{"id":1224,"date":"2025-10-21T20:13:49","date_gmt":"2025-10-21T19:13:49","guid":{"rendered":"https:\/\/soytuexportmanager.com\/?page_id=1224"},"modified":"2026-08-15T23:54:45","modified_gmt":"2026-08-15T22:54:45","slug":"resources-for-the-exporter","status":"publish","type":"page","link":"https:\/\/soytuexportmanager.com\/en\/resources-for-the-exporter\/","title":{"rendered":"Resources for the Exporter"},"content":{"rendered":"<div class=\"wpb-content-wrapper\"><p>[vc_row][vc_column][vc_column_text]<\/p>\n<style> .ibc-recursos h2{font-size:30px;line-height:1.3;color:#0067b2;margin:46px 0 14px} .ibc-recursos h2:first-child{margin-top:0} .ibc-recursos p{font-size:16px;line-height:1.75;color:#5c6373} .ibc-recursos li{font-size:16px;line-height:1.7;color:#5c6373;margin-bottom:10px} .ibc-recursos ol,.ibc-recursos ul{padding-left:22px} .ibc-recursos strong{color:#3d4350} .ibc-oficiales{display:grid;grid-template-columns:repeat(auto-fill,minmax(300px,1fr));gap:26px;margin-top:8px} .ibc-oficiales article{border-top:3px solid #0067b2;padding-top:14px} .ibc-oficiales h3{font-size:17px;line-height:1.35;margin:0 0 8px} .ibc-oficiales h3 a{color:#0067b2;text-decoration:none} .ibc-oficiales h3 a:hover{color:#ea7813} .ibc-oficiales p{font-size:15px;line-height:1.6;margin:0 0 6px} .ibc-oficiales .ibc-para{font-size:13px;letter-spacing:.05em;text-transform:uppercase;color:#ea7813} .ibc-grupo-of{font-size:20px;color:#3d4350;margin:34px 0 4px} <\/style>\n<div class=\"ibc-recursos\">\n<h1 style=\"color:#0067b2\">Resources for the Exporter<\/h1>\n<p>This page brings together the questions we put to a manufacturer in the first conversation, the criteria that decide which market to enter, and the mistakes that come up shipment after shipment. It is open and there are no forms, deliberately: you do not have to leave us your email address to use it. If it helps you prepare your first export properly without us, the page has done its job.<\/p>\n<h2>Before you export: ten questions you should be able to answer<\/h2>\n<p>You do not need every answer settled, but you do need to know where the gaps are. If there are three or four you cannot answer, that is your work for the next few weeks.<\/p>\n<ol>\n<li><strong>How much spare production capacity do you actually have for export?<\/strong> Opening a market and then failing to supply the second order is the quickest way to lose a distributor.<\/li>\n<li><strong>Do you know what margin your distributor will expect?<\/strong> In many markets the importer works on margins well above those in your home channel, and that margin comes out of your price, not out of thin air.<\/li>\n<li><strong>Do you know who pays for carriage to the port and who takes it on from there?<\/strong> That is the difference between selling EXW and selling CIF, and it completely changes the figure you are comparing against your competitors.<\/li>\n<li><strong>Have you built your export price up from scratch, with the costs that belong to it?<\/strong> Heavier packaging, palletisation, documentation, freight forwarder, certificates: none of that sits in your domestic cost breakdown.<\/li>\n<li><strong>Do you know how and when you will be paid?<\/strong> The payment instrument is negotiated before you manufacture, not once the goods are on the vessel.<\/li>\n<li><strong>Do you know your product&#8217;s HS code?<\/strong> Duties, restrictions and documentary requirements in the destination country all follow from it; without that figure you cannot estimate anything.<\/li>\n<li><strong>Do your labelling and your paperwork meet the destination country&#8217;s requirements?<\/strong> Language, mandatory information and certificates vary by country and by product, and they are checked at customs, not before.