Though
the benefits of exporting can apply to companies large and
small, it is generally accepted that no small company should
consider exporting until the company is well established in
the domestic sector, or at least until one of the proprietors
has sufficient knowledge and experience of exporting to make
a concerted effort in overseas markets.
What
to Export
Selling
abroad bears very little difference to selling in the UK;
a need must be identified and a service or product introduced
to fill that need. Few restrictions are placed on what can
and can not be exported from Britain, other of course than
defence supplies to certain countries, and restrictions on
livestock and agricultural products. Where uncertain as to
whether or not restrictions might be placed on particular
products or services, the entrepreneur will obtain excellent
advice from: The Export Licensing Branch, Department of Trade,
Millbank Tower, Millbank, London, SW1P 4QU
071 215 8070
What restrictions
and limitations the exporter is likely to encountering are
more likely to be placed by that country into which one seeks
entry for whatever products and services are concerned. Developing
countries might place restrictions designedto protect their
own growing industries. Import controls might reveal themselves
in quotas, customs tariffs or complicated technical and documentation
requirements. Information and advice on technical requirements
might be available from: The British Standards Institution,
Technical Help to Exporters, Linford Wood, Milton Keynes,
MK14 6LE
0908 220022
Where
to Export
Most newcomers
to exporting opt for the relative ease of supplying to English-speaking
countries of the old Commonwealth and North America. In many
cases British traditions and customs are still very much in
evidence and the fact that many British banks and financial
institutions have branches in these locations can greatly
ease the assimilation process.The European Community might
however present the greatest opportunity for new and smaller
export firms, and will doubtless prove a more realistic and
attractive option with the removal in 1992 of all customs
barriers. Third World and developing countries present particular
problems. Payment facilities and procedures are rarely uncomplicated
and locating suitable distribution channels can prove difficult,
time-consuming and costly.
The most
likely first venues for marketing abroad might well be those
arising from unsolicited enquiries from potential foreign
customers, and information obtained from trade publications,
newspapers and specialist export publications.
