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Here is a free business plan sample for an import/export company.

If you're considering entering the dynamic world of international trade but are unsure how to start, you've landed on the right page.

In the content that follows, we will present to you a comprehensive sample business plan tailored for an import/export company.

As you might be aware, a meticulously developed business plan is a cornerstone of success for any entrepreneur. It serves as a roadmap, enabling you to outline your business objectives, strategies, and the intricate details of your operations.

To streamline your planning process and get started on a solid foundation, you can utilize our import/export business plan template. Additionally, our team of experts is available to review and refine your plan at no extra cost.

How to draft a great business plan for your import/export company?

A good business plan for an import/export company must be tailored to the intricacies of international trade.

To start, it is crucial to provide a comprehensive overview of the global market you intend to operate in. This includes analyzing trade volumes, growth trends, and the economic climate, similar to what we have outlined in our import/export business plan template .

Your business plan should clearly articulate your company's vision, define your target markets (such as specific countries or regions), and describe your unique value proposition (competitive pricing, specialized products, etc.).

Market analysis is paramount. You need to thoroughly understand the regulatory environment, tariffs, and trade agreements that affect your business, as well as the competitive landscape and demand in your chosen markets.

For an import/export business, it is essential to detail your product or service offerings. Explain what you are importing or exporting, the benefits of these products or services, and how they fulfill the needs of your target market.

The operational plan should cover your logistics and supply chain strategy, including the selection of freight forwarders, customs brokers, and methods of transportation. It should also outline your approach to managing international payments and currency risks.

Quality control, compliance with international standards, and adherence to trade regulations are critical points to emphasize in your business plan.

Marketing and sales strategies must be adapted to the international context. Discuss how you will build relationships with foreign distributors, utilize trade shows, and leverage digital marketing to reach a global audience.

Given the digital age, having a robust online presence, including a professional website and active engagement on relevant B2B platforms, is indispensable.

The financial section should include your startup costs, projected revenues, cost of goods sold, and operational expenses. It is also important to analyze the financial risks associated with exchange rate fluctuations and international transactions. For assistance with this, consider using our financial forecast for an import/export business .

Compared to other business plans, an import/export business plan must pay special attention to international market analysis, logistics, customs regulations, and currency management.

A well-crafted business plan will not only help you clarify your strategy and operations but also serve as a tool to attract investors or secure loans.

Lenders and investors will be looking for a comprehensive understanding of international markets, a solid financial plan, and a clear operational strategy for managing the complexities of global trade.

By presenting a thorough and substantiated plan, you showcase your expertise and dedication to the success of your import/export venture.

To streamline the process and ensure you cover all necessary aspects, you can start with our import/export business plan template .

A free example of business plan for an import/export company

Here, we will provide a concise and illustrative example of a business plan for a specific project.

This example aims to provide an overview of the essential components of a business plan. It is important to note that this version is only a summary. As it stands, this business plan is not sufficiently developed to support a profitability strategy or convince a bank to provide financing.

To be effective, the business plan should be significantly more detailed, including up-to-date market data, more persuasive arguments, a thorough market study, a three-year action plan, as well as detailed financial tables such as a projected income statement, projected balance sheet, cash flow budget, and break-even analysis.

All these elements have been thoroughly included by our experts in the business plan template they have designed for an import/export company .

Here, we will follow the same structure as in our business plan template.

Market Opportunity

Market overview and statistics.

The import/export industry is a critical component of global trade, facilitating the movement of goods across international borders.

According to recent data, the global import/export market is valued in the trillions of dollars, highlighting its immense scale and impact on the world economy. In the United States alone, the total value of imports and exports amounted to over 5 trillion dollars in recent years.

This industry is vital for connecting producers and consumers worldwide, allowing for the distribution of a diverse range of products, from raw materials to finished goods.

These statistics underscore the significant role that the import/export sector plays in global commerce and its potential for lucrative business opportunities.

Industry Trends

The import/export sector is influenced by several key trends that shape the way trade is conducted.

Globalization continues to drive the expansion of international trade, with businesses sourcing products from and selling to markets around the world. E-commerce is also transforming the industry, as more companies leverage online platforms to reach global customers and streamline their operations.

Supply chain optimization is a major focus, with companies investing in logistics and technology to improve efficiency and reduce costs. Additionally, there is a growing emphasis on sustainability, as businesses seek to minimize their environmental impact and meet consumer demand for eco-friendly practices.

Trade agreements and regulatory changes also play a significant role in the industry, affecting tariffs, trade barriers, and market access.

These trends highlight the dynamic nature of the import/export business and the need for companies to stay informed and adaptable to succeed.

Key Success Factors

Success in the import/export industry hinges on several critical factors.

First and foremost, a deep understanding of international markets and regulations is essential. Companies must navigate complex trade laws and customs procedures to ensure compliance and avoid costly delays.

Building strong relationships with reliable suppliers and customers is also crucial for establishing trust and securing repeat business.

Strategic location and logistics capabilities are vital for efficient transportation and distribution of goods. Proximity to major ports, airports, and transportation networks can provide a competitive edge.

Exceptional customer service and communication are important for managing transactions and resolving any issues that may arise during the import/export process.

Lastly, effective risk management and the ability to adapt to changing market conditions are key to maintaining profitability and growth in the face of economic fluctuations and trade disputes.

The Project

Project presentation.

Our import/export company project is designed to bridge the gap between global markets and local businesses by providing a reliable and efficient trade channel. Strategically located to access major shipping routes and transportation hubs, our company will specialize in the import and export of high-demand commodities such as electronics, consumer goods, agricultural products, and textiles.

We will leverage advanced logistics, customs expertise, and a deep understanding of international trade regulations to ensure smooth and timely delivery of goods. Our services will cater to small and medium-sized enterprises (SMEs) looking to expand their market reach without the complexities of global trade.

Our import/export business aspires to be a trusted partner for companies aiming to navigate the complexities of international trade, thereby fostering global business growth and diversification.

Value Proposition

The value proposition of our import/export company lies in our ability to connect businesses with international markets, providing a seamless and cost-effective solution for trading goods across borders.

Our commitment to reliability, transparency, and customer service offers our clients peace of mind, knowing their international trade needs are managed by experts. We aim to simplify the import/export process, allowing businesses to focus on their core operations while we handle the intricacies of global logistics.

We are dedicated to empowering businesses to reach new markets, offering tailored solutions that align with their strategic goals, and contributing to their growth and success in the global marketplace.

Our company strives to be a catalyst for international trade, enabling businesses to leverage global opportunities and driving economic development in the communities we serve.

Project Owner

The project owner is an experienced entrepreneur with a robust background in international trade and logistics.

With a track record of successful trade negotiations and a vast network of global contacts, he is well-equipped to establish an import/export company that stands out for its efficiency, reliability, and customer-focused approach.

Driven by a vision of connecting markets and facilitating global commerce, he is committed to providing top-tier import/export services that support the growth of businesses and contribute to the dynamism of the global economy.

His dedication to excellence and his strategic insight into the world of international trade make him the driving force behind this project, aiming to create new opportunities for businesses and enhance the flow of goods across international borders.

The Market Study

Market segments.

The market segments for this import/export company are diverse and cater to various industries and consumer needs.

Firstly, there are businesses seeking to import goods and raw materials that are not readily available in the local market, such as specialized machinery, electronics, or unique consumer products.

Secondly, domestic manufacturers and producers looking to expand their market reach by exporting goods to international markets form another significant segment.

The market also includes retailers and e-commerce platforms that require a steady flow of imported products to satisfy consumer demand for variety and quality.

Finally, trade consultants and logistics companies can be key partners, as they may require the services of an import/export company to facilitate their operations.

SWOT Analysis

A SWOT analysis of this import/export company project reveals several aspects.

Strengths include a robust network of international suppliers and buyers, expertise in logistics and customs regulations, and the ability to offer competitive pricing due to economies of scale.

Weaknesses might involve currency exchange risks, dependency on international trade policies, and the challenge of maintaining quality control across borders.

Opportunities can be found in the increasing globalization of trade, the rise of e-commerce, and the potential to enter emerging markets with high demand for imported goods.

Threats could include geopolitical tensions affecting trade routes, sudden changes in import/export regulations, and the volatility of international shipping costs.

Competitor Analysis

Competitor analysis in the import/export industry indicates a highly competitive environment.

Direct competitors include other import/export companies, both large multinational corporations and smaller niche firms.

These competitors strive to establish strong relationships with suppliers and buyers, offer cost-effective solutions, and ensure timely delivery of goods.

Potential competitive advantages include a comprehensive understanding of market trends, superior customer service, and the agility to adapt to changing trade environments.

Understanding the strengths and weaknesses of competitors is crucial for carving out a unique market position and for strategic planning.

Competitive Advantages

Our import/export company's competitive edge lies in our extensive global network and our commitment to providing personalized service to each client.

We have established strong partnerships with reliable suppliers and logistics providers to ensure a seamless supply chain from source to destination.

Moreover, our expertise in navigating complex trade agreements and customs regulations allows us to minimize delays and reduce costs for our clients.

We are dedicated to transparency in our operations, providing clients with real-time updates on their shipments and ensuring that all transactions comply with international trade laws.

You can also read our articles about: - the customer segments of an import/export company - the competition study for an import/export company

The Strategy

Development plan.

Our three-year development plan for the import/export company is designed to establish a strong foothold in the international trade market.

In the first year, we will concentrate on building a robust network of suppliers and buyers, focusing on high-demand products and ensuring compliance with trade regulations.

The second year will be dedicated to expanding our market reach by entering new territories and diversifying our product portfolio to cater to a broader audience.

In the third year, we aim to solidify our presence in the industry by enhancing our logistics, customer service, and exploring strategic partnerships with local and international businesses.

Throughout this period, we will prioritize efficiency, customer satisfaction, and adaptability to the dynamic global market conditions to secure our growth and success.

Business Model Canvas

The Business Model Canvas for our import/export company targets businesses seeking reliable access to international markets for their products, as well as those looking to source goods from abroad.

Our value proposition is centered on providing seamless trade solutions, competitive pricing, and ensuring product quality and compliance.

We conduct our operations through direct sales channels, online platforms, and through partnerships with local distributors, utilizing our key resources such as our global trade network and logistics expertise.

Key activities include market research, negotiation, logistics management, and customer support.

Our revenue streams are generated from service fees, commissions on transactions, and margins on products traded, while our costs are mainly associated with logistics, operations, and marketing.

Access a comprehensive and editable real Business Model Canvas in our business plan template .

Marketing Strategy

Our marketing strategy is built on establishing trust and demonstrating expertise in the import/export field.

We aim to educate potential clients about the advantages of our services and the efficiency of our trade processes. Our approach includes targeted online campaigns, participation in trade shows, and the creation of informative content on international trade regulations and trends.

We will also develop partnerships with industry leaders to enhance our credibility and reach.

Additionally, we will leverage social media and professional networking platforms to connect with businesses worldwide, while emphasizing our commitment to providing exceptional trade services.

Risk Policy

The risk policy of our import/export company is designed to mitigate risks associated with international trade, such as currency fluctuations, compliance with trade laws, and supply chain disruptions.

We employ rigorous due diligence procedures, engage in hedging strategies to manage currency risks, and maintain strong relationships with logistics providers to ensure supply chain reliability.

Regular audits and compliance checks are conducted to adhere to international trade regulations. We also maintain a conservative financial strategy to manage operational costs effectively.

Furthermore, we have comprehensive insurance coverage to protect against unforeseen events and liabilities. Our priority is to conduct secure and efficient trade operations while safeguarding the interests of our clients and our business.

Why Our Project is Viable

We envision establishing an import/export company that serves as a bridge between markets, facilitating the flow of goods and contributing to global commerce.

With our strategic approach to market entry, commitment to service excellence, and adaptability to market trends, we are confident in our ability to thrive in the competitive world of international trade.

