Exporting can open the door to bigger markets, new customers, and long‑term growth – but for many businesses, the first step feels like the hardest. If you’ve never exported before, you’re in the right place.

We can help you understand what it takes to enter global markets confidently and where to find trusted support along the way.

Research and prioritise your target markets

Conducting research is an important part of every exporting decision – who to sell to, how to price, what to adapt, and which rules apply. Researching this up front saves you time and money down the track.

Things to consider

• The size of the market and potential/likely demand for your product
• Competitors and how buyers purchase locally (distributors, marketplaces, direct)
• Cultural nuances that may affect meeting formalities, pitching, and negotiation
• Regulatory, tax, and certification requirements; check any FTA benefits
• The landed cost (the total cost to get your product to a buyer in another country), lead times, and how your product gets delivered once it arrives in the destination country

Use your research to build an export strategy

Your export strategy is where you convert your research into a practical plan – which market first, how you’ll enter, how you’ll price, what risks you’re taking, and milestones to track progress.

Things to consider

• Your objectives (pilot vs scale) and success metrics
• The entry route (eg agent/distributor, joint venture or direct)
• Market positioning and pricing
• Payment terms and Incoterms
• Risks (eg exchange rates, logistics, political, intellectual property) and how to mitigate them with simple contingencies
• A 12–24-month roadmap with quarterly review points

Make sure the business is committed and ready to follow through

When your team is small and stretched, exporting won’t happen unless everyone understands the priority and agrees on the time, budget and focus required. Clear ownership stops the export effort from getting overshadowed by day‑to‑day work.

Things to consider

• Budget ranges (setup, compliance, marketing, travel) and return-on-investment horizons
• Establishing a point person for exporting and involving the right people from across the business when needed.
• A simple governance process (who decides what, and when)

Confirm your offering is export-ready

Not every product or service will resonate overseas. Test your product or service, including the value, the proof and the standards you’ll need to meet. Look for ways to protect your brand and your intellectual property before you begin promoting your product/service.

Things to consider

• Evidence of demand and clear value in the chosen market
• Certifications or sector standards you must meet
• Documentation (datasheets, specs, MSDS where relevant) and after‑sales support
• Trademarks and IP protection in target markets

Consider what you need to adapt

Small adjustments can make a big difference – from labels and language to service hours and documentation. Planning early avoids customs headaches and customer confusion.

Things to consider

• Packaging, units of measure, materials/ingredient disclosures and labelling in the local language
• Required certifications and test reports
• Localised service (eg channels, hours) and user experience

Design your go‑to‑market and entry route

The right partners, channels and pricing structure speed up traction and reduce wasted spend.

Things to consider

• Choose entry route (distributor, agent, marketplace, JV, direct) and run due diligence
• Build pricing ladders and margin structures; calculate landed costs and set Incoterms
• Localise messaging and proof (case studies, certifications, testimonials)
• Define KPIs for launch (awareness, leads, conversion, repeat)

Make sure the numbers stack up

Exports draw on cash before they generate it. We recommend estimating your costs, margins, and cash flow before diving in. You can also consider grants, where available, to help you cover any upfront costs.

Things to consider

• Working capital for stock, compliance, freight and receivables
• Sensitivity analysis for foreign exchange, freight rates, duties and payment terms
• Payment security (letters of credit, export credit insurance)
• Grant eligibility and application timing

Lock down compliance, documentation and logistics

Correct documentation keeps your goods moving. Mistakes can cause delays, penalties, and reputational damage.

Things to consider

• Export declarations via the integrated cargo system (ICS), permits, exemptions, and HS codes (International product codes)
• Commercial invoice, packing list and Certificate of Origin (apply FTA rules of origin where relevant)
• Destination duties/taxes, prohibited/restricted goods checks, and insurance
• Contracts and Incoterms aligned with your logistics plan

Hot tip: Make sure your product codes match what you put on your export paperwork

Our teams support more than 70,000 trade shipments each year and can help you complete your export paperwork correctly.

Build exporting skills and systems in your business

Exporting adds more things to manage across your business. The right skills and steady routines keep everything running well as you grow.

Things to consider

• Be clear about who does what at each step, and set clear expectations with your partners
• Get training on documentation, compliance and local cultural norms
• Keep track of your key numbers and talk them through with your team
• Get feedback from customers and partners and make changes where needed

Launch, learn and scale

A controlled launch that’s closely monitored helps you refine as needed and then scale what’s working.

Things to consider

• Pilot one market with clear KPIs
• Adjust your messaging, pricing and sales channels based on what the data tells you
• Make sure your paperwork and compliance stay up to date when your products, packaging or partners change

Help to get started

We offer FTA training to help you understand the opportunities and requirements of Australia’s FTAs. And if you’re planning to export to Asia, we recommend our partner AsiaLink’s country guides for practical insights on culture, regulation and market mechanics.

If you’d like more tailored support, our International experts can help you navigate the complexities of expanding into new markets.

Austrade, Trade & Investment Queensland, and the Department of Foreign Affairs and Trade also offer a range of resources on their websites.

Glossary of exporting terms

ATA Carnets: An ATA Carnet is an international customs document that permits the duty-free and tax temporary export and import of goods into more than 80 countries for up to one year.

Certificates of Origin: A Certificate of Origin is a document that certifies exactly where goods were manufactured, grown or produced.

Free trade agreement: A free trade agreement, or FTA, is a deal between two or more countries that makes it easier and cheaper to trade with each other. if Australia has an FTA with another country, it often means it will be cheaper, easier, or faster to sell your product there.

HS codes: HS codes are international product codes used by customs to identify what you’re exporting. Customs agencies use it to decide duties, taxes, and any rules that apply.

Incoterms: International Commercial Terms define the responsibilities, costs, and risks for buyers and sellers in international transactions.

Integrated cargo system: This is the Australian Border Force’s online system for managing all import and export paperwork.

Landed cost: Landed cost is the total cost of getting your product into the buyer’s hands in another country. It includes everything from the moment the product leaves your warehouse to the moment it arrives with your customer, distributor or partner overseas.

Packing list: A packing list is a document that tells customs, freight companies, and the buyer exactly what’s inside your shipment.

MSDS: A Material Safety Data Sheet explains how to handle, store, and transport a chemical or hazardous material safely.