Exporting: how to turn commercial interest into a viable operation

Receiving interest from an international buyer is an important step, but there is still a path between the commercial opportunity and the actual export.

You need to understand exactly the product being negotiated, the volumes involved, the destination market, the commercial terms and each party’s responsibilities. With this information, it becomes possible to analyze the feasibility of the operation.

Documentation, destination-country requirements, supply capacity, packaging, logistics, lead times and payment terms must all be considered before closing the deal.

The negotiation must also make the responsibilities of seller and buyer clear. The better structured these conditions are, the lower the chance of disagreements during the operation.

Exporting consistently means turning a commercial opportunity into an organized process in which product, documentation, negotiation and logistics are aligned.

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