Exporting Essentials
September 14, 2025 - September 14, 2025
All you need to know about breaking into international markets from market development to finance and distribution
When considering exporting you firstly need to develop an effective export strategy to minimise costs and maximize the probability of success.
Is there a relevant market to launch your label and if so where exactly? You will also need to research your potential competition and ensure profitability is viable in the face of this competition in your export venture.
Once these boxes have been ticked off, the marketing and selling of your product to this new overseas market(s) is essential and how you are going to finance the venture.
Researching your market
Market research is crucial to successfully break into an international market by identifying a small number of key target markets. Which regions of the world offer the greatest opportunities for selling your label abroad?
UK exports are currently running at an estimated £165billion accounting for nearly 60% of this trade via the EU. France alone took £18.4billion of exports from Britain last year; however as Britain remain outside the “Euro Zone” meaning that the turbulent economy and resultant fluctuations in currencies will inevitable impact the profitability and demand of exporting overseas.
You should also research key trade exhibitions to participate in to meet other exporters and potential clients, finding out first hand information about relevant target markets and meeting the competition. This is compulsory research and should be carried out extensively.
Distribution
How do you plan on the selling of your collection overseas? Would you set up another company abroad, remote sales office, use an existing local agency, distributor or licensee to both market and sell your services using the research you have already carried out? Your selection will be influenced by your specific target market and your collection. By participating in key trade events will also assist your choice.
Market reports are available for businesses to choose partners in various regions of the world. These will help you identify the best customers, appropriate approaches, pricing strategies and how to handle paperwork. The Ansoff matrix is another useful business tool to identify the development of your target market.
A forwarding agent is also necessary and can be found through the British International Freight Association.
Post sales service and technical support depend on your agreement with your local partners which should enforce the provision of routine support and any required after-training.
Sales and Marketing
If you work with a distributor you should receive inclusion in promotional literature as part of your marketing plan. Online presence is also key with the availability to purchase products if they wish. In addition, viewing product information in relevant languages will enhance your global compatibility. The world of e-commerce is overtaking the retail sector in the UK due to the economic climate fuelling the growing global trend and can make a huge impact on a businesses turnover.
Your Market research should also identify the kind of publications your target consumer will read abroad, you should therefore develop an advertising and public relations strategy to engage with such publications.
Personal contact is another essential element of success, you should attempt to make frequent visits to your customers and encourage reciprocal visits. Building up a database of your customers emails to keep them regularly updated of new and existing products and consulting them in product development will help you meet their requirements. Social networking websites are a cost and time effective way to engage with your consumer base too.
Financing your export venture
The majority of exporters use foreign exchange services followed by a bank overdraft or loan which is becoming increasingly hard to come by nowadays and then factoring and invoice discounting.
Actually receiving payment from your overseas customers can incur issues which can also lead to banks causing further concern of funding export ventures. Other financial institutes specify strict conditions which make sales overseas less profitable. It is therefore essential to research all options thoroughly as early as possible.
Receiving Payment
Landing an order from abroad may be the easiest step in the process however obtaining payment can be another matter entirely. Language is another hurdle needed tackling closely followed by fluctuating exchange rates. Checking credit on potential customers can be difficult to obtain and standard terms of trade also vary from country to country.
Average payment times abroad can usually take longer than the average 46 days taken in the UK. E.g. Greece takes 87 days, Italy take 81 and France take 58.
To ensure you get paid you can use:
Market research is crucial to successfully break into an international market by identifying a small number of key target markets. Which regions of the world offer the greatest opportunities for selling your label abroad?
UK exports are currently running at an estimated £165billion accounting for nearly 60% of this trade via the EU. France alone took £18.4billion of exports from Britain last year; however as Britain remain outside the “Euro Zone” meaning that the turbulent economy and resultant fluctuations in currencies will inevitable impact the profitability and demand of exporting overseas.
You should also research key trade exhibitions to participate in to meet other exporters and potential clients, finding out first hand information about relevant target markets and meeting the competition. This is compulsory research and should be carried out extensively.
Distribution
How do you plan on the selling of your collection overseas? Would you set up another company abroad, remote sales office, use an existing local agency, distributor or licensee to both market and sell your services using the research you have already carried out? Your selection will be influenced by your specific target market and your collection. By participating in key trade events will also assist your choice.
Market reports are available for businesses to choose partners in various regions of the world. These will help you identify the best customers, appropriate approaches, pricing strategies and how to handle paperwork. The Ansoff matrix is another useful business tool to identify the development of your target market.
A forwarding agent is also necessary and can be found through the British International Freight Association.
Post sales service and technical support depend on your agreement with your local partners which should enforce the provision of routine support and any required after-training.
Sales and Marketing
If you work with a distributor you should receive inclusion in promotional literature as part of your marketing plan. Online presence is also key with the availability to purchase products if they wish. In addition, viewing product information in relevant languages will enhance your global compatibility. The world of e-commerce is overtaking the retail sector in the UK due to the economic climate fuelling the growing global trend and can make a huge impact on a businesses turnover.
Your Market research should also identify the kind of publications your target consumer will read abroad, you should therefore develop an advertising and public relations strategy to engage with such publications.
Personal contact is another essential element of success, you should attempt to make frequent visits to your customers and encourage reciprocal visits. Building up a database of your customers emails to keep them regularly updated of new and existing products and consulting them in product development will help you meet their requirements. Social networking websites are a cost and time effective way to engage with your consumer base too.
Financing your export venture
The majority of exporters use foreign exchange services followed by a bank overdraft or loan which is becoming increasingly hard to come by nowadays and then factoring and invoice discounting.
Actually receiving payment from your overseas customers can incur issues which can also lead to banks causing further concern of funding export ventures. Other financial institutes specify strict conditions which make sales overseas less profitable. It is therefore essential to research all options thoroughly as early as possible.
Receiving Payment
Landing an order from abroad may be the easiest step in the process however obtaining payment can be another matter entirely. Language is another hurdle needed tackling closely followed by fluctuating exchange rates. Checking credit on potential customers can be difficult to obtain and standard terms of trade also vary from country to country.
Average payment times abroad can usually take longer than the average 46 days taken in the UK. E.g. Greece takes 87 days, Italy take 81 and France take 58.
To ensure you get paid you can use:
- Letters of credit with a guarantee from a UK bank.
- Advance payments incurring no risk and no financing costs
- Bills of exchange requiring your customer to pay a specified amount on a certain date.
- Open account trading for existing customers within the EU amounting to offering credit.
You must ensure you negotiate a written formal agreement for credit terms for whichever method of payment you use prior to the delivery of goods.
