Every beginner exporter may feel uneasy navigating the international market, especially if you’re a small- to medium-sized business. With emerging tariffs, custom codes, and trade agreements, it can be a daunting industry to understand. But with the right preparation, you can turn these challenges into profitable opportunities.
In the recent Food Export webinar, “Becoming Export Ready: Meeting Buyer Expectations,” Export Education Coordinator Dennis Lynch presented various real-life scenarios a supplier may come across and the best ways to be prepared for your first export sales.
Some of the scenarios will be reviewed below. To gain full in-depth knowledge of even more trade-specific situations, check out the webinar here!
As a supplier partnering with us, you might begin with your first Buyers Mission, where Food Export sets up suppliers with potential international buyers and facilitate one-on-one meetings to explore export opportunities.
Dennis covered the importance of knowing your HS Code before attending a mission. This code can also go by other names, such as NCM numbers.
To learn more about HS Codes, Food Export recommends taking Export Essentials Module 2. You can also navigate to the U.S. Census Bureau’s Schedule B Search Engine , enter your specific product, and obtain your HS number. You only need the first six digits to trade internationally.
Once suppliers get comfortable with exporting, Food Export encourages participation in Focused Trade Mission events. These bring suppliers to a target country to meet with international buyers and learn about the market.
Each mission includes:
Participating in Focused Trade Missions can generate new trade leads, create distribution opportunities, and boost a supplier’s international sales, while also building strong relationships with other mission participants.
If a supplier is planning to travel or export to a neighboring country such as Mexico or Canada, it’s essential to know the legal agreements in place, such as the United States–Mexico–Canada Agreement (USMCA), and whether your product qualifies for it.
To check eligibility:
Trade shows are another way to network and gain exposure. They provide opportunities to meet leaders from the retail, wholesale, ready-meal, and food service industries, and to find new partnerships, new networks, and new trends to grow your business.
For example, a supplier might meet a buyer who claims to be the largest retailer in their country. This could be promising but always verify the information presented.
Use the FAS website Data and Analysis section:
If proven true, conduct further market research to see if your product will perform well in that country. On the same site, click the Global Agricultural Trade System (GATS) tab, select your product category, and review market growth data to ensure it’s a good fit.
When you join Food Export, you’ll also receive trade leads through our Online Product Catalog (OPC).
For example, you may receive a lead from Costa Rica for BBQ sauce. Lead requirements might include:
Being ready with this information ensures you can respond quickly and professionally to potential buyers.
From knowing your HS Code to verifying buyers and checking tariff eligibility, preparation is key. Staying informed and ready not only builds buyer confidence but also increases your chances of sealing the deal.
With Food Export’s training, trade missions, and research tools, a supplier’s business can confidently take its first steps toward successful international sales.