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What should an export plan contain?
Description of the business

It is important to provide detailed information about the company. In particular, a description of its capacity, experience and skills to implement the project. According to Con tu negocio, defining the company's strengths and weaknesses is also advisable. In addition, we must include the long- and short-term objectives, if there is a history of an export business plan, the strategy for entering the target market, and the description of the product or service.

This last point should cover tariff classifications, description of consumption and market segments, main competing products, technologies, quality standards, product adaptations, costs and prices for the customer, as well as research and development of new products.

Market analysis

Any export plan must include where you want to export to and the characteristics of that market. This includes political, legal, economic and socio-cultural aspects. According to ProMexico, it is important to include "a description of the industry in the market to be exported, analysis of competition, market segmentation and tariff barriers."

Human resources

In the publication entitled, Elaboration of the PromPeru export business plan, Mr. Paredes Bullón details that it is valuable to "expose the human capital that the company has to face the export project". Any information related to experience and competitiveness in the different aspects of international trade, the organisational structure of the company and the international area is beneficial. In addition, it is important to detail if your company has external advisors in the area of international trade as well as strategic alliances.


According to ProMexico, this is the main part of the export plan. In this section, a target market penetration strategy compatible with the company's long-term objectives is defined. It should state what is feasible to carry out the operation from the administrative, technical, financial and commercial point of view. It is necessary to include everything related to the international aspects of the operation as well as the production. The elements that these two segments should contain are detailed below.

International Aspects:
-Export Pricing
-International logistics
Formal requirements for exporting/importing -Tariff and non-tariff barriers
Tariff and non-tariff barriers -Tariff and non-tariff barriers
-Quotations (INCOTERMS)
-Contracts, methods of payment, negotiations
-Market development activities
-Foreign contacts

Production aspects:
-Raw materials
-Quality and standards


According to PromPeru, an important aspect of the export plan is "the identification of potential problems that could have a negative effect on the project". In addition, contingency plans to counteract them should be detailed. One of the easiest ways to mitigate risks to the operation is to take out export credit insurance. This insurance provides coverage for credit sales made in the international market (exports in collection). For example, the website of the Continental Credit Insurance Company states that the insurance protects the exporter against the following risks:

War, civil war, revolution or occupation of the territory by foreign forces.
Expropriation or confiscation, requisitioning of goods
Delay in the transfer of foreign currency due to lack of foreign currency or government instructions.
Cancellation of export or import permits
Unilateral cancellation of the contract by the importer's government

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