<\/li>\n<li><strong>Who will look after the customer when something goes wrong?<\/strong> A quality complaint 3,000 kilometres away needs a named owner and an agreed procedure.<\/li>\n<li><strong>Have you decided whether you are looking for an agent or a distributor?<\/strong> They are not the same thing, in price control, in risk, or in the contract you are going to sign.<\/li>\n<li><strong>How much are you prepared to invest, and for how long, before the first sale?<\/strong> Exporting is an investment with a timetable of its own; if it is not budgeted, it gets abandoned halfway.<\/li>\n<\/ol>\n<h2>Choosing your first market without guesswork<\/h2>\n<p>Your first market should not be the one that looks best on paper, but the one where you are most likely to close a deal and then repeat it. Four criteria sort the decision out:<\/p>\n<ul>\n<li><strong>Real demand.<\/strong> Look for evidence that your category is already imported and consumed: trade statistics by HS code, the product on the shelf, active importers. No competition usually means no market.<\/li>\n<li><strong>Barriers to entry.<\/strong> Duties, health registrations, product approvals, import licences and documentary requirements. Some are cleared with paperwork; others can keep your product out for months.<\/li>\n<li><strong>Local competition and price.<\/strong> Find out who you are competing against and at what price the product reaches the counter. If your factory cost is already above the local retail price, the market is not yours, however much you like the look of it.<\/li>\n<li><strong>Logistics from your factory.<\/strong> Sailing frequency, port connections, transit time and cost per unit sold. A market well connected to your port of departure lets you ship small orders while you learn, which is exactly what you need at the start.<\/li>\n<\/ul>\n<h2>The six mistakes we see most often<\/h2>\n<ol>\n<li><strong>Taking the whole catalogue instead of two lines.<\/strong> The buyer does not buy a range, they buy a product at a price with a lead time. Turning up with twenty options drags out the decision and dilutes the conversation.<\/li>\n<li><strong>Granting exclusivity at the first meeting.<\/strong> Exclusivity is given against purchase targets and deadlines, and in writing. Handed over at the outset, it locks up the market without guaranteeing you a single sale.<\/li>\n<li><strong>Working out the export price by stripping VAT off the domestic price.<\/strong> The export price is built up from cost, with its own logistics, documentary and financial items, and with the channel&#8217;s margin already allowed for.<\/li>\n<li><strong>Pinning everything on a trade fair.<\/strong> A fair generates contacts; the sales come from the follow-up. With no diary prepared beforehand and no work in the weeks afterwards, the spend amounts to a stack of business cards.<\/li>\n<li><strong>Not checking the destination country&#8217;s labelling rules.<\/strong> It is a cheap problem to fix at the factory and a very expensive one to fix with the container held at the port.<\/li>\n<li><strong>Not agreeing payment terms before shipping.<\/strong> Payment instrument, timing, currency and guarantees are part of the commercial negotiation. Arguing about them while the goods are at sea leaves you no room to negotiate.<\/li>\n<\/ol>\n<h2>A short glossary<\/h2>\n<p>Terms that will come up in your first conversations. Better that you are not reading them for the first time while sitting in front of the customer.<\/p>\n<ul>\n<li><strong>EXW (Ex Works).<\/strong> The Incoterm under which the buyer collects the goods at your factory and takes on costs and risks from that point.<\/li>\n<li><strong>FOB (Free On Board).<\/strong> The sea freight Incoterm under which you deliver the goods loaded on board the vessel at the port of origin.