No Theory – Just What Works, from 40 Years on the Ground
Let’s be honest: everyone’s looking for an easy way to make money…as quickly as possible with the least amount of effort. But while most are chasing crypto profits or following the next day trading guru, it may be worth looking at the one thing that never stops, global trade.
People around the world need to move goods from A to B and always will.If you can help make that happen, there’s a serious opportunity to build a solid, profitable, long-term business.
Accessing international markets opens up new possibilities for growth, but it’s crucial to understand the unique regulations, consumer demands, and logistics involved in each market.
I’ve spent four decades in international trade, importing, exporting, teaching, and troubleshooting the lot, trading globally and seeing firsthand the vast scope and potential of this business. So in this blog, I’m going to walk you through exactly how to get started, what models actually work, and where the real money is made.
No fluff. Just the essentials to get the job done. If you’re ready to start an import export business and take the first step toward your own import export business, you’re in the right place.
What Is Global Trade, and Why Does It Matter?
Before you start your import export business, let’s take a minute to understand what international trade really is and why it’s such a powerful engine for growth. International trade, is simply the buying and selling of goods and services across international borders. It’s what allows you to source products from one country and sell them in another, tapping into demand that may exist in different markets around the world.
Why does this matter for you? Because international trade opens up opportunities you just can’t find in your local market. By starting an import export business, you’re not limited to what’s happening in your own backyard, you can access the international market, find a niche with less competition, and take advantage of price differences between countries.
This is the backbone of the import export industry: finding products that are in demand, sourcing them where they’re made best or cheapest, and moving them to where they’ll sell for a profit.
But don’t jump in blind. The most successful import export businesses are built on solid research and a clear understanding of market trends. You need to know what’s selling, where the demand is, and what regulations or trade barriers might affect your business. Analysing market trends and conducting market research will help you spot opportunities, avoid costly mistakes, and develop a solid business plan that’s built to last.
Remember, global trade isn’t just about moving goods, it’s about understanding the rules, the risks, and the rewards of trading across international borders. Get this foundation right, and you’ll be well on your way to building a profitable import export business.
Step 1: Understand the Import Export Models that Actually Make Money
You’ve basically got two ways to run an import export business, as a stockist agent or as a commission agent.
A stockist agent buys goods, holds inventory, and sells it on for a profit. You’re carrying the risk, but you’ve got full control over your margins. For example, you might import eco-friendly kitchenware from Vietnam, warehouse it in the UK, and sell it to wholesalers and retails in bulk or perhaps even to your end customer online.
Your profit lies in buying smart and selling well (the old “buy low, sell high” cliche). Starting your own import export company like this, allows you to maximise profits and build a strong brand presence by managing your own inventory and sales channels.
The second model is working as a commission agent—which is far less risky and cheaper to start but you don’t have as much control. You connect buyers and sellers, help negotiate deals, and earn a commission on each transaction (and future transactions).
You don’t need to invest in stock or handle logistics yourself. It’s about relationships and good communication. Tese types of trading companies often act as intermediaries in international trade, managing logistics and compliance for both importers and exporters.
One of my former students made his first commission brokering a deal between an Eastern European timber supplier and a buyer in Ireland, without even leaving his home office.
You can also touch on procurement if you’ve got contacts and a good network. Some businesses hire agents to source goods, manage negotiations, and oversee quality control. If you’ve got niche knowledge, you can build a side income (or a full business) just offering sourcing services. An import export business can leverage these procurement services to find reliable suppliers and ensure product quality before importing goods.
For example, many moons ago I had an export company that specialised in exporting construction equipment like dump trucks and diggers to the Middle East. I gained that specialist knowledge and knew where to find suppliers for this equipment, built a strong network and understood how to export these goods to the Middle East, understanding in great depth the export documentation needed and the processes that had to be followed.
A successful import export business can grow rapidly by choosing the right business model and building strong relationships with suppliers, buyers, and trading partners.
