eg contacts already exporting to the market); consider visiting the country yourself.
- Decide how much you will invest in researching and developing the new market; consider whether existing markets offer better opportunities.
- Research the market: for example, customer requirements, competition and pricing levels; use UKTI, British Embassy or High Commission guidance.
- Consider how you will reach customers and promote your product.
- Investigate local laws and regulations: for example, tariffs, product standards, product liability laws and labelling regulations.
- Plan how you will handle delivery, packaging and transportation: investigate costs, timescales and documentation requirements.
- Explore financing options and consider payment procedures; how will you assess creditworthiness and cope with fluctuating exchange rates?
- Consider what after-sales support you need to provide, such as spare parts, customer advice or training.
- Assess what personnel resources you need to support your exports; identify any training requirements.
- 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.
- Ensure that you have clear terms of trade, and procedures to handle export documentation.
- Plan an export trial to test the market and your procedures without excessive investment.
- 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.