Getting started with import and export UK-wide

Export market research and selection

How to research overseas markets, assess demand, understand competition, and evaluate market entry costs.

Guide summary

Research overseas markets before choosing where to export. Check demand, competition, regulations, costs, and risks. Use Department for Business and Trade (DBT) support from trade experts in over 100 countries to help you decide.

  • Research market demand – check size and growth rate
  • Identify competitors and how you can stand out
  • Check product standards, certifications, and import rules
  • Calculate tariffs, shipping costs, and distributor margins (20-40%)
  • Assess payment risk: buyer creditworthiness and country stability
  • Use DBT network in 100+ countries for market intelligence
  • Attend free Export Academy workshops online
  • Read FCDO Overseas Business Risk assessments for key markets
  • Check Transparency International Index and FATF lists for high-risk countries
  • Learn cultural differences in negotiation and business practices
On this page

Related guides in Growth & Strategy

VAT and tax on exports

Zero-rating exports, evidence requirements, rules of origin, and claiming tariff-free trade under UK agreements.

Get paid for your exports

Payment methods, export finance, and how to reduce the risk of non-payment when selling overseas.

Choosing the right export markets determines your success. Systematic research across demand, competition, regulations, costs, and risks enables informed market selection decisions.

Department for Business and Trade support

The UK has a global network of trade experts in 100+ countries who can provide market intelligence, regulatory advice, and connections to local specialists.

Assessing political and economic risk

The Foreign, Commonwealth & Development Office publishes Overseas Business Risk assessments for major markets, covering political/economic issues, corruption, human rights, terrorism/security, and intellectual property protection.

Understanding costs and barriers

Research what tariffs your customers will pay (affects your competitiveness), logistics costs for your shipping method and destination, agent or distributor margins (20-40% typical), IP protection costs (registration and enforcement), and product certification or testing requirements.

Cultural and business practice research

Beyond regulations, understand business culture: negotiation styles, relationship importance, decision-making processes, payment term expectations, and timing considerations (religious holidays, fiscal years, weather patterns).

Market research resources