Step 2: Create a Business Plan That Sets You Up for Success
If you’re going to start an import export business, take the time to put together solid business plan. Your business plan is your roadmap to building that successful import export business. It’s not just a document for investors or banks, although it can be if needed, it’s your guide for making smart decisions, managing your cash, and staying focused as you grow. Your business plan should clearly define your goals, target markets, and the steps you’ll take to reach them.
Start by outlining your business structure—will you operate as a sole trader, limited liability company, or another setup? Make sure you understand if you need any business licenses and registrations, and get familiar with the trade regulations and customs duties that apply to your products and target markets.
Next, do some thorough market research. Identify your target markets, analyse competitors, and figure out as best you can if there’s a demand for your product. There’s various ways to do this which I won’t go into here but market research is not asking your Auntie and Grandma if they like your products and would buy them!
This research will help you spot opportunities and avoid markets that are already saturated or too risky. Your business plan should also include a detailed marketing strategy: how will you reach foreign buyers, promote your products, and build your brand in the global market?
Don’t forget the numbers. Include financial projections, cash flow forecasts, and a plan for managing expenses. This will help you stay on top of your business finances and make informed decisions as you grow.
It doesn’t have to be a complete plan from the start of your import export venture, it can be a work in progress but start thinking about it. A well-thought-out business plan is the foundation of every successful import export business, take the time to get it right, and you’ll set yourself up for long-term success.
Step 3: Choose What Products to Trade
Focus on Common Sense, Not Fads
This is where most people go wrong. They either pick products they “like” or follow fads. Neither is a long-term strategy. Identifying market opportunities and understanding what the market wants or needs in foreign markets and overseas markets is crucial for long-term success.
Import What You Know and Care About
If you’re going to import something, make life easier, pick a product you already understand and have an interest in. This cuts down your learning curve massively. You’ll know what good quality looks like, how it should work, and what questions to ask suppliers.
It stops you from guessing and making expensive mistakes. Plus, when you’re talking to buyers, your natural knowledge and passion come through—it builds trust. And trust turns into repeat business.
There’s no point trying to sell car engine parts if you don’t know a carburettor from a crankshaft, even if the margins look good. But if you’re into drones, understand how they work and love flying them, that passion will carry you a lot further—even if the margins are tighter. Enjoying the work means you’ll stick with it longer, and that alone gives you a better chance of success.
Offer a Range, Not Just One Product
One product is a dead end. Give yourself options, options in life are a good thing. A range of related products gives you room to manoeuvre. If a customer doesn’t like product A, you can offer product B or C. If they love A, you’ve got extras to bolt on and increase the order value. It’s how you build out a business that lasts.
Say you start selling cutlery, don’t stop there. Add in matching glasses, plates, bowls, the lot. You’ll make more money per sale and become the go-to supplier instead of a one-hit wonder. Buyers like convenience.
Give them everything they need, and they’ll keep coming back. Selling products and offering a range of imported goods or export goods helps you sell products to a wider audience and meet diverse customer needs.
Focus on a Niche
There’s an old saying: there’s riches in niches and it’s true. If you’ve got solid knowledge in a specialist area, use it. You’ll find it much easier to connect with the right buyers. Niche markets might be smaller, but they’re more targeted and usually less crowded. You can often charge more, too, because there’s less competition driving prices down.
You can find niche opportunities by analysing market demands in foreign markets and identifying gaps that others have missed.
Drone enthusiasts, for example, are easier to target than general tech buyers. They’re passionate, they know what they want, and they’re willing to pay for quality and there’s online groups and communities that you can engage with or pay to promote your products. That’s the kind of customer you want, someone who values what you’re offering and doesn’t just shop on price.
Specialist Knowledge Sets You Apart
The more specialist your knowledge, the harder it is for anyone to copy you (remember my construction equipment importing business?). That gives you a serious edge. I had a student once who knew a lot about the oil-well industry. He spotted a gap and developed a small, simple product to solve a big problem.
