Whether you need to verify the feasibility of exporting to certain countries or haven’t yet decided where to export, the Montana Department of Commerce’s Export Montana Team is here to help. Read more below about where to consider exporting and how to evaluate your choice.
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Choosing where to start can seem daunting, but there are ways to narrow down which countries might be a good choice.
Sales
The first place to look is your own sales data. If customers have reached out to you from different countries, these countries might be the best place to start. Who has purchased or contacted you about buying your product or service?
Leads
Have you been to trade shows and talked to foreign buyers? Have you been contacted by foreign distributors? Reach out to colleagues, sales reps or any other contacts you have in the industry to gain insight into which countries have potential.
Research
Search the internet for other companies selling similar products. Where are they located, and who are they selling to?
Research which countries use products like yours or have demographic or economic factors that would make them candidates to buy your product. These factors include income, industry, infrastructure needs, environment, cultural factors and trade barriers.
Income
Is your product a luxury item intended for a wealthy population, or is it a low-cost, everyday item that most people in the world could afford? Is it intended for developing countries with rapid rates of growth? Researching a country's GDP per capita might help narrow this down.Industry
Look to countries with strong or developing industries in the area you sell in. You can also search for complementary industries.Infrastructure needs
Does your product require advanced transportation infrastructure and telecommunications, cheap national distribution, internet or manufacturing?Environment
Is your product specific to certain climates or geographies? Can humidity or terrain influence who might be the best customer for you?Cultural factors
Will your product do best in a technologically advanced country? Is it suited for cultures with restrictions on clothing or certain types of food? Do you think it would do in cultures that are similar the U.S., or would it have a more global reach?Trade barriers
Every country has some sort of trade barriers. These could include prohibitive tariffs, complicated government certifications, country-imposed quotas or corruption. Use this tool from Global Edge to learn about these country-specific issues.
Resources
Global Edge
This database, put together by Michigan State University’s International Business School, has country and region-specific information to help you learn about markets.
Market Diversification Tool
This tool can give you complex insight into which potential markets you should explore.
CIA Factbook
This is one of the most up-to-date, comprehensive sources for demographic, cultural and economic information about every country in the world.
U.S. Census Data
The U.S. Census Bureau makes a large amount of statistical information available, including foreign trade material and other export resources.
Observatory of Economic Complexity
This website was put together by MIT and uses sophisticated graphic systems to display country and product information with an emphasis on complexity of trade.
Export Montana Team
Contact us to find other industry-specific data including annual export information based on specific products. We are here to help.
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Selecting Initial Markets
Researching the Global Marketplace
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Now that you’ve identified potential markets, it’s time to narrow down your search to one or two countries. This will allow you to do more in-depth research to decide if you should make the investment of time and money to pursue exporting to these countries.
The U.S. International Trade Administration has developed a Market Diversification Tool that uses 11 indicators to rank which countries your product has the most potential to be exported to. To use this tool, you'll need your products HS code, which is the globally recognized system to categorize and track all products. You can find your HS code by using the U.S. International Trade Commission's search tool or the U.S. Census Bureau's search tool. Remember, it is the first six digits of the results you find. If you have trouble, contact the Export Montana team.
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Country Commercial Guides
Pick a country from the drop-down menu to watch a short video with an overview on how to do business in a specific country, the market potential and trade barriers to consider.
Montana Department of Commerce
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