We are excited about the opportunity to foster global business connections and drive growth for our clients and our company.

We remain open to innovation and strategic shifts to navigate the complexities of global trade, and we look forward to the prosperous future of our import/export venture.

You can also read our articles about: - the Business Model Canvas of an import/export company - the marketing strategy for an import/export company

The Financial Plan

Of course, the text presented below is far from sufficient to serve as a solid and credible financial analysis for a bank or potential investor. They expect specific numbers, financial statements, and charts demonstrating the profitability of your project.

All these elements are available in our business plan template for an import/export company and our financial plan for an import/export company .

Initial expenses for our import/export company include setting up a robust logistics network, securing partnerships with reliable suppliers and distributors, obtaining the necessary licenses and permits for international trade, investing in a customer relationship management (CRM) system, and costs related to brand creation and launching targeted marketing campaigns to establish our presence in the market.

Our revenue assumptions are based on a comprehensive analysis of global market trends, the demand for specific products in various regions, and the potential for competitive pricing.

We anticipate a steady increase in trade volume, starting conservatively and expanding as our network and reputation in the import/export industry grow.

The projected income statement indicates expected revenues from our trading activities, cost of goods sold (including freight, tariffs, and insurance), and operating expenses (office rent, marketing, salaries, etc.).

This results in a forecasted net profit essential for assessing the long-term viability of our business.

The projected balance sheet reflects assets specific to our business, such as inventory, accounts receivable, and liabilities including debts and anticipated operational expenses.

It shows the overall financial health of our import/export company at the end of each fiscal period.

Our projected cash flow statement details incoming and outgoing cash flows, allowing us to anticipate our cash needs at any given time. This will enable us to effectively manage our finances and avoid liquidity issues.

The projected financing plan lists the specific financing sources we plan to use to cover our startup and operational expenses.

The working capital requirement for our import/export company will be closely monitored to ensure we have the necessary liquidity to finance our daily operations, including purchasing inventory, managing supplier payments, and covering overhead costs.

The break-even point specific to our project is the level of sales needed to cover all our costs, including startup expenses, and begin generating a profit.

It will indicate when our business will become financially sustainable.

Performance indicators we will track include the gross margin on our traded goods, the inventory turnover ratio to assess the efficiency of our stock management, and the return on investment to measure the profitability of the capital invested in our business.

These indicators will help us evaluate the financial health and overall success of our import/export company.

If you want to know more about the financial analysis of this type of activity, please read our article about the financial plan for an import/export company .

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Import Export Business Plan Template

Written by Dave Lavinsky

Import Export Business Plan

You’ve come to the right place to create your Import Export business plan.

We have helped over 1,000 entrepreneurs and business owners create business plans and many have used them to start or grow their Import Export businesses.

Below is a template to help you create each section of your Import Export business plan.

Executive Summary

Business overview.

Trade Global is a startup Import/Export company located in Houston, Texas. The company was founded by Ted Rogers, who has deep experience as a wholesale distribution executive. Ted has long aspired to work for himself, and has been systematically acquiring the tools and knowledge necessary to successfully operate an import/export business. The combination of his skills and drive positions him to succeed. What’s more, he has an extensive network of contacts across the globe, which will provide an edge in acquiring clientele.

Product Offering

Trade Global has acquired a warehouse in Hong Kong, and has entered into contracts with five Asian manufacturers to export goods to the United States. As the company gains credibility and grows its client base, it has plans to begin building its own fleet of cargo ships that will carry goods both into and out of the United States.

Customer Focus

Trade Global will procure products from manufacturers and wholesale products to distributors throughout the United States, Southeast Asia, and Europe.

Management Team

Trade Global will be owned and operated by Ted Rogers. Ted has a background as a wholesaler, and is a graduate of Michigan State University’s Supply Chain Management program, and subsequently earned an Export/Import Certificate from the International Chamber of Commerce (ICC).

Success Factors

Trade Global will be able to achieve success by offering the following competitive advantages:

• Friendly, knowledgeable, and highly qualified owner
• An ideal warehouse location in Hong Kong, with ample room for expansion
• FTZ status with Port Houston

Financial Highlights

Trade Global is seeking $750,000 in debt financing to launch its import/export operation. The funding will be dedicated towards procuring, packing, and shopping products, and payroll of the staff until the firm reaches break even. The breakout of the funding is below:

• Inventory: $250,000
• Shipping costs: $250,000
• Office equipment, supplies, and materials: $10,000
• Overhead expenses (payroll, rent, utilities): $200,000
• Marketing costs: $20,000
• Working capital: $20,000

The following graph below outlines the pro forma financial projections for Trade Global.

Company Overview

Who is trade global.

Trade Global is a startup import/export company located in Hong Kong and Houston, Texas. The company was founded by Ted Rogers, who has deep experience as a wholesale distribution executive. Ted has long aspired to work for himself, and has been systematically acquiring the tools and knowledge necessary to successfully operate an import/export business. The combination of his skills and drive positions him to succeed. What’s more, he has an extensive network of contacts across the globe, which will provide an edge in acquiring clientele.

  Trade Global aims to deliver a wide variety of goods both into and out of the United States. The team is highly qualified and experienced in sales and supply chain management.

Trade Global History

Trade Global is owned and operated by Ted Rogers, a former distribution executive and ICC certified Importer/Exporter. Ted has worked for a large wholesale company and oversaw a wide variety of accounts from around the world. Derek’s tenure with the wholesale distribution company, as well as his education in Supply Chain Management has given him the skills and knowledge required to venture out and start his own company. Ted has been awarded contracts with two large Chinese manufacturers, which guarantees Trade Global stability while it works to increase its reach.

Since incorporation, Trade Global has achieved the following milestones:

• Registered Trade Global, LLC to transact business in the state of Texas.
• Acquired an import license from US Customs and Border Protection (CBP)
• Has acquired an existing warehouse in Hong Kong.
• Reached out to numerous manufacturers to apply for wholesale contracts.
• Entered into a contract with a deep sea cargo transportation company.
• Began recruiting warehouse workers, and office personnel to work at Trade Global.

Import Export Services

Trade Global has signed contracts with two manufacturers, to export goods from China to the US. It will begin as a small exporter, with ample warehouse space for growth. The company will keep abreast of logistics technology innovations as it grows.

Industry Analysis

The US import/export industry is significant in terms of revenue. According to the United States International Trade Commission (USITC), the total value of US goods and services exports in 2022 was approximately $2.09 trillion, and the value of imports was approximately $3.0 trillion. This resulted in a trade deficit of roughly $948.1 billion for the year. The revenue generated by the industry is a combination of goods and services exported and imported by the United States.

Over the last few decades, the US import/export industry has seen consistent growth. The USITC data indicates that the total value of US exports and imports has grown substantially since the 1980s. This growth is influenced by factors such as globalization, trade agreements, technological advancements, and evolving consumer demands.

The trade deficit, which occurs when the value of imports exceeds exports, has been a subject of concern for policymakers. Reducing the trade deficit has been a goal of various US administrations.

Several trends have shaped the US import/export industry:

• Globalization: Increased globalization has allowed US businesses to access international markets and global supply chains. This trend has led to an expansion in both exports and imports, as well as an interconnected global economy.
• E-commerce: The growth of e-commerce has had a substantial impact on the industry. Small and medium-sized enterprises (SMEs) have easier access to international markets through online platforms, leading to a boost in exports of services and goods.
• Trade Policies: Trade policies, such as tariffs and trade agreements, have a significant impact on the industry. The US has experienced trade tensions with several countries, notably China. These policies can influence the types of goods and services that are imported and exported.
• Technology: Advancements in technology have made it easier for businesses to engage in international trade. Technologies like blockchain, logistics software, and automation have improved efficiency and tracking in the import/export process.
• Environmental and Ethical Concerns: There is a growing focus on sustainable and ethical trade practices. Consumers and businesses are increasingly concerned about the environmental impact of products, leading to changes in supply chain management and the types of goods being imported and exported.
• Geopolitical Factors: Geopolitical factors, such as trade relations with China, Brexit, and tensions in the Middle East, can affect trade patterns and the stability of the import/export industry.

Customer Analysis

Profile of target market.

Trade Global will initially target manufacturing companies in China, and wholesale companies in the US.

The precise data for these target markets are:

China In 2022, the total merchandise exports from China amounted to around 24 trillion yuan. This included 6.3 trillion yuan worth of high and new-tech products and over 13.6 trillion yuan worth of mechanical and electronic products.

As of 2021, there were around 25,200 state-owned industrial enterprises above designated size in China.

United States The Wholesale Trade sector is an intermediary step in the supply chain process. Companies in the sector distribute goods from agriculture, mining, manufacturing and information industries to downstream markets, typically without any transformation. In 2023, the US Wholesale sector is valued at $11.3 trillion.

Customer Segmentation

Trade Global will primarily target the following customer profiles:

• Small to medium manufacturers of FMCG in China
• Wholesale distributors of FMCG in US

Competitive Analysis

Direct and indirect competitors.

Trade Global will face competition from other companies with similar business models. A description of each competitor company is below.

Global Electronic Imports & Exports, Inc.

Established in 1990, Global Electronic Imports & Exports specializes in the import and export of consumer electronics, including smartphones, tablets, and audio equipment. They also deal in a range of accessories and components related to consumer electronics.

Global Electronic Imports & Exports has long-standing partnerships with major electronics manufacturers in Asia, including Samsung, LG, and Panasonic. They also collaborate with major US-based retailers for distribution.

Global Electronic Imports & Exports reported an annual trade volume of approximately $150 million in consumer electronics and related products last year.

Natural Foods International

Established in 2005, Natural Foods International specializes in the import and export of food products, with a focus on organic and non-GMO items. They deal in a wide range of commodities, including grains, nuts, and dried fruits.

The company has established partnerships with a network of international organic farms and cooperatives. They also have distribution agreements with major US grocery chains, such as Whole Foods Market and Trader Joe’s.

Last year, Natural Foods International reported a trade volume of approximately $85 million in organic and non-GMO food products.

Titan Heavy Machinery, Inc.

Established in 1998, Titan Heavy Machinery is a specialized import/export company focusing on the heavy equipment and construction industry. Their product range includes excavators, bulldozers, and industrial vehicles.

The company has close partnerships with leading heavy machinery manufacturers, particularly in Japan and Germany. They also collaborate with construction and mining companies in the US and overseas.

Last year, Titan Heavy Machinery reported a trade volume of approximately $60 million in heavy equipment and machinery, serving the construction and infrastructure development sectors.

Competitive Advantage

Trade Global will be able to offer the following advantages over their competition:

• Smaller, more personal operation, with highly-qualified supply chain experts
• Trade Global stays abreast of all technology developments, constantly seeks to improve the supply chain, and delivers an accurate and complete shipment to each customer.
• Trade Global offers competitive pricing for its services. Their pricing structure is the most cost effective compared to the competition.

Marketing Plan

Brand & value proposition.

Trade Global will offer the unique value proposition to its clientele:

• Highly-qualified team of supply chain experts that provide a comprehensive suite of export/import services (sales, packaging, shipping, customs, tariff/financial, marketing, expedient delivery).
• Unbeatable pricing to its clients – Trade Global does not mark up its services at a large percentage, offering competitive pricing.

Promotions Strategy

Flexibility and adaptability are key in marketing, as the import/export industry is subject to changes in international trade policies, global economic conditions, and shifting market dynamics.

The promotions strategy for Trade Global is as follows:

Create a Strong Online Presence:

Trade Global will build a professional, user-friendly website that showcases the company’s services, products, and expertise. The site will be optimized for search engines (SEO) to improve its visibility in online search results.

Network and Build Relationships:

Trade Global will make a point of attending a variety of trade shows and industry events to meet potential clients, suppliers, and partners, since building and maintaining relationships in the import/export industry is often critical to success.

Trade Global will also join industry-specific associations and chambers of commerce to gain credibility and access a network of contacts.

