Export readiness: 6 questions to answer before entering international markets

1. Which market, and why?

"The whole world" is not a target market. Choose one or two countries based on demand, competition, import regulations and shipping costs. Trade data, trade fairs and conversations with importers give you a much clearer picture.

2. Does the product meet that market's requirements?

Standards, certifications, labelling and packaging differ from country to country. Before negotiating, list the technical and legal requirements of your target market and include the cost of compliance in your price.

3. What is your real export price?

Your domestic price is not a good basis. Calculate export packaging, freight, insurance, customs clearance and fees, and agree on delivery terms (Incoterms) from the start.

4. Can you supply consistently?

Foreign buyers care about continuity and consistent quality. Make sure you can deliver repeat orders on time and to the same standard.

5. Who will find and follow up with customers?

An English catalogue, a professional website and a LinkedIn presence are the minimum. More important than tools is a person or team who owns negotiation and follow-up.

6. How will you manage payment and shipping risk?

Payment method, cargo insurance and each party's responsibilities must be clear in the contract. For your first deals, favour lower-risk terms.

Next step

If you have clear answers to most of these questions, you are ready to test the market. If not, an export assessment helps you see the gaps before making big commitments.