STEPS FOR A SUCCESSFUL EXPORT: EVERYTHING YOU NEED TO KNOW TO SELL ABROAD
Exporting products to international markets can open great opportunities for your business. However, for an export to be successful, it is essential to follow certain key steps. In this guide, we explain clearly and in detail how to manage the export process efficiently and without setbacks.
Market Research and Selection
Before exporting, it is crucial to research the target market to determine demand, competition, regulations, and consumer preferences. Some questions to ask yourself include:
- What is the market size?
- Are there any tariff or non-tariff barriers?
- What specific regulations does the destination country have?
Advice: Use tools like market studies, chambers of commerce, and international fairs to get a clear view of the potential of each market.
Compliance with Regulations and Standards
Each country has specific regulations that must be met for products to enter legally. This includes:
- Customs regulations: Make sure your products comply with the regulations of the destination country. Some goods may be subject to restrictions or quotas.
- Technical and labeling requirements: Many products require special certifications (ISO, CE, etc.) or labels that meet local standards.
- Export licenses: Depending on the type of product, you may need a special export license.
Preparation of Export Documentation
To export legally and effectively, it is essential to have the appropriate documentation. Common documents include:
- Commercial invoice: Details the goods sold, price, and sales conditions.
- Packing list: Describes the content and weight of each package.
- Certificate of origin: Confirms the country of manufacture of the products.
- Bill of lading: A document issued by the transportation company confirming the shipment of the goods.
- Letter of credit (optional): In some cases, international buyers require a letter of credit issued by a financial institution to guarantee payment.
Negotiation of Trade Terms (Incoterms)
Incoterms (International Commercial Terms) are essential to define who assumes costs, risks, and responsibilities during the transportation of goods. The most commonly used in export are:
- FOB (Free on Board): The exporter is responsible for the goods until they are loaded onto the ship.
- CIF (Cost, Insurance, and Freight): The exporter covers the cost of transportation and insurance up to the destination port.
- DAP (Delivered at Place): The exporter is responsible for costs and risks until the goods reach the agreed place with the buyer.
Selection of Transportation Mode
Depending on the type of goods and destination, choose the most suitable mode of transport:
- Maritime transport: The most common for large volumes or long distances.
- Air transport: Ideal for high-value products or those that need to arrive quickly.
- Land transport: Used for exports within the same continent, such as in North America or Europe.
Insurance Procurement
Protecting your goods with transportation insurance is essential to cover possible damages or losses during transit. There are different types of policies that fit the needs of each shipment, such as:
- Basic liability insurance for the carrier.
- Comprehensive policies that cover damage or loss during transport.
Customs Clearance in the Destination Country
Once the goods arrive at the destination country, they must go through the customs clearance process. Here, documents are verified, and customs duties and taxes are calculated. Collaborating with a customs agent can speed up this step.
Delivery and After-Sales
After the goods have been cleared by customs authorities and delivered to the customer, it’s important to maintain a good after-sales relationship. Be sure to get confirmation of delivery, manage potential returns, and provide support in case of issues.
Export Follow-up and Evaluation
A successful export does not end with the delivery of the product. It is crucial to follow up on the entire process to identify areas for improvement. Review:
- Costs and delivery times: Were the estimates correct?
- Customer satisfaction: Did the product arrive in good condition?
- Compliance with regulations: Were there any issues with customs or transport?
Additional Tips for Export Success
- Establish local partnerships: Having a distributor or agent in the destination country can greatly facilitate operations.
- Optimize packaging: Good packaging protects your product and minimizes transportation costs.
- Plan financially: Ensure you have enough liquidity to cover payment waiting times, especially if you use letters of credit.