<\/li>\n<li><strong>CIF (Cost, Insurance and Freight).<\/strong> The sea freight Incoterm under which the seller pays for carriage and insurance to the port of destination.<\/li>\n<li><strong>Letter of credit.<\/strong> A bank&#8217;s undertaking to pay, which is honoured when you present the required documents, exactly as they are described.<\/li>\n<li><strong>Certificate of origin.<\/strong> A document evidencing where the goods originate, which can determine the duty applied at destination.<\/li>\n<li><strong>Freight forwarder.<\/strong> The operator who arranges and contracts international transport and the associated paperwork on the shipper&#8217;s behalf.<\/li>\n<li><strong>Commercial agent.<\/strong> An intermediary who promotes your sales and earns commission, without buying the goods or taking on the credit risk.<\/li>\n<li><strong>Distributor.<\/strong> A company that buys from you outright and resells on its own account, setting its own price in the local market.<\/li>\n<li><strong>Product approval.<\/strong> The process by which a product demonstrates that it meets the technical or health requirements of the destination country.<\/li>\n<li><strong>HS code.<\/strong> The international tariff classification of the product; it determines duties, restrictions and customs formalities.<\/li>\n<li><strong>Credit insurance.<\/strong> Cover that protects the exporter against non-payment by the buyer, subject to the conditions and exclusions set out in the policy.<\/li>\n<\/ul>\n<h2>Free official resources<\/h2>\n<p>Public tools and programmes you can use today at no cost. Figures, deadlines and calls for applications change every year, so check the source before taking any number as final.<\/p>\n<h3 class=\"ibc-grupo-of\">Internationalisation grants and programmes<\/h3>\n<div class=\"ibc-oficiales\">\n<article>\n<h3><a href=\"https:\/\/www.icex.es\/es\/servicios\/consultoria-estrategica\/pymes\/icex-next\" target=\"_blank\" rel=\"noopener\">ICEX Next<\/a><\/h3>\n<p>ICEX programme for SMEs starting to export: personalised advice and financial support for your international plan.<\/p>\n<p><span class=\"ibc-para\">If your company is registered in Spain, is an SME with its own product and does not yet export steadily \u2014 site in Spanish only<\/span><\/article>\n<article>\n<h3><a href=\"https:\/\/www.camara.es\/comercio-exterior\/plan-de-expansion-internacional-para-pymes\" target=\"_blank\" rel=\"noopener\">Xpande \u2014 Spanish Chamber of Commerce<\/a><\/h3>\n<p>International expansion plan for SMEs: help choosing a market and building the export plan.<\/p>\n<p><span class=\"ibc-para\">If your company is registered in Spain and prefers to start with its provincial Chamber \u2014 site in Spanish only<\/span><\/article>\n<article>\n<h3><a href=\"https:\/\/proexca.es\/servicios\/\" target=\"_blank\" rel=\"noopener\">PROEXCA<\/a><\/h3>\n<p>Canary Islands public internationalisation body: advice, trade missions and support for expanding abroad from the Canaries.<\/p>\n<p><span class=\"ibc-para\">If your company is registered in the Canary Islands<\/span><\/article>\n<article>\n<h3><a href=\"https:\/\/proexca.es\/canarias-aporta\/\" target=\"_blank\" rel=\"noopener\">Canarias Aporta<\/a><\/h3>\n<p>Canary Islands Government grant line covering external promotion costs and market-opening expenses.<\/p>\n<p><span class=\"ibc-para\">If you export from the Canaries and will incur promotion costs \u2014 site in Spanish only<\/span><\/article>\n<\/div>\n<h3 class=\"ibc-grupo-of\">Market and tariff information<\/h3>\n<div class=\"ibc-oficiales\">\n<article>\n<h3><a href=\"https:\/\/trade.ec.europa.eu\/access-to-markets\/es\/home\" target=\"_blank\" rel=\"noopener\">Access2Markets \u2014 European Commission<\/a><\/h3>\n<p>Search your product by code and see tariffs, procedures and rules of origin for the destination country.