Online Marketing:

Trade Global will list products or services on established online B2B marketplaces like Alibaba, Global Sources, or TradeIndia to reach a global audience.

Trade Global will launch an email marketing campaign to reach potential clients, partners, and suppliers. Share industry news, company updates, and promotional offers.

The company will use online advertising platforms such as Google Ads and social media advertising to deliver targeted ads that promote import/export services.

Trade Publications and Directories:

Trade Global will advertise the business in relevant industry directories and advertise in trade publications specific to each product niche.

Trade Global’s pricing will be moderate and on par with competitors so clients feel they receive value when purchasing their goods and services.

Operations Plan

The following will be the operations plan for Trade Global. Operation Functions:

• Ted Rogers will initially handle all procurement, finding goods, buyers for goods, negotiating prices, and arranging logistics.
• The company will employ an administrative assistant, who will handle all documentation and answer non-urgent communications.
• The company will employ three warehouse managers to oversee logistics operations.

Milestones:

Trade Global will have the following milestones complete in the next eight months.

• 5/1/202X – Finalize construction of warehouse space
• 6/1/202X – Complete recruitment process for warehouse management
• 6/15/202X – Finalize shipping partnerships
• 8/1/202X – Finalize wholesale contracts
• 11/15/202X – Complete hiring of warehouse team
• 12/1/202X – Receive first products intended for export

Trade Global will be owned and operated by Ted Rogers, who will oversee the procurement and logistical operations.

Ted Rogers has a background in wholesale, and is a graduate of Michigan State University’s Supply Chain Management program, and subsequently earned an Export/Import Certificate from the International Chamber of Commerce (ICC).

Trade Global has begun the recruitment process for experienced Warehouse Managers in Hong Kong, and expects to complete the hiring process within one month.

Financial Plan

Key revenue & costs.

The revenue drivers for Trade Global will largely rely on finding the best buyers for products being imported/exported. In addition, negotiating the lowest shipping costs will be a significant factor in revenue realized.

The cost drivers will be the overhead costs required to procure goods, and operate the warehouse. The major expenses will be payroll, and shipping costs.

Funding Requirements and Use of Funds

Key assumptions.

The following outlines the key assumptions required to achieve the revenue and cost numbers in the financials and to pay off the startup business loan.

• Sales Revenue: Projected sales revenue will be broken down by product or service, region, and customer segments.
• Gross Margin: Profit projections will account for variations in costs, such as shipping, import duties, and currency fluctuations.
• Cost of Goods Sold (COGS): This includes the cost of acquiring the goods for import or export.
• Currency Exchange Rates: Exchange rates can significantly impact the financial performance of an importer/exporter.
• Credit Terms: Credit terms offered to customers and suppliers impact cash flow and working capital requirements.
• Inventory Turnover: Carrying costs and storage expenses will impact profit; therefore, an accurate forecast of how quickly inventory will need to be replenished is important
• Taxes and Duties: Import/export duties, taxes, and customs fees based on the countries involved in the trade
• Economic Conditions: inflation rates, interest rates, and political stability can affect profitability

Financial Projections

Income statement, balance sheet, cash flow statement, import export business plan faqs, what is an import export business plan.

An import export business plan is a plan to start and/or grow your import export business. Among other things, it outlines your business concept, identifies your target customers, presents your marketing plan and details your financial projections.

You can easily complete your Import Export business plan using our Import Export Business Plan Template here .

What are the Main Types of Import Export Businesses? 

There are a number of different kinds of import export businesses , some examples include: Export management company, Export trading company, and Import-export merchant (or free agent).

How Do You Get Funding for Your Import Export Business Plan?

Import Export businesses are often funded through small business loans. Personal savings, credit card financing and angel investors are also popular forms of funding.

What are the Steps To Start an Import Export Business?

Starting an import export business can be an exciting endeavor. Having a clear roadmap of the steps to start a business will help you stay focused on your goals and get started faster.

1. Develop An Import Export Business Plan - The first step in starting a business is to create a detailed import export business plan that outlines all aspects of the venture. This should include potential market size and target customers, the services or products you will offer, pricing strategies and a detailed financial forecast. 

2. Choose Your Legal Structure - It's important to select an appropriate legal entity for your import export business. This could be a limited liability company (LLC), corporation, partnership, or sole proprietorship. Each type has its own benefits and drawbacks so it’s important to do research and choose wisely so that your import export business is in compliance with local laws.

3. Register Your Import Export Business - Once you have chosen a legal structure, the next step is to register your import export business with the government or state where you’re operating from. This includes obtaining licenses and permits as required by federal, state, and local laws.

4. Identify Financing Options - It’s likely that you’ll need some capital to start your import export business, so take some time to identify what financing options are available such as bank loans, investor funding, grants, or crowdfunding platforms.

5. Choose a Location - Whether you plan on operating out of a physical location or not, you should always have an idea of where you’ll be based should it become necessary in the future as well as what kind of space would be suitable for your operations.

6. Hire Employees - There are several ways to find qualified employees including job boards like LinkedIn or Indeed as well as hiring agencies if needed – depending on what type of employees you need it might also be more effective to reach out directly through networking events.

7. Acquire Necessary Import Export Equipment & Supplies - In order to start your import export business, you'll need to purchase all of the necessary equipment and supplies to run a successful operation. 

8. Market & Promote Your Business - Once you have all the necessary pieces in place, it’s time to start promoting and marketing your import export business. This includes creating a website, utilizing social media platforms like Facebook or Twitter, and having an effective Search Engine Optimization (SEO) strategy. You should also consider traditional marketing techniques such as radio or print advertising.

Import Export Business Plan Template

Written by Dave Lavinsky

Import-Export Business Plan

Over the past 20+ years, we have helped over 1,000 entrepreneurs and business owners create business plans to start and grow their import-export businesses. On this page, we will first give you some background information with regards to the importance of business planning. We will then go through an import-export business plan template step-by-step so you can create your plan today.

Download our Ultimate Business Plan Template here >

What is an Import-Export Business Plan?

A business plan provides a snapshot of your import-export business as it stands today, and lays out your growth plan for the next five years. It explains your business goals and your strategy for reaching them. It also includes market research to support your plans.

Why You Need a Business Plan for an Import-Export Company

If you’re looking to start an import-export business, or grow your existing business, you need a business plan. A business plan will help you raise funding, if needed, and plan out the growth of your import-export business in order to improve your chances of success. Your import-export business plan is a living document that should be updated annually as your company grows and changes.

Sources of Funding for Import-Export Businesses

With regards to funding, the main sources of funding for an import-export business are personal savings, credit cards, bank loans and angel investors. With regards to bank loans, banks will want to review your business plan and gain confidence that you will be able to repay your loan and interest. To acquire this confidence, the lender will not only want to confirm that your financials are reasonable, but they will also want to see a professional plan. Such a plan will give them the confidence that you can successfully and professionally operate a business. Personal savings and bank loans are the most common funding paths for social media marketing businesses.

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How to write a business plan for an import-export company.

If you want to start an import-export business or expand your current one, you need a business plan. Below are links to each section of your import-export business plan template:

Executive Summary

Your executive summary provides an introduction to your business plan, but it is normally the last section you write because it provides a summary of each key section of your plan.

The goal of your Executive Summary is to quickly engage the reader. Explain to them the type of import-export business you are operating and its status. For example, are you a startup, do you have an import-export business that you would like to grow, or are you operating import-export companies in multiple markets?

Next, provide an overview of each of the subsequent sections of your plan. For example, give a brief overview of the import-export industry. Discuss the type of import-export business you are operating. Detail your direct competitors. Give an overview of your target market. Provide a snapshot of your marketing plan. Identify the key members of your team. And offer an overview of your financial plan.  

Company Analysis

In your company analysis, you will detail the type of import-export business you are operating.

For example, you might operate one of the following types of import-export companies:

• Export management company – these types of businesses handle all the details (hiring distributors, handling logistics, creating marketing materials, etc) for companies wishing to export a product.
• Export trading company – these types of businesses determine what products foreign buyers want, and then find domestic companies who make the product.
• Import-export merchant (or free agent) – this type of business buys merchandise from a manufacturer, and resells that merchandise around the world.

In addition to explaining the type of import-export business you will operate, the Company Analysis section of your business plan needs to provide background on the business.

Include answers to question such as:

• When and why did you start the business?
• What milestones have you achieved to date? Milestones could include the volume of products you have exported or imported, number of import-export contracts signed, etc.
• Your legal structure. Are you incorporated as an S-Corp? An LLC? A sole proprietorship? Explain your legal structure here.

Industry Analysis

In your industry analysis, you need to provide an overview of the import-export industry.

While this may seem unnecessary, it serves multiple purposes.

First, researching the import-export industry educates you. It helps you understand the market in which you are operating.

Secondly, market research can improve your strategy, particularly if your research identifies market trends.

The third reason for market research is to prove to readers that you are an expert in your industry. By conducting the research and presenting it in your plan, you achieve just that.

The following questions should be answered in the industry analysis section of your import-export business plan:

• How big is the import-export industry (in dollars)?
• Is the market declining or increasing?
• Who are the key competitors in the market?
• Who are the key suppliers in the market?
• What trends are affecting the industry?
• What is the industry’s growth forecast over the next 5 – 10 years?
• What is the relevant market size? That is, how big is the potential market for your import-export business? You can extrapolate such a figure by assessing the size of the market in the entire country and then applying that figure to your local population.

Customer Analysis

The customer analysis section of your import-export business plan must detail the customers you serve and/or expect to serve.

The following are examples of customer segments: manufacturers, wholesalers, retailers, and consumers.

As you can imagine, the customer segment(s) you choose will have a great impact on the type of import-export business you operate. Clearly, individuals looking to purchase coffee beans online would respond to different marketing promotions than mobile phone manufacturers, for example.

Try to break out your target market in terms of their demographic and psychographic profiles. With regards to demographics, include a discussion of the ages, genders, locations and income levels of the customers you seek to serve. Because most import-export companies primarily serve customers living in their same city or town, such demographic information is easy to find on government websites.

Psychographic profiles explain the wants and needs of your target customers. The more you can understand and define these needs, the better you will do in attracting and retaining your customers.

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Competitive Analysis

Your competitive analysis should identify the indirect and direct competitors your business faces and then focus on the latter.

Direct competitors are other import-export companies.

Indirect competitors are other options that customers have to purchase from that aren’t direct competitors. This includes manufacturers with vertically integrated distribution operations, or consumers who prefer to purchase similar products made domestically.

With regards to direct competition, you want to describe the other import-export companies with which you compete. Most likely, your direct competitors will be import-export businesses located very close to your location.

For each such competitor, provide an overview of their businesses and document their strengths and weaknesses. Unless you once worked at your competitors’ businesses, it will be impossible to know everything about them. But you should be able to find out key things about them such as:

• What types of customers do they serve?
• Do they specialize in specific products, or in imports from a specific country or region?
• What is their pricing (premium, low, etc.)?
• What are they good at?
• What are their weaknesses?

With regards to the last two questions, think about your answers from the customers’ perspective. And don’t be afraid to ask your competitors’ customers what they like most and least about them.

The final part of your competitive analysis section is to document your areas of competitive advantage. For example:

• Will you provide a wider variety of products or maintain distribution contracts with more manufacturers?
• Will you offer extra services, such as brokerage?
• Will you provide better customer service?
• Will you offer better pricing?

Think about ways you will outperform your competition and document them in this section of your plan.  

Marketing Plan

Traditionally, a marketing plan includes the four P’s: Product, Price, Place, and Promotion. For an import-export business plan, your marketing plan should include the following:

Product : In the product section, you should reiterate the type of import-export company that you documented in your Company Analysis. Then, detail the specific products you will be offering. For example, in addition to mobile phones, will your import-export business offer other consumer electronics such as laptops or wireless headphones?

