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Route to export market

Route to export market

Once you have identified your export market, you have to decide which is the best way of selling into it. There are a number of options:

Sell directly 

This involves arranging contracts with the end user.

Advantages include:

Disadvantages include:

Trade Fairs are an excellent way of meeting potential clients. Click here for more information

Selling online into an export market can be a good way in. Click here for more information

Use a distributor

This involves finding a partner who will buy your products to resell.

Advantages include:

Disadvantages include:

Use a sales agent

This involves employing someone, normally on commission to sell your products on your behalf

Advantages include:

Disadvantages include

Create a joint venture

This involves finding a like-minded business who will share the risks and profits with you while remaining independent.

Advantages include:

Disadvantages include

No matter which method you use, you must ensure that there is clarity regarding who is responsible for things like delivery, payment and insurance. Incoterms are internationally agreed terms that set out the responsibilities of the buyer and seller with respect to carriage of the goods from buyer to seller, export & import clearance, how the costs are divided and where the risks transfer from the seller to the buyer.

You should also ensure your intellectual property is protected so that others cannot copy your ideas and products.

Useful links:

Export for Growth - services and help aimed at helping small and medium business enter export markets.

Department for International Trade (South West)

DIT advice on selling into the market – web based information to help sell overseas

Growth hub providers – help with exporting

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