Getting started with import and export

Export market research and selection

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

UK-wide
Guide summary

Research export markets systematically by assessing demand, competition, regulations, and costs. Use UK government support services for market intelligence and advice. Check political and economic risks before entering a market.

  • Assess demand: Check market size, growth rate, and product fit
  • Analyse competitors: Identify local and international rivals
  • Review regulations: Check standards, tariffs, and IP requirements
  • Calculate costs: Include logistics, agent margins, and certifications
  • Use DBT services: Access global trade experts and export workshops
  • Check FCDO risk reports: Cover corruption, stability, and IP protection
  • Understand culture: Research negotiation styles and business practices
  • Register IP early: Protect intellectual property in target markets
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UK-wide

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