Price : Document the prices you will offer and how they compare to your competitors. Essentially in the product and price sub-sections of your marketing plan, you are presenting the services you offer and their prices.

Place : Place refers to the location through which you will sell your imported/exported goods. For example, will you distribute your goods directly to consumers online, or will you maintain supply contracts with retailers and wholesalers? In this section, document each method by which you will sell your products.

Promotions : The final part of your import-export marketing plan is the promotions section. Here you will document how you will drive customers to your business. The following are some promotional methods you might consider:

• Advertising in trade papers and magazines
• Direct contact with potential clients (cold calling)
• Social media marketing
• Exhibits at Trade Shows

Operations Plan

While the earlier sections of your business plan explained your goals, your operations plan describes how you will meet them. Your operations plan should have two distinct sections as follows.

Everyday short-term processes include all of the tasks involved in running your import-export business, including determining which products are needed, sourcing product manufacturers, securing and maintaining all necessary licenses and permits, arranging logistics, etc.

Long-term goals are the milestones you hope to achieve. These could include the dates when you expect to sign your 100 th supply contract, or when you hope to reach $X in revenue. It could also be when you expect to expand your import-export business to a new market.  

Management Team

To demonstrate your import-export business’ ability to succeed, a strong management team is essential. Highlight your key players’ backgrounds, emphasizing those skills and experiences that prove their ability to grow a company.

Ideally you and/or your team members have direct experience in managing import-export companies. If so, highlight this experience and expertise. But also highlight any experience that you think will help your business succeed.

If your team is lacking, consider assembling an advisory board. An advisory board would include 2 to 8 individuals who would act like mentors to your business. They would help answer questions and provide strategic guidance. If needed, look for advisory board members with experience in logistics, or successfully running small businesses.  

Financial Plan

Your financial plan should include your 5-year financial statement broken out both monthly or quarterly for the first year and then annually. Your financial statements include your income statement, balance sheet and cash flow statements.

Income Statement

An income statement is more commonly called a Profit and Loss statement or P&L. It shows your revenues and then subtracts your costs to show whether you turned a profit or not.

In developing your income statement, you need to devise assumptions. For example, will you import from one country, or will you operate globally? And will sales grow by 2% or 10% per year? As you can imagine, your choice of assumptions will greatly impact the financial forecasts for your business. As much as possible, conduct research to try to root your assumptions in reality.

Balance Sheets

Balance sheets show your assets and liabilities. While balance sheets can include much information, try to simplify them to the key items you need to know about. For instance, if you spend $50,000 on building out your import-export business, this will not give you immediate profits. Rather it is an asset that will hopefully help you generate profits for years to come. Likewise, if a bank writes you a check for $50,000, you don’t need to pay it back immediately. Rather, that is a liability you will pay back over time.

Cash Flow Statement

In developing your Income Statement and Balance Sheets be sure to include several of the key costs needed in starting or growing an import-export business:

• Warehouse build-out including fixtures, construction, etc.
• Cost of buying or leasing the necessary transportation equipment (containers, cargo ship / airplane, etc.), or otherwise securing the means of transporting your goods
• Payroll or salaries paid to staff
• Business insurance
• Taxes and permits
• Legal expenses

Attach your full financial projections in the appendix of your plan along with any supporting documents that make your plan more compelling. For example, you might include your warehouse lease, or contracts with manufacturers and distributors.  

Putting together a business plan for your import-export business is a worthwhile endeavor. If you follow the template above, by the time you are done, you will truly be an expert. You will really understand the import-export industry, your competition, and your customers. You will have developed a marketing plan and will really understand what it takes to launch and grow a successful import-export business.  

Import Export Business Plan FAQs

What is the easiest way to complete my import export business plan.

Growthink's Ultimate Business Plan Template allows you to quickly and easily complete your Import Export Business Plan.

What is the Goal of a Business Plan's Executive Summary?

The goal of your Executive Summary is to quickly engage the reader. Explain to them the type of import export business you are operating and the status; for example, are you a startup, do you have an import export business that you would like to grow, or are you operating a chain of import export businesses?

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Sample Export Plan

Sample export plan .

Completing an international business plan helps you to anticipate future goals, assemble facts, identify constraints and create an action statement. It should set forth specific objectives and implement a timetable and milestones. A strategy for entering or expanding into targeted markets is critical to your success in the global marketplace.   

Conduct an “audit” of your company to determine how exporting will impact your operations. Consider the management issues for exporting, approaches to exporting, distribution channels and other important considerations that will impact your business. 

Understand the key components of an effective, actionable export plan. Just as no two companies are alike, there is no one-size-fits-all export plan. Your export plan should be an extension of your overall business plan, if not infused completely into your business plan. Many of the same questions for your international sales strategies will apply to your domestic sales plan. 

Have a clear idea of the information you need to collect and sources where you might find that information.  

Creating an international export plan is important for defining your company’s present status and internal goals and commitment. It is also required if you plan to seek export financing assistance. Prepare a plan prior to requesting bank loans. This can save both time and money.  

Sample Outline of an Export Plan 

Part I: Export Policy Commitment Statement    

Part II: Situation or Background Analysis 

Product/Service for Export 

Export License (if needed) 

Personal Export Organization 

Products/Services to be Exported 

Products that Qualify Under FTAs 

Resources Outside the Company 

Industry Structure, Competition, Demand Operations 

Export Control Compliance 

Product Classifications 

Resources Inside the Company 

​​  Part III: Marketing Component 

​Identifying, Evaluating, and Selecting Markets 

Product Selection and Pricing 

Distribution Methods                                             

Internal Organization and Procedures 

Sales Goals (Profit and Loss Forecasts)                

Terms and Conditions 

Pricing with Consideration of Duties, Taxes   

Freight Costs, and Logistics Included  

  Part IV: Tactics—Action Steps 

Primary Target Countries 

Indirect Marketing Efforts 

Quarterly Accomplishments 

Secondary Target Countries  

​  Part V: Export Budget 

Pro-forma Financial Statements     

Marketing Materials 

Travel       

Website Enhancements 

Trade Show Visits 

Other Costs 

​  Part VI: Implementation Schedule 

Follow-up 

Periodic Operational and Management Review (Measuring Results against the Plan) 

  Addenda: Background Data on Target 

Basic Market Statistics (Historical and Projected) 

Background Facts 

Competitive Environment 

Business Plan Template for Import Export Companies

• Great for beginners
• Ready-to-use, fully customizable Subcategory
• Get started in seconds

Starting an import-export business can be an exciting venture, but it requires careful planning and strategy to succeed in the global trade industry. That's where ClickUp's Business Plan Template for Import Export Companies comes in!

With this template, you can create a comprehensive business plan that covers all aspects of your import-export operations, including:

• Outlining your strategies and goals for entering and expanding in international markets
• Identifying target markets and customers to effectively position your products or services
• Assessing financial projections and budgets to ensure profitability and sustainability
• Determining logistics and supply chain management to streamline your operations
• Analyzing risks and competition to develop strategies for market penetration and differentiation

Don't miss out on the opportunity to create a roadmap for success in the import-export industry. Get started with ClickUp's Business Plan Template today!

Business Plan Template for Import Export Companies Benefits

Import and export companies can benefit greatly from using a business plan template specifically designed for their industry. Here are some of the advantages:

• Streamlining the strategic planning process by providing a structured framework for outlining goals and objectives
• Identifying target markets and customers, allowing for targeted marketing and sales efforts
• Assessing financial projections and forecasting revenue, expenses, and profitability
• Determining logistics and supply chain management strategies to optimize operations and minimize costs
• Analyzing risks and competition to develop effective risk management and competitive advantage strategies
• Creating a roadmap for success in the global trade industry, guiding the company's growth and expansion plans.

Main Elements of Import Export Companies Business Plan Template

ClickUp's Business Plan Template for Import Export Companies is specifically designed to help import and export companies create a comprehensive roadmap for success in the global trade industry. Here are the main elements of this template:

• Custom Statuses: Use the "Complete," "In Progress," "Needs Revision," and "To Do" statuses to track the progress of each section of your business plan and ensure that all tasks are completed on time.
• Custom Fields: Utilize the "Reference," "Approved," and "Section" custom fields to add important information to your business plan, such as references, approval status, and specific sections.
• Custom Views: Access different views, including "Topics," "Status," "Timeline," "Business Plan," and "Getting Started Guide," to easily navigate through your business plan and analyze different aspects, such as goals, progress, timelines, and overall plan structure.
• Collaboration: Collaborate with your team in real-time by assigning tasks, setting due dates, leaving comments, and attaching files within each section of your business plan.
• Integration: Seamlessly integrate with other tools, such as Google Drive, to import and export relevant documents and data, ensuring all your information is centralized and easily accessible.

How To Use Business Plan Template for Import Export Companies

If you're in the import-export business, having a well-thought-out business plan is crucial for success. Here are six steps to help you effectively use the Business Plan Template for Import Export Companies in ClickUp:

1. Define your mission and vision

Start by clearly defining the mission and vision of your import-export company. What do you aim to achieve? What values do you want to uphold? This will serve as the foundation for your business plan and guide your decision-making process.

Use a Doc in ClickUp to articulate your mission and vision statement and share it with your team for feedback.

2. Conduct market research

Before diving into the import-export industry, it's essential to conduct thorough market research. Identify potential target markets, assess competition, and analyze trends and opportunities. This step will help you understand the demand for your products and identify strategies to stay ahead.

Utilize custom fields in ClickUp to track key market research data, such as market size, competitors, and consumer behavior.

3. Define your products and services

Next, outline the specific products and services your import-export company will offer. Clearly define the unique selling points and advantages of your offerings. Additionally, identify potential suppliers and partners to ensure a smooth supply chain.

Create tasks in ClickUp to categorize and track your products and services, including details like pricing, sourcing, and quality control.

4. Develop a marketing and sales strategy

To attract customers and generate revenue, you'll need a robust marketing and sales strategy. Determine the most effective channels to reach your target audience, whether it's through digital marketing, trade shows, or partnerships. Additionally, outline your pricing strategy, sales targets, and promotional activities.

Use the Gantt chart in ClickUp to create a timeline for your marketing campaigns and track their progress.

5. Create a financial plan

A comprehensive financial plan is essential for the success of any business. Estimate your startup costs, projected revenue, and expenses. Determine your pricing structure, profit margins, and cash flow projections. Additionally, consider any financing options or investment opportunities that may be available.

Utilize the Table view in ClickUp to create financial projections, track expenses, and monitor your company's financial health.

6. Monitor and adapt

Once your business plan is in place, it's important to regularly monitor your progress and adapt as needed. Keep track of key performance indicators, such as sales volume, customer satisfaction, and market share. Review your plan periodically and make adjustments based on new information or changing market conditions.

Set up recurring tasks in ClickUp to review and update your business plan regularly, ensuring that it remains relevant and aligned with your goals.

By following these six steps and utilizing the Business Plan Template for Import Export Companies in ClickUp, you'll be well-equipped to navigate the import-export industry and achieve long-term success.

Get Started with ClickUp’s Business Plan Template for Import Export Companies

Import and export companies can use this Business Plan Template for Import Export Companies to streamline their planning process and ensure a successful global trade strategy.

First, hit “Add Template” to sign up for ClickUp and add the template to your Workspace. Make sure you designate which Space or location in your Workspace you’d like this template applied.

Next, invite relevant members or guests to your Workspace to start collaborating.

Now you can take advantage of the full potential of this template to create a comprehensive business plan:

• Use the Topics View to organize your business plan into different sections, such as market analysis, financial projections, and logistics
• The Status View will help you track the progress of each section, with statuses like Complete, In Progress, Needs Revision, and To Do
• Utilize the Timeline View to set deadlines and milestones for each section of your business plan
• The Business Plan View provides a holistic overview of your entire plan, allowing you to easily navigate and make updates
• Use the Getting Started Guide View to access helpful resources and tips for creating a successful business plan
• Customize the template by adding custom fields like Reference, Approved, and Section to track additional information and make your plan more organized
• Monitor and analyze your business plan to ensure it aligns with your goals and objectives
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How to Start an Import/Export Business in 6 Steps

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For nearly as long as there’s been people, there’s been trade. Imports and exports are how the potato came to Ireland, and in a more modern sense, it's how we’re able to buy food, drinks, furniture, clothes, and nearly everything else, from all around the world today.

