TEN STEPS TO

SUCCESSFUL
EXPORTING
JAIR HERAZO
 1. DECIDING WHERE TO SELL

F I R S T W E N E E D TO I D E N T I F Y T H E M A R K E T S B Y
D O I N G R E S E A R C H , L O O K I N G F O R T H E I M P O RT
F I G U R E S O F S I M I L A R P R O D U C T S , T O D O T H AT I T ’ S
E S S E N T I A L T O I N V E S T I G AT E T H E D E M O G R A P H I C S ,
C U LT U R A L A N D R E L I G I O U S P R A C T I C E S A N D Y O U R
P OT E N T I A L C O M P E T I T I O N .
 2. HAVING A PLAN
When structuring a plan you need to ask yourself these questions…

Can your team drive this program or do you need more people?

Do you have the capacity to meet the demands of a new market

or do you need to upgrade?

Will the packaging your going to use appeal to your market?

Knowledge: It’s also necessary to publicize your business by

visiting your potential new market and building new contacts
3. CHOOSING A ROUTE TO MARKET
YO U C A N S E T YO U R B U S I N E S S U S I N G O N E O F
THESE OPTIONS…

1. Selling directly 2. Using a distributor 3. Using a sales agent

4. Creating a joint venture

 4. FINDING THE OPORTUNITIES
The best way to publicize your business is going to
trade fairs, there you can meet buyers and create new
business, make contacts that will help your business
grow and let your Enterprise be known.

5. START MARKETING
Adverts can help you gain exposure but they can also be
expensive. Global social media sites such as LinkedIn,
Facebook and Twitter can also help you to promote your
message quickly and free of charge. Although these do not
cost anything to set up, they need time invested to keep
updated. Whatever you use, make sure all your marketing
materials have up-to-date contact details for your company
along with the person responsible for export sales.
6 . U N D E R S TA N D I N G T H E A D M I N
DOCUMENTATION IS AT THE VERY HEART OF EXPORTING, WITHOUT IT
THERE IS NO CONTRACT, NO TRANSPORT AND NO PAYMENT.THE
REQUIREMENTS VARY FROM COUNTRY TO COUNTRY.

THERE ARE TWO MAIN GEOGRAPHIC AREAS THAT YOUR EXPORTS

WILL FALL INTO:
1. European Union

Products can move freely across 2. Rest of the world

borders without customs checks
and some entities can give advise
on any paperwork likely to be
required.
Exporting outside the EU can open up
wider opportunities and create new
challenges.You may encounter Letters
of Credit for the first time or come
across requirements for specific
customs forms.
 7. GETTING PAID AND
INSURED
Once the orders start to come in, you need to be paid, in order to get
that you need to have…

• Incoterms: Internationally agreed rules setting out delivery terms

for goods traded across borders. Buyer and seller agree details on
the terms of sale to prevent misunderstandings or disputes.
Incoterms set out responsibility for the cost of transporting goods,
insurance, taxes or duties, pick up points, destinations, and
responsibility for the goods at each stage.

• Also, you need to have your export documentation right to enter

the market.

• Written quotations: A formal statement of promise (submitted

usually in response to a request for quotation) by potential supplier
to supply the goods or services required by a buyer, at specified
prices, and within a specified period. A quotation may also contain
terms of sale and payment, and warranties. Acceptance of quotation
by the buyer constitutes an agreement binding on both parties.
 8 . L E G A L C O N S I D E R AT I O N S
UNDERSTANDING THE LEGAL AND REGULATORY ENVIRONMENT IN ALL
COUNTRIES TO WHICH YOU WOULD LIKE TO EXPORT IS VITAL.

Things to consider:
Are your product compliance certificates and liability cover valid overseas?
Check your intellectual property rights and registered trademarks.

9. TRANSPORT LOGISTICS
Now you’ve made the sale and agreed the
terms, you have to get the goods there! We
can help make sense of transportation.
From your Incoterms insurance, duties and
customs clearance, to the packaging you
require and the method(s) of transport or
freight forwarders required.
 10. SUCCESS!
Congratulations. Now you have successfully become an international exporter.
The work doesn’t stop here. Now you need to increase your chances of
repeat business and become a reliable international exporter with a solid
brand.