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4. Getting Started: Creating an Export Business Plan    31
Market Expansion: Benefits/Trade-offs  
Benefits:
Trade-offs:
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4. Getting Started: Creating an Export Business Plan    32
Business Analysis   
Complete the following sections:
A. Current Successes
1. Why is your business successful in the domestic market? Give specific reasons.  
2. What is your company’s annual growth rate? 
B. Competitive Advantages 
1. Domestic Competitors  
 
 
                                                              Yes 
      No
Currently Exporting?
2. What are the competitive advantages of your products or business over other domestic and  
international businesses? 
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C. Company “Commitment”
1. On a scale of 1 to 10, what is the company’s level of commitment to expanding  
into international markets? (1 = not interested in exporting; 10 = fully planning to export)
Key Management (Name/Title)
Name 
Title
Level of Commitment 
(Scale of 1-10, 1 being lowest) 
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4. Getting Started: Creating an Export Business Plan    33
2. How much are you willing to commit to implementing an export program?  Be specific:
Preparation time: hours per week                              month                                year
List planning and resources that are intrinsic to your business.
management time, manpower, financial commitment, facilities, other assets
For example: 
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4. Getting Started: Creating an Export Business Plan    34
Industry Analysis    
Step 1: Find export data available on your industry.
Researching your industry is easier than ever before. 
• Check out Export.gov to explore sector reports for your industry.      
Record at least three key findings about your industry’s exporting potential or current exporting status that 
could impact your exporting decisions:
Document up to three findings about your competition: 
What do you estimate could be the projected sales for similar products in your chosen international markets 
for the coming year? Please explain.
Step 2: Research how competitive your industry is in the global markets.
There are several sources for obtaining information about your potential competition in international exporting. 
• Evaluate import-export statistics from the Bureau of Census
• Contact your trade association. If you need to locate information about relevant trade organizations,  
you can search the Google listing of top business Trade Associations.
• Contact your nearest U.S Export Assistance Center.
• Contact your nearest Small Business Development Center.
1.
2.
3.
4.
5.
1.
2.
3.
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4. Getting Started: Creating an Export Business Plan    35
Step 3: Assess your industry’s international growth potential.  
This exploration can be conducted through such avenues as conversations with industry colleagues/
contacts, attending trade shows, and researching your industry. 
• Talk to companies in your industry or trade association.
• Read industry-specific magazines.
• Attend a national trade fair. 
List up to three findings about your industry’s growth potential:
What might these findings lead you to believe about your own company’s international growth potential?
What do these findings reveal about potential barriers to growth or market entry?
Step 4: Research government market studies.
Federal and state studies have been conducted on many industries’ potential international markets. Check 
for these studies at the following locations:
• U.S. Department of Commerce  
• Your local U.S. Export Assistance Center
• Your closest Small Business Development Center
• Related trade associations
List pertinent studies for future reference. (Copy website URLs for easy access.)
Study/Source
URL
1.
2.
3.
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4. Getting Started: Creating an Export Business Plan    36
Products with Export Potential     
List those of your company’s products/services that you believe have export potential. List the strengths and 
weaknesses of each of them. In addition, document why you believe each product will be successful in the 
international marketplace. At this stage, the reasons should be based on your current knowledge.
Product/Service
Strengths
Weaknesses
Reasons for Potential  
Export Success
Based on the Reasons for Potential Export Success, decide whether you believe that one or more of your 
products/services might have exporting potential. (See next page.)
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4. Getting Started: Creating an Export Business Plan    37
If one or more of your products/services has export potential, continue through the following steps: 
Step 1: Select the most exportable products/services to be offered internationally. 
To identify your products/services with the greatest export potential, you need to consider which of your 
products are sold successfully in the domestic market. You’ll then look at this/these product(s) in terms of 
whether they could fill a targeted need in export markets according to price, value to customer/country and 
market demand. It is also quite possible that you could see some of your products that only have marginal 
sales in the U.S. market in high demand in foreign markets! Many small businesses have 100% of their sales 
going into foreign markets. 
List your company’s major products/services: 
If unsure of market share: what is your current assessment of your standing in the marketplace?   
Be specific–for example: small and unknown, one of top three brands.
Which product do you feel has the best export potential? 
Why?
Present U.S. market 
share for each:
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4. Getting Started: Creating an Export Business Plan    38
Step 2: Evaluate the product/service(s) to be offered internationally. 
If you have several product lines, you will need to conduct a product comparison/evaluation here in 
this section. However, if you have just one product line, your major focus will be on ensuring product 
certifications, adaptations, and cost effects of changes. 
Consider:
What makes this/these product(s) attractive for an overseas market?
Why do you believe international buyers would purchase this/these products? 
Product:
Attributes for Overseas Sales:
Reasons International Buyers will Purchase:
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4. Getting Started: Creating an Export Business Plan    39
3. Determine which foreign markets will be the easiest to penetrate:
In each case, consider: How does the quality of your product or service compare with that of goods already 
available in your target foreign markets?
Is your price competitive in the markets you are considering?   Yes           
No 
Who could your major customers be? 
4. Define and narrow down those export markets you intend to pursue: 
Matching Products to Global Trends/Needs      
Steps for Foreign Market Research: 
1. Classify your product by the HS-Code/Schedule B number: 
2. Find countries with the best-suited markets for your product:
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4. Getting Started: Creating an Export Business Plan    40
Name: 
Company: 
Address:
Phone: 
Email:
Name: 
Company: 
Address:
Phone: 
Email:
Name: 
Company: 
Address:
Phone: 
Email:
5. Talk to your U.S. customers or other companies who are doing business internationally: 
Contact List:
Explore the FTA Tariff Tool at www.export.gov/FTA/FTATariffTool
6. Research export efforts of U.S. competitors. 
Findings/Notes:
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