Imports are any good or service brought in from one country to another, while exports are goods and services produced in the home country for sale to other markets. Thus, whether you’re importing or exporting a product (or both) depends on your orientation to the transaction.

The modern system of international trade is a complex web of import/export businesses that handle the sale, distribution, and delivery of goods from one nation to another. If you're interested in starting a business in this industry, know that there is more than one type of import/export business. You could focus just on importing or just on exporting. You could be a manufacturer’s representative, specializing in a certain industry, or you could be an import/export merchant or agent, which is more of a freelance broker.

Starting an import/export business

If you’re interested in starting an import/export business, there are a ton of considerations you need to make — just as you would for any business. For an import/export business, specifically, it’s helpful to have a background in business, international relations, or global finance. This should give you an understanding of the myriad hoops one must jump through to sell or buy a product from an overseas supplier.

“The compliances make it so complex that even if you did know how to do it, you’re still going to have to keep in mind a lot of random considerations,” says Selena Cuffe, co-founder of Heritage Link Brands, a company that imports, exports, and produces wine, and other high-end products like tea and honey.

Cuffe worked for years in brand management for Procter & Gamble, among other trade-related positions, before starting her company in 2005. She was inspired after going to South Africa, where she attended the first Soweto Wine Festival.

Heritage Link Brands now operates within the wine industry in different ways: It imports wine from South Africa into the U.S. wine market, and it exports grapes from its own South African vineyard to the U.S. as well as the Philippines and Hong Kong. It also exports wine to airlines for use on international flights.

Keep reading for the steps you need to take to start an import/export business, as well as tips from Cuffe.

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We’ll start with a brief questionnaire to better understand the unique needs of your business.

Once we uncover your personalized matches, our team will consult you on the process moving forward.

1. Get your business basics in order

Anyone starting a business in the 21st century needs to cover certain bases, like creating a website as well as social media channels like Facebook, Twitter, and a host of others.

So here's your first step: Get the basics in order. This means registering your business with the state in which your headquarters will be located, registering a domain name, getting any business licenses you need to legally operate, and so on.

You'll need a business plan, too. Part of that business plan needs to cover how to handle the rules and regulations of the markets you want to work in. For example, to bring alcohol and tobacco products into the U.S., you need an Alcohol and Tobacco Trade and Tax Bureau permit, which is free but can take months to acquire. Similar research needs to be done when doing business with other countries, taking into account everything from various legal back label requirements in each nation to insurance.

Perhaps most importantly, you need access to capital. Startup costs can vary greatly depending on the type of imports/exports business you start.

“The first thing I recommend for anyone is to have your capital upfront,” says Cuffe. “That’s so you can protect your business from not only a legal standpoint but also the equity of the brand that you create and to make sure you invest in the quality of whatever you launch. Test a market, or test a city, then a state, then a region. Then I think that there are greater chances for success and sustainability long term.”

The ratio that Cuffe cited for success in the wine industry — "In order to make $1 million, you need to invest $7 million” — demonstrates the kind of capital needed to start a business comfortably (if one can ever be “comfortable” as an entrepreneur) and be prepared for whatever occurs, from issues with sourcing to changes in trade regulations.

2. Pick a product to import or export

The next step in starting an import/export business is to find a product or industry you are passionate about and that you think could sell in international markets.

For Cuffe, that product turned out to be wine. She felt a connection to the product not just from a quality and taste standpoint but from a social justice standpoint as well.

“When I first entered the industry in 2005, there was just one Black winemaker and five Black-owned brands," she says. "Today there are 17 Black winemakers and 31 Black-owned brands.”

Though the South African wine industry still deals with injustices like poor working conditions and unequal access to capital, Cuffe says things have improved since the previous decade thanks to the increased sales and notoriety of South African wines worldwide.

“The biggest thing that we’ve enabled is the financing of Black businesses. When we first got started, in order for even these brands to create their own wine, they had to source it from existing white wineries, because they didn’t own any land,” Cuffe says.

Once you find your product, you also need to identify the right market for it. After all, you need someone to sell it to. This is where your trend-spotting skills come into play. The best products for an import/export business are products that are just starting to become popular, or show some promise to being so in the future.

You can conduct research with resources like GlobalEDGE’s Market Potential Index or by checking with local government officials and websites, such as the Department of Commerce International Trade Administration’s Data and Analysis. You can also find reports on the state of the imports/exports industry with the Census Bureau Foreign Trade .

From there, it’s best to start “slow and steady.”

“Test your ideas,” says Cuffe. “Don’t assume that what you think will sell because you love it will catch fire in the market. What catches fire in the market is more than just the way it tastes — it’s who you know, and the packaging and serendipity of timing, and all of the indirect soft stuff that makes the difference.”

3. Source your suppliers

Once you have a product you’d like to trade internationally, you need to find a local manufacturer or other producer that makes your product and can lead to a strong partnership. A good relationship with a supplier is crucial to long-running success in an imports/exports business.

Generally, you can find suppliers through companies like Alibaba, Global Sources, and Thomas Register. You will need to convince the supplier of the benefits of entering the U.S. market (or another market you wish to sell to), and figure out the logistics of taking their product from their local warehouse or production facility to another one, potentially on the other side of the globe.

You might also be your own supplier — in some cases, as Cuffe occasionally is for herself.

“We own an interest in a vineyard in South Africa called Silkbush ," she says. "My orientation when I do business to them is, 80% of the grapes that we pick we send off to domestic wineries who use our grapes to produce their own proprietary high-end wine. The remaining 20% is used to create our proprietary label Silkbush, which we export to foreign markets.”

4. Price your product

You know what product you want to work with and you've identified your target market. Next up, figuring out how much to charge.

Typically, the business model on an imports/exports business includes two key understandings: the volume of units sold, and the commission made on that volume.

Be sure to price your product such that your markup on the product (what ends up being your commission) doesn't exceed what a customer is willing to pay. But you don't want to make it too low such that you aren't ever going to make a profit.

In the imports/exports industry, importers and exporters typically take 10% to 15% markup above what the manufacturer charges you when you buy the raw product.

5. Find your customers

Next up on how to start an imports/exports business? Finding customers to sell to.

Deciding on a market is not the same as finding your customers. You can’t just send your products to the Port of New York and start selling your wares on the docks to whoever walks by. You usually need to find distributors and clients who will take on your product and sell to others.

If you have a quality website that includes digital marketing campaigns, your customers may end up finding you. But to get started, Cuffe suggests doing things the old-fashioned way — by cold-calling. Check with any local contacts you have in the area, contact the area's Chamber of Commerce, trade consulates, embassies, and so on. These entities might be able to give you a local contact list that could be a vital help in starting a imports/exports business.

“I cold-called the local Cambridge, Massachusetts, Whole Foods store, and they gave me a chance. And now we do display programs and regional programs with Whole Foods,” says Cuffe. “A lot of what I did in the beginning and even today involves cold calls.”

6. Get the logistics down

Perhaps the most complex aspect of importing and exporting is the logistics of taking a product created somewhere and selling it somewhere else. How does the product make the trip from the vineyard of South Africa to the wine glasses of drinkers in California, for example?

“When you are operating within a supply chain where your customer is different than your client, which is different than your consumer, it requires an extraordinary amount of coordination,” says Cuffe. “I use a freight forwarder that on my behalf reaches out to shipping lines, like Maersk.”

Hiring a global freight forwarder is generally a good idea for all imports/exports businesses, as they'll serve as a transport agent for moving cargo — saving you a lot of time and worry about getting your products from the factory to a warehouse. Essentially, you'll give them information about your business and your intentions for the product, and they'll arrange the shipping agreements, insurance, and oftentimes the licenses, permits, tariffs, and quotas of working within another country. This can remove a lot of the headache associated with starting an imports/exports business in an international trade market.

Frequently asked questions

Is an import/export business profitable.

Many import/export businesses are very profitable. To improve your company's chances of profitability, it's important to conduct the required research on your industry and have a well-documented business plan. Understanding all of the costs associated with an imports/exports business and determining your profit margins when pricing your products is also essential.

How do import/export companies make money?

As an import/export company, you'll make a profit by selling products at a higher rate than you paid for them from the vendor or source.

What is an export license?

An export license is a government-issued document authorizing your company to complete certain export transactions. An export license is issued by the appropriate agency once the export transaction has been reviewed.

What documents do I need to import goods?

The types of documents you'll need to import goods will vary depending on the country you're importing the product into. In the United States, import licenses and permits may be required, but a Customs and Border Protection entry form is always required.

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The bottom line

The world of importing and exporting is a dazzling, complex system that balances both emotional and economic needs. If we want something that is grown or produced in another part of the world, how can we get our hands on it? How can we give others the opportunity to enjoy it, while still creating a sustainable lifestyle for those producing it and for those who transport it from point A to B?

If you’re interested in answering these questions, don’t let the enormity of the task overwhelm you. With the proper research, planning, and documentation, you can launch a successful imports/exports business of your own.

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Get Ready to Export: My Export Plan My Export Plan

Prepare to export.

[Download Video 21MB] Quick Links:    Back to First Video in Set | Get Ready to Export Video Set  | How to Export Video Series     | Subscribe to our   Email Updates and Tips .

Developing an Export Plan

The purpose of an export plan is to assemble facts, constraints, and goals, and to create an action statement that takes these elements into account. The plan includes specific objectives, sets forth time schedules for implementation, and marks milestones so that the degree of success can be measured and can motivate personnel.  

Export Plan Tips

• The first time an exporting business plan is developed, it should be kept simple. It need be only a few pages long because important market data and planning elements may not yet be available. The initial planning effort itself gradually generates more information and insight. As you learn more about exporting and your company’s competitive position, the export plan will become more detailed and complete.
• Your plan should be written and viewed as a flexible management tool, not as a static document. Plan objectives should be compared with actual results to measure the success of different strategies. Don’t hesitate to modify and make the plan more specific as additional information and experience are gained. 
• A detailed plan is recommended for companies that intend to export directly, meaning selling to an end-user in another country. If your company chooses indirect export methods or sells via your or a third party’s website, you may use much simpler plans.                                                                                                

The Value of an Export Plan

• Written plans give a clear understanding of specific steps that need to be taken and help assure a commitment to exporting over the longer term.
• Only about a third of small -and medium-sized U.S. manufacturers have a written plan. Absent a plan, your business may overlook much better opportunities. In addition, reactive exporters may quickly give up on selling to international customers, concluding prematurely that it’s not worth the effort, or that it’s easier to serve customers closer to home even if that base may not grow, and could even shrink in the future. 
• Remember that while 59 percent of all U.S. exporters export to only a single market (predominantly Canada), many small exporters sell to more countries than they have employees, and these sales account for a growing percentage of total sales. These mini-multinationals are becoming more common, and your company can be one of them.

Length of the Export Plan

Product or service.

• What need does my product or service fill in the global marketplace?
• What modifications, if any, must be made to adapt my product for export markets?
• Do I need special licenses or certificates from the U.S. or the buyer’s government?
• Do I need to modify packaging or labeling?

Pricing Considerations

• What is the cost to get my product to market (freight, duties, taxes and other costs)?
• Given an estimate of the shipping costs, what is my pricing strategy?
• What, if anything, do I need to protect my intellectual property?
• What modifications, if any, should I make to my website for marketing purposes?        
• Should I sell on third party eCommerce platforms?
• What kinds of social media should I use to build awareness?
• Should I attend a trade show where international buyers are present?