He had it made in China, filed a patent, and had zero competition. Because of that, he could name his price and the bigger the company, the more he charged. That’s what happens when you know your market inside out.
Sourcing from foreign manufacturers or a local manufacturer and building a reliable supply chain is really important for consistent quality and efficient operations.
The takeaway? Your knowledge is your leverage. When you know what you’re doing better than anyone else, you can dominate a niche, set your prices, and build a business with real long-term value.
Whatever you pick, you must know your product. Or, at the very least, partner with someone who does. I’ve seen people lose thousands importing food or drink without even tasting a sample. Remember the conman who sold fake Scottish tea to luxury hotels? £580,000 gone because the buyers didn’t know what proper tea should taste like. Don’t be that guy.
We covered this in detail in our blog “What Can I Import and Sell to Make Money?”. The real gold is in boring products that people buy every day. It’s not about finding the next viral gadget—it’s about steady, reliable demand over the long term.
Another way of thinking about it is by asking yourself what’s already being imported into your country and whether you can find suppliers abroad offering better prices or quality. Then flip it: what does your country export that other markets want? Understanding which exported goods and export goods are in demand in other countries can help you identify new opportunities for your business.
Do your research. Look at local wholesalers, online marketplaces, and trends backed by data—not hype. And remember: profit is made when you buy, not when you sell. Buy smart, with a margin built in from the start.
Step 4: Set Up Your Business the Right Way
You don’t need a big office or a warehouse to start. Many import-export businesses start from a laptop, a mobile phone and a home office.
What you do need is:
- A registered company or sole trader (Ltd in the UK, LLC in the US, etc.)
- An EORI number if trading in or with the UK
- A business bank account with multi-currency support
- A website and probably a LinkedIn presence to show you’re legitimate
Proper business setup is crucial—choosing the right structure and consulting professionals, such as an accountant, can help ensure your company is established correctly from the start.
When trading with foreign countries, you must also comply with international regulations, including industry-specific and cross-border legal standards.
It’s also worth looking at methods of payments and making sure you understand how to get paid—especially if you’re dealing with buyers abroad. Letters of Credit, payment terms, and Incoterms matter. If you get that wrong, you could find yourself in a world of trouble.
Research if there are any trade agreements with other countries that you should be aware of.
Step 5: Learn the Documents – They Matter More Than You Think
In international trade, if it’s not on paper, it didn’t happen. That’s why learning export documentation is non-negotiable.
You’ll need to know how to prepare or check:
- Commercial Invoices – essential for customs clearance and used to calculate customs duty
- Packing Lists
- Bills of Lading or Air Waybills
- Certificates of Origin
- Inspection Certificates
- Letters of Credit
- Customs Declarations – mandatory for both importing goods and exporting goods to comply with border regulations
You will never have a successful or profitable import export business if you don’t understand these documents.
These documents get your goods through customs, prove ownership, and ensure you get paid. Customs declarations are crucial for both importing goods and exporting goods, as they ensure compliance with legal requirements and efficient border clearance.
If you don’t understand what’s required, or you send the wrong paperwork, your cargo could sit at the port for weeks—or get rejected entirely, leading to delays, which lead to more fees, which lead to less profit and more stress. You get the idea.
Customs duty is calculated based on the value listed on the commercial invoice and the information provided in customs declarations. When importing goods, having the correct documentation for your import goods is essential to avoid delays, penalties, or additional costs.
There’s a lot to learn here but export documentation and procedure is critical to understand before you make any big orders from suppliers abroad.
Step 6: Manage Your Money – Cash Flow, Financing, and Risk
Managing your money is just as important as finding the right products or buyers. In the import export business, cash can make or break you, especially when dealing with international trade, long payment cycles, and unexpected expenses.
Keep a close eye on your business finances, track your profit margins, and plan for all costs, including customs duties, shipping, and insurance.
