Import/Export: Our Business Plan

This article was written by our expert who is surveying the import-export industry and constantly updating the business plan for an import/export company.

Who wrote this content?

The Dojo Business Team

A team of financial experts, consultants, and writers

We're a team of finance experts, consultants, market analysts, and specialized writers dedicated to helping new entrepreneurs launch their businesses. We help you avoid costly mistakes by providing detailed business plans, accurate market studies, and reliable financial forecasts to maximize your chances of success from day one—especially in the import/export market.

Which regions are the safest bets for import and export right now?

Focus first on corridors with stable demand, predictable rules, and reliable ports: Southeast Asia⇄EU/US, USMCA (US⇄Mexico), and select Africa growth hubs.

Southeast Asia (Vietnam/Indonesia/Thailand) offers strong manufacturing depth and improving logistics; the EU/US provide high purchasing power and clear compliance frameworks.

Within LATAM, Mexico’s nearshoring to the US is resilient; in Africa, regional hubs (e.g., Kenya, South Africa, Morocco) show promising infrastructure and trade facilitation.

Prioritize two lanes only at launch and expand after three on-time, in-full cycles prove reliability. You’ll find detailed market insights in our import/export company business plan, updated every quarter.

What trade rules, tariffs, and compliance do I need to account for?

Anchor your plan on Incoterms® 2020, WTO tariff schedules, and country-specific product rules (e.g., CE/REACH/RoHS in the EU; FDA FSVP for US food).

Always confirm applied tariff rates by HS code before quoting; duties can range from 0–20%+ depending on product/origin, and rules update frequently.

For EU sales, many goods require CE marking; chemicals fall under REACH; electronics must meet RoHS; US food importers must implement FSVP.

Document each requirement in a one-page “lane compliance brief” per SKU and keep it with the commercial invoice and packing list.

Which logistics partners, routes, and Incoterms give the best cost-reliability mix?

Use a top-tier forwarder (or digital forwarder) plus one regional specialist, and write Incoterms into every contract.

For ocean, Asia⇄EU/US mainlines via major ports keep rates competitive; for air, use it sparingly for high-value SKUs or urgent replenishment.

FOB or FCA for supplier hand-off, CIF/CIP if buyers need a landed-cost quote, and DDP only if you have strong local compliance capability.

Consolidate bookings monthly to lock better all-in rates and predictable transit times. This is one of the strategies explained in our import/export company business plan.

How much volume do I need to ship to break even, and what does that mean for warehousing?

As a rule of thumb, 1–3 FEU per month (or ~5,000–10,000 units of consumer goods) per active lane often covers fixed overheads for a small import/export company.

Back-solve from gross margin minus freight, duty, brokerage, drayage, and last-mile to determine your SKU-level break-even and MOQ per shipment.

Use a 3PL warehouse near your main port or customer cluster to reduce drayage and speed delivery; size storage for 45–60 days of sales.

Increase turns with smaller, more frequent consolidations once demand is predictable.

Which product categories are most promising now?

Favor goods with healthy margins, stable demand, and compliance clarity: electronics/accessories, specialty foods with certification, basic medical disposables, “green tech” components, and fast-moving consumer goods.

For exports from emerging markets, consider value-added agro-products and light manufactured components where quality certification differentiates you.

Avoid categories with volatile tariffs or complex certifications until your team has process discipline.

Pilot two complementary SKUs per lane, then scale the winners. We cover this exact topic in the import/export company business plan.

What licenses, permits, and certifications are mandatory on both sides?

Register your company and obtain importer/exporter IDs (e.g., EORI in the EU; EIN in the US; country-specific importer codes elsewhere).

Product rules include CE marking for many goods in the EU, REACH for chemicals, RoHS for electronics, and sector certifications (e.g., FDA FSVP for food entering the US).

For each SKU, keep technical files, test reports, and certificates of origin aligned with HS codes and destination rules.

Audit your suppliers for documentation readiness before you issue the first PO.

What is my typical cost per unit for freight, duty, and insurance—and how do I optimize it?

Model ocean at ~US$1,600–2,000 per 40’ and air at US$4–6/kg on major lanes; add 0.5–1.0% of cargo value for cargo insurance as a starting point.

Duty varies widely; verify applied rates by HS code and origin and use FTAs where available; consolidate LCL into FCL when possible to reduce per-unit cost.