Management Issues

• Are the reasons for pursuing export markets solid objectives (such as increasing sales volume or developing a broader customer base), or more frivolous (for example, the owner wants an excuse to travel)?
• How committed is top management to exporting? Is exporting viewed as a quick fix for slumping domestic sales? Will export customers be neglected if domestic sales pick up?
• What are the expectations? How quickly does management expect export operations to become self-sustaining? What level of return on investment is expected?
• With which countries has business already been conducted, or inquiries already received?
• Which product lines are talked about the most?
• Are domestic customers buying the product for sale or shipment overseas? If so, where?
• Is the trend of sales and inquiries up or down?
• Who are the main domestic and foreign competitors?
• What are some lessons learned from past export experiences?

Management and Personnel

• What in-house international expertise does the company have (international sales experience, language capabilities, etc.)?
• Who will be responsible for the export department’s organization and staff?
• How much senior management time should/could be allocated?
• What organizational structure is required to ensure export sales are adequately serviced?
• Who will follow through after the planning has been done?  

Production Capacity

• How is the present capacity being used?
• Will filling export orders hurt domestic sales?
• What about the cost of additional production?
• Are there fluctuations in the annual workload? When? Why?
• What minimum-order quantity is required?
• What is required to design and package products specifically for export?

Financial Capacity

• What amount of capital can be committed to export production and marketing?
• What level of operating costs can be supported by the export department?
• How are initial expenses of export efforts to be allocated?
• What other new development plans might compete with export plans?
• By what date must an export effort pay for itself?
• Do you qualify for any type of export financing?

Sample Outline of an Export Plan

Part i: export policy commitment statement   , part ii: situation or background analysis.

• Product/Service for Export
• Export License (if needed)
• Personal Export Organization
• Products/Services to be Exported
• Products that Qualify Under FTAs
• Resources Outside the Company
• Industry Structure, Competition, Demand Operations
• Export Control Compliance
• Product Classifications
• Resources Inside the Company

​ ​ Part III: Marketing Component

• ​ Identifying, Evaluating, and Selecting Markets
• Product Selection and Pricing
• Distribution Methods                                           
• Internal Organization and Procedures
• Sales Goals (Profit and Loss Forecasts)              
• Terms and Conditions
• Pricing with Consideration of Duties, Taxes  
• Freight Costs, and Logistics Included 

Part IV: Tactics—Action Steps

• Primary Target Countries
• Indirect Marketing Efforts
• Quarterly Accomplishments
• Secondary Target Countries 

​ Part V: Export Budget

• Pro-forma Financial Statements    
• Marketing Materials
• Travel      
• Website Enhancements
• Trade Show Visits
• Other Costs

​ Part VI: Implementation Schedule

• Periodic Operational and Management Review (Measuring Results against the Plan)

Addenda: Background Data on Target

• Basic Market Statistics (Historical and Projected)
• Background Facts
• Competitive Environment
• If your business is just getting started, contact your nearest Small Business Development Center (SBDC ) or Score representative for help in developing an overall business plan.
• If you are an established firm with a record of domestic or overseas sales and are looking to export, your local U.S. Commercial Service office can assist.
• Country Commercial Guides provide the latest market intelligence on more than 140 countries from U.S. embassies worldwide.
• A Basic Guide to Exporting provides a roadmap for developing an export plan. See Chapter 2: Developing an Export Strategy.

More Information

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Get Ready to Export: My Export Plan My Export Plan

Prepare to export.

[Download Video 21MB] Quick Links:    Back to First Video in Set | Get Ready to Export Video Set  | How to Export Video Series     | Subscribe to our   Email Updates and Tips .

Developing an Export Plan

The purpose of an export plan is to assemble facts, constraints, and goals, and to create an action statement that takes these elements into account. The plan includes specific objectives, sets forth time schedules for implementation, and marks milestones so that the degree of success can be measured and can motivate personnel.  

Export Plan Tips

• The first time an exporting business plan is developed, it should be kept simple. It need be only a few pages long because important market data and planning elements may not yet be available. The initial planning effort itself gradually generates more information and insight. As you learn more about exporting and your company’s competitive position, the export plan will become more detailed and complete.
• Your plan should be written and viewed as a flexible management tool, not as a static document. Plan objectives should be compared with actual results to measure the success of different strategies. Don’t hesitate to modify and make the plan more specific as additional information and experience are gained. 
• A detailed plan is recommended for companies that intend to export directly, meaning selling to an end-user in another country. If your company chooses indirect export methods or sells via your or a third party’s website, you may use much simpler plans.                                                                                                

The Value of an Export Plan

• Written plans give a clear understanding of specific steps that need to be taken and help assure a commitment to exporting over the longer term.
• Only about a third of small -and medium-sized U.S. manufacturers have a written plan. Absent a plan, your business may overlook much better opportunities. In addition, reactive exporters may quickly give up on selling to international customers, concluding prematurely that it’s not worth the effort, or that it’s easier to serve customers closer to home even if that base may not grow, and could even shrink in the future. 
• Remember that while 59 percent of all U.S. exporters export to only a single market (predominantly Canada), many small exporters sell to more countries than they have employees, and these sales account for a growing percentage of total sales. These mini-multinationals are becoming more common, and your company can be one of them.

Length of the Export Plan

Product or service.

• What need does my product or service fill in the global marketplace?
• What modifications, if any, must be made to adapt my product for export markets?
• Do I need special licenses or certificates from the U.S. or the buyer’s government?
• Do I need to modify packaging or labeling?

Pricing Considerations

• What is the cost to get my product to market (freight, duties, taxes and other costs)?
• Given an estimate of the shipping costs, what is my pricing strategy?
• What, if anything, do I need to protect my intellectual property?
• What modifications, if any, should I make to my website for marketing purposes?        
• Should I sell on third party eCommerce platforms?
• What kinds of social media should I use to build awareness?
• Should I attend a trade show where international buyers are present?

Management Issues

• Are the reasons for pursuing export markets solid objectives (such as increasing sales volume or developing a broader customer base), or more frivolous (for example, the owner wants an excuse to travel)?
• How committed is top management to exporting? Is exporting viewed as a quick fix for slumping domestic sales? Will export customers be neglected if domestic sales pick up?
• What are the expectations? How quickly does management expect export operations to become self-sustaining? What level of return on investment is expected?
• With which countries has business already been conducted, or inquiries already received?
• Which product lines are talked about the most?
• Are domestic customers buying the product for sale or shipment overseas? If so, where?
• Is the trend of sales and inquiries up or down?
• Who are the main domestic and foreign competitors?
• What are some lessons learned from past export experiences?

Management and Personnel

• What in-house international expertise does the company have (international sales experience, language capabilities, etc.)?
• Who will be responsible for the export department’s organization and staff?
• How much senior management time should/could be allocated?
• What organizational structure is required to ensure export sales are adequately serviced?
• Who will follow through after the planning has been done?  

Production Capacity

• How is the present capacity being used?
• Will filling export orders hurt domestic sales?
• What about the cost of additional production?
• Are there fluctuations in the annual workload? When? Why?
• What minimum-order quantity is required?
• What is required to design and package products specifically for export?

Financial Capacity

• What amount of capital can be committed to export production and marketing?
• What level of operating costs can be supported by the export department?
• How are initial expenses of export efforts to be allocated?
• What other new development plans might compete with export plans?
• By what date must an export effort pay for itself?
• Do you qualify for any type of export financing?

Sample Outline of an Export Plan

Part i: export policy commitment statement   , part ii: situation or background analysis.

• Product/Service for Export
• Export License (if needed)
• Personal Export Organization
• Products/Services to be Exported
• Products that Qualify Under FTAs
• Resources Outside the Company
• Industry Structure, Competition, Demand Operations
• Export Control Compliance
• Product Classifications
• Resources Inside the Company

​ ​ Part III: Marketing Component

• ​ Identifying, Evaluating, and Selecting Markets
• Product Selection and Pricing
• Distribution Methods                                           
• Internal Organization and Procedures
• Sales Goals (Profit and Loss Forecasts)              
• Terms and Conditions
• Pricing with Consideration of Duties, Taxes  
• Freight Costs, and Logistics Included 

Part IV: Tactics—Action Steps

• Primary Target Countries
• Indirect Marketing Efforts
• Quarterly Accomplishments
• Secondary Target Countries 

​ Part V: Export Budget

• Pro-forma Financial Statements    
• Marketing Materials
• Travel      
• Website Enhancements
• Trade Show Visits
• Other Costs

​ Part VI: Implementation Schedule

• Periodic Operational and Management Review (Measuring Results against the Plan)

Addenda: Background Data on Target

• Basic Market Statistics (Historical and Projected)
• Background Facts
• Competitive Environment
• If your business is just getting started, contact your nearest Small Business Development Center (SBDC ) or Score representative for help in developing an overall business plan.
• If you are an established firm with a record of domestic or overseas sales and are looking to export, your local U.S. Commercial Service office can assist.
• Country Commercial Guides provide the latest market intelligence on more than 140 countries from U.S. embassies worldwide.
• A Basic Guide to Exporting provides a roadmap for developing an export plan. See Chapter 2: Developing an Export Strategy.

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Passages The International Trade Blog

6 steps for building a successful export strategy.

That being said, there came a point fairly early in the life of my company when I realized I had to stop being reactive and start becoming more strategic. I signed up for evening classes at a local university on being an entrepreneur and creating a forward-looking business plan. (It was so good, I actually signed up a second time a few years later.) These classes guided my planning and focused my research to help me build a company that continues to grow more than 25 years later.

The same thing can be true for exporting. During the past 25 years I have talked to many people at a variety of different companies who just dove in and started to export their goods and services. In some cases, they made a conscious decision to begin exporting; more often, they started getting inquiries and orders from customers in other countries and simply started fulfilling those orders.

But just like running a business, there comes a time when companies need to take a step back and create a strategic export plan for their company. One that helps them focus their resources where they can maximize the return and minimize risk that could hurt not only their export efforts but their entire company. This plan (or, perhaps, plans) should encompass the front end of the export process—marketing and sales—as well as the back end of the process, including logistics and compliance.

I have written lots about the importance of having a written plan in place for export procedures and compliance. It’s the part of exporting that I know the most about. In fact, we’ve written and published a whitepaper on creating an export compliance program for your company .

When it comes to creating an export marketing and sales plan, I like the six things that the folks at FasTrack Globalizer have identified as the key elements of any such plan. I have outlined those six elements below and provided an explanation of each.

This outline from FasTrack Globalizer highlights the key elements you need to build a comprehensive and successful export strategy:

1. Start an Export Market Expansion Program

• Organize the Program Designate program leaders and export teams. Summarize baseline company and export history.
• Benchmark Company Preparedness Conduct an export benchmark assessment. Summarize significant findings and define action steps that will need to be implemented.
• Define Export Outcomes Determine your company’s rationale for expanding exports. Develop long-term program and financial objectives that will define the program’s intended destination.
• Evaluate Start-up Results Periodically assess progress toward achieving results and identify needed adjustments.

2. Target High-Potential Export Markets

• Select Best-Prospect Products Assess products with export potential for hurdles that might be encountered—export, import, sales, use and other hurdles. Select and prioritize best-prospect products.
• Develop EPO and Resource Network Identify export promotion organizations (EPOs), establish working relationships, inventory available services and coordinate EPO’s resources with the company’s resources. Select services to be used.
• Target High-Potential Markets Establish market selection indicator screening criteria. Scan literature. Collect relevant data, information and opinion. Analyze, screen and select the highest potential markets.
• Evaluate Targeting of Markets Evaluate targeting of high-potential markets.