<\/p>\n<p><span class=\"ibc-para\">If you export any product outside the European Union<\/span><\/article>\n<article>\n<h3><a href=\"https:\/\/sede.agenciatributaria.gob.es\/Sede\/aduanas\/consulta-arancel-integrado-aplicacion.html\" target=\"_blank\" rel=\"noopener\">TARIC integrated tariff \u2014 Spanish Tax Agency<\/a><\/h3>\n<p>Check the official Spanish tariff classification and the measures applied to your goods.<\/p>\n<p><span class=\"ibc-para\">If you need to fix the tariff code before customs clearance \u2014 site in Spanish only<\/span><\/article>\n<article>\n<h3><a href=\"https:\/\/www.macmap.org\/\" target=\"_blank\" rel=\"noopener\">Market Access Map \u2014 ITC<\/a><\/h3>\n<p>Compares tariffs and non-tariff barriers between countries; useful for deciding which market to enter first.<\/p>\n<p><span class=\"ibc-para\">If you are weighing up several destination countries<\/span><\/article>\n<article>\n<h3><a href=\"https:\/\/www.trademap.org\/\" target=\"_blank\" rel=\"noopener\">Trade Map \u2014 ITC<\/a><\/h3>\n<p>Trade statistics by product and country: who buys, how much and from which suppliers.<\/p>\n<p><span class=\"ibc-para\">If you want to measure a market&#8217;s real size before investing<\/span><\/article>\n<article>\n<h3><a href=\"https:\/\/www.icex.es\/es\/todos-nuestros-servicios\/informacion-de-mercados\/paises\" target=\"_blank\" rel=\"noopener\">Country information \u2014 ICEX<\/a><\/h3>\n<p>Country profiles with market data, distribution channels and access conditions.<\/p>\n<p><span class=\"ibc-para\">If you are studying a specific West African destination \u2014 profiles in Spanish only<\/span><\/article>\n<\/div>\n<h3 class=\"ibc-grupo-of\">Product requirements and customs<\/h3>\n<div class=\"ibc-oficiales\">\n<article>\n<h3><a href=\"https:\/\/sede.agenciatributaria.gob.es\/Sede\/aduanas\/ventanilla-unica-aduanera.html\" target=\"_blank\" rel=\"noopener\">Customs single window \u2014 Spanish Tax Agency<\/a><\/h3>\n<p>Single point coordinating the controls of every authority involved in your customs clearance.<\/p>\n<p><span class=\"ibc-para\">If your product needs health, veterinary or plant health inspection \u2014 site in Spanish only<\/span><\/article>\n<article>\n<h3><a href=\"https:\/\/sede.agenciatributaria.gob.es\/Sede\/aduanas\/informacion-asistencia.html\" target=\"_blank\" rel=\"noopener\">Customs information and assistance \u2014 Spanish Tax Agency<\/a><\/h3>\n<p>Manuals, enquiries and official help on export and import procedures in Spain.<\/p>\n<p><span class=\"ibc-para\">If this is your first export and you have no customs agent yet \u2014 site in Spanish only<\/span><\/article>\n<article>\n<h3><a href=\"https:\/\/www.aesan.gob.es\/registro-sanitario\" target=\"_blank\" rel=\"noopener\">RGSEAA health register \u2014 AESAN<\/a><\/h3>\n<p>Compulsory health register for food businesses: who files it and what you need.<\/p>\n<p><span class=\"ibc-para\">If you sell food, drink or food-contact materials \u2014 site in Spanish only<\/span><\/article>\n<article>\n<h3><a href=\"https:\/\/europa.eu\/youreurope\/business\/product-requirements\/labels-markings\/ce-marking\/index_es.htm\" target=\"_blank\" rel=\"noopener\">CE marking \u2014 Your Europe<\/a><\/h3>\n<p>When your product needs CE marking and what obligations you take on as manufacturer.<\/p>\n<p><span class=\"ibc-para\">If you make machinery, electrical equipment, PPE or industrial products<\/span><\/article>\n<\/div>\n<h3 class=\"ibc-grupo-of\">Risk and payment<\/h3>\n<div class=\"ibc-oficiales\">\n<article>\n<h3><a href=\"https:\/\/www.cesce.es\/es\/\" target=\"_blank\" rel=\"noopener\">CESCE<\/a><\/h3>\n<p>Spanish export credit insurance agency: covers the risk of non-payment by your foreign customer.