Guide on Exporting to Europe [Part 1]

This guide will take you through the process of exporting your products to Europe in 12 steps, starting from what makes Europe an interesting market for your products to enter, moving on to get your business prepared for your buyers in European countries, to finally seeing how you can grow your exports once you are actually exporting. 

Step 1: Why export to Europe?

There are more than 500 million consumers and 21 million small and medium-sized enterprises (SMEs) in Europe that could offer you business matching opportunities.

If you choose to export to Europe, your products must fit the foreign markets you are targeting. Maybe you are already exporting to other markets, or have already successfully sold products to European companies. 

In order to make exporting to Europe part of your company strategy, You need to be aware that:

• Exporting requires thorough preparation as the European markets are competitive and customer expectations are high.

• You may be required to scale up your production such as your minimum order’s quantity (MOQ)

• New markets mean new sets of requirements, preferences and cultures that you need to adapt to

• Exporting requires extra financial resources because it brings extra costs with it — think of international marketing, sending samples by courier and potentially product and equipment modifications.

Step 2: Is there a European market for your products?

Before deciding, make sure you have a clear picture of what your customers are looking for and what it takes to meet their expectations. The easiest way to get a first impression of where you can find opportunities for your products is to make use of information available online. This means consulting statistics databases and reading up on the characteristics of a sector, including trends, to see if your products fit the market. 

Click here to find out more about the tools that help to determine your trends that fit your target market!

Step 3: How do you get your company ready for exporting to Europe?

So, you are committed to exporting to Europe and it is now time to make sure your company is ready. Starting your export in new markets requires your company to adapt & meet the requirements there. Flexibility is a MUST as your company need to adapt to changes anytime. 

Also, do expect that you and your staff may need to work in a new language in order to communicate with new buyers. Your products may need some modification to fit the new markets and so do your production. It may need to be scaled up to fit your new market demands.

Below is a list of questions you need to ask yourself when getting your company ready for the market opportunities you have identified.

People 

• Do you have the right capacity? 
• Do you have people who can carry out market research? 
• Do you have experience in finding potential customers? 
• Do you have people with the right language skills?

Production 

• Do you have enough production capacity?
• Is your production cost-effective? 
• Do you have a quality control system compliant with European and international standards? 
• Do you have all the required facilities?

Product 

• Would you be able to modify your products for European markets? 
• Do your products or your company have any certifications that are recognised by Europe for your product to enter?

Money 

• Do you have access to finance for additional investments?

In conclusion, to export to Europe, you need to investment in time, in resources, in building relationships, in learning about the local cultures in order to grow your business successfully in the global market.

To recap...

To export to Europe, first, you need to be aware of the new sets of requirements, preferences and cultures. It is also essential to make sure that you have a clear picture of consumers demands and market trends to increase your sales. Lastly, you need to determine your business capabilities in terms of people, production & finances so that your business is ready for the market opportunities you have identified. 

In the next article, we will learn how exporting to Europe works. Follow by what are the ways to ensure that your products meet the European requirements and in which market does your product fits in the European countries.

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