3. Build Export Expansion Market Plans

• Determine Market Entry Methods Review market entry method options. Assess options in relation to target and ROW markets. Select the most appropriate market entry methods for each market.
• Select Market Segments and Distribution Channels Research target markets to identify potential market segments and channels of distribution. Analyze and determine the appropriate channels of distribution. Match and select priority segments and channels. Develop profiles of preferred distribution channel partners.
• Determine Product, Price and Promotion Research target market to identify competitors. Analyze competitors’ products, market segments served, channels of distribution, trade and payment terms, price and promotions. Analyze price and terms options. Develop competitive positioning.
• Develop Target Market Profiles Profile each target market. Summarize market segments, channels of distribution, competitors and company’s products, prices and promotions to be offered in each market.
• Finalize Export Market Plans Define current activities. Summarize findings and assumptions. Establish objectives and strategies. Forecast sales and expenses for each market.
• Evaluate Export Market Expansion Plan Results Review the sales and other objectives for the target and ROW markets. Determine the degree to which each objective was achieved. Develop adjustments in the export plan.

4. Build a Highly Effective Export Organization

• Refine Export Processes and Policies Develop a flow chart of export processes. Adjust processes to improve efficiency and accommodate accelerated volume of business. Develop plans for improving coordination. Adjust policies and processes to accommodate accelerated export activity.
• Develop Export Team and Expertise Designate a company-wide export team. Identify units and positions with export-related tasks. Inventory the skill and training needs of the staff. Schedule and initiate in-house and outside training opportunities.
• Select ESO Network Identify the types of export service organization (ESO) services that will be required. Identify and screen potential ESOs. Establish a profile of the preferred type of provider for each service needed. Assess and select the ESOs.
• Obtain Required Approvals Identify the mandatory and voluntary approvals available. Comply with approval requirements.
• Internationalize Communications and Materials Develop guidelines for internationalizing the company’s communications and materials. Identify materials, specify changes to be made in the materials and develop an implementation schedule.
• Plan Promotional Event Participation Identify target market and global trade shows and other promotional events. Assess the options and select the events in which the company will participate. Start planning for participation in the events.
• Develop First-Contact Methods Determine the type of first-contact methods to be used in each target market. Develop the first-contact materials to be used. Identify sources of contact information. Schedule activities.
• Develop Distribution Partner Response Process Organize an initial screening process for distribution partner inquiries. Plan the response actions to be used and develop the response communications and materials.
• Develop Sales Response Process Organize a screening process for sales inquiries. Plan the response options to be used and develop the response materials.
• Evaluate Build Export Organization Evaluate the degree to which the build export organization results were achieved.

5. Build a Successful Export Distribution Network

• Recruit Distribution Partner Candidates Prepare for participation in promotional events. Implement the promotional activities and participate in promotional events. Recruit distribution partner candidates. Assess and evaluate the promotional activities and events.
• Screen and Select Preferred Distribution Partners Initially screen and respond to distribution partner inquiries. Screen and select best-prospect partners. Qualify and select high-potential partners. Assess and select preferred distribution partners.
• Finalize Distribution Partner Agreements Visit the preferred distribution partner and market. Establish mutual expectations. Negotiate distribution partner agreements. Finalize agreements.
• Evaluate Export Distribution Network Results Evaluate the degree to which the export distribution network modules were achieved.

6. Build Profitable Global Export Sales

• Initiate Export Sales Activities Prepare for participation in sales promotional events. Implement sales promotional activities. Solicit sales inquiries. Assess sales promotion events and activities.
• Screen and Respond to Export Sales Inquiries Screen inquiries for potential sales opportunities. Determine types of responses. Establish terms and prices. Prepare sales quotes and responses.
• Finalize Export Sales Negotiate final sales terms and prices. Examine purchase orders and payment documents. Accept and acknowledge orders. Finalize any financing arrangements.
• Prepare and Ship Export Orders Schedule any pre-inspections and crate order. Book shipment of order. Obtain required documents. Prepare commercial and other documents and filings. Collect on cash-in-advance sales. Deliver order to carrier.
• Collect on Export Orders Collect on letter of credit, documentary collection and open account methods.
• Evaluate Export Sales Results Evaluate export sales, shipping and collection results.

Get Help With Global Expansion

If you’ve read this and feel slightly overwhelmed, take heart! You don’t have to do it alone. That’s where FasTrack Globalizer comes in! FasTrack Globalizer is an affordable, cloud-based application that guides you through the process of systematically building a successful export business.

Like what you read? Subscribe today to the International Trade Blog to get the latest news and tips for exporters and importers delivered to your inbox. 

About the Author: David Noah

David Noah is the founder and president of Shipping Solutions , a software company that develops and sells export documentation and compliance software targeted at U.S. companies that export. David is a frequent speaker on export documentation and compliance issues and has published several articles on the topic.

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Strategic Plan FY2022 - 2026 Export-Import Bank of the United States

Message from the President and Chair

Our Vision, Mission, and Values. 5

Goal 1: Support American prosperity through a strong, diverse portfolio

Goal 2: foster american competitiveness through modern, sound policies and initiatives, goal 3: create a diverse, dynamic work environment where our teams thrive, goal 4: promote the integrity and transparency of our operations and processes.

The Mission of the Export-Import Bank of the United States is to support the creation of American jobs by facilitating the export of U.S. goods and services. The EXIM Strategic Plan for Fiscal Years 2022 to 2026 advances that mission by focus our efforts to support American prosperity, foster American competitiveness, create a dynamic work environment for our teams, and to improve our operations.  If we are successful, a diverse set of American businesses will leverage our export products and services supporting their business growth at home.

U.S. businesses face increased international competition, particularly from an increasingly aggressive China, and to help level the playing field, EXIM prioritizes efforts to pursue fair and transparent rules for Export Credit Agencies.  Furthermore, as we continue to broaden our engagement with businesses including those businesses who work in transformational export sectors, we support the resilience of American businesses enabling them to endure challenges to their operations brought about by the COVID-19 pandemic.

EXIM continues to seek innovative ways to conduct our business, modernizing our platforms and applications and redesigning processes to work better for the American businesses we serve while maintaining accountability to the American taxpayer.

The dedicated team at EXIM harnesses our collective energy to continuously seek improvements to our operations, strengthen customer service, and foster an inclusive, diverse culture for our current and future team.

Reta Jo Lewis

President and Chair

The Export-Import Bank of the United States (EXIM) is the official export credit agency of the United States. EXIM is an independent Executive Branch agency, and our mission is to support the growth of American jobs by facilitating the export of U.S. goods and services.

When private sector lenders are unable or unwilling to provide financing, EXIM fills in the gap for American businesses by equipping them with the financing tools necessary to compete for global sales. In doing so, the agency levels the playing field for U.S. goods and services going up against foreign competition in overseas markets, so that American companies can grow and create good-paying American jobs.

FY2022-2026 Strategic Goals

Goal 1 : Support American prosperity through a strong, diverse portfolio

Goal 2 : Foster American competitiveness through modern, sound policies and initiatives

Goal 3 : Create a diverse, dynamic work environment where our teams thrive

Goal 4 : Promote the integrity and transparency of our operations and processes

Our Vision, Mission, and Values

Keep America Strong: Empower U.S. businesses and workers to compete globally

Our Mission

Support American jobs by facilitating U.S. exports

Our Shared Values

Integrity :  We are honest, ethical, trustworthy, and united in purpose. We follow the rule of law and do the right thing, even when no one is watching.

Stewardship :  We champion prosperity, opportunity, and excellence. We promote the well-being of our agency, our colleagues, our stakeholders, our country, and our world. We uphold public trust and confidence, while protecting the taxpayer through careful and responsible performance.

Accountability :  We are responsible and transparent. We take ownership, keep our commitments, and answer at all levels to each other, the U.S. Congress, and the American taxpayer for our actions.

Equity :  We respect each other and embrace diversity of ideas, people, and cultures. We work together as a team – using our collective strength – to achieve common goals and fulfill our mission.

Leadership :  We empower, inspire, and motivate each other to innovate and lead so we grow and shape the future success of our workplace and our mission. We promote a collaborative and productive work environment, and recognize a job well done.

EXIM supports job growth across the United States, including in diverse communities, through exports and aims to promote economic growth and revitalization in areas hit hard by historic economic circumstances. U.S. businesses drive innovation and by continuing to deepen its private sector partnerships, EXIM strengthens U.S. business capacity to address major issues of our time – confronting the COVID-19 pandemic, implementing solutions to address climate change, and advancing equity priorities.

There has been an unprecedented transfer of manufacturing jobs overseas and EXIM is positioned to help reverse that trend by investing in U.S. manufacturing and supply chain capabilities that, in turn, support growth of good paying jobs. EXIM financing enables U.S. businesses of all sizes to grow through exporting – from innovative small businesses growing their international presence to industry leaders competing against aggressive companies backed by foreign export credit agencies.

By seeking new ways to help U.S. businesses access our products and services, and by benchmarking our offerings against those of global competitors, EXIM provides U.S. businesses opportunities to compete globally while building strong companies at home that employ American workers.  Additionally, EXIM will analyze ways to modernize its lending policies and practices and increase its renewable energy and green technology portfolio by incorporating climate-related financial risk and other climate considerations into its investment decisions.

Objective 1.1 :  Expand EXIM support along the supply chain, including in transformational export areas and clean tech export sectors to support U.S. jobs

Objective 1.2 :  Promote U.S. exports of renewable energy, energy storage, energy efficiency, and other climate-positive goods and services to support American jobs

Objective 1.3 :  Incorporate climate-related financial risk in underwriting standards to embed prudent climate considerations into financing activities

Objective 1.4 :  Explore EXIM creation of a domestic finance program to support U.S. export-oriented manufacturing and supply chain capabilities

Target Outcomes

• Increase the small business total amount of authorizations to $6.9 billion by FY2026.
• Increase the percentage of Medium- and Long-Term applications by 25% by FY2026.
• Milestone 1 : Develop updated climate policies for review, simplifying climate and renewable authorization terms by December 2022.
• Milestone 2 : Review current climate related financial risk (current procedures at EXIM) and develop or enhance a plan to improve, if necessary, current procedures by December 2023.

As President Biden has said, America is “in competition with China and other countries to win the 21st century,” and American workers and their companies will decide this competition.  Exports help American businesses thrive, but they must have a fair playing field in which to compete.  EXIM will increase its risk appetite to level the playing field in regions like Sub-Saharan Africa, enabling U.S. exporters to grow their businesses and create jobs at home. By increasing export opportunities for U.S. businesses, EXIM advances two major priorities – extending U.S. economic advancement to Sub-Saharan Africa through exports and supporting job creation.  EXIM is positioned to facilitate greater private sector financing for trade with Sub-Saharan Africa, leveraging our programs to expand financial commitments in Sub-Saharan Africa.

In the years ahead, EXIM will improve our digital customer experience implementing tools and capabilities that are simple to use, accessible, equitable, and transparent in line with the Executive Order on Transforming Federal Customer Experience and Service Delivery to Rebuild Trust in Government .  Progress is already underway as EXIM redesigns its outreach platforms and modernizes its application process, simplifying access to its programs while reducing administrative burdens in its processes.  These changes help EXIM to increase its small business portfolio and in particular its partnerships with minority-, women-, and veteran-owned businesses as well as those owned by people with disabilities, all of which historically have been underrepresented in the EXIM portfolio and in U.S. exports more broadly.

Objective 2.1 :  Leverage market data on Chinese malign influence to advance additional deal flexibilities

Objective 2.2 :  Facilitate greater support by U.S. commercial banks to increase exports of U.S. manufactured goods and services to Sub-Saharan Africa

Objective 2.3 :  Modernize digital capabilities and targeted outreach efforts enabling exporters to more readily leverage products and services offered by EXIM

Objective 2.4 :  Advocate for increased transparency in international forums, positioning EXIM to better compete with foreign ECAs

Objective 2.5 :  Implement targeted business development, outreach, and education initiatives especially to small businesses that include minority-, women-, people with disabilities-, and veteran-owned businesses to support export opportunities for historically underrepresented business owners

• Increase the total amount of authorizations meeting China and Transformational Export Program criteria to $450 million by FY2026.
• Conduct more than 600 outreach events per year by FY2026 to educate and inform small- and medium-sized enterprises, including minority-, women-, veteran-, and disability-owned firms, on EXIM support for exporters.
• Milestone 1 : Enter into 10 Memoranda of Understanding with associations that support the growth and competitiveness of businesses owned by minorities, women, people with disabilities, tribal community members, and LGBTQ+ individuals by FY2026.
• Milestone 2 : Enter into 5 Memoranda of Understanding with the U.S. government Interagency to facilitate the sharing of business data by FY2026.