<\/p>\n<p><span class=\"ibc-para\">If you sell on deferred payment terms outside Spain \u2014 site in Spanish only<\/span><\/article>\n<article>\n<h3><a href=\"https:\/\/www.cesce.es\/es\/riesgo-pais\" target=\"_blank\" rel=\"noopener\">Country risk \u2014 CESCE<\/a><\/h3>\n<p>Country profiles rating commercial and political risk for export operations.<\/p>\n<p><span class=\"ibc-para\">If you are selling into high-risk markets \u2014 site in Spanish only<\/span><\/article>\n<article>\n<h3><a href=\"https:\/\/www.cofides.es\/financiacion\/internacionalizacion\" target=\"_blank\" rel=\"noopener\">COFIDES<\/a><\/h3>\n<p>State body financing establishment and investment projects by Spanish companies abroad.<\/p>\n<p><span class=\"ibc-para\">If you want to go beyond selling and set up operations abroad \u2014 site in Spanish only<\/span><\/article>\n<\/div>\n<h3 class=\"ibc-grupo-of\">Canary Islands: REF, ZEC and IGIC<\/h3>\n<div class=\"ibc-oficiales\">\n<article>\n<h3><a href=\"https:\/\/www.gobiernodecanarias.org\/hacienda\/ref\/ref_fiscal.html\" target=\"_blank\" rel=\"noopener\">REF tax regime \u2014 Canary Islands Government<\/a><\/h3>\n<p>Official explanation of the tax incentives under the Canary Islands Economic and Tax Regime.<\/p>\n<p><span class=\"ibc-para\">If your company is in the Canary Islands \u2014 site in Spanish only<\/span><\/article>\n<article>\n<h3><a href=\"https:\/\/www.hacienda.gob.es\/es-ES\/Areas%20Tematicas\/Financiacion%20Autonomica\/Paginas\/Canarias.aspx\" target=\"_blank\" rel=\"noopener\">REF \u2014 Ministry of Finance<\/a><\/h3>\n<p>State framework for the REF and reference rules, with the applicable legal texts.<\/p>\n<p><span class=\"ibc-para\">If you need the legal basis for your adviser or bank \u2014 site in Spanish only<\/span><\/article>\n<article>\n<h3><a href=\"https:\/\/canariaszec.sede.gob.es\/\" target=\"_blank\" rel=\"noopener\">Canary Islands Special Zone (ZEC)<\/a><\/h3>\n<p>Official site of the ZEC Consortium: requirements and registration in the register of entities.<\/p>\n<p><span class=\"ibc-para\">If you are considering setting up a ZEC entity \u2014 site in Spanish only<\/span><\/article>\n<article>\n<h3><a href=\"https:\/\/www3.gobiernodecanarias.org\/tributos\/atc\/\" target=\"_blank\" rel=\"noopener\">Canary Islands Tax Agency<\/a><\/h3>\n<p>IGIC administration: rules, forms and procedures for operations from the Canaries.<\/p>\n<p><span class=\"ibc-para\">If you export from the Canaries and must declare IGIC \u2014 site in Spanish only<\/span><\/article>\n<\/div>\n<h2>If you want a second opinion on your case<\/h2>\n<p>If you still have doubts about your product, your market or your price, <a href=\"https:\/\/soytuexportmanager.com\/en\/contact-us\/\">write to us<\/a> and we will go through it. No commitment and no sales pitch: half an hour of conversation often saves months.<\/p>\n<\/div>\n<p>[\/vc_column_text][\/vc_column][\/vc_row]<\/p>\n<\/div>","protected":false},"excerpt":{"rendered":"<p>[vc_row][vc_column][vc_column_text] Resources for the Exporter This page brings together the questions &#8230; <\/p>\n","protected":false},"author":1,"featured_media":0,"parent":0,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":{"footnotes":""},"class_list":["post-1224","page","type-page","status-publish","hentry"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.4 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Resources for the Exporter - Soytuexportmanager<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/soytuexportmanager.com\/en\/resources-for-the-exporter\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Resources for the Exporter - 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