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Learning path

New to exporting?
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Understand what it takes to sell goods internationally — the documentation, the compliance, and the terminology — before the first order ships.

Exporting opens up new markets — but it also introduces new obligations. This path covers the key things to get right before your first shipment leaves.

Before you export

What exporters need to have in place

Whether you're exporting for the first time or formalising something you've been doing informally, these are the foundations.

1
Register for an EORI numberYou need an EORI number to export from the UK or EU. It's the identifier used on customs declarations and export documentation.
2
Classify your goods correctlyHS codes determine export licensing requirements, duty drawback eligibility, and the tariff classification your buyer faces on import. They matter from both sides.
3
Choose the right IncotermThe Incoterm in your sales contract determines how much responsibility you take on after the goods leave your facility. Getting this wrong can mean unexpected cost and liability.
4
Prepare the right documentationAt minimum, exporters need a commercial invoice and packing list. Many shipments also require a certificate of origin, and regulated goods may need additional permits or licences.
5
Check whether an export licence is requiredCertain goods — including some technology, chemicals, and military-adjacent products — require an export licence. The consequences of exporting without one can be severe.
6
Understand how your buyer will importWhat happens after your goods leave your country matters too. A buyer who struggles with customs clearance due to incorrect documentation comes back to you.

Core reading

Articles for new exporters

Practical, plainly written articles on the topics exporters need to understand.

DocumentationThe commercial invoice: what exporters need to include

The commercial invoice is the foundation of every export. Here's what must be on it, what happens if something is wrong, and why accuracy matters at both ends.

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DocumentationCertificate of origin: when you need one and how to get it

Many buyers require a certificate of origin to benefit from preferential duty rates. What it is, who issues it, and how to get one right.

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DocumentationBills of lading for exporters: what you're signing

The bill of lading is a title document — it controls who can claim the goods. Understanding what you're agreeing to when you accept one is important.

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CustomsExport customs declarations: what they are and who makes them

An overview of the export customs declaration process in the UK and EU — what's required, who submits it, and what information is needed.

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IncotermsIncoterms for exporters: choosing how much responsibility to take on

A practical guide to selecting the right Incoterm for your sales contracts — what each one means for cost, risk, and documentation.

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ComplianceDo you need an export licence? A practical starting point

Export controls apply to more product categories than most people realise. This article helps you identify whether your goods might be subject to licensing requirements.

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DocumentationPacking lists: why getting them right saves time at both ends

A packing list seems simple, but errors create problems for your buyer at customs. What it needs to contain and the common mistakes to avoid.

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RegistrationEORI numbers for exporters: the basics

What an EORI number is, why you need one to export from the UK or EU, and how to apply for one.

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PricingUnderstanding your export costs: what to factor in

Beyond the product price, exporting has a range of costs that affect your margins. A practical guide to what to account for when pricing an export order.

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Incoterms

Incoterms — the exporter's view

The Incoterm in your sales contract determines where your responsibility ends. All 11 Incoterms 2020, plus the legacy DDU for reference.

EXW
Ex Works
Least seller responsibility

Your obligation ends when goods are made available at your premises. The buyer arranges and pays for everything from there — including export clearance.
FCA
Free Carrier
Recommended over EXW

You clear for export and deliver to a named point. More practical than EXW and reduces risk of the buyer failing to export correctly.
FAS
Free Alongside Ship
Port of origin, vessel side

You deliver goods alongside the vessel at the named port of shipment. Export clearance is your responsibility. Buyer loads and pays freight from that point.
FOB
Free on Board
Very common in export

You load goods on the vessel at the origin port. Risk and cost transfer to the buyer from that point. Widely used in manufacturing exports.
CFR
Cost and Freight
Like CIF without insurance

You pay freight to the destination port. The buyer arranges their own insurance. Risk transfers when goods are loaded at origin.
CIF
Cost, Insurance, Freight
Seller pays to destination port

You pay for freight and insurance to the destination port. Risk transfers at origin loading, but you carry the cost to destination.
CPT
Carriage Paid To
Multi-modal CFR equivalent

You pay freight to a named destination. Used for air, road, or multi-modal shipments. Risk transfers at origin handover point.
CIP
Carriage & Insurance Paid
Enhanced insurance required

Like CPT but you must also provide insurance. Incoterms 2020 raised the insurance requirement to Institute Cargo Clauses (A) — the highest level.
DAP
Delivered at Place
Popular for B2C exports

You deliver to the buyer's named destination. Buyer handles import clearance and duty. Common for cross-border e-commerce.
DPU
Delivered at Place Unloaded
You unload at destination

You deliver and unload goods at a named place. Previously called DAT. Risk transfers once goods are unloaded.
DDP
Delivered Duty Paid
Maximum seller responsibility

You handle everything including import clearance and duty. Maximum convenience for the buyer, maximum complexity and cost for you.
DDU
Delivered Duty Unpaid
Legacy — replaced by DAP

Removed in Incoterms 2010. If you encounter DDU in older contracts, treat it as equivalent to DAP for practical purposes.

Explore other paths

Also worth reading

Understanding the importing side — and how freight forwarding works — makes you a better exporter too.

New to importingUnderstanding what your buyer goes through at the other end helps you prepare better documentation and avoid delays at their customs.
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Freight & logistics professionalLearn how freight forwarders and shipping lines operate — useful context for understanding what happens to your goods once they leave.
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