RETURN to Small Business Resources
Exporting can be a strong growth move—but it’s not just “sell overseas and ship it.” The businesses that succeed treat exporting as a structured expansion, not a side hustle. Here’s how to approach it step by step.
1. Confirm Your Product Is Export-Ready
Start by pressure-testing demand and practicality.
- Market demand: Are people already buying similar products in your target country?
- Product fit: Does your product need modifications (language, voltage, sizing, cultural preferences)?
- Margins: Exporting adds costs—shipping, tariffs, compliance—so make sure profit still exists.
A good starting resource is the U.S. Small Business Administration, which offers export readiness assessments.
2. Choose the Right Target Markets
Don’t try to go global all at once.
- Start with 1–2 countries where:
- Demand exists
- Regulations are manageable
- Shipping/logistics are realistic
- Use tools from the International Trade Administration to research market data and trade opportunities.
3. Understand Export Regulations
This is where many small businesses get tripped up.
- Determine if your product requires an export license via the U.S. Bureau of Industry and Security
- Check restricted or prohibited items lists
- Understand the Harmonized System (HS) code for your product (used for tariffs globally)
You’ll also need to comply with the destination country’s import laws.
4. Get Your Pricing Right
Export pricing is different from domestic pricing.
Factor in:
- Shipping and freight
- Duties and tariffs
- Insurance
- Currency exchange risk
Use Incoterms (international shipping terms like FOB, CIF) to clearly define who pays for what.
5. Build Logistics & Shipping Strategy
You have a few options:
- Direct shipping (you handle everything)
- Freight forwarders (they manage shipping, customs, paperwork)
- Distributors or agents in the foreign country
Many small businesses rely on freight forwarders early on to avoid costly mistakes.
6. Prepare Documentation
Exporting requires precise paperwork. Common documents include:
- Commercial invoice
- Packing list
- Bill of lading
- Certificate of origin
Mistakes here can delay shipments or result in fines.
7. Get Paid Securely
International transactions carry more risk.
Common payment methods:
- Wire transfers (low risk, common)
- Letters of credit (very secure, more complex)
- Online platforms (for small orders)
Protect yourself from currency fluctuations if you’re dealing in foreign currencies.
8. Market Your Product Internationally
What works in Ohio may not work in Europe or Asia.
- Adapt branding and messaging
- Translate your website and materials
- Consider local partners or marketplaces
The Export-Import Bank of the United States can also help with financing and risk protection.
9. Start Small and Scale
Don’t overcommit inventory or infrastructure.
- Test with small shipments
- Learn from delays, returns, or customer feedback
- Gradually expand into additional markets
10. Use Government & Local Resources
You don’t have to figure this out alone.
- U.S. Commercial Service offers matchmaking with foreign buyers
- Local Small Business Development Centers (SBDCs) often have export advisors
- State-level export assistance programs (Ohio has several)
Common Mistakes to Avoid
- Underestimating shipping and compliance costs
- Ignoring local regulations or certifications
- Choosing too many markets too quickly
- Not protecting against non-payment
Bottom Line
Exporting works best when treated like entering a new market, not just shipping farther away. Start focused, build systems, and lean on experienced partners early