Explore financing options to support your business growth. This could mean applying for loans, seeking government grants, or using export credit insurance to protect against non-payment from buyers. Export credit insurance can be a lifesaver, especially when trading with new or overseas markets where payment risks are higher.
With so much to think about, whatever you do, don’t overlook the importance of customs clearance and compliance. Make sure you have the right import licenses, pay customs duties on time, and understand the regulations in each country you trade with. Delays or mistakes here can tie up your cash and hurt your reputation.
Finally, develop a risk management plan. International trade comes with its own set of challenges, currency fluctuations, logistics hiccups, and political changes can all impact your business.
By planning ahead and staying on top of your business finances, you’ll keep your import export business profitable, running smoothly and set yourself up for long-term success.
Step 7: Develop a Marketing Strategy and Unique Selling Proposition (USP)
To stand out in the global market, your import export business needs a clear marketing strategy and a unique selling proposition (USP). Start by conducting market research as we’ve already said, to understand your target markets.
What do your customers want, what are their consumer preferences, and how do they make buying decisions? This insight will help you tailor your marketing strategies to meet their expectations and build trust.
Create a strong brand presence with a professional website, active social media profiles, and high-quality marketing materials. Use these channels to showcase your products, share your story, and connect with foreign buyers.
Your USP is what sets you apart from the competition—maybe it’s your product quality, your customer service, or your expertise in a specific niche. Make sure this comes through in all your marketing.
Stay up-to-date with industry trends by reading trade publications, attending trade shows, and consulting with experts. Consider using consulting services to refine your marketing strategy and keep your business ahead of the curve.
By building a strong market presence and communicating your USP clearly, you’ll attract more buyers, grow your reputation, and drive business growth in the competitive world of global trade.
Step 8: Become a Freight Forwarder (If You Want Bigger Margins)
Once you know how goods move, and you’re comfortable with the logistics side, there’s a great opportunity to become a freight forwarder.
Forwarders are middlemen between shippers and carriers. They arrange transport, consolidate cargo, deal with customs, and ensure goods arrive safely. And here’s the kicker, they make money on every leg of the journey. Margin on sea freight, air freight, handling fees, clearance, warehousing—you name it.
It’s more technical, but if you’ve got a solid understanding of Incoterms, documentation, and shipping routes, there’s a lot of profit to be made. You don’t need to own a truck or a ship, you just need to know how to manage the process and quote competitively.
We’ve trained many successful forwarders at ABTS. Many started as import-export agents and scaled into forwarding as they grew. If you’re already managing shipments, offering forwarding as a service can double your revenue without needing extra staff.
Step 9: Find Buyers and Build Relationships That Pay
Now it’s time to sell. That’s where many fall flat because they expect buyers to magically appear. It doesn’t work like that. Developing effective sales strategies is crucial to reach buyers for your exported goods and ensure your business stands out in competitive markets.
Start by creating a profile for your target customer. Who are they? What do they need? Where do they hang out? Then go looking—on LinkedIn, at trade shows, through B2B directories, and by emailing directly. Send samples if you’re a stockist. Make intros if you’re an agent.
It’s about playing the long game. Relationships built today become repeat business tomorrow. I’ve had deals run for years because I kept in touch and delivered value. Stay consistent, be professional, and always follow up.
Final Thoughts: Don’t Wait for “Perfect” – Start Now, Start Small
The biggest mistake I see? People waiting. Waiting until they have more money, waiting until they “know everything,” waiting for a perfect product. That day never comes.
Start small. Start smart. Take the first step. Learn on the job. Get trained properly so you avoid costly mistakes, and keep things simple until you build momentum. You don’t need to be an expert to begin—but you do need to begin to become one.
And remember—this industry isn’t for chancers. It’s for doers.
If you’re serious about learning the ropes and setting up a real import export business that actually makes money, sign up for our free online training or take one of our paid professional courses.
See you on the inside.