Benchmark rates quarterly and use digital platforms for instant quotes and lane analytics.

Track landed cost per SKU in your ERP and reprice when inputs move by ±5%.

Which local distribution networks and retail channels work best to reach customers?

For B2B, use specialized importers/wholesalers and B2B marketplaces to accelerate onboarding; for D2C, anchor on regional 3PL fulfillment and marketplaces.

Alibaba.com, Global Sources, and regional B2B platforms help source and sell at scale; in LATAM, Mercado Libre’s new B2B unit expands wholesale options.

For EU/US retail, pair national wholesalers with e-commerce for long-tail demand and repeat orders.

Secure exclusivity or territory rights where feasible to protect investment. It’s a key part of what we outline in the import/export company business plan.

What risks must I mitigate—FX, political, and supplier dependency?

Hedge currency exposure, diversify suppliers/lanes, and insure trade receivables where credit risk is uncertain.

Use forwards or NDFs to lock exchange rates for payables/receivables; maintain at least two qualified suppliers per critical SKU and two routings per lane.

Buy trade credit insurance for new buyers or markets with higher default risk; review country risk quarterly.

Create a 13-week cash-flow forecast that reflects FX hedges, transit times, and DSO.

What financing structures work best for working capital?

Combine letters of credit, open-account terms with insurance, and government-backed working-capital guarantees.

Use UCP 600-governed L/Cs for first deals or higher-risk buyers; move to insured open account once performance is proven.

Leverage EXIM/SBA (or local ECAs) for loan guarantees to fund inventory and receivables.

Align payment terms with transit time plus 10–15 days to protect cash.

Which technology platforms should I use for visibility, customs, and planning?

Adopt one system of record for bookings, tracking, and documents from day one.

Flexport provides end-to-end visibility and notifications; CargoWise centralizes logistics ops and offers Neo for customer access; Descartes automates customs filings, denied-party screening, and compliance.

Layer trade-data tools (e.g., shipment databases) to size markets and monitor rivals.

Standardize file names and version control to avoid document exceptions. Get expert guidance and actionable steps inside our import/export company business plan.

What are competitors doing, and how do we stand out?

Most import/export competitors compete on price and lead-time; the winning edge is compliance speed, reliability, and clear communication.

Differentiate with faster document turnaround, proactive exception alerts, and verified sustainability/traceability claims where relevant.

Negotiate territory exclusivity or private-label variants; publish delivery KPIs monthly to build buyer trust.

Package “landed-cost” quotes under specific Incoterms to make purchasing simpler for buyers.

Can you map costs, risks, and responsibilities by Incoterm quickly?

Yes—use the table below to clarify who pays and who bears risk for common Incoterms in import/export contracts.

Where should I advertise and build deal flow quickly?

Use targeted B2B platforms, sector trade shows, and a consistent outreach cadence.

List on major B2B marketplaces (Alibaba.com, Global Sources) and join regional buyer groups; showcase certifications and delivery KPIs.

Run monthly sourcing campaigns by HS code and country; nurture leads with landed-cost quotes and sample kits.

Measure conversion by qualified inquiries and repeat orders, not just views.

What are the best practices for setting prices in import/export?

Price from landed cost up; include a buffer for FX swings and rate changes.

Set a floor margin (e.g., 18–25% for many consumer goods) after duty, freight, handling, and payment costs, with FX hedged for the invoice currency.

Offer volume breaks tied to container utilization (e.g., FCL fill rate thresholds) rather than flat discounts.

Revisit price when inputs move ±5% or when service level changes (Incoterms, lead time, payment terms).

Conclusion

This article is for informational purposes only and should not be considered financial advice. Readers are encouraged to consult with a qualified professional before making any investment decisions. We accept no liability for any actions taken based on the information provided.

Sources

1. Freightos Baltic Index (Global Container Pricing)
2. MoverDB – International Container Shipping Rates (Oct 2025)
3. IATA – Air Cargo Market Analysis (2025)
4. WTO – Tariff & Trade Data
5. ICC – Incoterms® 2020
6. EU Access2Markets – Customs documents & EORI
7. FDA – FSVP Rule (FSMA)
8. Flexport – Visibility Platform
9. CargoWise – Global Logistics Platform
10. Descartes – Customs & Regulatory Compliance