Due, in part, to the small size of the agency, EXIM has had human capital challenges which, if not addressed, could negatively impact our operations and mission-critical functions. In particular, EXIM must prepare for anticipated staff retirements in the coming years due to the high number of employees eligible or nearly eligible for retirement.  In addition, EXIM anticipates that it will experience effects of the Great Resignation currently underway in the United States.  An increase in turnover exacerbates single point of failure risks, which the agency is actively working to mitigate by recruiting, hiring, and retaining top talent, and by strengthening workforce and succession planning.

The New Normal Initiative underpins efforts at EXIM to transform our operations, streamline enterprise decision making and practices, and prepare for the future of work in a hybrid environment.  Key to our success is aligning human capital strategies and activities targeted toward recruiting, hiring, and retaining a high caliber, highly skilled, and diverse team to meet our mission, in line with the President’s Management Agenda.  EXIM commits to center its work on diversity, equity, inclusion, and accessibility, increasing employee motivation and satisfaction, and reducing turnover. We must recruit interns and employees with a variety of backgrounds, skills, and experience, while highlighting potential career paths offered at EXIM.  Specifically, we will foster professional development opportunities to prepare a diverse talent pipeline that has the skills necessary to lead an innovative, highly effective EXIM.  This includes updating our onboarding activities and highlighting development and training opportunities for current employees, while supporting them to effectively leverage technology, collaboration, and accessibility tools to the greatest extent possible.

Objective 3.1 :  Reinvent employee and customer outreach to optimize use of existing IT capabilities and leverage new and accessible technologies in the future

Objective 3.2 :  Cultivate reputation as an ethical and secure workplace that centers our culture on diversity, equity, inclusion, and accessibility

Objective 3.3 :  Optimize workforce analysis and succession planning to position the agency for the future

Objective 3.4 :  Conduct outreach, recruitment, hiring, and retention activities to create a diverse, equitable, inclusive, and accessible EXIM that looks like America

Objective 3.5 :  Implement New Normal Initiatives to prepare EXIM for the future of work

Objective 3.6 :  Expand professional development opportunities for EXIM employees, enabling high performers to hone critical skills to build our leadership pipeline

• Maintain greater than 55% positive responses on the FEVS DEIA Index each year through FY2026.
• Maintain greater than 70% positive responses on the FEVS Employee Engagement Index each year through FY2026.
• Conduct succession planning with at least 80% of EXIM offices by FY2026.
• Milestone 1 : Review, update, and/or develop at least 5 human capital policies to strengthen alignment with diversity, equity, inclusion, and accessibility priorities by FY2023.

Fundamental to executing the EXIM mission are consistent processes and effective operations. In the years ahead EXIM will focus efforts on delivering excellent customer service both to our external customers – American businesses – and to our internal stakeholders, in line with priorities in the President’s Management Agenda. This requires investment in our workforce, providing development and training opportunities to grow the skills and capabilities needed to mature business operations at EXIM and prepare for the future.  Additionally, EXIM will identify ways to evolve our procurement practices to advance sustainable climate solutions and expand procurement opportunities for diverse communities and businesses.

Due to increasing cybersecurity threats, there is heightened demand for EXIM to strengthen its capabilities to identify, protect, detect, respond to, and recover from these types of incidents, in line with requirements outlined in Executive Order 14028 on Improving the Nation’s Cybersecurity , which will require significant investments to address.

EXIM continues to foster a culture of data and evidence, increasing access to timely and accurate data to inform decision making.  In support of this effort, EXIM aims to build evidence where it does not exist, ultimately enabling leaders to make decisions that best serve U.S. exporters and the American people.

Objective 4.1 :  Continue to build project management capacity enabling teams to deliver better outcomes

Objective 4.2 :  Implement internal controls processes and expand across EXIM

Objective 4.3 :  Mature enterprise risk management culture and strengthen alignment with strategic planning

Objective 4.4 :  Incorporate equity priorities into procurement policies and processes

Objective 4.5 :  Improve continuously internal and external customer service functions and capabilities at EXIM

Objective 4.6 :  Build a culture of data-informed decision-making

Objective 4.7 :  Reinforce cybersecurity capabilities to protect and secure data and systems at EXIM

• Maintain greater than 90% data quality level for public data disclosures each year through FY2026.
• Achieve a passing FISMA score each year through FY2026.
• Milestone 1 : Establish a Collaboration Index by September 2022 to collect 360-degree data on our internal operations and processes.
• Milestone 2 : Establish an External Customer Satisfaction Index by September 2022 to provide customer perspectives on our performance.

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US Ex-Im Bank Audit Finds Lack of Growth Strategy in Africa

The US Export-Import Bank has lacked a clear strategy for growth in Africa as trade the lender is meant to support has waned over the last decade, according to an audit by the inspector general.

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(Bloomberg) — The US Export-Import Bank has lacked a clear strategy for growth in Africa as trade the lender is meant to support has waned over the last decade, according to an audit by the inspector general.

US Ex-Im Bank Audit Finds Lack of Growth Strategy in Africa Back to video

The official export credit agency of the US aimed at supporting American jobs by facilitating its goods and services abroad “had not successfully expanded its performance” in sub-Saharan Africa, Michael Ryan, assistant inspector general for special reviews and communications, wrote in the report published Monday. It also found no specific office within Ex-Im had been designated to oversee strategy in the region and that the bank’s programs had a small, if any, effect on employment.

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The evaluation of Ex-Im, which has been operating in sub-Saharan Africa since the 1940s, comes at a time when US President Joe Biden has ramped up efforts to engage on the continent and compete with China for critical minerals needed to transition to cleaner sources of energy.

Ex-Im in a reply to the inspector general for audits said sub-Saharan Africa is the bank’s “largest credit exposure by geographic region” and that “the review neglected some critical elements that may have altered the findings.”

The export credit agency’s chair Reta Jo Lewis has traveled to sub-Saharan Africa eight times since 2022, meeting with over 60 heads of state and leaders. “The report does not provide a comprehensive picture of our efforts in the region,” a bank spokeswoman said in an emailed statement. 

There were four years within the period evaluated between 2013 and 2023, where Ex-Im was unable to authorize deals over $10 million because it didn’t have a board quorum. Overall, authorizations still remained under 2014 levels except for two significant transactions made in Mozambique and Angola, according to the report. 

The bank in 2019 authorized a $5 billion loan for a liquefied natural gas project being built by TotalEnergies SE that’s been halted due a an insurgency. A $907 million loan approved for solar plants in Angola accounted for the majority of sub-Saharan authorizations last year.

Since 2020, the US has been sub-Saharan Africa’s fourth -largest trade partner trailing behind China, India and the UAE.

(Adds emailed comment from Ex-Im in fifth paragraph)

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The federal government's Future Gas Strategy first must ensure Australia's future gas needs

Analysis The federal government's Future Gas Strategy first must ensure Australia's future gas needs

Almost immediately after Resources Minister Madeleine King unveiled her plans for an expansion of our gas industry, the sniping began, the battle lines already drawn.

On one side is the federal government, with seemingly conflicting ideals of reducing carbon emissions while kickstarting a rebuild of our manufacturing sector, arguing that more gas is needed for the energy transition.

And on the other are the Greens and other environmental groups, forcefully advocating to keep natural gas in the ground.

But given natural gas will be needed as a transition to green energy, the politicking is merely a distraction, a sideshow to the real conflict that has plagued our economy for more than a decade and which can be distilled into a simple question.

Instead of worrying about keeping gas in the ground, can we keep enough of what we produce in the country?

What's left of our energy intensive industry is groaning under the weight of exorbitant gas prices.

If history is any guide, Australian governments have repeatedly emerged bruised from encounters with multinational energy exporters.

A brief history of gas export punch-ups

The Turnbull, Morrison and Albanese governments have all been forced to confront the gas industry head on during the past six years in an effort to shore up domestic gas supplies and keep costs down .

The Australian Competition and Consumer Commission has delivered a series of scathing reports on the behaviour of our gas exporters and the concentration of market power that they've amassed.

On each occasion, the gas industry has brushed aside the criticisms, arguing the problem is that too many states have restricted access to abundant gas reserves, that more supply will ensure lower prices.

But it's an argument that ignores the bleeding obvious. Why, if we are already the world's biggest seaborne exporter of liquefied natural gas, are we paying more than consumers in countries to which we export?

The price disparity at times has been so great that it is now economically feasible to buy Australian LNG in Japan and ship it all the way back home. In fact, the first LNG import terminal is nearing completion in Port Kembla .

Where does all our gas go?

As the resources minister pointed out in her Future Gas Strategy, Australia now provides 20 per cent of the world's gas needs. And yet, we are plagued by domestic shortages.

Japan is our biggest export market, taking around 40 per cent of all shipments. China is the second biggest buyer, taking a little under a quarter, with South Korea and Taiwan accounting for most of the rest.

The domestic shortfalls are a result of government mistakes and industry overreach.

The federal and Queensland governments failed to put into place adequate safeguards to ensure supply when the global gas giants began to exploit the new coal seam gas fields. And the exporters committed more gas to exports than they could access after they ran into extraction issues.

For the first five years, the entire industry was a commercial disaster, with billions in investment being written off, as Australians watched their gas prices treble.

That all changed when Vladimir Putin's invasion of Ukraine sent energy prices soaring, delivering windfall gains to the exporters. But again, it has come at a cost to the nation.

Fuelling up inflation

Gas is a crucial element in electricity generation. Given it is the fuel used during energy shortages – with its ability to quickly fire up and turn off – it determines the ultimate price of power.

Household finances and industrial users have been smashed in recent years after being subjected to massive price increases as a direct result of the escalation of global gas prices.

That, in turn, has been a major driver of our inflation problem, underpinning the Reserve Bank's decisions to raise interest rates on 13 occasions.

So acute were the resulting problems in the electricity market, that the regulator two years ago, in an unprecedented action, was forced to suspend trading .

Both the Turnbull and Morrison governments threatened the gas exporters with export controls in an effort to maintain adequate supplies for the Australian east coast.

The Albanese government, meanwhile, was forced to impose a $12 a gigajoule emergency price cap, which unleashed a torrent of accusations from the industry about government interference in a "free market".

The price caps ended last December. But according to the ACCC, despite all this intervention, Australia will be facing gas shortages from 2027 on.

More gas? Or more at home?

Despite our status as a major supplier, Australia has lagged competitors such as Qatar and Norway when it comes to generating government revenue.

Next week's federal budget should outline the extent to which the Petroleum Resources Rent Tax captured some of the windfall gains from the recent export bonanza that plumped the profits of each of the major consortia. But in the past, the PRRT has failed dismally when it comes to tax collection.

Industrial users, meanwhile, have been amongst the hardest hit by soaring gas prices and shortages. Some industries have no alternative but to use expensive gas – until hydrogen can be produced at low enough cost – causing a spate of collapses such as plastics group Qenos .

Only in Western Australia are gas producers subject to any kind of export control. The state's reservation policy ensures that all new offshore fields must allocate 10 per cent of produced gas to the domestic market. Onshore gas supplies are dedicated to the domestic market.

That's ensured, not just an adequate supply of gas, but lower prices for business and consumers.

If the federal government is serious about resuscitating Australian manufacturing and minerals processing, it will need to be accompanied by a policy that ensures adequate supplies of low-cost energy.

In the short term, that will require a serious overhaul of the east coast gas export industry and not merely a push to exploit more gas fields.

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